Florida Real Estate Broker 407-873-2747OK, so I found this article on our Florida State Associations (FAR) web site. I don’t know who wrote it. It was just too damn good to leave there. You can follow the link if you want to see the source. What blew me away is there is NOT one mention of actually doing our job and getting a Buyer’s Broker Agreement signed. Shouldn’t we be having these discussions with our buyer PRIOR to them hiring us?

Getting paid a commission

Before you show an MLS listing, make sure you know what the commission will be at closing. If it’s not enough, follow these steps to legally and ethically get paid what you’re worth.

Some listing brokers are placing property in the MLS system and offering the cooperating broker, who’s the procuring cause of the sale, a commission for either $1 or another low amount.

Follow these steps to legally and ethically get paid what you’re worth: READ THE REST OF THE ARTICLE HERE

My mind has been throughly blown. Has yours?






Sell Poinciana Real Estate Poinciana Real Estate Poinciana Real Estate Poinciana Real Estate Agent

Copyright © 2008 http://www.brokerbryant.com/ | All Rights Reserved



Don’t Sell Yourself Short
An E-Book
By Broker Bryant


“Short Sale”. The new buzz word. We’ve all heard it:

 “I owe more than my house is worth and I WANT to move. I’ll just ask the lender for a Short Sale.”

 “I don’t want to live here anymore. I need to do a Short Sale.”

“I want to take a new job up north but I just bought my house last year. I need to do a Short Sale.”

“I’m tired of making these payments and want something smaller. I need to do a Short Sale.”

 “I quit making payments because my lender said once I was behind 60 days I could do a Short Sale.”

 I NEED………blah, blah, blah!!!!!

Folks did you notice all the “I’s” in these statements? These folks have an entitlement attitude. They believe they are owed a Short Sale. Personally I pass on these types of listings. Completing a Short Sale is very time consuming. I want to make sure that the folks I decide to help have a legitimate hardship.

A Short Sale is for folks that are experiencing financial difficulties and who can no longer afford to keep their house. It is NOT for someone who just feels like moving. Now having said that, these folks may very well apply for a Short Sale and it may be granted BUT if you are going to be making your living handling Short Sales you should work with Sellers that give you the highest possibility of getting the “short” approved. Having a legitimate hardship is very important to this process.

Hopefully, after reading this book, you will be in a better position to pick who to help. You will know how the process works and you will get paid for helping people out of a difficult situation.

The first thing you have to understand is that Short Sales are here to stay. For the next five years or so they will be a major part of the real estate market. If you are in a market like mine, Poinciana FL, Short Sales could very well be your ONLY business.

So you have to learn how to do them. And you have to learn how to do them right. Just the fact that you purchased this book shows me that you have the desire to learn.

OK, so first, let me tell you a little bit about myself. I am NOT a short sale guru. I’m a full time working REALTOR®. I’ve been licensed for 14 years and have had my Broker’s license for 10 years. By choice, I pretty much work by myself and from my home. I work in a blue collar area of very inexpensive homes and average 37 closings a year. In my best year I sold 67 properties and in my worst I sold 17. I’m just an average Joe…..a blue collar Broker.

In 2007 my market took a drastic turn. Values started rapidly declining and foreclosures started increasing. I was primarily a listing Broker and it was getting very difficult to find home owners who were not upside down on their mortgages. I convinced myself that this was temporary and I could just wait for things to get back to “normal”. I was in denial.

I figured I would just have to work harder to find sellers with equity. I would avoid dealing with Short Sales at all costs. They…..“weren’t worth my time”, “never closed”, “wouldn’t let me get paid a commissions”, “were misleading to buyers”. I was ignorant.

Due to my denial and ignorance my business started going down hill quickly. Closings were far and few between and prices were still declining. My future looked bleak. Something had to change. Sound familiar?

That something was me. I decided to embrace the market. If all the market would give me was Short Sales then I needed to learn how to do them and I needed to learn how to do them quickly. This book teaches you what I have learned thus far.

This book is by no means a comprehensive course on how to complete Short Sales.  BUT…..it will show you what works for me. It will without a doubt make you better at listing and closing short sales. It will help you build the confidence needed to jump into the Short Sale game. So go for it. Don’t sell yourself short.

To be continued………………….

Coming in late February March**** Broker Bryant’s  E-Book, “Don’t Sell Yourself Short”, will be available to help you succeed in this more difficult market. 

OK Broker Bryant, how much is this E-Book going to cost me? Well that’s a darn good question. Let me ask you this…If I could help you make 10,000s of dollars over the next 12 months how much would it be worth to you? $500? $299? $199? Well how about………$47? That’s right folks $47. For this low price you will receive:

  • My E-Book “Don’t Sell Yourself Short” 
  • Complete short sale listing package
  • Weekly newsletter (12 months)

You can reserve your copy of “Don’t Sell Yourself Short” right now! Just send me an email at BrokerBryant@gmail.com and  put   “Short Sale E-Book” in the subject line. Once the book is launched I will send you payment instructions. Once paid……BAM!…..the book and listing package will be in your inbox and your journey towards helping folks with their Short Sales will begin.

****Folks I am so sorry for the delay in getting this book finished but I have been extremely busy. I don’t want to release a product that is not up to my standards. If you have any questions on short sales please feel free to pop me an email at brokerbryant@gmail.com and I will see what I can do to help. If you need personalized help, training or coaching let me know.  I do offer these services for a fee. Just pay for what you need. You can call me for a confidential consulatation at 407-873-2747.

Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved  

Appraisers Adjusting for Declining Market Conditions. Is it true?

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

Poinciana regression chart


Hi folks. I wrote a post over two years ago titled “Let the Games Begin”. In this post I was pointing out that Poinciana was beginning to be a declining market and that Appraisers were making downward adjustments for this. It created quite the stir.

For whatever reason there were many who commented that felt this was not happening and would never happen. Well…..it was and it is.

I reviewed an appraisal today where the appraiser made a downward adjustment of $150 PER DAY on the recent sales.

Downward adjustment

Just to give you an idea of how this works. One of the sold comparables that was used closed in November. The adjustment was -$20,000!! The same house had a pool and it was adjusted -$8,000.

So what do you think about that? $8,000 for not having a pool and a whooping $20,000 for being a 5 month old sale. Have you seen this in your market yet?

****The chart and data in this post was provided by Richard D Ferris  Florida State Certified (FHA) Appraiser






Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved  



OK….tomorrow’s the big day!!!! Don’t miss out.

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

Broker BryantHi folks. Did you know I have been giving away free information on Active Rain for three years? Just about everything I know about Real Estate I have shared and have never asked for anything in return. Today, is going to be different.

Starting Saturday June 27th at 11:00 am Wendy Rulnick and I, Broker Bryant, will be launching “Short Sale Basics”. This will be a 5 part, very comprehensive, course on Short Sales.

If you are not familiar with Wendy check out her blog here. Wendy is the Broker/owner of Rulnick Realty in Destin Florida and…..

  • “Wendy Rulnick, is a Florida Realtor and Broker, and has been selling real estate for 20 years. She has won numerous awards, including the coveted ADDY for advertising design. Wendy was featured in Kiplinger Personal Finance Magazine as a short sale specialist.”

Wendy RulnickWendy and I will be your instructors. Our goal is to help as many REALTORS® as we can become better at handling Short Sales. By empowering you we can do our small part to help Mr and Mrs Homeowner get through these difficult times. Together we CAN make a difference.

Short Sale Basics is being presented as a Webinar. Each class will be 60-90 minutes long. As students you will be able to call in by phone or listen in on the Internet. We will take questions in advance of each class and will try to answer as many as we can during the session.

These sessions are NOT for trying to sell you a product. Instead these are training classes. If you attend all 5 classes you will have the knowledge and confidence needed to succeed at Short Sales. You will be in a position to help folks and make a good income while doing so. We want you to succeed and we’ll be there to help you in any way we can.

Wendy and I will both be available during and after the course to answer any questions you may have as you start working with Short Sales.

Here’s the class schedule and curriculum:

June 27th Session 1: Short Sale Basics

  • What is a Short sale
  • How does it affect the Seller
  • Why would the Lender consider a Short Sale
  • What role does the REALTOR® play

July 11th Session 2: Taking the Listing

  • How to qualify the Seller
  • Questions to ask
  • Documents needed
  • Disclosures and addenda to the listing contract

July 18th Session 3: Placing the property on the market

  • Proper pricing
  • Price reduction strategy
  • Marketing
  • Seller disclosures

July 25th Session 4: Selling the property

  • Qualifying the Buyer
  • Negotiating the contract
  • Knowing what the lender will accept
  • Time frames

August 1st Session 5: Presenting the Short Sale to the Lender

  • Preparing the package
  • Making your case
  • Follow up
  • Negotiating the payoff

Folks as you can see we have a lot of information to cover. There will be course materials sent to you in advance of each session.

OK since I already mentioned this is not free…you’re probably wondering how much it is?

The cost is $67 per session or you can purchase the series for $297. All sessions will be recorded and given to you as a MP3 file so you can go back and listen at your leisure. AND….you will get a membership for our Short Sale Networking site.

The course is guaranteed. If for any reason you feel you didn’t get your money’s worth just let us know and we will give you a full refund. All we ask is that you are honest with us and yourself. Let us know where we let you down so we can improve.

Wendy and I are just like you, we both work Real Estate full time. We both handle our own Short Sales from beginning to end. Wendy has tons of experience and is a wealth of information. My job will be to get this information from her and present it to you in a no nonsense style so we can all learn together.

Short Sales are going to be around for years to come. If you are not interested in listing them that’s OK. You may still be selling some on the Buyer side. This course will give you the knowledge needed to assist your Buyer in choosing the right property. Knowledge is power.

I can already see I’m going to need to write a few more posts about this. This one is waaaay too long.

So…..are you ready? All you have to do to register is send us an email at shortsalebasics@gmail.com  Let us know what sessions you want to attend. We’ll then send you the instructions on how to pay and where to “go” for the class. We have room for 250 people.  Who wants to be first? 

Short Sale Basics

                                    Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved


Looking For A Lakefront Home In Central Florida?

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

You know……..it is HARD to find good lakefront homes for sale in Orlando Florida. I’ve been searching for several days now for relatively new homes with lakefront and a pool. It also must have a dock for a boat and be a good lake for skiing.

My search encompassed Orange, Osceola and Polk counties for lakefront houses with at least 3,000 sq ft, 4 bedrooms up to $750,000. I figured there would be more than 2 that were suitable to my Buyer!!

Here are some interesting facts on lakes in Florida.

  • There are an estimated 7,800 lakes in Florida that are greater than 1 acre in surface area. Of these, 35 percent are located in just four counties: Lake, Orange, Osceola, and Polk.
  • Larger retention ponds sometimes are used by residents for boating and fishing and are considered by some to be lakes. (Not by me!)
  • The classification of some water bodies as lakes is highly subjective. What one individual considers a “lake” another might consider a “pond.” Generally, any water-filled depression or group of depressions in the land surface could be considered a lake.
  • Many lakes in Florida were formed by sinkhole activity and thus are called sinkhole lakes.
  • Most Florida lakes are seepage lakes—nearly 70 percent of the lakes in Florida have no surface water streams flowing into or out of them.

So….if you are looking to purchase or sell a Lakefront Home in Central Florida you best give me a call. If not you could end up with one of these.

Golk course pond

  Retention pond

                    Golf Course Pond                                                       Retention Pond

Instead of this………………….

Fishing and skiing lake

Fishing and skiing lake

Bryant Tutas
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker


***The content of this blog is solely my opinion***

Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved

A day in the life of a Florida Short Sale Agent

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

Florida broker 407-873-2747


Seller is XXXXX Dromedary Court, Kissimmee 34759. Please send me the listing paperwork and a CMA. I have everything else. We also have new paperwork for you as an agent, the agreement to negotiate as a 3rd party. I’ve attached everything above. Let me know if you have any questions.

Thanks, Amy VP: Short Sale Division


I spoke with XXXXX today and we discussed the short sale conditions in further detail.

If he agrees to bring funds towards closing and signs an interest free promissory note over 5 years then we should be able to negotiate this deal.

I have received the most recent offer for $103K however would prefer to have a higher non-cash offer provided.  Our last appraisal has expired and I will be ordering a new one today and they generally take about a week to return.  Once returned I will be in contact to follow up to see if this offer for $103K will be accepted.

Thanks ING DIRECT || Retail Asset Managment


I am in receipt of the short sale offer for this property.  Thank you for a lovely short sale package. It appears to be pretty complete. I’ll dig into it more when I have the bpo results. Has the pkg been submitted to BOA?  I am ordering the IBPO now. What number do you want me to give them for access?

Thanks and look forward to working with you. 

Amy- 3rd Party Loss Mitigation Specialist GMAC ResCap


I would like to express my sincerest gratitude for all the work you have done in selling my house. From the moment I spoke with you, you went to work providing me detailed information and guiding me through the process. Whenever I called you with questions, you patiently answered promptly and kept me informed every step of the way. I was delighted at the level of professionalism you showed by so actively working to sell my house. Your persistent efforts surpassed my expectations when you sold my house within several months. Thank you for making this a positive experience!

Sincerely, Jeff


Need help with your Central Florida Short Sale?

Bryant Tutas
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker


Are you a Florida REALTOR(R) looking for a change? Check it out.


Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved



Cutting the Lenders out of the market. Why not?

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


Recently I was asked “How will property values ever come back up if the appraisers keep discounting values for the declining market and the cash Buyers want the lowest price possible?”

The answer of course is…..get the Lender out of the equation. No Lender. No appraisal needed. Higher sales price. What you talkin’ bout Willis?

Let me explain. REOs and short sales still dominate the market in my area and are still bringing values down. What’s strange about this is the fact that inventory is very low and sales are at an all time high but values are still being depressed by…….Lenders. 

So…the “No Qualifying Owner Financing” is making a comeback. Investors are realizing that Buyers will pay a premium not to have to deal with Lenders. And the Investor can get a much better return on their money by holding a mortgage than they can renting the property out.

In fact, in my market, you can expect to get 10% to 15% more for your property if you’re willing to “hold paper”. How do I know this? Because my sellers are doing it.

Here’s an example of how this works out for a Seller.

Seller paid $85,000 cash 4 months ago. The intent was to rent it out for $1,100 a month. After expenses he would net about $750 a month. After 5 years the property may be worth…….well we don’t know do we? We do know if it were rented with no vacancies and no repairs (like that will ever happen) he would have received $45,120 in income. Roughly a return of 53% over 5 years.

Instead, what if he sold it for $120,000 with $25,000 down @ 8.75 with a 5 year balloon? By the way this property would appraise for $110,000 to $115,000 right now. It was purchased right because my buyer made offers on 14 properties at the same time. He ended up getting a deal on this one,

OK back to my example. With Owner Financing the payment would be $750 a month (same as the Net rent). After 5 years the balloon payment is $91,000 AND he would have received $41,500 in interest payments. $25,000 + 91,000 + 41,500=$157,500!! This a profit of $72,500 or a return of 85%. Roughly 30% better than renting AND he doesn’t own the property which means no maintenance or management.

Now folks these figures are not exact but they give you a real good idea of how owner financing works for the Seller.

And the Buyer? Well they can get a good house with a non qualifying mortgage and very minimal closing costs. It’s a win all the way around. The only loser? …Lenders!!

What say you? 


The BIO for Bryant Tutas

Copyright © 2009 http://www.brokerbryant.com/ | All Rights Reserved


And the winner is…………………..

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

Ok, so if you haven’t read it already. “The Lovely Wife” won this week’s Carnival of Real Estate! Is that awesome or what! And needless to say I will never hear the end of this. I knew “The Lovely Wife” was beautiful. But now I have to deal with a beautiful, smart and talented wife.

I am so pleased and proud I can’t stand it. So “Lovely Wife” a big kudos and I’m proud, from the adorable husband.

Now can you cook me dinner? Actually, how about I take you out to dinner?

The good, the bad, the price reduction!

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

Price reductions. I love ’em and I hate ’em. I seem to have mixed emotions about them. If “The Lovely Wife” is reading this, she will be shocked that I even wrote the word, emotions. Emotions and having them are not my strong suit. Price reductions. I love them, because this is what is needed, to get my properties sold. I hate them, because in my own mind, I am an expert on pricing and should have priced the home properly to begin with.

But you know, in this more difficult market, with rapidly changing property values, I have found myself asking for and getting more and more price reductions. Over the last couple of weeks, I have reduced the asking price on 8 of my current listings. Even though they were already “priced right” and were showing up as the lowest priced properties in their category, they still were not selling. Maybe, I’m just being impatient. I was spoiled, the last couple of years, with my listings selling in a week or two and now I have several listings that have been on the market for over 2 months. So what do you do? You reduce the price. Anything will sell if the price is right.

I know, some will say, “But Broker Bryant, if it’s priced right, just wait, a Buyer will come along. Why should the Seller have to give away their hard earned equity?” Well, in my market, Poinciana Fl, I see values coming down. Not only coming down but coming down rapidly. Homes, I could easily have sold for $200,000 a year ago, are now sitting on the market, priced at $179,000. Not only are they not selling but it is difficult to get showings. Since, I can’t predict the future, it is best for my Sellers to sell now. If prices continue to drop, the longer they wait, the less the house could be worth. The reality is, if they have owned it for more than 2 years they probably are in a good equity position anyway. So, my advise to them is, reduce, sell and move on.

I have a few guidelines that I use to trigger a price reduction.

  • No showings in 10 days. Reduce
  • No offers in 30 days. Reduce.
  • Anxious Sellers. Reduce
  • Approaching holidays. Reduce

The best time to talk about price reduction is at the listing table. I let the Sellers know about current market conditions and give them my “triggers” for a price reduction. Every time I talk to them, thereafter, I mention the possibility of needing to reduce. No surprises. They know I am going to ask, if needed. They are prepared for it and ready to take my advice when the time comes. Never make the mistake of underestimating your Sellers. They read the same papers and watch the same news, that we do. They know the market is changing. They want to sell.

There are things you can do to make the Sellers more comfortable with reducing the price of their home. Here’s a short list that you can use.

  • Keep them focused on their reasons for selling.
  • Remind them how much their home has appreciated over the last couple of years.
  • Show them this appreciation in a percentage. It’s probably more than they think.
  • Remind them that it’s a great time to buy. They can make up some of the reduction on the purchasing side.
  • Remind them that unless they can pick up their house and move it, the market "is what it is" and we have to deal with it.
  • Remind then how cute the grandchildren in Georgia are and how nice it will be when they are closer to them.

Finally, stay optimistic. Let them know you are working for them and will do everything you can to get their home sold.

And then, reduce it. If that doesn’t work, reduce it again and repeat until sold. I hate price reductions. But I hate expired and withdrawn listings even more.

So folks, know your market, make adjustments if necessary, ask for the price reduction. Make it your goal that if your sign goes up, it only comes down on way to the closing.

The good, the bad, the price reduction!

Sellers are not stupid!

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

"Broker Bryant, How much do you think our home is worth?" "Well, Mr. Need T. Sell, I think you house is worth about $260,000. However, I'm not here to tell you what your house is worth, I'm here to tell you how much your house will sell for. In my opinion, I think we should Range Price your property from $239,000 to $259,000 trying to sell as close to $250,000 as possible." He says in shock, "Broker Bryant, are you crazy? I just had it appraised 6 months ago and it appraised at $275,000! There is no way I am giving my house away at $250,000."

Now being the "good looking" Realtor that I am, I respond, "Mr. Need T. Sell, you have been on the market for 6 months priced at $265,000 and told me you have not had a single showing, how has that been working out for you?" He looks at me sternly and says, "Broker Bryant, the reason our house didn't sell was because our Realtor didn't do any thing. We asked her to run an ad in the paper and she never did. All she did was put up a sign and put our home in the MLS. You can't sell a house like that. I don't know how they ever sell a house. All she ever did was call us every month and tell us to reduce the price, that's the only time we ever heard from her. She's the one that said she could sell our house at $265,000."

"Now, Mr. Need T. Sell, how did you come up with the $265,000 price to begin with? Did your Realtor go over an analysis with you?" He answered, "We told her that's what we wanted and she said OK. She actually tried to get us to price it at $275,000 but we knew we wouldn't get that much for it. We just need to sell."

"Well, Mr. Need T. Sell, today is your lucky day. I'm here to tell you that I will get your home sold. The only thing we need to figure out, is for how much and how long it will take. Let's have a seat and I will go over some info with you and together we will try and figure this out. I know you need to sell and frankly my wife is very expensive and I need to sell your house. So we both want the same thing. So let's see what we can do to satisfy you and my wife."

"OK, so here are the details on the recent sales in your area. As you can see, most homes similar to yours are selling between $239,000 and $255,000, also you can see that here are 50 homes like yours on the market from a low price of $239,900 all the way up to $275,000. Quite the spread. Now if you look here you can see that the way your house is priced right now it shows up at number 39 on the list. That means there are 38 houses similar to yours that are priced lower. A Realtor is probably only going to show 10-20 homes to their Buyer so that means yours is not even going to get shown. Which of course you already know since you haven't had any showings in 6 months. Now, by Range Pricing your house from $239,000 to $259,000 and using the low figure as the listing price, your house will now show up number 1 on the list, also we will offer an extra .5% to the selling Realtor. By doing this your house will get shown and we can start getting offers. We should be able to negotiate a selling price in the $250,000 range, maybe a little less maybe a little more. Granted you may be leaving a little money on the table but your house will sell and you can get on with your life. In reality you are still making close to $100,000 on a house you have only owned for 3 years. What a great return. You really made an excellent investment when you bought this house."

"How come our other Realtor didn't tell us this stuff?" I respond, "I don't know, all Realtors do things differently and maybe her way works for some properties but Poinciana is my area and this is what we need to do, to get your home sold. But you knew that. I'm not telling you anything you didn't already know. You watch the news and read the papers and know it's a difficult market. Sellers aren't stupid. You knew what your house would sell for long before I came over. You just needed me to reiterate what you already knew."

"Broker Bryant, I thought we were too high. I sure wish our Realtor would have been a little more forceful with us. We just want to sell and move back to Georgia." Now I close him, "Well we can't change the past. Listen, let's get you up and running right now. Sign here and here and while you are doing that I am going to take some photos and some measurements. Oh, by the way, I need a key. I will have your house on the market before end of business today. You can relax now, I will sell this house if it's the last thing I do."

"Broker Bryant, can I have some of your cards, I have a friend down the street that has also been trying to sell" "No problem, here's a stack of them for you, pass them around."

Need I say more? NEXT!

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.