If you are enrolled in real estate school in North Carolina, you may be having a challenge with the math. If you are, here is some help. I have posted ten videos on You Tube to help real estate students understand the real estate math that is in the real estate course in North Carolina. Here is a link to one of the videos. https://www.youtube.com/watch?v=wp0blrLu9xs This video is question 1 through 5 from the textbook, "Modern Real Estate Practice in North Carolina" There are nine more videos to help you with your North Carolina real estate course.I have explained about five questions per video. If you are soon taking the north Carolina real estate exam, watch all ten of the North Carolina real estate math videos.
I hope this will help you . If it does , share this with your classmates.
www.ronclimer.com www.ronclimer.com
Friday, October 31, 2014
Income Increase Challenge, October Thirty First
Today is October 31st. October is over. Is the number of listings that you took and the number on the rear view mirror the same? Did you follow the instructions all month long? Did you learn anything?
Here is what I want you to learn. Aggressive prospecting is the best way to make money quickly. I believe that you can list and sell a lot more houses in the future than you have in the past. Calling yesterday's expired listings is such a wonderful place to start. It is not pleasant but it is lucrative. Did you get into real estate sales to have a good time or did you get in real estate to make money? You can always go back on November first and do the Income Increase Challenge again. By the way, have you noticed that yesterday's expired have become very scarce on the 28th, 29th , 30th. There will be a ton of them on the first. Don't miss it.
I hope that you have learned that for sale by owners are great prospects. I will tell you this. The ancillary benefits that come from calling and visiting with for sale by owners is far greater than their benefit as a prospect. You will learn things from visiting with for sale by owners that you just can't learn anywhere else. Call a few every day. Go visit with them. They don't bite and they do list.
Blogging and videos are today's news. This did not exist when I was out on the street. It is essential in the twenty first century. No matter what you do, web presence will help your career. Web presence is vital in today's business world. If you are reading this, you know that I practice what I preach. Those hundred videos on You Tube did not just jump up there. Those three hundred blog posts on "The Best Of Ron Climer" and "Ron Climer Mountain Messages" did not just happen. Find the time to create web presence. It is very important. It is the 21st century. Create web presence.
Build your "who you know" list. Stay in touch. Stay in touch. Stay in touch. Send them some mail at least four times a year. Send them email.
Most of all, get face to face with a prospect. Marketing is great. Selling happens face to face. Get face to face with a prospect. If you wake up without an appointment, you are unemployed. Make an appointment with a prospect for tomorrow every day.
I will continue to write articles of interest to Realtors. If I can help you get trained, contact me. Be my friend on Facebook. I will continue to send out daily inspirations. Forward these to your friends. Call a prospect today. www.ronclimer.com
Here is what I want you to learn. Aggressive prospecting is the best way to make money quickly. I believe that you can list and sell a lot more houses in the future than you have in the past. Calling yesterday's expired listings is such a wonderful place to start. It is not pleasant but it is lucrative. Did you get into real estate sales to have a good time or did you get in real estate to make money? You can always go back on November first and do the Income Increase Challenge again. By the way, have you noticed that yesterday's expired have become very scarce on the 28th, 29th , 30th. There will be a ton of them on the first. Don't miss it.
I hope that you have learned that for sale by owners are great prospects. I will tell you this. The ancillary benefits that come from calling and visiting with for sale by owners is far greater than their benefit as a prospect. You will learn things from visiting with for sale by owners that you just can't learn anywhere else. Call a few every day. Go visit with them. They don't bite and they do list.
Blogging and videos are today's news. This did not exist when I was out on the street. It is essential in the twenty first century. No matter what you do, web presence will help your career. Web presence is vital in today's business world. If you are reading this, you know that I practice what I preach. Those hundred videos on You Tube did not just jump up there. Those three hundred blog posts on "The Best Of Ron Climer" and "Ron Climer Mountain Messages" did not just happen. Find the time to create web presence. It is very important. It is the 21st century. Create web presence.
Build your "who you know" list. Stay in touch. Stay in touch. Stay in touch. Send them some mail at least four times a year. Send them email.
Most of all, get face to face with a prospect. Marketing is great. Selling happens face to face. Get face to face with a prospect. If you wake up without an appointment, you are unemployed. Make an appointment with a prospect for tomorrow every day.
I will continue to write articles of interest to Realtors. If I can help you get trained, contact me. Be my friend on Facebook. I will continue to send out daily inspirations. Forward these to your friends. Call a prospect today. www.ronclimer.com
Thursday, October 30, 2014
Rookie Realtor, Your Most Important Chore For Today
Who are you talking to today? Do you have an appointment with a for sale by owner? Do you have an appointment with an expired listing? Do you have an appointment with a buying or selling prospect that was referred to you by a friend or acquaintance? Do you have an appointment with someone that called you from your name rider on your listing? Do you have an appointment with someone that responded to the company website because they want to list or sell? Do you have an appointment with a foreclosure victim that called you because they read your blogpost about the foreclosure process? Do you have an appointment with an empty house owner that you contacted? Do you have an appointment with someone that called the office while you were on floor duty? Do you have an appointment with someone you met at an open house? Do you have an appointment with a friend or relative that has been pre qualified and wants to move?
Appointments are important. If you don't have any today, I will bet that you are not going to make any money today. If you don't have an appointment today, contact a prospect and get an appointment. You must get face to face with a prospect . Real estate is not a mail order business. The prospect is not going to look at your picture on your website and email you a listing. You must get face to face with a prospect.
This is simple. Get face to face with a prospect. Ask them to buy. Some of them will say yes.
www.ronclimer.com https://www.youtube.com/watch?v=lYGyZalrIbo
https://www.youtube.com/watch?v=XhzCdscDqxc
Watch these videos if you have no appointments today.
Appointments are important. If you don't have any today, I will bet that you are not going to make any money today. If you don't have an appointment today, contact a prospect and get an appointment. You must get face to face with a prospect . Real estate is not a mail order business. The prospect is not going to look at your picture on your website and email you a listing. You must get face to face with a prospect.
This is simple. Get face to face with a prospect. Ask them to buy. Some of them will say yes.
www.ronclimer.com https://www.youtube.com/watch?v=lYGyZalrIbo
https://www.youtube.com/watch?v=XhzCdscDqxc
Watch these videos if you have no appointments today.
October Thirteth Income Increase Challenge.
Today is the 30th.. Barring luck or a miracle, you have probably all te listings that you are going to get for the month. Do you know how to create luck? Work. Abraham Lincoln said, "The harder I work, the luckier I get." .
Run yesterday's expired listings off the MLS. Send mail to them all. Call the ones that you can get a number for. If you have been following my instructions, you should be getting some calls from mail you sent out two weeks ago. You are familiar with the phrase in computer technology, garbage in garbage out. In sales prospecting the phrase is nothing out nothing in. If you don't mail the expireds, your competitor will. She will get those calls. Use the post cards from the post office. They are easy and effective.
Add five for sale by owners to your for sale by owner pile. Call, at least, one for sale by owner. Read the article I wrote yesterday about friends that are for sale by owners.
Add a blog post to your blog. Remind yourself this is along range project.
Add ten names to your who you know list. You should have 300 names on that list. Did I make that list? I have only received one Ijustgotintorealestate letter in October. I have only received about five letters all year. Isn't modern technology great. You can go to your electronic calendar and make a note now to send out Christmas cards to your who you know list on December 20th. http://ronclimer.blogspot.com/2011/11/you-can-expect-christmas-card-from.html Here is a link to an article that I wrote in 2011. Can you see how this blogging thing is cumulative? It is a looooooonnnnnng range project. You have to start and you have to add to it constantly. My new address is P O Box 403 Tryon, North Carolina 28782. I hope I get a holiday card from you.
Get an appointment with a prospect today.
Write down next month's goal.
Run yesterday's expired listings off the MLS. Send mail to them all. Call the ones that you can get a number for. If you have been following my instructions, you should be getting some calls from mail you sent out two weeks ago. You are familiar with the phrase in computer technology, garbage in garbage out. In sales prospecting the phrase is nothing out nothing in. If you don't mail the expireds, your competitor will. She will get those calls. Use the post cards from the post office. They are easy and effective.
Add five for sale by owners to your for sale by owner pile. Call, at least, one for sale by owner. Read the article I wrote yesterday about friends that are for sale by owners.
Add a blog post to your blog. Remind yourself this is along range project.
Add ten names to your who you know list. You should have 300 names on that list. Did I make that list? I have only received one Ijustgotintorealestate letter in October. I have only received about five letters all year. Isn't modern technology great. You can go to your electronic calendar and make a note now to send out Christmas cards to your who you know list on December 20th. http://ronclimer.blogspot.com/2011/11/you-can-expect-christmas-card-from.html Here is a link to an article that I wrote in 2011. Can you see how this blogging thing is cumulative? It is a looooooonnnnnng range project. You have to start and you have to add to it constantly. My new address is P O Box 403 Tryon, North Carolina 28782. I hope I get a holiday card from you.
Get an appointment with a prospect today.
Write down next month's goal.
Wednesday, October 29, 2014
Rookie Realtor, What If Your Friend Is A For Sale By Owner?
Do sales trainers ever tell you things that you do not believe? Maybe you believe that could happen where the trainer lives but it could never happen here. Here is a story about my personal experience.
Before I start the story, let me ask you a question, Mr. Rookie Realtor. In your city where you live and prospect for listings, if I put my house for sale by owner for thirty days, how many Realtors would call me and solicit my listing? Would a hundred Realtors call me? Would fifty call? Would the number be closer to ten? If I had a sign in the yard, a sign down at the intersection, a ad on Craigslist and a 3x5 card on the bulletin board at the laundromat where all the people that can not afford a washer and dryer are, how many Realtors would call me? Do you know the answer? How do you know? Are you just guessing? Have you read a research report? I think the answer is none. Why do I think that? I had my house for sale by owner for thirty days between September and October 17th. Not one Realtor called me to solicit my listing. Zero. None of your competitors are calling for sale by owners. Call a few. How did I choose the Realtor that I listed with? Go back and read my article about prospect traps that I wrote a few days ago. http://rondclimer.blogspot.com/2014/10/new-realtors-set-some-prospect-traps.html This Realtor had a very effective prospect trap. My wife called him. Once Kathy contacted him, he did a great job of following up.
I know a bunch of Realtors in Orlando, why didn't I list with one of them? None of them ask me.
As a training exercise, get together with several of your peers and ask them how should you handle it if one of your friends or acquaintances is a for sale by owner. Ask your co workers how to handle this. How would you handle this situation?
While I was a for sale by owner, I received a call from the Realtor that listed my house four years ago when I bought it. She told me that if when I got tired of being a for sale by owner, call her. If I had not ran into the person that I did list my home with, I probably would have called her. I am certain she would have done a good job.
Here is how I think you should handle your friend, your fellow club member, your acquaintance your previous customer that is a for sale by owner. Treat them like any other for sale by owner prospect. That is what they are. They are a prospect. If you don't ask them to list with you, don't be surprised when they don't. Watch my video about calling for sale by owners. https://www.youtube.com/watch?v=XhzCdscDqxc This video is about calling strangers that are for sale by owners. If you use this approach with strangers, you will get listings. We are not talking about strangers. We are talking about your friend that is in the Rotary club with you. He mentions that he has his house for sale by owner and he will be moving in forty five days. He is going to try it on his own for forty five days and then he will call you and list with you just before he leaves town. WHAT IS THE BEST WAY TO HANDLE THIS SITUATION?
The best way to handle this situation is just like you would handle a for sale by owner stranger. Agree that that sounds like a good plan. Ask you friend if you had a customer , could we work out a one time commission. This is exactly the way I would handle a stranger. Ask your friend if you can stop by and look at the house. Proceed with your friend just like you would with a stranger. Here is a little hot tip they don't teach in real estate school. You still have to meet and impress the spouse. What better way than to go look at the house and treat this acquaintance like what he is , A PROSPECT. If you don't know what to say to a for sale by owner stranger, here is the video . https://www.youtube.com/watch?v=7BYAiA7ayLw
if you read my previous article, you know that I think for sale by owners are super prospects. A friend that is a for sale by owner is a super duper prospect. Prospects don't buy what you are selling if you don't ask them to. Don't wait for your friend to call you. Call your friend, prospect.
Get together with your sales manager and several of your peers. See if you can find a better plan. This is a perfect plan. If you come up with a better idea, leave me a comment here.
www.ronclimer.com www.ronclimer.com
Before I start the story, let me ask you a question, Mr. Rookie Realtor. In your city where you live and prospect for listings, if I put my house for sale by owner for thirty days, how many Realtors would call me and solicit my listing? Would a hundred Realtors call me? Would fifty call? Would the number be closer to ten? If I had a sign in the yard, a sign down at the intersection, a ad on Craigslist and a 3x5 card on the bulletin board at the laundromat where all the people that can not afford a washer and dryer are, how many Realtors would call me? Do you know the answer? How do you know? Are you just guessing? Have you read a research report? I think the answer is none. Why do I think that? I had my house for sale by owner for thirty days between September and October 17th. Not one Realtor called me to solicit my listing. Zero. None of your competitors are calling for sale by owners. Call a few. How did I choose the Realtor that I listed with? Go back and read my article about prospect traps that I wrote a few days ago. http://rondclimer.blogspot.com/2014/10/new-realtors-set-some-prospect-traps.html This Realtor had a very effective prospect trap. My wife called him. Once Kathy contacted him, he did a great job of following up.
I know a bunch of Realtors in Orlando, why didn't I list with one of them? None of them ask me.
As a training exercise, get together with several of your peers and ask them how should you handle it if one of your friends or acquaintances is a for sale by owner. Ask your co workers how to handle this. How would you handle this situation?
While I was a for sale by owner, I received a call from the Realtor that listed my house four years ago when I bought it. She told me that if when I got tired of being a for sale by owner, call her. If I had not ran into the person that I did list my home with, I probably would have called her. I am certain she would have done a good job.
Here is how I think you should handle your friend, your fellow club member, your acquaintance your previous customer that is a for sale by owner. Treat them like any other for sale by owner prospect. That is what they are. They are a prospect. If you don't ask them to list with you, don't be surprised when they don't. Watch my video about calling for sale by owners. https://www.youtube.com/watch?v=XhzCdscDqxc This video is about calling strangers that are for sale by owners. If you use this approach with strangers, you will get listings. We are not talking about strangers. We are talking about your friend that is in the Rotary club with you. He mentions that he has his house for sale by owner and he will be moving in forty five days. He is going to try it on his own for forty five days and then he will call you and list with you just before he leaves town. WHAT IS THE BEST WAY TO HANDLE THIS SITUATION?
The best way to handle this situation is just like you would handle a for sale by owner stranger. Agree that that sounds like a good plan. Ask you friend if you had a customer , could we work out a one time commission. This is exactly the way I would handle a stranger. Ask your friend if you can stop by and look at the house. Proceed with your friend just like you would with a stranger. Here is a little hot tip they don't teach in real estate school. You still have to meet and impress the spouse. What better way than to go look at the house and treat this acquaintance like what he is , A PROSPECT. If you don't know what to say to a for sale by owner stranger, here is the video . https://www.youtube.com/watch?v=7BYAiA7ayLw
if you read my previous article, you know that I think for sale by owners are super prospects. A friend that is a for sale by owner is a super duper prospect. Prospects don't buy what you are selling if you don't ask them to. Don't wait for your friend to call you. Call your friend, prospect.
Get together with your sales manager and several of your peers. See if you can find a better plan. This is a perfect plan. If you come up with a better idea, leave me a comment here.
www.ronclimer.com www.ronclimer.com
October twenty ninth, Income Increase Challenge
Only three days left for the month. If you are one listing short , you can still make it.
Run yesterday;s expired listings off the computer and call them. Send them mail. The mail won't help with this month but it will certainly have next month started right. This is called momentum. It is a powerful force in sales.
Add three cards to you for sale by owner file. Call at least three for sale by owners. If you don't know what to say, go back and watch my vido.
Post a blogpost or video today.
Call one empty house owner.
Start reading a book about salesmanship.
Run yesterday;s expired listings off the computer and call them. Send them mail. The mail won't help with this month but it will certainly have next month started right. This is called momentum. It is a powerful force in sales.
Add three cards to you for sale by owner file. Call at least three for sale by owners. If you don't know what to say, go back and watch my vido.
Post a blogpost or video today.
Call one empty house owner.
Start reading a book about salesmanship.
Tuesday, October 28, 2014
Three Reasons Rookie Realtors Need To Call For Sale By Owners
What else are you doing with your time? To earn real estate commissions, you have to get face to face with a buying or selling prospect. Are you face to face with a prospect? If not, what could you possibly do that would be more lucrative than calling a for sale by owner prospect? These people meet the definition of a prospect. Unless you are contacting hotter prospects, you are not using your time as effectively as possible. Am I right or wrong? Getting face to face with a prospect is paramount. That is one reason.
Here is another reason. If you call for sale by owner prospects, as I describe in my video, https://www.youtube.com/watch?v=XhzCdscDqxc you will find no better way to practice talking with people. Do you know how to steer a conversation? For sale by owner prospects are perfect people to practice this skill on. Do you habitually answer questions with a question? For sale by owner prospects are just a perfect opportunity to practice this essential skill. If you never listed a for sale by owner, it is worth your time just to to practice these skills. You also, probably need to practice your get people to like me skills, your listening skills, and your other people skills. You need to practice these skills. What better opportunity than to spend time with a HOT prospect that will welcome you into their home, spend time with you, and give you an honest sincere evaluation of your skills. You could hire a professional real estate coach or sales trainer. That coach could not give you as good an evaluation as Mr. Forsalebyowner will. Call these people. Use the script that I have in the video. Go see them. Visit with them. Get them to fall in love with you. You need the practice. I know you do. You know you do. Forget about getting a listing. Just go practice your people skills on a real live red hot prospect. They will give you honest feedback. That is the second reason that you need to call for sale by owner prospects.
The third reason that you need to call for sale by owner prospects is that ninety per cent of them are going to list with a Realtor. They will list with you or they will list with your competitor. That is for ninety per cent certain. Some Realtor ( you or your competitor ) is going to earn 3.5% of the price of the for sale by owner's house as a commission. If it is a $200,000 house that is $7000. Your broker gets some of that money.
Let's say you need a lot of practice with your people skills. Nine out of ten prospects that you talk to like your competitor better than you. You really need some practice. You need to practice smiling more. You need to practice talking less. You need to practice saying,"That is nice" more. You need lots of practice . Nine out of ten like your competitor better than they like you. One out of ten likes you the best. WOW! You have a listing. If you are on a 60-40 split with your broker, that is $4200 in your pocket. That is assuming that it sells co-op. Who is the most likely person to sell your listing? You are. Double that $4200. The number three reason you should call for sale by owner prospects is YOU NEED THE MONEY.
Let's recap.
You have no better prospects to call and the phone is not ringing.
You need the practice talking to someone so you can practice your people skills.
You need the money.
That is three good reasons to call for sale by owner prospects. Call one before your fanny leaves the chair.
Here is another reason. If you call for sale by owner prospects, as I describe in my video, https://www.youtube.com/watch?v=XhzCdscDqxc you will find no better way to practice talking with people. Do you know how to steer a conversation? For sale by owner prospects are perfect people to practice this skill on. Do you habitually answer questions with a question? For sale by owner prospects are just a perfect opportunity to practice this essential skill. If you never listed a for sale by owner, it is worth your time just to to practice these skills. You also, probably need to practice your get people to like me skills, your listening skills, and your other people skills. You need to practice these skills. What better opportunity than to spend time with a HOT prospect that will welcome you into their home, spend time with you, and give you an honest sincere evaluation of your skills. You could hire a professional real estate coach or sales trainer. That coach could not give you as good an evaluation as Mr. Forsalebyowner will. Call these people. Use the script that I have in the video. Go see them. Visit with them. Get them to fall in love with you. You need the practice. I know you do. You know you do. Forget about getting a listing. Just go practice your people skills on a real live red hot prospect. They will give you honest feedback. That is the second reason that you need to call for sale by owner prospects.
The third reason that you need to call for sale by owner prospects is that ninety per cent of them are going to list with a Realtor. They will list with you or they will list with your competitor. That is for ninety per cent certain. Some Realtor ( you or your competitor ) is going to earn 3.5% of the price of the for sale by owner's house as a commission. If it is a $200,000 house that is $7000. Your broker gets some of that money.
Let's say you need a lot of practice with your people skills. Nine out of ten prospects that you talk to like your competitor better than you. You really need some practice. You need to practice smiling more. You need to practice talking less. You need to practice saying,"That is nice" more. You need lots of practice . Nine out of ten like your competitor better than they like you. One out of ten likes you the best. WOW! You have a listing. If you are on a 60-40 split with your broker, that is $4200 in your pocket. That is assuming that it sells co-op. Who is the most likely person to sell your listing? You are. Double that $4200. The number three reason you should call for sale by owner prospects is YOU NEED THE MONEY.
Let's recap.
You have no better prospects to call and the phone is not ringing.
You need the practice talking to someone so you can practice your people skills.
You need the money.
That is three good reasons to call for sale by owner prospects. Call one before your fanny leaves the chair.
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