Success in Real Estate requires "Growing a pair"

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

Florida broker 407-873-2747Are you working on getting business today? I am. In fact it’s what I do every day. My job is generating business. For any one wanting to work in real estate, as a career, generating business is the number one skill you must learn.

First and foremost it requires work. Not hard work but consistent and persistent work. This means making a plan and sticking to it. Not for a month or for six months but for EVER.

But where do you begin? What activities should you work on?

When in doubt I always go to Google. If I were new to the business I would simply Google “How to generate real estate leads”

Click on the link above and there are 4,300,000 results. Don’t you think there may be some good ideas in there somewhere?

Here’s a list of some lead generating activities you could do today.

  • Mail out to expired listings
  • Mail out to 60 day late pre-foreclosures
  • Call some FSBOs
  • Start a hyper local blog
  • Create a website for first time home buyers
  • Walk your neighborhood and talk real estate with people

Just………

……take the bull by the “pair” and figure it out. If you can’t figure out this one thing you will NEVER make it in real estate. The requirements to get in this business are minimal. However, in order to stay in this business, the effort required is far from minimal. It requires motivation, a desire to succeed, willingness to learn and the ability to “just do it”.

People that are successful in real estate are mostly students of real estate. We live and breathe real estate. It’s more than a job. It’s more than something we just do when we have to. It’s more than just waiting for things to happen.

We are proactive. We figure out what needs to be done and then we do it. We don’t depend on others for our success. We read everything we can get our hands on related to real estate, marketing, running a business and etc. Then we implement what we learn. We take action. And we take it every day. Do you?

As always, I’m willing to help in any way I can. BUT I’m not going to do it for you. You have to take the initiative.

Here are some articles that may help.

Surviving in real estate requires “growing a pair”.

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

 

REALTORS(R) are the root of all evil!!

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

Poinciana eagleREALTORS(R) created the bubble and we are the reason the bubble burst.

REALTORS(R) sold houses to anyone that could breathe because we are money grubing theives.

REALTORS(R) give bad advise because all we care about is our commission.

REALTOR(S) are the root of all evil!!

Or so some would want you to believe.

Especially the “bubble heads”. They feel that we were out there setting prices higher and higher because the Buyers would pay it. There is some truth to that but the price was dictated by the market, not REALTORS®.

I can remember, in 2005, going back and forth with Sellers on where to price their house. They would want to price $20,000 higher than the last sale and as hard as I tried, I couldn’t talk them out of it, so we listed it. It would sell in a matter of days at their price!!! Then the appraisal would come in too low and the Buyer would agree to pay the difference.

The market was pulling values up with me kicking and screaming!! So I did what any good REALTOR® would do……I listed and sold a lot of houses.

Now we have the opposite problem. Most of the inventory, in my market, is either a short sale or a foreclosure (REO). With a short sale the seller doesn’t care about the price and with a REO the lender just wants to unload the property as quickly as possible.

In both cases the properties are being priced as low as needed to create bidding wars. Sellers are not interested in the highest price they are interested in selling quickly.

The market is pulling values down with me kicking and screaming! So I do what any good REALTOR® would do……I list them and sell them.

Our job is to list and sell property at a price that the market wants. We have NO control over what that price is. We cannot manipulate the market.

We don’t control property values. They are controlled by the market. When properties are scarce Buyers are willing to pay just about anything to get a home. When properties are abundant, Sellers needing desperately to sell, will price as low as they can to get their house sold. And there is nothing a REALTOR® can do about it.

It’s just simply “supply and demand”. What say you?

Florida Property search

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 Reserv

Tired.

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

tired broker

Tired of looking at the same files for months on end.

Tired of buyers getting antsy and walking from their short sale contract after only 3 weeks!!

Tired of selling the same properties over and over and over again.

Tired of calling BofA every week just to hear the same “no updates” every time

BUT…….I will git ‘er done!!!

Need help with your Central Florida Short Sale?

 

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

 

The future of Tutas Towne RealtyAs most of you know our son Nathan was discharged from the Marine Corp last month after serving for 13 years. He and his wife of 13 years and their 4 children have moved directly across the street from TLW and I.

To say it has been awesome would be an understatement.

And as if it couldn’t get any better, Nathan just passed the Florida State Real Estate licensing test on Friday, paid his REALTOR® and MLS dues today and is now the newest addition to the Tutas Towne Realty empire team!!!

I am so excited I can hardly stand it.

Nathan is going to be my right hand man in anticipation of taking over the business in the not too far future. Nathan was a Staff Sergeant in the Marine Corp and is more than capable of handling all aspects of our business.

Our immediate goal is to get Nathan up and running with handling some of my administrative duties and working with International Investors who are purchasing Florida Holiday homes near Disney.

He will also be working with me on listing, selling and negotiating Short Sales in the Central Florida area.

This will free up my time so I can concentrate on our longer term goal of expanding Tutas Towne Realty throughout the state of Florida via TTRealty Network. TTRealty Network is our virtual training site for Florida REALTORS®. This site is in it’s infancy but will eventually have training materials available for all aspects of Florida Real Estate.

REALTORS® can hang their license with Tutas Towne Realty, Inc or they can just access the training materials for a small monthly fee. Our goal will be to help REALTORS® throughout the State become better at what they do.

Tutas Towne Realty is a virtual real estate office. We only want REALTORS® who are disciplined enough to work from their homes. You will still have complete Broker support it just won’t be face to face. If you are interested in a new way of doing business let me know. We are hiring NOW!

And of course all of this ties in very nicely with my partnership with Wendy Rulnick and……

www.ShortSaleSuperStars.com and our  Short Sale Agent Training.

Folks these are exciting times for me. The recent difficulties in real estate have forced me to change the way I think about my business. Changing the way I think has opened up doors I never would have even thought of 3 years ago. I have evolved am evolving.

I’m starting to feel rejuvenated and motivated again. Adversity is bringing out the best in me.

I truly hope that you too are evolving. These are interesting times that we are in. They will either make you or break you. Which one will it be?

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

Need a Short Sale Agent? Here are 250 of them!!

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

SHORT SALE AGENTS

Wendy Rulnick and I opened www.ShortSaleSuperStars.com on August 1, 2009 and today we reached 250 members!! The 250th member is Melissa Zavala a fellow ActiveRain member. If you haven’t joined yet now would be a good time to do so. It’s FREE for Pete’s sake! CLICK HERE TO JOIN.

ShortSaleSuperStars is the place to go if you are working Short Sales or want to work Short Sales. It will make your job so much easier. COME JOIN US.

SHORT SALE AGENTS

Yesterday I was getting ready to list a FHA Short sale. This is something I hadn’t done before so the first thing I did was go to www.ShortsaleSuperStars and click on the FHA Short Sale group. Once there I found all the info I needed to take this listing. It has FHA guidelines, forms, procedures, numbers to call and every thing else I needed to talk to my Seller with confidence. Eventually, we hope to have groups set up for every lender.

LEARN MORE ABOUT SHORT SALE GROUPS HERE

ShortSaleSuperStars has a wealth of information provided by agents from all over the country that are working Short Sales every day. We are helping each other be better at what we do.

As an added bonus. Petra Norris, just pointed out that we are starting to be picked up by the search engines. In the last 30 days we had 1,800 UNIQUE visitors with 26% coming from the search engines. This percentage is bound to go up as we keep adding content related to Short Sales. 

SHORT SALE STATISTICS

Did I mention this site is FREE? Tell me again why you haven’t joined yet? CLICK HERE TO JOIN

In addition to the FREE stuff Wendy and I are also offering our 5 part Webinar Series “Short Sale Agent Training” for the unbelievable price of $97!! This is almost 8 hours of training INCLUDING course materials and a complete Short Sale Listing/submission package. The Short Sale Listing/submission package can also be purchased separately for $27.

SHORT SALE AGENT TRAINING STUDENT TESTIMONIALS

Wendy and I hope you’ll join us. Together we CAN make a difference.

Available Short Sale Agent Training:

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

Listing expired listings the easy way.

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

It's criminal!!

Have I ever told you how much I love expired listings? Well…..I’m going to tell you again just in case you didn’t hear me the first time.

If you read my blog then you know I LOVE expired and withdrawn listings. They are by far, my number one source of business, even though blogging is slowly catching up.

I have been soliciting expired listings, every day, for 13 years. It’s one of the things I never stop doing and it’s also something I have to do first thing every day or my whole day is thrown off track. I’ve made it a habit.

It’s my opinion, as a listing Broker, that there is no better way to get listings. I mean think about it, these folks have already decided to sell and they have already decided to use a REALTOR®. How can it get any better than that? It can’t.

If you want to be a listing Broker, you really need to make this part of your marketing plan. Whether you are in a Seller’s market or a Buyer’s market the person with listings rules. Of course, this assumes they are priced right and ready for the market. I am not an advocate of taking every listing that comes your way. I strongly believe you should pick and choose and only list properties you can sell.

One of the advantages of having an expired listings program in place, is, if you are consistent with it, you will get enough real Sellers calling that you have the luxury of only taking good saleable listings.

I actually turn down more listings than I take. Unfortunately, in my market, Poinciana Fl, many potential Sellers owe way more than I can reasonably expect to sell their property for so I have to turn them down. With very few exceptions, I’m too busy to deal with short sale listings right now.

OK, back to my expired listings program. First, I believe in simple. If it’s too complicated you’ll find reasons not to do it. So this is what I do and what works in my market. I mail one letter, to every expired or withdrawn listing in my market area, every day. That’s it!!! I don’t call them. I don’t knock on their door and I don’t follow up with them. One letter, one time, every listing, every day. Is that easy enough for you?

Here’s the key. Just do it. That’s it folks my big secret. Just do it. OK, so since you asked, I’ll give you a little more information:

  • Don’t try to pick and choose which listings you feel will list with you. Hit them all.
  • Have a standard letter and just personalize the envelope.
  • Mail to the address in the tax records.
  • Don’t try to see if they have re-listed. What difference does it make? If their listing expired you are within your right to send them a letter. They may list with you the next time around.
  • Make it a one page letter with some color and enclose a business card.

Here’s another add on advantage to working the expired listings market every day. It forces you to look at your MLS Hot sheet. Every morning I see what’s new on the market, what sold, what was reduced, what went pending, what expired and what was withdrawn. Can you imagine how much market knowledge I have just by doing this one thing, every day, for 13 years? Well, I’ll tell you, it’s a lot!

Now folks, don’t start this program and then start complaining because you haven’t received a listing call from it in 4 months, “the program doesn’t work”. If it doesn’t work it’s because you quit. I don’t care what kind of marketing you are doing, if you don’t commit to at least a year, you are wasting your time and your money.

If you are in a difficult market then there is no better time to start taking listings. It will give you increased visibility in your market. It will give you a better chance of getting some sales and it will help you improve on your communication skills. It’s not easy keeping a Seller appeased for months on end. Now’s the perfect time to learn this skill.

Trust me on this, when the market changes, the folks with a ton of good saleable listings will dominate. If I were you, I would start loading up, while they are so easy to get. I hope this post helps you to get motivated. Don’t put it on your “to do” list…..just do it!

Heck, I’ll even help. The letter I use is imbedded in this post here. Feel free to modify it to work in your market and go for it. The rest is up to you. Just stick it in a envelope and lick the darn stamp! Do it! Will you?

 

 

Florida Property search

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

 

Do you pay for leads?

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

lead generation

If you answered “No” let me ask you this. Do you really believe that? Do you understand how lead generation works?

The answer to the question should always be “yes”.  Here’s why.

Leads ALWAYS cost us something. Leads cost:

  1. Money
  2. Time
  3. Effort
  4. Or any combination of the above

Most successful REALTORS®, or anyone in business for that matter, uses a combination of the three.

If you are spending your time and effort on blogging, social networking, building relationships or whatever you do that doesn’t cost you money you still have a cost related to that time and effort. It may be a little more difficult to know what the exact cost is but it’s still a cost.

On the other hand, money spent on advertising, referral fees, websites etc…is easy to  keep track of because we can see it coming out of our bank account. BUT…it doesn’t mean it’s any more real than putting in time and effort.

The point is that ALL leads have a cost associated to them. If we are to run a successful business we have to make sure that the cost is less than the return. ROI (return on investment) needs to be a positive number after we factor in time, money and effort (investment).

So it’s my opinion that the folks that state “I never pay for leads” are the folks that are not generating any leads and are depending on someone else to carry this expense. That someone else is their Broker or team leader (lead provider).

If your lead provider is carrying the expense of getting you leads then you best be prepared to work them so they get a return on their investment or………….you become the expense. You are a liability. It’s not complicated.

What say you?

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

Are you a picker or a producer?

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

Pick meGenerating business. Do you do it? Or are you relying on your Broker or your team leader to provide you with business?

If you are not generating your own business then you are working a job. A job that can be snatched from you at any time. Personally ,this is not a position I would want to be in.

It’s also a position that will limit you in your career. You are depending on others to provide your income.

To a Broker you bring less value to the table than an agent that brings business with them. You have very little negotiating power when looking for a place to hang your license.

Business owners create/find business. That’s what we do. We get up every day and do what we need to do to generate NEW business. Our “job” is finding income. When we find enough of it we are then able to hire others to go pick it off the trees for us. Pickers are necessary but the reality is just about anyone can do it.

If you want to have a lasting career in Real Estate don’t be just a picker. Learn to be an income producer.

A producer brings income with them. You have far more value to Brokers. You are bringing us the thing we are looking for…..income.

So, if I were a new agent, I would be spending time every day learning how to generate business. This is by far the most important skill for you to develop. I use the word develop because it is an on going concern constantly evolving and changing directions depending on where the current market leads you.

Once you learn how to generate business you will have lasting security in Real Estate. It’s as simple as that. What say you? 

 

Florida Property search

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

 

Invasion of the peace snatchers!!

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

As some of you may know TLW and I just had one of our sons get out of the Marine Corp last week. Not only did he get out be he brought his wife and 4 children and moved directly across the street from us. YIKES!!!

OK…not really YIKES. We have actually been adapting pretty well. My daughter in law has been cooking for me and my son is coming to work with me starting tomorrow. So we have a lot of good things going on.

This weekend they invited some of their friends over and we had a pool party at our house. Here are a couple of the highlights of our weekend. Enjoy!!!

 

Florida Property search

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

 

Buyers don’t suck……do you?

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

SOLD!!I read a post recently that was bashing Buyers. The author/agent had shown them houses for several days  only to have the Buyer end up purchasing a home through another agent. As alway there were many agents in the comment section calling the buyer names. I have never agreed with the “Buyers are Liars” mentality so want to share my thoughts on this.

First I want to say, if something is not going the way you want it to, look at yourself. Try to find out what it is that you are doing that is creating the issue. We can’t change others but we can certainly change ourselves. Get it?

It is NOT the consumers responsibility to protect our commissions. They are also not obligated to stay loyal to you just because you showed them a house or two. We are SALES PEOPLE. Your job as a REALTOR® is to sell your services and until you realize that you will always have Buyers who you call “jerks”, “liars”, “disrespectful”, “time wasters” and blah blah blah.

But make no mistake about it, it is NOT the Buyers fault. Why are you working with Buyers before they have agreed in writing to work with you? I just don’t get it. I’m a listing Broker and I compete with other REALTORS® all the time. I don’t expect a Seller to pay me just because I spent an hour or so of my time “pitching” them on my services. They have to decide to hire me and then we do an agreement in writing. Why should Buyers be any different? Why do REALTORS® try to sell Buyers a house BEFORE they have sold them on their services? It doesn’t make any sense at all. It’s ass backwards.

As long as REALTORS® continue to work like this the consumer will ALWAYS have the freedom to look at other houses with whomever they choose. They are not loyal because you haven’t asked them to be. Buyers just want to buy a house. That’s it. They don’t care about your gas money, expenses and time. Nor should they. You don’t. If you did, you would have a signed agreement guaranteeing your compensation.

Folks, this all may sound harsh and I am sure you have 100 reasons why getting a Buyer’s Broker Agreement signed “won’t work” or “will scare the Buyer away” or “nobody does that in may area” or a myriad of other excuses of why you can’t. Bottom line is, if you can’t get a Buyer’s Broker Agreement signed you have not done your job. You have not sold the Buyer on your services and your value. You are making the choice to work and HOPE you get paid. And it’s your right to do that. Just remember it’s also the Buyer’s right to look elsewhere and/or purchase through another REALTOR® or builder after YOU have wasted your time. The Buyer did not waste your time. You did. Take responsibility for your actions and quit blaming the consumer for your lack of professionalism. Up your game.

I can assure you, if you make the decision to only work when an agreement is signed, your business will skyrocket. You may have a learning curve and you may lose a few because you are still learning how to sell your services but it will be worth it in the long run.

So, I challenge each and everyone of you, to make a decision today, to be the best REALTOR® you can be. Don’t say you can’t. Say you will and then figure out how to do it. Remember this….A REALTOR® without a signed agreement, be it a listing or a BBA, is unemployed. And that’s a fact.

If you want the consumer to respect your time and what you do, then earn it. Quit calling the consumer names and start selling them.

Now folks, you know if you read my Blog, that I’m not one to tell you to do something without giving some advice to help you do it. So here are a few posts I’ve written that will help you in getting a BBA signed. Now you have NO excuses.

Everything you need to know about Buyer Broker Agreements.(14 posts).

OK, that’s Broker Bryant’s ramblings for today. What say you?

Florida Property search

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

 

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.