2020-logo-325-2.png

4871 Palm Coast Pkwy NW Suite 3
Palm Coast, FL

Phone: 386-246-3131
FAX: 386-246-3162

2020-logo-325-2.png

4871 Palm Coast Pkwy NW Suite 3 Palm Coast, FL

Phone: 386-246-3131
FAX: 386-246-3162

Our World Today

technology-blog

You know we have come a long way with technology.

Especially where paperwork is concerned. I remember hand writing contracts on the hood of a car, with five copies using carbon paper! The contract was two sided and legal length. But the carbon paper was only letter length because we needed five original signatures!! What’s carbon paper? Well that’s for another video!

Now we can use any electronic device anywhere as long as we have internet and fill out our documents and have them signed electronically. PAPERLESS! We can store our documents on digital back ups as long as we can produce the file as needed for the Florida Real Estate Commission.

Even counter offers are done on a “Counter Offer Form” so we never need to cross out, initial, and date changes. Gee what’s next, will they take our MLS books away! Oh, they did that too? Oh, well. Listen, I need to get on the internet and my dial-up is so slow it takes forever!

If you would like more information contact me.

I’m Ric Giumenta. You can have a good day or a bad day. It’s your choice. Make good choices. See you next time!

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Do you stand out amongst the Realtor masses?

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How confidant are you in your ability to do your job well?

If I said that I had a property that I would like to list or buy, are you the right person to help me? I hope that you said yes to that question. And if I asked “Why should I hire you?”, can you tell me in a short and sweet response that you are the right choice?

You need an elevator speech to respond to this question filling two minutes of time and convincing me that you are the right person. I am sure that in your market, there are a number of Realtors that can do exactly the same job. What do you do differently? What makes you shine? Do you stand out amongst the Realtor masses?

Boast about your statistics: your market share, the number of listings sold, your access to unlisted properties, your designations, your certifications, your number of years as a full time Realtor. Get the picture?

People like doing business with professional, knowledgeable, successful people that they feel are competent to complete the task. Whether it’s buying or selling a home, they want the best person to handle the job. Are you that person? Tell them!

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Elevator Speech Statistics

stats-blog

Has anyone recently asked you how the market is?

Standing in line at the grocery store, or where you pick up your morning coffee? Was your response, “Great!” or “Unbelievable!” When a potential customer asks an open-ended question like this, why do we give an answer that provides absolutely no information to the customer? Here is an opportunity to show off your expertise in real estate and provide good, factual information that the customer can use. People like working with experts in their field. Do you bring your car to a mediocre repairman? Don’t you want the best mechanic?

Here’s where you need to have an elevator speech on market statistics. How many houses sold this month compared the same month last year. How many listings are there compared to last year or last month. What’s the average price compared to last year or last month.

Do you get the idea? Know your market statistics and provide good factual information to prove that you are worthy of their business. Where can you get this info? Try your local MLS. If you are a Florida REALTOR, try the FloridaRealtors.org page and navigate to Tools/Research and view Sunstats.

If you would like more information contact me.

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Florida Law on Agency

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The most misunderstood topic in real estate is Florida Law on Agency.

I’ve studied this topic since the first statutory law in 1994. It’s been changed and revised many times and thus the confusion.

It is a consumer protection law covering the disclosure of the relationship we have with our customers. There is a presumption of Transaction Brokerage unless we establish a different relationship in writing. Now, most of the companies are Transaction Broker companies by an overwhelming number; over 85%. Now there are two things going on; ONE: We have the job of real estate and TWO: the relationship we have with our customer. As Transaction Brokers we are all able to do the entire job of real estate. It’s HOW we do the job that is important. Transaction brokers provide facts, figures, and information; while Agents provide opinions and advise.

Now here is where the confusion is obvious. As Transaction Brokers, WE ARE NOT AGENTS! Sales associates are only agents of the broker, not the customer. So, we should avoid calling ourselves agents! WE DON’T HAVE CLIENTS! We have customers. The term client isn’t even defined in the law, and might create an unintentional agency. Courts have ruled that if it walks like a duck, acts like a duck and talks like a duck…It’s a duck. You can’t act like an agent and hide by saying you’re a transaction broker.

If you would like more information contact me. I’m Ric Giumenta. You can have a good day or a bad day. It’s your choice. Make good choices. See you next time!

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Hosting an Open House

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This is the third installment covering safety. I am going to talk about hosting an Open House.

I general, the way you dress for work is key in making sure that you are not a victim. Dress casually and wear comfortable shoes. If your local police department has a program that can monitor your activity, call them in advance and let them know about the open house. Use the “buddy system” and bring a local mortgage professional along to help qualify your buyers. Lock your purse and other valuables in your car, hidden from sight. Keep your cell phone, keys, and pepper spray with you at all times.

Personally invite the neighbors to visit you during the open house. Have the customers ring the bell for entry, open the door and lock it after them. Use a guest sign-in sheet. Make sure that you direct your customers through the home, keeping yourself between them and an exit. When leaving the home, secure all locks and doors, even if you have not opened them previously. Sometimes customers may open a door or window, and you need to secure the home before you leave.

Remember that in order to lessen your risk of becoming a victim be aware of your surroundings and trust your sixth sense. You can choose who gets to visit the home. Allowing customers access to your Open House is not as important as your safety.

If you would like more information contact me.

And remember, you can have a good day or a bad day. It’s your choice.

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Buyer showings and appointments

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This is the second installment covering safety.

I am going to talk about buyer showings and appointments.

First of all, NEVER meet a prospect for the first time at a property. Always meet your customer at the office. Copy their drivers license and leave this and your itinerary with your broker. Have your customer pre-approved with a mortgage professional before showing property. Keep your cell phone on silent. Do not wear flashy clothes, jewelry, carry credit cards or large sums of money. Always go into the home through the front door.

Direct the customers through the home always keeping yourself between the customer and the exit. Have a secret code or phrase with your office in order for them to understand that you are in trouble. Make sure that it is something innocent, so that the customer is not alerted. Always have pepper spray or gel with you at the ready to use, if the emergency arises. It works on snakes, and other animals that may be a danger to you or your customer.

Remember that in order to lessen your risk of becoming a victim be aware of your surroundings and trust your sixth sense. Getting a sale is not as important as your safety.

If you would like more information contact me.

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Listing Appointment Safety

realtor-blog

September is National Association of REALTORS Safety Month.

I would like to share some safety techniques so that we all can do our jobs safely.

We have to feel safe in our job in order to perform effectively. There are three areas of our job that I will cover in three different blogs; Listing Appointments, Buyers Showings, and Open House Hosting. This first blog will cover Listing Appointments.

Try to make your appointments during daylight hours,

Check the deed and make sure that all sellers are present. Leave your appointment info with your broker, spouse, or friend. Drive to the appointment and be observant of the neighborhood. Don’t park where you could be locked in and not be able to leave. Lock your pocket book and valuables in your car, hidden from sight. Bring another sales associate with you. The buddy system works well to deter any threat to your safety.

Remember that in order to lessen your risk of becoming a victim be aware of your surroundings and trust your sixth sense. Getting a listing is not as important as your safety.

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Be in front of buyers and sellers

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We all know that a great source of business can be gotten from our past customers and our sphere of influence.

But what are you doing to make sure you’re getting that business?

In order to do this, you must be in front of your buyers and sellers when they are ready to do business. How do you know when they are ready? Well, most of the times we don’t. That means we have to be in front of the buyers and sellers all of the time.

So, how do we do this?

Marketing yourself is the answer. Are you visiting your past buyers with small gifts on a regular basis? Do you have a strong online presence? Are you active in all the social media outlets? Print media is not dead yet, snail mail and e-mail your information. Are you distributing your personal brochure and newsletter? Are you marketing your listings to other MLS associates? Don’t forget the local opportunities, like sponsoring athletic teams, church bulletins, school parent groups, volunteerism with your local agencies, I can go on and on with local opportunities. And some of the sources are free, but you’ll need your time and effort to do it.

Don’t be a secret agent! Make sure that you are out there, so that when buyers and sellers are thinking about real estate, you are the one they are thinking about!

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Closing for a signature

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Closing for a signature is sometimes difficult.

I use the assumptive close and just expect the customer to sign! Sometimes that’s all I need, but sometimes it’s not enough!

Not all customers are ready the first time you ask. When this happens, wait for some response from the customer before you proceed. There are many reasons why they may not be ready. Most of the time the answer is in the information that you gathered in your warm up or in your presentation. Go back over the issue and ask again!

You can probably ask for a signature three times before you have to let the customer off the hook! Acknowledge that they are not ready and make an appointment for another time to discuss the issues preventing them from signing.

I’m Ric Giumenta. You can have a good day or a bad day. It’s your choice. Make good choices.

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Answer A Question With A Question

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I have always said that God gave us two ears and one mouth.

We should use them in that proportion! Your presentations should be less talking and more listening! So how can you do this? Use the “answer a question with a question technique”.

For example, in responding to a phone inquiry about a home; “Does this home have three bedrooms? My answer will be “Do you need three bedrooms or would four be better? Now sometimes, when repeating this technique, it might get a little obnoxious! So, mix it up. You can answer the question, then ask a question! “Yes, this house has three bedrooms. If I can find one with four bedrooms in your price range, would you be interested in that?”

You will find yourself using this technique more often and your understanding of your customer will increase. This will result in more closings.

You can have a good day or a bad day. It’s your choice. Make good choices.

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Affirmations

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I believe in the Affirmation Principle.

Affirmations are positive statements that reinforce positive outcomes. In order for this to work, you must write them down every day. Some may be aspirational; something that you would like to happen. You can repeat them as often as you need. So how will this help you in real estate? It helps you to always remain positive.

Don't go on listing appointments. Go and get listings. By just saying that you are going on an appointment you're leaving not getting the listing on the table. Stop showing property. Start selling property. Features tell and benefits sell. During your presentation, always follow a feature with how that feature will benefit the customer. Customers buy benefits not features.

I always close with the assumptive close. I assume they'll sign the contract. Closing starts when you meet your customer. I assume that they will buy from the begging, do a proper presentation, and ask for the order!

I'm Ric Giumenta. You can have a good day or a bad day. It's your choice. Make good choices.

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23 October 2020
Ric's Blog
You know we have come a long way with technology. Especially where paperwork is concerned. I remember hand writing contracts on the hood of a car, with five copies using carbon paper! The contract was two sided and legal length. But the carbon paper ...
22 October 2020
Ric's Blog
How confidant are you in your ability to do your job well? If I said that I had a property that I would like to list or buy, are you the right person to help me? I hope that you said yes to that question. And if I asked “Why should I hire you?”, can ...
14 October 2020
Ric's Blog
Has anyone recently asked you how the market is? Standing in line at the grocery store, or where you pick up your morning coffee? Was your response, “Great!” or “Unbelievable!” When a potential customer asks an open-ended question like this, why do w...
08 October 2020
Ric's Blog
The most misunderstood topic in real estate is Florida Law on Agency. I’ve studied this topic since the first statutory law in 1994. It’s been changed and revised many times and thus the confusion. It is a consumer protection law covering the disclos...
14 September 2020
Ric's Blog
This is the third installment covering safety. I am going to talk about hosting an Open House. I general, the way you dress for work is key in making sure that you are not a victim. Dress casually and wear comfortable shoes. If your local police depa...

Giumenta School of Real Estate

4871 Palm Coast Pkwy NW # 2

Palm Coast, FL 32137

 

Phone: 386-246-3131

FAX: 386-246-3162

Giumenta School of Real Estate

4871 Palm Coast Pkwy NW # 2

Palm Coast, FL 32137

 

Phone: 386-246-3131

FAX: 386-246-3162

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