Is Your Presentation Keeping You From Being A Champion..

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS
Just because I like it!!Presentation is so important. The way we present information. The way we present ourselves. The way we present our responses to objections. Being a good presenter will make your business easier and will help to build your reputation as a fair person. And this of course will make people want to trust you. Here are a few examples of what I’m talking about.

In my area it is common to see co-broke commissions in the MLS like this 3%-$295. How does that make you feel? It makes me feel slighted. I feel like they have given me something and then taken it away. It’s not the amount of the commission that causes me to feel that way it’s the presentation.

What if the same listing had the co-broke presented as 2.75%? How does that make you feel? No big deal is it? It’s just a co-broke well within the range of normal. I feel it’s fair. The reality is it could actually be less than the 3%-$295 example. But it doesn’t matter because it was presented better. They didn’t give me something and then take part of it back. The presentation mattered.

How do you respond to the potential seller that says “I’m not pricing my house that low. My home is worth a lot more than that.”  I know many agents will try to convince this seller that they are wrong. They may say “Mr Seller the comparable sales are much lower than what you think your house is worth. You’ll never get that much for your property. If you can’t price it here then I can’t take the listing.” Now while the response is accurate the presentation sucks. The Seller will more than likely assume a confrontational position and you will have to battle to prove your position.

What if you said this instead. “Mr Seller I completely agree with you. But..I’m not here to tell you what your house is worth I’m here so we can figure out what it will take to get it sold. And based on current market data your house needs to be priced here in order to compete. I know it sucks but let’s work some numbers and see if we can make it work.” That’s a much better presentation. You are not disagreeing with the seller at all. You are admitting that there’s a problem and together you need to work it out. Now instead of being the bearer of bad news you are a problem solver. You have opened the door to a constructive conversation. The presentation mattered.

How do you present a “low ball” offer? Do you use the term “low ball”? If you do that’s a mistake. What it is is an offer. Just an offer. It means there is a buyer who has shown an interest in purchasing your Seller’s home. This is a real good thing. It shows you have been doing your job. So just present it. No need to poison the Seller right up front by calling it a low ball offer.

In fact, even if you feel it’s a low ball offer this attitude may put you in a frame of mind where you are not able to present the offer in a non judgmental way. Just present it. Give the seller the facts so they can make a decision. If they want your opinion they’ll ask you for it. How about this “Mr Seller we have just received an offer for your property. The price is less than we had discussed but it looks like a good qualified buyer. Let’s go over the numbers and the time frame and then we can discuss the way forward.”
I say presentation matters. What say you?

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The BIO for Bryant Tutas

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

Real Estate. I love it!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Man, I’m tired today. It’s been a long week. I’ve been very busy and I haven’t been sleeping very well. I have one of those bad backs and rarely sleep for more than an hour at a time. This has been going on for years. I even had a Seller tell me I didn’t sound like my normal chipper self today. It was true, but I didn’t like hearing it. Real Estate is all about having an upbeat and positive attitude. On the rare occasions when I’m not 100%, I feel my Sellers suffer for it. So what do you do? I’m a one man office, so it’s not like I can just take a day off. I must answer the phone. If I don’t my Sellers may miss a showing on their property and I can’t let that happen. They are depending on me and I won’t let them down.

Keeping my business small was a decision I made years ago. “The Lovely Wife” and I enjoy our time together and we did not want to get locked into a position of having to run an office and having to get up and go to work everyday. Also, I have a little bit of a control issue and have a problem with delegating. The most important reason for staying small is, I’m a salesperson. It’s what I like to do. It’s what I’m good at. I don’t enjoy managing people and running a business, even though I am a business. Does that make any sense?

I think the point is, that in order to be a success you must find the one thing you enjoy doing and try to do it better than anyone else. Some Realtors like going solo, some like being a part of a team, some want to manage, some want to open up large offices. I don’t think there is a right way or a wrong way, but I do think it is extremely important to find the way that works for you and makes you happy. Never try to work a certain way because you think that’s what is expected of you. Be true to yourself. Find your strong points and concentrate on them. Set your own goals and compete with yourself.

Also, have a plan. You must know where you are going in order to get there. Reflect on it. Get you priorities in order. And whatever you do, don’t do it for the money. If you do a good job and stay focused the money will come all by itself.

I hope you didn’t find this post too boring. But hey, it’s my Blog and it’s what I felt like writing today. Tomorrow is a new day and I m going to wake up refreshed and ready to do my best. Man, I’m tired. Man, my back hurts. Man, I am so blessed. Real Estate. I love it!

The facts Jack. Nothing but the facts!

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Got a call from a homeowner a few days ago. Seems he had received one of my solicitation letters that I send out daily to all expired and withdrawn listings in my market area. He was wondering why he got a letter since he had just listed his house on the market a few weeks ago. Well I got his address and phone number and told him I would look it up in the MLS and call him right back. When I checked the MLS he was currently active but had been withdrawn for one day and re-entered by the same office by a different Realtor. I called him back and gave him this information and had a nice chat with him. Very pleasant and knowledgeable young man. Wished him luck with the selling of his house and told him to feel free to call me if he ever had any questions or needed any help.

Well lo and behold he called me two days later and asked if I could come by and see him because he was thinking about changing Realtors. Sounded good to me so I made an appointment and went to see him the next day. He had a great  house! I had a look around and sat down with him and his wife to go over market conditions and give him my opinion of what his house was worth and what it would take to get it sold. He was currently listed at $215,000 with a 4% commission. My suggestion was $195,000 with a 6% commission. While talking with them I discovered a few things 1. They had never seen a Market Analysis 2. They had never sold a house before 3. The wife had been transferred and they wanted a quick sale 4. They had never heard from their Realtor since being placed on the market. I left them with all the information I had prepared for them and told them to keep me in mind if things didn’t work out with their current Realtor.

Called me the next day to let me know they had fired their Realtor and wanted me to place their home on the market with me. They said they slept great the night I left knowing there was hope and that they now had the information they needed to make a good decision. I now have a beautiful new listing with great Sellers. “Range Priced” at “Market Value” ($189,000 to $209,000) and a 6% commission so we can offer a good Co-broke. All these Sellers ever wanted from their Realtor were the facts. I have now connected them with a Realtor found through ActiveRain to help them purchase in Arkansas, for a referral fee of course. The Sellers are confident about their relocation. I am happy with my new listing that’s priced right and had two showings as soon as it hit the market. And their previous Realtor…………….?

The facts Jack. Nothing but the facts.

So I was wondering how did you get into Real Estate?

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Kind of a lazy hot florida day today. So I'm just sitting around and was thinking how fortunate we are to be in the business of real estate. Set your own hours, take a day off if you want, meet interesting people, solve problems, help people realize their dreams and get paid very well.

So I was wondering how did you get into real estate? Was it a conscious decision or something you just fell into?

My journey began about 15 years ago while driving a taxi cab out at Disney World. I was driving families to the attractions all day and dropping them off to buy tickets at the gate where they had to wait in line. Waiting sometimes for an hour or more. So i had a flash. Why not buy tickets at a discount and sell them to the people in my cab for a profit. So I did this and made some pretty good money doing it. At about this same time my lovely wife interviewed with a vacation management company for a receptionist job. Since she was over qualified for the job she was interviewing for the owner decided to hire her to open up a guest service company selling attraction tickets and transportation to UK vacationers staying in short term rental homes.

To make a long story short this evolved into a company that my wife and I started named Holiday Makers. From there I went to work at the same management co. that had hired my wife to be a property manager and to try and increase their management inventory since Holiday Makers had an exclusive to sell tickets to the guests in these homes. I figured more homes, more money for Holiday Makers. Well needless to say once meeting with the guest they started wanting information on purchasing homes. And from that my wife and I opened Tutas Towne Realty, Inc. That was 9 years ago.

So I was wondering how did you get into real estate?

Short Sales got you down?

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

http://shortsalesuperstars.comNo problem. We’re here to give you everything you need to become a Short Sale Superstar.


Foreclosures are rampant across the U.S. More and more banks and homeowners are turning to short sales as a mutually beneficial solution. The problem? Short sales seem to be what everyone needs – but you never had to do many short sales before.

That’s where we come in. We’ve been working in short sales for years, even before the economy tanked, and we know the strategies that work best to make the banks, the lenders, and most of all your clients come out on top.

Share our knowledge and make sure you have all the tools you need to become an expert in short sales – so you can reap all the rewards of getting your clients just what they need.

What’s standing between you and Short Sale Superstardom? Nothing but the click of a button.

Join our Short Sale Superstars network to get the benefit of a worldwide community of short sale experts, or get in on our 8-hour ultimate seminar in Short Sale Agent Training. From know-nothing to seasoned expert in just 8 hours – there’s no faster route to expertise in short sales.

Get started right now, and say goodbye to that feeling of uncertainty when someone mentions a short sale.

Say hello to the confident feeling of a great close and a happy client.

Wendy Rulnick and Bryant Tutas
www.ShortSaleSuperStars.com

Copyright © 2010 REGrow, LLC | All Rights Reserved

I’m not racist but…………………

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Do these words make you cringe? Do you just want to leave before they go any further? The best way to tell a racist is when they say “I’m not a racist but……”.

Meeting with potential customers on a regular basis it doesn’t surprise me when I hear this but it does surprise me how often I hear it and who’s saying it. As Realtors we cannot go there! We must nip this conversation in the bud before it goes any further. There is a little law called the Fair Housing Act that we must abide by. How do we do this? How do we continue to work with this person? Do we just ignore it and move forward? Do we lay the law down?

I must admit that this always places me in an awkward position. I usually move forward at the speed of light then ignore it but I can never seem to forget it. It changes my relationship with that person. My dream is that someday we will learn to appreciate people for who they are not despise them for the color of their skin. I live in the great State of Florida and one of the best things about Florida is that it’s very multicultural. I wish all people would see it that way.

I’m not racist but…………..I do have a vision.

Please Mr. Home Inspector…………..

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Home Inspections. Don't like them at all. Received an "Inspection Report" today stating the AC is five years older than the house! Never had that one before. The house is only six years old and was built by a big time national builder. The AC works great but now the buyer wants a letter from the builder stating that this is the unit that was put in the house when it was built six years ago. Now obviously trying to get this documentation from the builder, who has probably built 10,000 houses since this one, is impossible.

In my State, Florida, the only requirement to become a "professional home inspector" is a stack of business cards and an occupational license. Scary when you consider these guys can make or break a deal.

So I was wondering does your State have an agency to regulate Home Inspectors?

Get off me!!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

 

The BIO for Bryant Tutas

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

 

Make your listing presentation a listening presentation

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

In my market Poinciana, Fl I have been listing and selling homes for 12 years. When I first started out here there were 6,000 people and only one local Real Estate Company. I didn’t consider myself a company back then since I worked out of my house and was a one man show. Still am. Over the years I have been able to establish myself as the top listing agent in this community. By this I mean I have the highest number of sold listings (single family homes) in any given year. During the last 4 to 5 years Poinciana has exploded to over 65,000 people and still growing. There are now hundreds of Realtors from all over Central Florida listing and selling houses out here. As of this morning there are 1,434 houses on the market in the MLS. And still I am at the top. By the way if you check up on me in the MLS don’t look under actives look under pendings and solds. That’s where you will find me. I have found that one of the reasons for my success is a rock solid knowledge of the market in my area and a very strong listing presentation.

What makes for a strong listing presentation? Well what I have learned is the best presentation is when the Sellers are doing all the talking. Ask the right questions, sit back and listen. Sellers don’t care about Power Point Presentations, 25 Marketing Strategies for a Successful Sale, Broker Open’s, how many designations you have, how large your company is or a myriad of other things we say to potential Sellers to show how good we are. Remember it’s all about them not about us. The Sellers I meet with on a whole want to talk. They want to show you their house and tell you their reasons for selling. They want to blow off steam from the bad experiences they have had with past Realtors. They want someone that will listen to them and respond accordingly. No scripts, no ABC sales techniques and no print out of all your awards.

What they want is an honest and forthright opinion of what their house is worth and what it will take to sell it. And most importantly they must know that you genuinely care about them and their needs. And believe me this can not be faked. It must be a sincere caring. Bottom line people want to work with people they like and trust. So next time make your listing presentation a listening presentation.

Would your contracts pass this test?

Posted by admin December - 31 - 1969 - Wednesday ADD COMMENTS

Received an offer for one of my listings yesterday. At least I think it was an offer. It came in on a standard Far/Bar purchase contract. The only problem, with what I was able to read, is half of the information was either missing or incorrect. Unless of course the Buyer meant to ask for a 21 day closing and include a 30 day financing contingency. Now I admit I'm not very good at math but it looks like this Buyer has up to 9 days after closing to get final loan approval. Since the address is wrong on the contract he will probably need this extra time to locate the house he just bought.

Fortunately for this Realtor I will take the time to write up a new contract and hopefully we will be able to negotiate a deal. After all my Sellers just want to sell and the Buyer just wants to buy.

As Realtors it is very important that we are able to write legible and binding contracts for our Sellers and Buyers. There is no excuse for not being able to do this. We our actually bound by Article 9 of our NAR Code of Ethics to ensure that all contracts and addendums are properly completed, signed and dated by all parties. Take this seriously as our customers and clients are relying on us to protect their interest. I can't remember where I heard it but someone told me once "to write every contract as if I had to defend it in front of a Judge." Would your contracts pass this test?

 

About us

I am a licensed real estate Broker in the state of Florida. My opinions on real estate have been formed from my experiences and 15 years of working in the business. My opinions are in line with Florida Real Estate laws and the REALTOR(R) Code of Ethics. Your State’s laws may differ. So do your own homework before implementing any of my business practices into your business.