If you want to make more money, recruit quality people.
When you recruit quality people, they make you money. Recruiting is to real estate brokers like listing houses is to sales people. It is critical to growth. If you intend to grow, you have to recruit new, quality agents.
There is only two kinds of agents; experienced and new real estate school graduates. All the experienced real estate agents were, at one time, new real estate school graduates. Wouldn't it have been easier to recruit them then? If you had,they would have been earning you money all this time. Some broker has been earning a share of their income.
Please read my blog post " Your Florida Real Estate Class for No Money". If that concept makes sense to you, call Kathy at 407 822 3926.
While you have Kathy on the phone, ask her about the Department of Business and Professional Regulation's secret list of every real estate license application in Florida. This list is available for certain people. In central Florida, there is only about three companies that call these people and offer them a job. The only ones that don't welcome that call are people that have already made plans to go to work for XYZ Realty. The rest of them are happy to hear from you. In fact, they are extremely complimented.
You can recruit these people. They will make you money.
Just yesterday, I received an email from a young man that attended my sales associate class. He made a 96 on my test at Climer School of Real Estate and two days later he passed the Florida real estate exam. My bet is that young man will make a nice living selling real estate in central Florida. Lately, my classes are full of sharp,smart,well educated experienced people. Link to my website and start recruiting these wonderful people. It is free. It will put money in your pocket. Check us out at www.climerrealestateschool.com
Friday, September 2, 2011
What I Learned At The Annual DBPR Real Estate Instructor's Seminar
The Florida Department of Business and Professionial Regulation held their Orlando session of the seven hour seminar that real estate instructor's have to take to renew their instructor's permit. Since my instructor's permit expires September 30th, I was there.
Unlicensed activity has gone up considerably. That was topic number one.
Topic number two was short sales. The Department of Business and Professionial Regulation teaches about short sales from a "here is how you are violating chapter 475" point of view. Chapter 475 requires licenses to be skillful, careful and diligent. You are NOT being diligent when you advise your customers that they do NOT need an attorney. Apparently lots of licensees are learning this the hard way.
Another legal problem that was mentioned by the Department of Business and Professional Regulation was not presenting ALL offers as required by chapter 475. Chapter 475 requires licensees to present all offers up until closing unless otherwise directed in writing by the seller. If it is your intent to not present all offers, you better get that directive in writing from the seller. The DBPR investigates all complaints.
Lots of licensees being fined because they don't have a expiration date on their written listing as required by chapter 475. Apparently, with short sales, many licensees are not putting expiration dates on their listings. This is clearly a violation of chapter 475. All written listings must have a expiration date.
The Department of Business and Professional Regulation suggests to us instructors that we notify everyone to check their expiration date on their Florida real estate license. Fifty per cent of all Florida licenses expire in September. Check yours. Right now would be a good time. Your expiration date is on your license or you can check it at the DBPR's website, www.myfloridalicense.com
If you need any help or need to take a continuing education class, call Kathy at 407 822 3926. That is the number for Climer School of Real Estate or www.climerrealestateschool.com .
Unlicensed activity has gone up considerably. That was topic number one.
Topic number two was short sales. The Department of Business and Professionial Regulation teaches about short sales from a "here is how you are violating chapter 475" point of view. Chapter 475 requires licenses to be skillful, careful and diligent. You are NOT being diligent when you advise your customers that they do NOT need an attorney. Apparently lots of licensees are learning this the hard way.
Another legal problem that was mentioned by the Department of Business and Professional Regulation was not presenting ALL offers as required by chapter 475. Chapter 475 requires licensees to present all offers up until closing unless otherwise directed in writing by the seller. If it is your intent to not present all offers, you better get that directive in writing from the seller. The DBPR investigates all complaints.
Lots of licensees being fined because they don't have a expiration date on their written listing as required by chapter 475. Apparently, with short sales, many licensees are not putting expiration dates on their listings. This is clearly a violation of chapter 475. All written listings must have a expiration date.
The Department of Business and Professional Regulation suggests to us instructors that we notify everyone to check their expiration date on their Florida real estate license. Fifty per cent of all Florida licenses expire in September. Check yours. Right now would be a good time. Your expiration date is on your license or you can check it at the DBPR's website, www.myfloridalicense.com
If you need any help or need to take a continuing education class, call Kathy at 407 822 3926. That is the number for Climer School of Real Estate or www.climerrealestateschool.com .
Get Your First Broker To Pay For Your Real Estate School
A few days ago, I put a post on this blog,"Your Florida Real Estate Class For No Money". If you have not read that, go back and read it.
To get your first broker to pay for your real estate school tuition, you need to ask them to . A real estate broker will rarely pay your real estate school tuition in advace. Most will reimburse you if you ask them IN YOUR JOB INTERVIEW. In fact this should be your first question. An extra $220 added to your first commission check would be nice.
You can go to http://www.ezinearticles.com/ and read my article "A Dozen Questions For Your First Broker" or check my website http://www.climerrealestateschool.com/ for a list of brokers that are already participating in our tuition reimbursement program.
To get your first broker to pay for your real estate school tuition, you need to ask them to . A real estate broker will rarely pay your real estate school tuition in advace. Most will reimburse you if you ask them IN YOUR JOB INTERVIEW. In fact this should be your first question. An extra $220 added to your first commission check would be nice.
You can go to http://www.ezinearticles.com/ and read my article "A Dozen Questions For Your First Broker" or check my website http://www.climerrealestateschool.com/ for a list of brokers that are already participating in our tuition reimbursement program.
Thursday, September 1, 2011
The Florida Real Estate Commission Has A Deal For Military Personel
If a person is in the Army, Navy, Air Force, Marines,Coast Guard and is transferred to do active duty in Florida, the FREC has a deal for you. Maybe I should say for your spouse.
If a military person's spouse has a real estate license in any other state, the spouse can get a Florida real estate license instantly. The spouse does not have to go to real estate school or take a test. That is the good news. The bad news is that temporary real estate license expires in six months and can not be renewed.
The purpose of this law is to allow that military spouse to get started selling real estate in Florida with no career interruption. Get more details at the Department of Business and Professional Regulation's website. That website is www.myfloridalicense.com .
If you still need help, call Kathy at 407 822 3926 or www.climerrealestateschool.com
If a military person's spouse has a real estate license in any other state, the spouse can get a Florida real estate license instantly. The spouse does not have to go to real estate school or take a test. That is the good news. The bad news is that temporary real estate license expires in six months and can not be renewed.
The purpose of this law is to allow that military spouse to get started selling real estate in Florida with no career interruption. Get more details at the Department of Business and Professional Regulation's website. That website is www.myfloridalicense.com .
If you still need help, call Kathy at 407 822 3926 or www.climerrealestateschool.com
Friday, August 26, 2011
Active Prospecting Will Make You Money
I can tell you for certain, if you do not actively prospect, you will not make much money in real estate sales.
If you have not started a blog. now would be a good time to start. The number one source of prospects for new Realtors is people you already know. Send your friends and relatives a letter, email,tweet.post card., phone call,text or something to let them know you are in real estate. Ask for referrals.
You get what you give. Have you sent a referral to your friend lately? Have you sent a referral to your hairdresser, your doctor, your mechanic, your dentist, your CPA? When you meet people that need their services, refer them to your lawn maintenance man, your plumber your locksmith. Tell them I sent you. It makes a difference.
Prospect. Find prospects. Call prospects. Forsalebyowners, expired listings, and foreclosure victims are obvious prospects. Call them. Unless you are so busy you don't have time to cash a commission check, you have time to contact these people and ask them to list with you. They will list with you or they will list with your competitor. That is for certain.
Prospecting is an essential skill. Learn to prospect.
Ron Climer wwwclimerrealestateschool.com Orlando, Florida
If you have not started a blog. now would be a good time to start. The number one source of prospects for new Realtors is people you already know. Send your friends and relatives a letter, email,tweet.post card., phone call,text or something to let them know you are in real estate. Ask for referrals.
You get what you give. Have you sent a referral to your friend lately? Have you sent a referral to your hairdresser, your doctor, your mechanic, your dentist, your CPA? When you meet people that need their services, refer them to your lawn maintenance man, your plumber your locksmith. Tell them I sent you. It makes a difference.
Prospect. Find prospects. Call prospects. Forsalebyowners, expired listings, and foreclosure victims are obvious prospects. Call them. Unless you are so busy you don't have time to cash a commission check, you have time to contact these people and ask them to list with you. They will list with you or they will list with your competitor. That is for certain.
Prospecting is an essential skill. Learn to prospect.
Ron Climer wwwclimerrealestateschool.com Orlando, Florida
Ask Questions For More Rapport
If you want people to like you, understand this. The more they are like you, the more they like you. In sales training at Climer School of Real Estate, we call this common ground. Discover common ground between you and your prospect. Discover that you both collect stamps or you both belong to the same group or you both like antiques or whatever. How do you discover this? Ask questions.
The magic word is discover. To discover things, ask questions. Form a habit of asking questions. If you are going out to visit a new listing prospect for the first time, ask questions. Ask lots of questions. Ask open ended questions. That is questions that can not be answered with a yes or no. Questions like:
Where are you moving?
Why are you moving?
When you visited there, what was it like?
What is your new job?
Ask people questions about their stuff. If they have an antique, where did you find that? If they have a boat, where do you go fishing? Catch anything? As long as you are asking questions, you are building rapport. When you are asking questions, the other guy is talking. Most people would rather talk than listen. The more they talk, the more you listen, the better they like you. If your goal is to establish rapport, let them talk. Listen. Be interested. Do not worry about being interesting. Be interested. That is enough.
They do not want to hear your stories. They want to tell you theirs. You can tell if they want to hear your stories. They will ask you. Until they do, remember why we are here. This is not play. This is work. Work at establishing rapport. Work at getting people to like you. If it was easy, they would lower the commission. Work at it. It is worth the effort
The magic word is discover. To discover things, ask questions. Form a habit of asking questions. If you are going out to visit a new listing prospect for the first time, ask questions. Ask lots of questions. Ask open ended questions. That is questions that can not be answered with a yes or no. Questions like:
Where are you moving?
Why are you moving?
When you visited there, what was it like?
What is your new job?
Ask people questions about their stuff. If they have an antique, where did you find that? If they have a boat, where do you go fishing? Catch anything? As long as you are asking questions, you are building rapport. When you are asking questions, the other guy is talking. Most people would rather talk than listen. The more they talk, the more you listen, the better they like you. If your goal is to establish rapport, let them talk. Listen. Be interested. Do not worry about being interesting. Be interested. That is enough.
They do not want to hear your stories. They want to tell you theirs. You can tell if they want to hear your stories. They will ask you. Until they do, remember why we are here. This is not play. This is work. Work at establishing rapport. Work at getting people to like you. If it was easy, they would lower the commission. Work at it. It is worth the effort
Wednesday, August 24, 2011
Instant Rapport Is An Essential Skill
Of all the skills you need to develop, establishing instant rapport is the most important.
How many times have you been to a sales training seminar and had the trainer tell you, "Don't take rejection personally. It is a numbers game. The more you see , the more you sell." That last sentence is true. "Don't take it personally." That is BULL.
The number one reason that someone that has heard your presentation does not list with you is because they don't like you personally. They just don't like you. If I could find a way to sugarcoat it, I would. I can't.
You need to be more loveable if you want to make more money. This is simple. This is true. Are you working at making yourself more loveable? Are you?
Do you make a conscience effort to smile? If your answer is no, when would be a good time to start?
Do you need any scientific evidence that people like people that smile? Smile. It is almost magic. Most sales people do not smile enough. Stand out. Smile too much.
You can wait until you are face to face with a prospect to practice. Or, you can start practicing right now. You can practice on the clerk at the convenience store. You can practice on the toll taker. If you practice enough, you will get good at it. If you want your prospects to like you, smile at them.
It is so simple. If you are new in real estate sales, let this be your first new habit. Smile.
If you want your customers to like you, call them by name. Everyone loves the sound of their own name. Get their name right when you first meet them and use it a lot.
In my post license class at Climer School of Real Estate, I teach my students how to better remember names. It still amazes me that people brag about how bad they are at remembering names. Students declare "I can't remember names." like there is a prize for the person that can forget names the fastest.
When you meet someone important, do you remember their name? Yes you do. If your prospect is important, maybe it is important to remember their name. It will certainly make them feel important. They will probably like you. They will probably list with you.
Ron Climer www.climerrealestateschool.com Orlando, Florida
How many times have you been to a sales training seminar and had the trainer tell you, "Don't take rejection personally. It is a numbers game. The more you see , the more you sell." That last sentence is true. "Don't take it personally." That is BULL.
The number one reason that someone that has heard your presentation does not list with you is because they don't like you personally. They just don't like you. If I could find a way to sugarcoat it, I would. I can't.
You need to be more loveable if you want to make more money. This is simple. This is true. Are you working at making yourself more loveable? Are you?
Do you make a conscience effort to smile? If your answer is no, when would be a good time to start?
Do you need any scientific evidence that people like people that smile? Smile. It is almost magic. Most sales people do not smile enough. Stand out. Smile too much.
You can wait until you are face to face with a prospect to practice. Or, you can start practicing right now. You can practice on the clerk at the convenience store. You can practice on the toll taker. If you practice enough, you will get good at it. If you want your prospects to like you, smile at them.
It is so simple. If you are new in real estate sales, let this be your first new habit. Smile.
If you want your customers to like you, call them by name. Everyone loves the sound of their own name. Get their name right when you first meet them and use it a lot.
In my post license class at Climer School of Real Estate, I teach my students how to better remember names. It still amazes me that people brag about how bad they are at remembering names. Students declare "I can't remember names." like there is a prize for the person that can forget names the fastest.
When you meet someone important, do you remember their name? Yes you do. If your prospect is important, maybe it is important to remember their name. It will certainly make them feel important. They will probably like you. They will probably list with you.
Ron Climer www.climerrealestateschool.com Orlando, Florida
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