BrokerBryant.com

Hi Folks. As we all know, nothing can derail a real estate transaction faster than a home inspection that uncovers "serious inspection issues".

Recently I had a home inspection done on one of my pending listings. It was an older property and I was a little bit nervous and hoping there wasn't going to be any major issues to deal with.

Anyway, shortly after the inspection was completed I get the e-mail from the selling agent to let me know we have "serious inspection issues." She also sent me a copy of the inspection report and the WDO (wood destroying organisms) report. Darn it!!! We have termites!,  wood rot and major AC issues.

Well, being the good little Broker that I am, I pick up the phone and call my "peeps", Wendal my HVAC guy, Dan the Termite Man and Khan my handyman and wood rot specialist. They all return my call within 5-10 minutes and stop what they are doing to go by the house and check it out. Within one hour, I have writen estimates from all three and time set aside on their schedules to get the repairs taken care of.

OK, now I'm prepared to call my Sellers. So I give them a call, explain the situation, go over the estimates and within 10 minutes I have authorization to move forward with the repairs.

Smartly, I had spent time during the listing presentation discussing inspections and repair issues and my Sellers were prepared. They understood that these were serious issues and would not just go away. So, they agreed to "let's solve the problem and close the transaction."

Now, a little over an hour after receiving the inspection report and e-mail from the selling agent, I give her a call. Folks, for some reason she seemed to be surprised that I called back so quickly, not to moan and groan about a problem, but to let her know the problem had been solved, repairs had been approved and scheduled and the signed repair addendum was on the way over from the Sellers. I think this REALTOR(R) will be happy to show and sell my listings in the future.

What could have been a deal breaker was not even a bump in the road. It was just a few calls to the right "peeps" and a well informed Seller. We were back on track.

Folks, it's all about educating your customers/clients and having people that you have worked with for years who are willing to drop everything and help you out when you need them.

So, have you built and nurtured your business relationships("peeps")? Are you in a position to solve problems this quickly? Are your Customers/clients educated and well aware of issues that my arise during the contract period? I hope so. There's a lot more involved with being a listing Broker...... than marketing.

Broker Bryant's Tips

1. Educate your Sellers at time of listing
2. Get estimates for repairs so the seller can make an informed decision. It's rarely as bad as they will imagine.
3. Have "peeps" that you can depend on. Make sure they get paid quickly. 
4. Repairs issues will not just go away. The seller will pay one way or the other. Best to just do them and close the deal.

That's it. What say you?

 

Here's a secret about expired listings. Expired listings are  almost ALWAYS over priced. That's why they are expired.

E$pired listings are without a doubt my favorite type of lead. These Sellers have already decided to sell and they've already decided to use a broker. 

The only hurdle left is to get the price right. That being the case it's important to establish quickly if this is possible or not.

A CMA (Comparable Market Analysis) for a property that has expired should be short, sweet and to the point. No need to go overboard. A good technique is to arrive at a "range" of where you know the property will sell.

The idea is to make sure the seller is willing and able to make the proper price adjustment BEFORE you spend a ton of time arriving at a more precise price.

Why? Well.... the property was overpriced. This means either the seller was unrealistic about price or they were given bad advice by an inexperienced agent. The first seller will be more difficult than the second.

An example would be an expired listing that was priced at $500,000 that's worth $325,000. All you really need to know is that the property should sell in the $300,000 to $350,000 range.

If you give the seller this price range you will know almost immediately, by their reaction, if you have a chance of getting the property priced right or if you just need to walk. If  you feel the seller is receptive to pricing right then get serious and do a full blown analysis.

Good listers can establish this stuff during a phone call. No need to set an appointment unless we know for a fact we can get the price right. I know my time is valuable. Is yours?

Do you need a new Broker?

Want to find out more? www.TTRealtyNet.com

 

Copyright © 2010 http://www.brokerbryant.com/ | All Rights Reserved

 

 

We now have 1,300+ members of www.ShortSaleSuperStars.com  who are ready to help you master Short Sales. And if that's not enough.......

 

Need Training?

 

If you need short sale training to feel comfortable pulling off the deal, you’re not alone. The number of foreclosures happening across the United States is unprecedented, and it’s not often that short sales are mentioned outside of this kind of economic environment.

 

It’s time for you to get the expertise you need, because short sales are becoming extremely common. You don’t want to be caught feeling unsure when a client asks for one.

 

That’s why we offer you three different training solutions, each of them custom-made for agents just like you. These training sessions take you from complete confusion to calm confidence in no time flat – and you’ll be able to turn that new knowledge into perfect closures immediately. 

 

 

This five-part Short Sale Agent Training webinar with short sale professionals Bryant and Wendy takes you through 8 full hours of short sale training, walking you through each step of a short sale so you know exactly what to expect and how to deal with problems that may arise. Click the button above to order $97

 

 

Bryant and Wendy interview a short sale negotiator from one of the major lenders to get you the insider secrets that make your short sale a huge success. If you want to come out ahead in a negotiation, ask the negotiator – and we did just that, so we could give you that insider info. $27

 

 

First short sale? Use this handy Short Sale Listing Package, and you won’t leave anything out next time. Everything from the short sale submission letter to a listing checklist, as well as anything else you'll need, all in one tidy package so you don’t have to stress. Just check it off, and close the deal. $27

 

Wendy Rulnick and Bryant Tutas
www.ShortSaleSuperStars.com

Copyright © 2010 REGrow, LLC | All Rights Reserved

 

 

.....and then complain about it! Today I want to talk briefly about co-brokes and the "ole' 50/50 rule". In my area it is quite common for short sale listings to have verbiage in the MLS remarks stating that what ever commission is received will be split 50/50 with the selling agent. Then of course they offer a ridiculously high co-broke so the uneducated Buyers agent believes he will get that x% co-broke when most of us know the short sale lender will rarely allow more than y%.

I don't handle my listings that way. I offer z% percent as a co-broke and I guarantee it. No matter how much the lender allows me to get paid I honor the co-broker offer. I do this because I completely disagree with changing co-brokes after the Buyers agent has already shown and negotiated a deal on my listing. In my opinion it's playing dirty pool.

BUT....I'm also not an idiot. I offer a co-broke that is in line with my market conditions but one that still leaves me a little bit of room for play. This means that if the lender allows y% I end up making more money than the selling agent. If the lender reduces the commission I make less than the selling agent. It all works out in the end and I feel it's a fair way of doing business. There are no surprises for the selling agent. They get what's offered in the MLS with no exceptions.

Today I had a selling agent upset at me because they saw I was making more than them on the HUD statement. He wanted to know why? I explained my company policy to him but he just didn't get it and started going off about the 50/50 rule. Finally I just had to tell him that what I get paid is really none of his business. He hung up on me.

So I sent him this email:

Dear agent,

I want to clarify the co-broke on my short sale listings. It is always z% Even if the bank comes back and reduces the commission to h% or j% I still l pay z% to the selling agent. Your commission is guaranteed.

In fact I am the only broker that I know of in this area that does not reduce the co-broke when the lender reduces the commission on a short sale. It was z% when you showed the property and it's still z%.

My commission agreement is between me and my seller. I'm sure if I were getting less than you there would be no issue. On this particular short sale the lender allowed me to get y% so I made out better. That is not always the case.

There is no such thing as 50/50 rule. That is a figment of your imagination.

Thank you for your hard work with getting this transaction closed. I hope we can do more in the future. End of email.

Is this really that difficult to understand? What say you?

Do you need a new Broker?

Want to find out more? www.TTRealtyNet.com

 

Copyright © 2010 http://www.brokerbryant.com/ | All Rights Reserved

 

I really don't have anything to say after watching that video except for OUCH!!! Here are a few links to some stuff you may like.

Have you submitted a Short Sale through the Equator system yet?

Bank of America brought up on charges

Twitter? Facebook? Google Buzz?

Speed painting is very cool

Short Sales Suck and I Ain't Doin' Them!!

"He who has overcome his fears will truly be free." Aristotle

Does this sound familiar? You’ve never had to deal with a short sale in your life – until about a year ago, when foreclosures became so common it was rare that you had a seller without one. You’re not even sure you have a real grasp on what a short sale is, much less how to go through the process. And no one seems to be able to tell you how to do it quickly, with no stress.

Well, except us.

Short sales have become the norm. They’re often treacherous, and they can be extremely painful for buyers, sellers, and agents alike.

But they don't have to be. We’ve spent years figuring out how to make short sales less painful all around. You need to know how to handle a short sale, and we’re more than happy to share everything we’ve learned the hard way – so that you can learn the easy way.

This training series walks you through an entire short sale, from the very moment you realize you need one to the final signature on the deal. We’ve included every single trick, technique, and time-saver in our book to make short sales easy on you and on your seller.

 

You’ll have all the time in the world to learn at your leisure, too, with audio files, Q&A sessions, worksheets, and sample documents. Learn how you want, when you want, the way you want.

Ready to get rid of short sale stress and get yourself into short sale superstardom?

What Do You Get?

· Two experts in the short sale industry walk you through an entire short sale from start to finish

· 8 hours of easy-to-follow instructions along with insider tips and secrets for an extra edge

· All the forms, approval letters, and sample documents you need for your next short sale

· mP3 audio files of all seminars so you can listen at your leisure or refresh your knowledge later

· Q&A for as long as you need to get all your questions answered

We’re here to help you. We’ve been dealing with short sales for several years, and we know it can be rough on homeowners and agents alike. We want to make sure this process is as easy for you as possible, and that starts with getting you the education and short sale training you need to make the right deal.

The best part? It’s only $97. You'll get to listen in as two short sale industry experts walk you through the process of making a short sale happen, and then get the extra support you need, when you need it, by having direct access to Wendy and Bryant via www.ShortSaleSuperStars.com (By the way.....the site membership is FREE!)

That's 8 hours of training for one low price– and a real bargain at less than $10 an hour for the best consulting on short sales available in the market.

What Do We Talk About?

If you’re wondering exactly what we cover in each of the short sale training sessions, here’s a quick layout of what we’ll talk about and the specific strategies you’ll learn:

Session One: Short Sale Basics

· What is a short sale?

· How do short sales affect the seller?

· Why would the lender consider a short sale?

· What’s my role as an agent in a short sale?

Session Two: Taking the Listing

· How to qualify the seller

· Questions to be sure to ask (they’re not what you think)

· Documents you’ll need to make a solid short sale

· Disclosures and addenda you MUST have on the listing contract

Session Three: Placing the Property on the Market

· Proper pricing for a short sale

· Our price reduction strategy

· How to market your property for the best leverage

· How to qualify the right buyer for the sale

· How to negotiate the contract that puts you ahead

Session Four: Preparing the Package

· How to check the HUD1

· How to prepare and submit the package properly

Session Five: Presenting the Short Sale

· Making your case to the lender

· The secrets to following up the right way

· How to negotiate the final payoff

Start to finish, the perfect short sale. You’ll receive audio files of the course so you can listen to them as many times as it takes for you to feel comfortable that you can pull off a short sale as perfect as ours.

 

We know you can – all it takes is a little training, and the help of a few seasoned experts.

Becoming a short sale superstar is just that easy.

Who Are These Experts?

We’re Wendy Rulnick and Bryant Tutas, and we have 35 years combined experience in real estate and short sales.

Wendy is the award-winning Broker/Owner of Rulnick Realty, and she's been selling real estate for 20 years. She’s been featured in Kiplinger Personal Finance Magazine and Florida Realtor Magazine as a short sale
specialist.

Bryant is the Broker/Owner of Tutas Towne Realty, and he's been in the real estate business for 15 years. Some of his happiest clients are sellers who have been through the short sale process with him and are grateful for how painless he made it for them.

We know firsthand just how rough the short sale process can be on sellers, and we’ve been working for years to fine-tune a process that’s easier on them – and on us.

Now we’re making it easier on you. We’re just that kind of people.

What If I Don’t Like It?

Then you get your money back. It’s just that simple. We know we have the knowledge that helps you become a short sale superstar, but if you don’t feel the same for any reason, then we’re happy to refund your money. We want everyone who takes this course to feel they got their money’s worth.

After we refund your money, we’ll ask you how we can improve for others. We’re that devoted to making sure this is the best training course on short sales out there.

Ready to become a short sale superstar?

SHORT SALE AGENT TRAINING

ONLY $97

Wendy Rulnick and Bryant Tutas
www.ShortSaleSuperStars.com

Copyright © 2010 REGrow, LLC | All Rights Reserved

 

Time. Mine is valuable. Is yours? One thing that agents struggle with is being in control of their time. How often have you popped out to show property at the last minute? Or had to cancel a personal event because one of your customer/clients needed to see you? What about the Buyer who can only look at properties every other Saturday from 4-7 pm? Do you work with them?  I don't.

Here's a fact. There are NO real estate emergencies.

Here's another fact. You will NEVER be caught up. There will always be another call to make. Another website to update.

If  you want to have lasting success in this business and avoid burn out you MUST get control of your time. Work by appointment only.

Don't let others dictate your schedule. Don't do same day appointments. Just let them go. It will save you a lot of aggravation in the long run. If people don't respect your time they will never respect the relationship. That's a fact.

Let folks know at first contact how you work and when you work. People will appreciate knowing these things up front. If your schedule doesn't fit with theirs then just let them go. We can't work with everybody.

Once you set boundaries with your time a funny thing will happen.....you'll start attracting people that will work within your time frames. And because of this you will be less stressed and you will become better at what you do.

Do you believe that? Well even if you don't it's still true. You just need to trust me on this one. Can you do that?

Do you need a new Broker?

Want to find out more? www.TTRealtyNet.com

 

Copyright © 2010 http://www.brokerbryant.com/ | All Rights Reserved

 

Hi folks. In my business I spend a lot of time speaking to Sellers who have had their property on the market with no success. My favorite type of listing. Expired listings. Not mine but another agents.

The reason these listings are expired is because they were over priced. And they were over priced not because of an unrealistic seller but because their agent wasn't able to sell them on proper pricing and decided to take the listing anyway.

These Sellers usually have the same complaints:

1. We never had any showings.
2. We never heard from our agent.
3. We had to wait 6 months for our agreement to expire. 

Of course all of these complaints are related to the property being over priced. Anyway......when soliciting these sellers I have to hit on these concerns in my marketing.

The main way I do this is by offering a 45 day listing agreement that can be canceled at anytime at no costs to the seller. When potential Sellers see that I offer a 45 day listing agreement they call. And when they call......

I say something like this.... "The average days on market right now are about 78 in Poinciana. I am willing to take your listing for 45 days and if you are not happy with my services, pick up the phone and fire me. No questions asked and no charge to you. I get paid when you get paid, at closing. I may not be able to sell your house in 45 days but I certainly don't need 6 months. After a couple of weeks working with me you will want me for your Realtor for life anyway, so, if need be, we can extend the listing at the end of the 45 days. 45 days will give me enough time to earn your trust and your business. So what have you got to lose. So, are you ready to go on the market today?"

Well, in most cases the answer is....... yes.

Now I am sure there are agents out there who would say taking a 45 day listing agreement is weak. But you know, you are dead wrong. First, in most cases I will sell their house in 45 days because I priced it right.  Secondly, I know that I will be able to create a lasting bond with my Seller in way under 45 days.

Why? Because I call them constantly and I'm excellent at what I do. Now don't get me wrong, there aren't too many things in life that I'm excellent at, but when it comes to pricing and market positioning, on a listing, I am an expert. It's what I do. And I take it very seriously.

Now, a couple of fine points in my above presentation that you may have missed:

Notice how many times I mention 45 days? This is not random. I do it on purpose. I want 45 days to be imbedded in my Seller's mind. It shows them my urgency in getting their home sold. This is a very good thing. Especially if they have been on the market already for 6 months with another Realtor.

• "...not happy with my services, pick up the phone and fire me." What's to think about? They can change their mind if they want to. It's a risk I'm willing to take.

• "...I get paid when you get paid, at closing". This is a word picture. Closing and getting paid. I am getting them to focus on the end result. All good.

• "...Realtor for life", planting the seed for future referrals.

• "...we can extend the listing at the end of the 45 days." I haven't even taken the listing yet and I've already mentioned an extension.

• "...time to earn your trust and your business". What more could a Seller ask for from his Realtor?

• "...What have you got to lose?" "Are you ready to go on the market today?" Asking for the business. The close. This is where some Realtors fail. You must ask for the business. I don't care how good your presentation is, your last question must be the close.

So next time you have a listing appointment, try the 45 days listing agreement. Weak?......I don't think so!

Do you need a new Broker?

Want to find out more? www.TTRealtyNet.com

 

Copyright © 2010 http://www.brokerbryant.com/ | All Rights Reserved

 

Hi folks. As most of us in this business I seem to have a lot more frustrating days than I used to. Real Estate is hard. My personal business is about 80% short sales and REOs (foreclosures). Frustrating.

I work in a very low end market and have to do lot's of transactions every month in order to make a good living and pay the business bills. But that's ok. So many folks have it much worse than I.

Yet, they have more strength than I could ever imagine. A perfect example is.....

.......Artist Leon Botha, one of the world's longest surviving Progeria sufferers, and photographer Gordon Clark embark on a collaborative and artistic adventure, exploring the questions of destiny and immortality to bring us this powerful photo series Who Am I? Transgressions.

"By words one transmits thoughts to another, by means of art, one transmits feelings." Leo Tolstoy

.......you can't sell people on trust...you have to build it.

And that's all I have to say today, so....check out this stuff..

I found this to be an excellent article "Who are you trying to impress?"

By this summer well over half of all Internet users will likely visit Facebook each month. Are you there?