The Professional Salesperson

I’m teaching the 45 hour post licensing class at the Northeast Florida Association of Realtors (NEFAR). As with most classes students have questions. However, nowadays most questions are about short sales and foreclosure. It’s always difficult to get into details about short sales so most of the students are signing up for my September 1 SRA (Short Sale, REO’s and Auction) class at NEFAR.

One of the students however, brought up a question concerning foreclosure. She said that a customer told her the city was billing them for lawn cutting. She said that according to her customer the foreclosure had taken place over six months earlier.  Her question was can the city require the original owner (her customer) to pay for the grass cutting?

The city usually bills the owner of record. So I asked here did the foreclosure actually take place. She wasn’t sure because the owner’s had moved out of the house more than six months ago. I then asked if they had an attorney to which she said yes an attorney that represented them in their bankruptcy but not in the foreclosure.

A mortgage company begins a foreclosure action and then decides not to proceed. The mortgage company files all the paperwork to begin the foreclosure process and then for whatever reason decides to stop the process. They may have determined that it’s too costly; that it’s not in their best interest; the mortgage company decides not to proceed with the foreclosure action and files a voluntary dismissal with the court.

If the mortgagor does not have an attorney representing them in a foreclosure the court sends notification of the dismissal to the mortgagor’s last know address, the subject property.  If the mortgagor has moved out the house the mortgagor may never know that the foreclosure action has stopped.

In Florida the mortgagor can go online to see if a voluntary dismissal has been recorded.  That’s exactly what my student did. The mortgage company did file a voluntary dismissal. And according to the paperwork if anyone had an objection they had 30 days to notify the court. No one did so what does it mean.

In most instances the mortgagor would own the property free and clear except for property taxes, liens and special assessments. Once the liens and special assessment are paid the only encumbrance would be the property taxes. If the original owner doesn’t pay the property taxes, tax certificates will be sold.

If you have a listing and the owner tells you they have been served with a law suit you should follow through by checking the public record to see if a voluntary dismissal has been recorded. If a voluntary dismissal has been recorded the house would now be a good listing and in the eyes of your seller you are the real estate professional that made it happen.

I’ll see you at the Northeast Florida Association of Realtors September 1, REO class. You’ll be glad you came.

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

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©Maximum Success, Incorporated, Jacksonville Florida.

Here is the first draft for my newest workshop the Master Communicator / Instructor Training Workshop that I will be presenting at the Northeast Florida Association of Realtors^®.  The workshop is scheduled for Wednesday, November 9, 2011 from 9 a.m. to 5 p.m.

As a Realtor, you need exceptional communication skills – that’s the bottom line…and this workshop will hone those skills.  You don’t need to be a teacher or want to be an instructor to take this class…it is intended for those who want to improve their communication skills.

The communication workshop is about being totally comfortable and congruent, being yourself in front of an audience of any size – from one person to over a 1000 and remain at ease in front of them. Here’s a sample of what to expect:

• Staying calm, balanced and centered
• Connecting with your audience
• Structuring your language for optimum effect
• Handling hecklers
• Using gestures to access the unconscious mind of the audience
• Using and owning the stage
• Eliciting states (mind-sets) from your audience and anchoring them
• Structuring presentations to fit everyone’s learning style
• Grabbing the audience’s attention – and keeping it

One major difference you’ll experience at this workshop is that the content is designed to enable you to learn both with your conscious and unconscious mind.  During the workshop you will be doing many skill-building exercises. As you work through them, you will quickly find that you are soon doing so much that you get consciously overloaded. From my side, this is intentional. The material is challenging, because it’s new and different, and you will have so much to concentrate on that you will no longer be able to think consciously. Then you will have to trust your unconscious mind. And that’s where all learning really happens.

I only want you to think about the communication workshop because you have realized its right for you. The way to understand that it’s right for you is to look out to the future and find yourself having fun, getting results, your energy moving to new levels, and your interactions more satisfying. Every time you think about the communication workshop I want you to break out into a smile because you are imagining all the benefits you are getting from it. When you are doing that, not now, but imagining you are doing it in the future then you already know the communication workshop is exactly right for you.

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

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If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

This morning a broker requested me to consult about an escrow dispute. I’m not going to get into any specifics about this case. However, if you face an escrow dispute here are the basics you the broker must take into consideration when you have good faith doubt.

The broker holding the deposit is the individual who must report the dispute not the co-broker or an attorney. The broker completes and submits the Request for Escrow Disbursement Order Form. (If escrow funds are held by a title company or a Florida attorney and a dispute arises the broker would not make a report to the Department of Business and Professional Regulation. The title company or attorney would handle the dispute.)

Attach a copy of the entire completely executed contract and/or lease, both front and back, even if there are no changes to the printed text on any side.

“Name or the Requesting Broker” means the name of the individual who is the broker for the brokerage company.

The broker must answer all questions. If a question does not apply to the transaction, place “N/A” in the space.

Attach copies of financing denial/approval letters, any other documents, or materials that may be necessary or useful in reaching a determination on the request.

Include names and addresses of the buyer and seller or lessor and lessee along with their zip codes.

The broker (not the salesperson, secretary, co-broker, attorney or anyone else) must sign and date all Escrow Disbursement Order Form and all other forms submitted to the Department of Business and Professional Regulation.

The broker must notify the Department of Business and Professional Regulation immediately in witting, upon settlement of a dispute or commencement of a civil action.

This is just a quick overview of what a broker needs to be do. If you have any questions we can get together September 14, 2011.  I will be presenting Managing Your Escrow at the Northeast Florida Association of Realtors^©.

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

REMEMBER TO TELL YOUR FRIENDS:

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http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming to enhance your selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for

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If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

If you are thinking about getting into the real estate business you have to consider online learning. I offer all the pre and post licensing classes online like most real estate schools. However, I get many questions and comments about online learning. Many people don’t like the process because they believe they get more out of traditional classroom instruction.

The online approach is the fastest and most efficient path to obtain your real estate license. Not only is it the fasted way you will also do better on your state exam. According to exit interviews by the Florida Department of Business and Professional Regulations online learners have a much higher passing rate then traditional classroom students. However, to be successful with online learning you have to be committed, and have no reading comprehension problems,

After penning that paragraph I was under the firm belief that anyone reading it would only consider online classes.  Well surprise, surprise.

When teaching classes at real estate associations I talk about online learning. During these discussions I’ve made some very interesting observations. Most individuals still prefer the traditional classroom approach. What is really interesting is how most of these individuals have rationalized their decision.

Here are the most often used rationalizations I’ve heard that I really find interesting: “My computer skills aren’t good enough. I can’t motivate myself or stay focused on the coursework by sitting in front of my computer. “

I really find the first rationalization ironic because most people coming into real estate have no idea how computer savvy a real estate agent has to be. When I think back to BC (before computers), agents would go through their multiple listing service (MLS) books searching for houses for their customers. Customers had to rely on real estate agents because the customers didn’t have access to the MLS book.

Today property searches are done on the computer and customers have access to the same online information. So I tell aspiring real estate agents if their computer skills are weak or lacking they should consider taking computer classes at a local college or (tongue in check); have a tutorial session with their kids or grand kids.

However, the next rationalization is the reason there is such a high turn over in the selling profession. The statement is they can’t motivate themselves or stay focused in front of a computer. How do these people expect to motivate themselves or stay focused when they begin selling? That’s why so many people get into real estate sales and then can’t figure out why they don’t make any money.

For most of these individuals the solution is easy. The process begins with online learning. It begins by enhancing your computer skills. And then focus on your motivation to learning the real state laws so that you can start practicing selling real estate. If you can’t motivate yourself to do that selling real estate may not be your best career choice.

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

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http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for
any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

The real estate business sucks! I can’t make any money. I can’t afford to renew my license. I’m just going to let my license expire.

I’m hearing that quite often these days. However, before you make your final decision we need to chat. When you applied for your Florida real estate sales associate license you sat through a 63 hour class; you had to pass a 100 question end of course exam; pass a 100 question state exam; plus sit through a 45 hour post licensing class with another 100 question test. You were successful and now you are thinking about letting your license expire?

If you are not going to renew your Florida real estate license here is what is going to happen. Immediately on the renewal date the Florida Department of Business and Professional Regulation is gong to put your license into involuntary inactive status if you haven’t renewed your license. That means you will not be able to work in real estate. You will not be able to earn any commissions.

If your license is involuntary inactive for less than 12 months past the renewal date you will have to complete the 14 hours of continuing education, pay the renewal fee, plus pay a late renewal fee. The 14 hour class is available on line at http://www.realestateclassesflorida.com/online.php. This class applies to both sale associates and brokers.

If your license is involuntary inactive for more than 12 months but less than 24 months past the renewal date you will have to take a 28 hour reactivation class, pay the renewal fee, plus pay a late renewal fee. The 28 hour class is available on line at http://www.realestateclassesflorida.com/online.php. This class applies to both sale associates and brokers.

If your license is involuntary inactive for more than 24 months your license will become null and void. That means if you want to get back into the real estate business you have to start all over. By taking the 63 hour class; the end of course 100 question test; the 100 question state exam; and the 45 hour post licensing class with a 100 question test.

Brokers who do not renew their license within 24 months of their original renewal date and want to get back into the real estate business will also have to start from the beginning as a sales associate.

Don’t let your license laps. You can put your license into voluntary inactive status with the Department of Business and Professional Regulation. However, you must complete your 14 hours of continuing education every two years.

If your license is voluntary inactive you will not be able to earn any commissions. However, if you park your license with a referral company your license is active and you will be able to refer buyers and seller to the broker and when the closing occurs you earn a referral fee. Here is a link to my referral company http://realtyreferralgroup.com/ that you should explore if you are planning not to be active in the real estate business.

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

I know you enjoy this Blog! Share it with your friends.

http://realestateclassesflorida.com/blog/

RESOURCES AND TOOLS:

Here is my website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for

any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

Why are some salespeople struggling and unsuccessful while others in the same office, in the same market, selling the same product extraordinarily successful?

The answer, Baseline Calibration™.

Baseline Calibration™ is all about getting into the habit of carefully watching your customers and speaking less. When you start using the Baseline Calibration™ worksheet   you’ll quickly learn how to identify your customers preferred sensory modality; visual, auditory or kinesthetic. Baseline Calibration™ isn’t about what to say next, it’s all about listening and observing.

With some practice you will develop your sensory acuity to easily detect slight differences in what you see, hear and feel when you are with a customer. You start your Baseline Calibration™ when you first meet your customer. The process involves carefully observing their posture, body movements, breathing, facial traits, key words and phrases, skin tone and color, facial expressions, and their eye movements.

Baseline Calibration™ is a subliminal approach to determine a customer’s buying strategy. It’s a way to establish their preferred processing system, and a way to determine the most effective and quickest way to build high rapport. Once you establish rapport with a customer they will uncritically accept your suggestions because rapport creates likeness. You will be surprised how quickly Baseline Calibration™ is going to become a natural way you transact your business, and best of all you’ll be doing much more business.

I only want you to think about the Baseline Calibration™ workbook because you have realized this is right for you. The way to understand that it is right for you is to look to the future and find yourself having fun, getting results and making more sales directly through using the Baseline Calibration ™ workbook. Every time you look at the Baseline Calibration ™ workbook I want you to break out into a smile because you are imagining all the benefits you are getting from it. When you are doing that, not now, but imagining you are doing it in the future then you already know this is exactly right for you.

Click this link to order the Baseline Calibration™ Workbook http://www.realestateclassesflorida.com/products.php

Best regards

Ulrich Leinhase, GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

I know you enjoy this Blog! Share it with your friends.

http://realestateclassesflorida.com/blog/

RESOURCES AND TOOLS:

Here is a website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for

any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

After the May 26 Short Sale, REO and Auction (SRA) workshop a number of students emailed me about using SRA as a designation. I approved their request. I did however, let then know that the National Association of Realtors^® (NAR) does not recognize SRA as a NAR designation. As long as they understood that I authorized them the use of SRA as a designation. I use it my self.

In addition to the usual course completion certificate for the 7 hours of continuing education, Maximum Success, Incorporated will also issue a farmable SRA designation certificate. The fee for the designation certificate is only $35. If you have successfully attended the SRA workshop, send me an email so we can verify your name against the course rosters. As soon as we are able to verify your name we will send you the appropriate application.

You may have read the following already. If you have or if this is the first time you’ve seen it you need to get involved because these requirements need to be changed.

Its requirements like these that will prolong the housing crises. We need to demand realistic rules that will enhance homeownership and not cause unrealistic burdens on the buying and selling public.

A little over a month ago, Fannie Mae and Freddie Mac announced they will increase the “delivery” fees they charge lenders based on FICO scores, down payment amounts and other loan characteristics.

Under the new guidelines, even applicants who assumed that their FICO credit scores would get them favorable rates will be charged more unless they can come up with down payments of 30 percent or more.

A buyer with a 699 FICO score who brings a down payment of about 25 percent to the table will be hit with a 1.5 percent delivery fee at closing under the new guidelines. Buyers with a FICO score between 700 and 720 will pay an extra three-quarter of a point. A buyer with a 739 FICO — once considered a platinum guarantee of the best rates available — will be dinged with a quarter-point add-on.

Condominium buyers who cannot come up with a 25 percent down payment will be hit with a three-quarter point add-on penalty, no matter how high their credit score.

The best way to get involved is to contact your congressional representative and your local association RPAC representative. If we don’t grab this bull by the horns it’ll make a mess of our real estate shop.

Best regards

Ulrich Leinhase. GRI, LMC, SRA, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

I know you enjoy this Blog! Share it with your friends.

http://realestateclassesflorida.com/blog/

RESOURCES AND TOOLS:

Here is a website that has products I provide and recommend.

http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling skills.

PRIVACY AND SPAM POLICY:

I don’t rent, trade or sell my email list to anyone for
any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.

On May 26, 2011 I presented the SRA Workshop, which stands for Short Sale, REO’s and Auctions at the Northeast Florida Association of Realtors®. There was a tremendous amount of discussions at the workshop revolving around listing short sale houses. That’s why I would like to begin with what a licensee should do and what they should avoid when listing short sale houses.

I’ll leave auctions and REO’s to future blogs. I believe the most important decision a licensee has to make when listing a short sale property in today’s market is – is the seller worthy of my time and effort? Once you make that determination the rest of the process becomes much simpler.

During the listing appointment the seller tells you they want to sell to an investor for cash, and you bird dog opportunities for investors, make sure you disclose the fact that you will be listing, selling or managing the property for the investor after the seller closes the transaction. This is an Ethics issue Article 5: Disclose present or contemplated interests in any property to all parties.

In Florida make sure the investor also complies with Florida’s Foreclosure Fraud Statue. In all other states make sure your investor client complies with your state’s laws regulating short sales and pre-foreclosures. Please remember, the investor may not be violating any license law issues. However, when a licensee is involved in a transaction the burden of compliance always falls on the licensee.

If you determine that the seller will be uncooperative or asks you to do something that does not pass your “smell” test – don’t list the property. Here’s an example. The seller suggests a listing price well below current market value. The seller read about how successful this strategy is – ON THE INTERNET. He tells you, “to generate more activity I want you to price the property well below the market so that buyers will bid against each other bringing the price up.”

If a licensee lists a property for a price the licensee knows would not be considered by the mortgage company because it is so low, a case of misrepresentation and false advertising can be made under Florida statues. It would not make any difference if the listing indicated that the selling price was subject to a third party lender approval or not; it’s more a matter of advertising something that is known to be inaccurate.

Would the seller violate Florida law if he states he would sell a property at a certain price even though he knew it would not actually sell at that price? Probably not. Whether the seller could be held accountable for civil damages due to his misrepresentation, would be completely determined by the individual facts in the case.

The seller more than likely is suit proof because they don’t have any money. The real question is – is the licensee?

If the seller tells you they signed a quit clam deed – don’t list the property even if the seller tells you the investor told them he didn’t record the instrument. Remember, Real Estate 101 – Florida and many other states laws do not require a deed to be recorded.

If the seller confides after you have listed the property that an investor came along and convinced them to sign a quit claim deed – cancel the listing because the seller no longer owns the property.

Your listing appointment has gone very well; the seller has realistic expectations; and you have determined they deserve your full attention and effort to help them with the sale of their property. Next you want to provide them with required disclosures:

• Agency (as required by your state)
• Authorization and Release Form (so their lender will talk with you)
• Alternatives to Foreclosure (other choices the seller has )
• Sellers Financial Disclosures (if they are unwilling to provide this information you may not be able to help them)
• Foreclosure Disclaimer (tells the seller you may not be able to stop a foreclosure)
• Lien Release Disclosure

The listed price should be the current market value established by a comparative market analysis (CMA). Think about our earlier pricing discussion. Improperly pricing short sale and pre-foreclosure properties in today’s regulated market would be Russian roulette with all six chambers loaded.

I know there is a tremendous demand for knowledge on short sale transactions so I will be doing my best to keeping you informed. I also know there are many sources of information to learn about short sales. Much of this information is focused on earning commissions. I know that’s important. Remember when you saw the movie The Last Crusade, and Harrison Ford was confronted with choosing the Holy Grail? The knight who was guarding the chalets told Indiana, “Choose wisely.” You have to choose wisely the information you will be relying on because the FBI, IRS, and state regulatory agencies are actively investigating short sale and pre-foreclosure transactions.

Best regards

Ulrich Leinhase. GRI, LMC, SFR, AHWD

Florida Licensed Real Estate Broker

Florida Licensed Real Estate Instructor

Educating Successful Selling Professionals™

TELL YOUR FRIENDS:

I know you enjoy this Blog! Share it with your friends. http://realestateclassesflorida.com/blog/

RESOURCES AND TOOLS:

Here is a website that has products I provide and recommend. http://www.realestateclassesflorida.com/products.php

TO FOLLOW ME:

http://planetearthllc.com/blog/ For Lease Option information.

http://realestateclassesflorida.com/blog/ For real estate education, pre-licensing, post-licensing, professional development and on-line classes.

http://ulrichleinhase.com/blog/ For insight about Subliminal Messaging, Embedded Commands, Neuro-Linguistics Programming (NLP) and selling Skills.

Privacy and Spam Policy: I don’t rent, trade or sell my email list to anyone for any reason whatsoever. You’ll not get an unsolicited email from a stranger as a result of joining this list via RSS.

If you like this blog, feel free to share it with your own list, post it on your site, on your blog. Twitter it, Facebook it, translate it. As long as you leave it intact and do not alter it in anyway. All links must remain in the post. No textual amendments permitted. Only exception is Twitter.

©Maximum Success, Incorporated, Jacksonville Florida.