BrokerBryant.com

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

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. When I first realized that Short Sales were going to be a major part of my market I knew I needed to learn how to do them and I needed to learn how to do them fast. So I did what any Short Sale rookie would do...I decided to write a book on how to do Short Sales!! I read and studied everything I could get my hands on. I started listing Short Sales and started going through the process. I found out real quick that what I thought I knew.....was not enough.

But instead of throwing in the towel I made another decision. I sent Wendy Rulnick an email and asked her if she wanted to help me finish writing a book about Short Sales. Much to my surprise she agreed!! I now had someone that had done tons of Short Sales to learn from. Then I made another great decision. I asked Wendy if she wanted to do a Short Sale Agent Training webinar series and teach agents how to do Short Sales. Again she agreed!

I did this because I really wanted to help others become better at doing Short Sales. But most importantly....I did it to learn. I spent weeks picking Wendy's brain while we prepared to launch our training webinars. I was learning Short Sales as I was preparing to teach Short Sales. Sounds backwards doesn't it? It is. But it worked for me. I became very good at Short Sales in a very short period of time.

Then we took it a step further and launched www.ShortSaleSuperStars.com. Now I am the co-founder of the hottest Short Sale network on the internet and have become known as a go to guy for Short Sales.

In less than a year I revamped my entire buisness and became an "expert" at something I had very litttle hands on experience with. I envisioned what I wanted to become and I became it. 

I evolved. Have you?

Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.

Want to find out more? www.CentralFloridaShortSales.com

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

Let's start with the prizes first.

• First place prize will be the complete Short Sale Agent Training Webinar taught by Wendy and I. This training consist of 5 MP3s with almost 8 hours of training that walks you through a Short Sale Transaction from beginning to end. We'll also include the Short Sale Listing Package. VALUE: $124.00 

• Second place prize is The Negotiator Interview. This is an MP3 of Wendy and I interviewing a Short Sale Negotiator from one of the major lenders. "Craig" has been handling short sales for 18 years and spends 90 minutes answering questions from Wendy and I about the Short Sale process and what the lenders are looking for. We'll also throw in a Short Sale Superstars Tee Shirt VALUE: $60.00 

• Third place prize is.........a set of steak knives VALUE: Not much

The contest:

Write an article answering one of these two questions.

• What can be done to help make the Short Sale process run smoother?

• Why do you want to do Short Sales?
  

Top three articles, as judged by Wendy and I, win. Entries have to be submitted no later than midnight eastern time Thursday January 7th. The winners will be published by Monday the 11th.

"So, Broker Bryant, how do we enter?" Good question.

• You have to join http://ShortSaleSuperStars.com  Don't worry...It's free. Just click on the link and answer a few questions and you are in.

• Write your article. The article must be posted on the ShortSaleSuperStars site as a blog post. "tag" it contest.
  

• Link to this article in your blog post.

• Come back here (My ActiveRain blog) and link to your blog post in the comment section of this post.
  

That's it!!! If you have any questions you can email me direct at BrokerBryant@gmail.com and I'll get you squared away.

And if you can't wait to get your Short Sale Agent Training.....we won't get mad if you just go ahead and make a purchase!

Available Short Sale Agent Training:

• The Negotiator Interview $27.00
  
• www.ShortSaleSuperStars.com FREE
• Short Sale Agent Training Webinars 8 Hours of training and materials for $97.00
• Short Sale Listing/Submission Package $27.00 Click for details

Wendy Rulnick and Bryant Tutas
www.ShortSaleSuperStars.com

Copyright © 2009 REGrow, LLC | All Rights Reserved

Hi folks. We are quickly closing in on 2010.  With that in mind I am writing this post to give you a very simple way to achieve your financials goals for next year. First I want you to punch your numbers into this chart. We are looking for how much GFI (Gross Commission Income) you need to meet your financial obligations based on the lifestyle you want to live.

The amount of GCI (Gross Commission Income) needed is $117,500. So how do you get there?

• Average sales price in your market area X the average commission X your % split=Your ADPT (Average Dollar Per Transaction).

• GCI divided by ADPT divided by 12=How many transaction you need to close per month.

• Active Listings in your Market divided by Listings Sold Per Month=How many listings you need per sale X transactions you need to close per month= How many saleable listings you need to maintain.

The math based on the numbers in my example would be:

• $125,000 X .0275 = $3,437 X .70 = $2,406 (ADPT)

• $117,500 (GCI) / $2,406 (ADPT) = 49 / 12 = 4 (need to close per month)

• 600 (Active Listings) / 100 (Sold per month) = 6 X 4 = 24 (Saleable Listings)

Based on this example you would need to maintain 24 listings at all times and would need to list 4 a month. Throw in some Buyer deals and you could have a fairly decent year.

The point of this exercise is to show you how to lay out your financial map so you can make sure you are meeting your obligations with ease.

A final tip:

There are only three ways to increase your GCI.

• Increase the number of units you sell.

• Increase the sale price of the units you sell.

• Increase the fees that you charge.

Does this help?

Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.

Want to find out more? www.CentralFloridaShortSales.com

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

This discussion has been taking place on AR since it's inception.

Some of my favorite responses are:

• I don't even look at that until I'm writing the offer.

• We should never put our own self interests ahead of our clients.

• I show my buyers listings no matter what the co broke is, as it is our duty to our clients to show listings that fit their needs. 

My question is....Why are agents so afraid to admit that commission does matter? What aren't you having these discussions with your Buyers PRIOR to them agreeing to hire you. How many of you, that say commission doesn't matter, go out of your way to find your buyers a FSBO? Or do you only show it if your Buyer ask?

Well I know I'm not alone when I say I want to be paid for my services. And I want to be paid fairly. I won't work for peanuts. AND....my Buyers WANT me to get paid.

If you are so unconcerned about your commission then how do you handle your listings? Maybe it goes something like this........

"Hi Broker Bryant. We saw your ad in the paper and would like to list our property with you."

• Excellent!! I'll be right over.

So, I head over and give them my little spiel and they want to list with me.

• OK folks sign here and here and I will get your property up and running on the market.

"But Broker Bryant.....how much do you charge?"

• Folks, I am bound by the REALTOR® Code of Ethics that states:

"When representing a buyer, seller, landlord, tenant, or other client as an agent, REALTORS^® pledge themselves to protect and promote the interests of their client. This obligation to the client is primary"

• Since your best interest is getting the property sold with the least costs to you I will leave the commission up to you. If I didn't do this I would be putting my interest and lively hood ahead of yours and would be in violation of our CoE. So just pay me whatever you want.

"Well that sounds great Broker Bryant!! You're the bomb!!"

• Yes, I am. Commission does not matter to me at all. I'll gladly work for free if it is in your best interest. That why I'm a REALTOR®. Make sure and tell your friends too.

"But Broker Bryant....don't we have to offer the other agent some money to show and sell our property."

• Yes I'm afraid you do. Our MLS will not allow a property to go into the system unless we offer the selling broker compensation.

"How much do we need to offer?"

• Well folks remember the other broker will be a REALTOR® too and is bound by the same CoE that I am:

"When representing a buyer, seller, landlord, tenant, or other client as an agent, REALTORS^® pledge themselves to protect and promote the interests of their client. This obligation to the client is primary"

• So why don't we just offer them $1. Most REALTORS® don't look at the commission anyway. They just want to get the best deal for their Buyers. The co-broke doesn't really matter. In fact, if they don't show your property we can bring them up on Ethics charges.

"Broker Bryant....we are soooooo glad we called you. You have far exceeded our expectations. No one has ever explained your ethical duties like this before. We'll be sure to send you lots of referrals!"

• Thank you folks!! It sounds like my job here is done!!. Before I leave can I borrow a fiver to pay for my gas home? THE END.

Sounds foolish doesn't it? Well if you feel we have to show every property regardless of the co-broke then this is exactly what you are implying. Or does your incorrect interpretation of the CoE only apply to Buyer Brokers?

If you are telling your Sellers that Buyer Brokers must show their property regardless of the co-broke you are harming them and in fact may be in violation of the CoE. And if you are telling them that Buyer Brokers, who do not show their property, are acting unethical and illegally then you are wrong and may very well find yourself in front of an Ethics Committee.

But, by all means, if you CHOOSE to show all listings, regardless of the co-broke, you are free to do so. Personally, I think you are fooling yourselves. It is your business though. Just know that you do not have to do so. Of course, you do need to have this conversation with your Buyer.

Food for thought?

Posts by Broker Bryant about Buyer Broker Agreements.

Do NOT be foreclosed on! Avoid foreclosure. Short Sales DO close.

Want to find out more? www.CentralFloridaShortSales.com

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

Hi folks. Lenn Harley wrote a post today titled "Looking at Real Estate Teams and Team Specialists". If you haven't read it please take a moment to do so. In her article Lenn wrote...

"The assumption is that training for property valuation is for listing agents for CMAs and not for buyers agents.  IMO, one of the most valuable skills any real estate practitioner can have is that of accurate property valuation."

I have to say I agree with that statement. As most of you know I have been primarily a listing agent for many years. Over the last 18 months or so I have had to revamp my business and now find myself working with more and more Buyers.

I find that one of the advantages I have is that I know how to value property. My market is saturated with foreclosures and Short Sales. Because of this, the listing price means nothing. The listing price is normally quite a bit lower than what the property will eventually sale for.

The purpose of a low listing price is to create a bidding war. I completely understand this strategy and have no problem at all working within the rules of this "game".

My Buyers are counseled to make offers based on the value of the property not the list price. This is very important for Buyers and their agents to understand when working in this kind of a market.

How many of you have had Buyers that insist on offering below listing price on every property  they look at? How many of you counsel then to do this? Is the extent of your counsel telling Buyers to offer 90% of list price? Be honest. When was the last time you prepared a full blown CMA (Comparable Market Analysis) for a Buyer?

Do you even know how to prepare a market analysis? From some of the offers I see coming in on my listings my opinion is that..no..you don't. Your Buyers are missing out on properties because they are hung up on the listing price. Your job is to make sure this is not a stumbling block for them. The best way to do that is to make sure you are giving your Buyers a CMA.

This Buyer CMA can be for a specific property or it can be based on the style and type of property they are looking for. Does that make sense?

Here's a CMA I prepared last week for a Buyer. We ended up getting his offer accepted even though there were about a dozen offers on the property. Check it out. Any questions?

CMA 816 Halifax Dr Kissimmee FL 34758

Bryant Tutas
Broker/Owner
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker
http://CentralFloridaShortSales.com

http://ShortSaleSuperStars.com

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

CENTRAL FLORIDA REALTOR(r) OPPORTUNITIES

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