Sunday, August 4, 2019

The Easiest First Thing To Do in Real Estate

If you are brand new in your real estate career, you have probably received a lot of conflicting advice.  Here is an example.

When you are new, should you volunteer for floor duty?  Floor duty, also called opportunity time, is where a real estate agent volunteers to sit in the lobby of the real estate office and answer the phone when prospects call or drop in.  The shifts are usually 9 to 1 or 1 to 5.  Is this a worthwhile endeavor?

The bad news is maaaaaaybe a prospect will not call or walk in.  The good news is maaaaaybe an Arab shriek will walk in and buy a 2 million dollar house.

It would appear to the naked eye that it is just luck which of these happens.  It is not luck.  It is a learned skill that you solely need to learn.  I call it verbal adroitness.  It is knowing what to say.  Shooting from the hip does not work.  Let's try this.
You never know where the next real estate super star will come from

Mr. New Guy is sitting on floor duty.  Meanwhile, a happy young couple is riding around Hendersonville, North Carolina in their rental car.  The couple sees a sign in a yard from XYZ Realty.  They dial the number on the sign.  The new floor agent answers the phone," Hello, XYZ Realty.  This is Newby.  How can I help you?"

Mr. Couple replies," We are sitting in front of a house at 123 Residential street.  What is the price of that house?"  Newby replies,"  Let me look that up." pause pause pause pause pause   "That house is $459,000."  Mr couple replies, "That is too much." CLICK

There goes another HOT prospect.  Where did he go?  He went to the next real estate company that  he called.  That call went like this:

Ring Ring

Hello, Well Trained Realty, This is Suzy Superstar, How can I help you?

Hello. I am sitting in front of a house at 456 Average street.  It has your sign in the yard. What is the price of that house?"

Suzy replies, " Hold on while I look that up." pause

Suzy says,"  I am back.  That house is $429,000.  Is that a price range that is comfortable for you?"

Mr Couple replies, " No, I don't think that will work for us."

Suzy quickly responds,"  Oh what were you hoping the price would be?"

Mr Couple says, " I was hoping it would be closer to $229,000.".

Suzy responds, " We have an abundance of nice homes in the 230 range.  Can I help you find one?

Mr. Couple says," We just got off the plane and rented a car.  I am starting a new job here in Hendersonville the first of next month.  We are here this weekend to find a house.

Suzy asks, " Could you come by my office and let's get started?". 

"That would be great"  Mr. Couple replies.

If you are doing floor duty with the skill level of Newby, you probably think floor duty is no good.

Once your skill level rivals Suzy's skill level, you think floor duty is a license to print money.

As you gain experience and skill (those two words are not synonyms), floor duty will become more valuable.

If you don't have phone skills, your income is limited in real estate.  As your skill grows, your income will grow too.   It does not happen by accident or osmosis.  You have to take deliberate action to make it happen. Suzy did not dream up the idea to answer a question with a question.  She learned that at  a sales training session many years ago. 

As you develop phone skills, your income will increase greatly?  Volunteer for phone duty or floor duty or opportunity time or whatever your company calls it. You can not develop skill without practice.  Learn and practice phone skills.  Get good.  Make a fortune.

If you are anywhere near Hendersonville, North Carolina, call me at 828 755 6996.   I will get you started. If you are anywhere near Orlando, Florida, call my daughter, Karen at 407 493 3974.  She will get you started in a lucrative career in real estate. 

Wednesday, July 31, 2019

A Little Known Secret about Selling Real Estate

After I had ten years experience selling real state in Orlando, I attended a real estate seminar which was really a sales pitch for Mr. Guru's "advanced course" for real estate investors .  The Guru at the front of the room would get very quiet and say." Let me tell you a little known secret about real estate.".  Then he would tell us some basic fact that I had known for years and I assumed that everyone else knew.

After the meeting was over, I was standing around in the lobby talking with other people that were in attendance.  I was amazed to learn that most of the people there did not know these "little known secrets" that I thought everyone knew.  This was a big lesson for me.

If you are new to real estate sales, there may be things that your sales trainer knows that are so basic that she forgets to mention it. Here is a "little known secret"  for new real estate agents.  Listen carefully.

In order to make money selling real estate, you have to have a prospect ( someone that wants to buy or sell real estate ) to talk to.  Did you get that?  Did you understand that?  Do you believe that?  You have to get face to face eyeball to eyeball toe to toe belly to belly with someone that wants to buy or sell some real estate.

This is simple.  If the sun comes up and the sun goes down without you talking to a prospect, you will not make any money that day.  It is simple.  It is true.

Any sales training course anywhere for new agents will tell their new agents to create a list of every person that you know.  Mail
Send out some mail. Prospects will call you. 
 them a card or letter and ask them to remember me if you need any real estate.

Do you think most new Realtors do this?  NO!  One in a hundred listen to this fabulous advice.  They tell their sales trainer, Oh, I don't know anyone.".  Do you go to church?  Do you belong to a club?  Do you belong to the PTA?  Do you participate in a hobby with other people?  Do you have relatives?  Do you have a doctor, dentist, plumber, mechanic, piano teacher, accountant, yoga coach, butcher , baker or candle stick maker that you do business with?  Send these people a letter. Send them a card.

Why doesn't every new Realtor contact these people?  It is a mystery to me.

If you want to launch your career, mail out two hundred letters to everyone you know.  Here is the strange thing.  You will be flabbergasted and amazed at who calls you.  Some high school friend that you have not spoken to in ten years will call you and wants to buy a house.   Your old boss that fired you five years ago will call you and list his house with you.

If you don't send any mail out, nothing will happen.  DO IT.

If you are interested in starting a new real estate career in Hendersonville, North Carolina, contact me at .  If you are interested in starting a new real estate career in Orlando, Florida contact Karen Climer at

If you are interested in advancing your current real estate career, send out some mail TODAY.

Wednesday, July 10, 2019

Free Real Estate Math Class in Orlando in 2019

If you are soon taking the Florida real estate exam, you need to know that it is ten per cent math.  You need to know how to compute interest.  You need to know how to determine how many acres when given the dimensions of a property.  You need to know how to compute per cent of profit.  You need to know how to compute deed stamps and mortgage stamps and intangible tax.
After this class, real estate math will be a walk in the park

Good news !  On July 19, 2019 Karen Climer from Demetree Real Estate School in Orlando will be teaching a FREE real estate math class in Orlando at 5 PM.  This is to teach you how to do the math that is on the Florida real estate exam.  If you have applied for a real estate license in Florida, you are going to have to learn how to do this math before you pass this very difficult exam.  Come to Demetree Real Estate School and learn for FREE. 

To enroll in this free class, call Karen at 407 493 3974.  Invite your classmates to join you.  If you have any questions, call Karen. 

Tuesday, June 25, 2019

Pass Fail Statistics for the North Carolina Real Estate Exam in May of 2019

     In May of 2019, six hundred and forty eight real estate license applicants took the comprehensive North Carolina real estate exam for the first time.  Three hundred and eighty two of those test takers passed both halves of the comprehensive real estate exam.  The other two hundred and sixty six real estate license applicants will be paying $164 to try again before they get their North Carolina real estate license.  That is a 59% pass rate.

     In May, one hundred sixteen license applicants took the comprehensive exam for the second time or third time or fourth time.  Twenty three of them passed.  That is a twenty two per cent success rate.  Ninety three of those repeat test takers will be paying $164 to try one more time.
Pass the North Carolina real estate exam the first time

     This news may give you a distorted picture of the North Carolina real estate exam.  The North Carolina real estate exam is a two part exam.  Eighty questions are the "national" portion.  Ninety two per cent of the comprehensive test takers passed the "national" portion.  On the "North Carolina" portion, which is forty questions, the pass rate was sixty percent.  You have to pass both halves to get a North Carolina real estate license.  It costs $164 to try again.

     Apparently, more people fail the "North Carolina" portion that the "national" portion.  Here is a study tip if you are soon taking the North Carolina real estate exam.  On the "North Carolina" portion of the exam, over half the questions come from Appendix A (aka "The Comments") in your textbook.  You must read "the Comments" if you intend to pass the North Carolina real estate exam.

     If you find it just too boring to read, listen to me read it on You Tube.  Here is a link.   It is seven videos.  It is not exciting.  It is not fun.  There are no pictures.  The material in "The Comments" is on the North Carolina portion of the North Carolina real estate exam.

     If you want to know if you are ready for the North Carolina real estate exam, take my practice test at .  If you are not making a ninety per cent on my practice exam, take it again until you are.  Study the chapters on agency.  Read the two T contract.  Know what the Conner Act is.  Know what the Machinery Act is.  Know how many members are on the NCREC.  Know the information that is in "The Comments".  It costs $164 to take the test again.

     If you need any help with the North Carolina math, I have it all posted on You Tube.  Put my name Ron Climer North Carolina math into the search bar at You Tube. 

     Here is a link to a video to let you know what is on the North Carolina real estate exam.  Study the info that is on the exam.

     If you live anywhere near Hendersonville, North Carolina, join us at First Real Estate School .  If you need a Florida real estate license, contact in Orlando.

Friday, May 17, 2019

Selling Real Estate Can Be a Stepping Stone or A Career

     Yesterday, I Googled "Success in real estate".  I was surprised at the quantity of articles about how tough, hard, difficult  it is to be a successful Realtor.  Many of these articles pointed out that as much as 75% of new Realtors don't last five years .  These people were described in many articles as "failures"

     From where I am standing. ( the front of a real estate classroom) these people are not failures.  They are successful.  I see lots of people arrive in a real estate license class from a not so hot place in the socio economic world.  They are working at a $12 per hour J.O.B. They come to First Real Estate School with hopes of changing their economic lives.  They do change their lives.

     Selling real estate is a life long career for many people.  It is a stepping stone or a rung on the ladder of success for others.
Selling real estate can be a stepping stone in your career path

     Many people get into real estate.  They start to earn a nice income.  That turns into an above average income.  That turns into an extraordinary income.  That turns into an opportunity outside of selling real estate.  That person leaves real estate to pursue some other endeavor.  This other endeavor is often NOT another $12 an hour job.  It is a step up from selling real estate.

     To be mildly successful in selling real estate requires a lot of personal development.  You learn as much about persistence, and attitude and budgeting and creativity and leadership  and presentation skills as you do about how to write up a contract or measure square feet in a house.  These new skills and attitudes naturally  propel people to greater heights.

     If these heights are in real estate, that is cool.  If these new heights are in some other field, that is just as cool.  What a person learns from five years of making a living selling real estate on commission will serve that person for the rest of their career.

     Take a look at your current career path.  If it looks like you are income is close to maxing out, consider a career in real estate.  It is a very pleasant way to earn an above average income.  If you are highly motivated, it is a great place to earn an extraordinary income.

     If you are anywhere near Hendersonville, North Carolina, contact me at First Real Estate School.  I will show you how to start a new real estate career.     

Tuesday, May 14, 2019

Pass Fail Statistics for March, 2019 for North Carolina Real Estate Exam

The North Carolina Real Estate Commission released the pass fail statistics for March 2019.  Seven hundred and eight real estate license applicants took the North Carolina real estate exam at a PSI test at one of the fifteen offices throughout the state.  Three hundred eighty two of those applicants passed.  That is is a 54% pass rate for March of 2019.  Three hundred and twenty six of these real estate license applicants will be back paying $164 to take the test again. 

It is expensive to underestimate the North Carolina real estate exam.  The North Carolina real estate exam is in two parts.  There are eighty questions on the "national"  portion of the exam,  There are forty questions on the "North Carolina" portion of the exam. You have to pass both portions to get a North Carolina real estate broker license.  Lots of real estate broker applicants pass the national portion but fail the "North Carolina" portion.  Those real estate license applicants will be taking the "North Carolina" portion again.  They will pay $164 for that experience. 

In March, two hundred and ninety applicants took the "North Carolina" portion for the second or third or fourth time.  One hundred and seventy five passed.  That is 58%.  They all paid $164.

It is not a secret what is on this test.  The North Carolina Real Estate Commission publishes a booklet titled " Real Estate Licensing in North Carolina" .  Here is a video explaining this more thoroughly.  On page sixteen of this booklet, it tells you exactly what is on the North Carolina real estate exam. 

Over half the questions on the "North Carolina"  portion of the test come from Appendix A in your textbook.  To go pay $164 to take this test without reading Appendix A is foolish.  Appendix A is also called "The Comments".  If you walk out of the exam with a failure notice in your hand, ( You passed the "national".  You failed the "North Carolina"  portion. )  you need to open your textbook before you crank up the car and start reading "The Comments"  and marking things that you saw on your test that you took a few minutes ago.  You will see those same things next time.  Don't go back ( at $164 per try) without knowing how many members of the NCREC must be real estate brokers.  Does that make sense? 
Do not underestimate the North Carolina real estate exam.  

If you find "The Comments" too boring to read, I have read it for you on You Tube.  Here is a link to that.  There are seven videos of me reading "The Comments".  Read it.  Listen to me read it or pay $164 to try again.  Understand agency.  It is fifteen questions on the exam.  Read "The Comments".

If you want to know if you are ready for the North Carolina real estate exam, go to my practice test at  .  I have two practice exams, one for the "national" portion of the exam and one for the "North Carolina" portion of the exam.  The tuition is ten dollars per exam.  Invest $10 before you invest $164. 

There is no math on the "North Carolina" portion of the exam.  If you need help with the math, I have a dozen You Tube math videos posted on You Tube.  It is free.  If there is math that you don't know how to do, watch the free real estate math videos.  The "national" portion of the real estate exam is ten per cent math.  It is hard to pass if you can not do the real estate math. 

If First Real Estate School in Hendersonville can help you pass the North Carolina real estate exam, contact us at

After you get your North Carolina real estate license, you may need a good place to start your new career.  I work at Keller Williams Realty in Hendersonville.  Keller Williams Realty is a perfect place to start a new real estate career.  Call me at 828 755 6996 and ask me why.  .  I will put you in touch with a team leader of a Keller Williams office near you.  Call me or email me at

Good luck in your new career.  Pass the exam the next time you take it. 

Friday, May 3, 2019

A Dozen Questions to Ask the Sales Manager on Your First Real Estate Job Interview

1.  What are my required hours?

2.  Do I have to work weekends?

3.   Explain how "desk duty" works.

4.   Explain how the training works.

5.  Explain the commission split using a $200,000 house.  

6.   How much money would I have to earn to be the top earner next year?

7.   If I buy or sell my own house, do I have to pay the company a commission?

8.  Will the company reimburse me my tuition from real estate school?

9.  If I invited my classmate from real estate school to join me here, would I earn a recruiting bonus?

10.  Is there a retirement plan?

11.What company is your toughest competition?  

12.  How much would I need to sell to get 100% commission?