Scot Ulmer Real Estate

All about Scot Ulmer's experience with Real Estate!

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My Top Advice For Anyone Wanting To Do More Deals

4 years ago I was a mentor at a large real estate convention in Orlando. Part of the draw at the convention was that we would actually work student’s deals on the spot in real time, leads that they had brought with them from their own hometown. We would call and negotiate the deals, and any profits made were kept by the student 100%.

At the time I was running a real estate operation for a nationally known real estate “guru” and we had recently implemented a new post-2008 strategy, and it really had taken off. There were literally hundreds of leads brought specifically for this strategy, and I had more requests than I could count to call and negotiate the deals on behalf of the student.

Knowing the power of social-proof, I was asked to work hard on these leads and try and put some contracts together so the crowd of 500+ would be wowed. It was important that they could see it worked in any market across the country. Feeling a bit of pressure, I decided that to really hone in and focus on putting deals together, I needed to go to my hotel room and call absent all the distractions of the convention.

It was a bright and sunny Friday afternoon, so I decided to keep the door propped open to enjoy the fresh air while making calls. I brought a stack of leads with me and sorted through them, putting what looked like “cherries” on top to call first.

And then I dug in to “make the magic” happen. I was going to knock this thing out of the park, no matter what it took.

I placed the first call.

Flat. I was flat. The seller was not interested, and I wasn’t feeling my mojo. Short and Not my best call, but I shrugged it off and placed the second call.

Flat again. Same result.

Then I did it again, and had the same results.

This went on for about 6 calls when I realized I needed to stop, take a break and regroup, and try and find my rhythm, get out of whatever funk I was in, and get my mojo back. I walked into the bathroom, splashed some water on my face, stared directly into the eyes of my reflection, and let out a big scream.

*%$!!&*%$………..at the top of my lungs! Totally inappropriate, but man it felt good.

Just as I ran out of breath, I noticed something out of the corner of my eye. Housekeeping had intentions of cleaning my room, but when they saw this crazy guy yelling expletives at himself in the mirror, they decided it might be best to just come back at a later time.

Or maybe not at all is more likely what they were really thinking.

And just like that I realized what a plum fool I must have looked like and what this nice lady must have thought of me.

I burst out laughing, and it was at that precise moment my mojo kicked in and momentum found its way into full swing.

I decided I was going to get back in there and be a Gunslinger, have some fun with these calls, take the pressure off and throw offers out with confidence and posture (which is a key component of my trainings).

The second I stopped worrying about how I sounded and every single word I said and had the guts and confidence to just throw offers out there and not really care what happened, the deals all started falling into place.

I proceeded to put together 5 sweet deals over the course of the next 2 hours, and got to be a hero to the students who brought them. It was quite gratifying, and I re-learned a key lesson.

Throw your offers and proposals out with confidence! Stop overthinking and overanalyzing everything!

It’s the number one reason people don’t get contracts. They lack confidence and proper posturing with the seller. It’s a key psychological element when doing deals. You cannot sound like you need the seller or the deal more than they need you.

It’s totally counterintuitive, but it’s a huge key to the game. You should care less about any offer on any property. It’s just a piece of inventory. Worst that can happen is they say no.

And to go pound sand. Oh well. Not the first time, won’t be the last. Thicken your skin up and don’t let bad calls bother you. We all have them.

If you don’t have the experience to have the confidence, my advice follows an age-old piece of wisdom…….

“Fake it ‘til you make it!” Before you know it, with hard work and tenacity, you will have all the confidence you need. Until then, act like you do. It comes across to the people you deal with. Simple but sage advice, especially in your early days.

Over my 21 years and literally 1,500 deals, I have created an exciting and innovative platform consisting of No Money Down/No Credit deals in Executive Level homes dealing with Lease Purchases. I don’t care what you know about Lease Purchases, I GUARANTEE you haven’t seen anything like this.

I will be in Tampa with my team sharing this platform in an in-depth, intensive training February 12-14, 2016. It is going to be a lot of fun, and packed with a ton of potentially life-changing material. I am going to show you how you can make an average of $10,000.00 per deal without using any of your own money or credit.

Skeptical? I hope so. Too much white noise out there. But this system is the real deal, and I promise when you see and hear what we are training on, you will see for yourself that you too can generate this type of cash flow for yourself as well.

I hope to see you in Tampa February 12-14, 2016!

Flyer Tampa

Upcoming Training Event

Attention: ReHabbers and Flippers…

We are going to show you how to integrate our back end structure into your investment projects and DOUBLE, even TRIPLE your profits.

It’s Time to Stop Leaving Money on The Table!


 Join Us at: 

Doubletree Suites Tampa Bay located at 3050 North Rocky Point Dr West in Tampa, FL 

February 12-14th 9am-5pm


Learn this system and change your life.

Would you like to earn a minimum of $10,000 profit over and over again?

Our ABLE system is a full lease purchase platform for both buyers and sellers. We have broken down our strategy into 4 easy-to-follow steps. No guessing on scripts or contracts. One script, one contract, and one approach, regardless of the lead source.

We collect a minimum of $10,000 on each deal, and we will show you exactly how to do the same. This strategy works in any market, regardless of size or demographic.

At this training you will learn:

  • How to find and qualify leads, and put sellers under contract using their    one-of-a-kind script and approach.
  • How to overcome common seller objections and rebuttals
  • Real deal examples, walking you through from A to Z, from contract to close.
  • Examples of the fool-proof and high-response marketing techniques we use every day, and how to handle the massive response.
  • How They Earn a Minimum Of $10,000 Per Deal And How You Can Too and much more!

We look forward to seeing you there!

Social Media Tips To Grow Your Real Estate Business

scot ulmer - real-estate-marketing-

Social media provides a way to connect with your clients and boost your real estate marketing efforts. Social media can build trust, and spread your marketing through friends of friends.

But HOW do you do it?

The world has gone online. The internet has become our largest, easiest and fastest form of communication that has brought people across the globe together. More than 1 billion people in the world are on Facebook. Twitter recently surpassed 400 million accounts and LinkedIn isn’t far behind with over 200 million users. Many realtors are trying to take advantage of these trends, by using social networks to promote themselves and broadcast their messages, but few are fully reaping the rewards.

If you stop thinking like a marketer and start thinking like a customer, you’ll understand the secret to social media is in the “social” more than in the “media”. It’s in being human, and being the sort of person who listens attentively, tells great stories, shows interest in others and is authentic and honest. To put it simply, the secret is to be likeable.

Here are seven tips to ensure great success using social media:

1. Listen first and never stop listening

Before you start tweeting, search Twitter for people talking about your company and your competitors. Hashtags categorize similar tweets together and allow you to search through a page dedicated to people talking about the exact same thing. Look through hashtags using words that your prospective customers would say as well. For example, realtors should use Twitter and Facebook to search for people using phrases such as “#LookingForARealtor” or “#HouseHunting” in your town. You’ll be surprised how many people are already looking for you.

2. Be authentic

Be human and be yourself. Are you sponsoring a team in your town? Do you volunteer on the weekends? Share it with your followers! Know a few real estate jokes? Tell them! Imagine how much positive feedback you would get if you asked: “Why didn’t the hipster realtor show the oceanside mansion? – It was too current.” Write posts that show your company’s personality and watch your online community begin to engage and grow.

3. Ask questions

Wondering why nobody’s responding to your posts on Facebook? It’s probably because you’re not asking questions. Social media is about engagement and having a conversation, not about self-promotion. If a realtor posts on Facebook, “Come in and see what’s on the market today,” there is no reason for a customer or follower to comment, so nobody will call to make an appointment. However, if that realtor posts a question instead, as simple as, “What’s your favorite style windows for your home?” people will be more likely to comment online and engage with the company. Better yet, if the realtor asks “What’s the best part about home shopping?” think of not only the number of people who will comment on the post and bring attention to the company, but also how much you could learn from the market in their responses!

4. Don’t tell your customers to “like” you and “follow” you, tell them why

Everywhere you turn, you see “Like us on Facebook” and “Follow us on Twitter”. But WHY? Give your customers a reason to connect with you on social networks, by answering the question “What’s in it for me?” Note the difference between these two Facebook posts: “Like our page on Facebook” vs. “Get answers to your real estate questions on our Facebook page.” Remember the key to success on social media is engagement, so give them a reason to like your page.

5. Share pictures and videos to tell stories

People love photos. The biggest reason Facebook went from zero to 1 billion users in nearly 10 years is photos. Photos and videos tell stories about you in ways that text alone cannot. Use your phone to take pictures and short videos of customers and cool things around your neighborhoods. A picture of a young couple in front of their new home is Facebook gold. Try a video featuring testimonials from your happy customers!

5 Useful Tips For Buying Real Estate

1. Ask yourself a lot of questions

The first step in purchasing real estate is knowing what you want! It is imperative that you enter the process knowing yourself, your situation, and what you’re looking for.

A few questions that you should ask yourself before you begin your search are:

-What kind of location do you need?
-What kind of property are you looking for?
-Do you need to buy or could you lease the property?
-What’s your situation regarding cash, financing, and/or ability to make a down payment?
-How much time can you commit to the property?
-How much work are you willing to put into the property?

2. Learn some real estate vocabulary

Here are ten real estate terms you should know and understand before you start looking for a home. Educating yourself on the lingo will not only make you more confident throughout the process, it can ensure that you don’t miss important steps that could cost you a fortune in the future.

Here are some common terms to get started with:

Buyer’s Agent vs. Listing Agent: There are usually two agents involved when you buy a home; the “buyer’s agent,” who represents you, and the “listing agent,” who represents the home seller. One thing many people don’t realize is that when buying a home, you don’t have to pay your real estate agent; they’ll get a commission from the home seller.

Fixed Rate vs. Adjustable Rate Mortgages: A fixed rate mortgage has a predetermined interest rate throughout the life of the loan; the most common are for 30 years. An adjustable rate mortgage has a variable interest rate; the most common are for 5, 7, or 10 years.

Pre-approval Letter: Before you apply for a mortgage or even start looking for a home, you should get a pre-approval letter from the bank, which is an estimate of how much they’ll lend you. This letter will help you determine what you can afford, and ensures home sellers that you will be able to get a loan when needed.

Appraisal: When you apply for a mortgage, your lender will require an appraisal of the home you want to buy. A licensed appraiser will estimate the home’s value based on comparable homes that have sold in the area and an investigation of the property.

Click here to learn about more real estate vocabulary.

3. Visit and consider many properties.

Do your homework on each! Before you make an offer on a house, it pays to ask a handful of questions. While the answers might scare you off or make you rethink your bid, they could make you feel more confident that you’re making the right move on the right house. Tour as many different properties as possible and most important, don’t rush anything! Figure out what works and what doesn’t about each of them for you. Consider the most important things for each one including price, location and condition. Above all, you’re searching for a “match” with your property. Your situation and needs are unique.

Here is an extensive checklist of helpful questions to ask while touring properties.

4. Find the experts.

A professional has the skill and experience to guide you as first time home buyers. They have key relationships with professionals like lenders, home inspectors, contractors, etc. They can guide you from start to finish and answer any questions you may have throughout the home buying process. Their goal is for you to have a smooth real estate transaction and have a positive home buying experience.

5. Figure out your financing

If you’re like most people, you’ll need to get some financing help to be able to purchase the your new home. What type of banks, credit unions or other home mortgage company could you use? What kind of credit do you have and what kind of interest rate could they give you? Answering those questions will put you on the right track for the financing process.

How to Hire a Realtor

Scot UlmerIt’s important to note that buying a home is a process and there are many steps that you have to take if you want to be as efficient as possible and find the right home for you. Finding a realtor will help make this process easier on you and your family (if you have one). Realtors who work best with your interests in mind will can help find your next home, but finding the right realtor is also a process. Here are a few ways you should go about hiring a realtor:

First, check their references. It’s always a good idea to have a realtor that somebody you know personally recommended. But, even if the agent was personally recommended, the best way to approach any type of hiring situation is to interview the person. According to an article published by The Real Estate Network, “Realtors are going to bolster all of their successful stories upon meeting you, but how accurate are those claims? Chat with their co-workers, and ask to speak with their last five clients,” (6 Tips for Hiring a Realtor). Once you have a better idea about who the agent is that you will potentially be working with, you’re one step closer to hiring.

Next, you should ask the agent for a CMA (comparative market analysis) before you even begin looking at the house market. This way, you’ll know if the realtor is trying to sell you homes that are fairly priced. After you ask the agent for a CMA, check the information that he or she gives you on an authoritative real estate website like Zillow, which will also have the statistics.

Another way to decide on a real estate agent is deciphering how well he or she knows the area you’re searching in. According to The Real Estate Network:

“Discovering if being a real estate agent is this person’s only job, and finding out how well they know your target area is very important. If they’re a full time realtor, they’re less likely to be distracted and let you slip through the cracks. Also ask how many sales they’ve done in this specific area, and try to get the details of those scenarios,” (6 Tips for Hiring a Realtor).

In any real estate endeavor, as you probably have heard by now, location is the most important factor. If you’re working with somebody who doesn’t know the area too well, you may want to rethink about hiring a new realtor. Always ask questions like, “What’s the best restaurant?” or “What are some activities the locals do here on weekends?” to get a better sense of what the neighborhood is like.

In conclusion, finding a realtor is not as easy as you may think. It is a process that takes time and effort, but it will all be worth it in the end. Having a great agent makes the home-buying process much easier in the long-run.

 

FHA Implements Strict Rules Against New Buyers

Those coming out of college or on their first job will be getting hit hard again. This time by the Federal Housing Administration. As if student loans aren’t supplying enough stress in young adults’ lives, the FHA has set some new boundaries and rigid barriers. If you’re fresh out of college and looking to purchase your first home, their rules may prevent you from doing so. According to FloridaRealtors, the FHA will no longer allow students’ debt to be deferred for the first year (at the least).

In addition, 2% of your outstanding student loan will be taken into your DTI (debt-to-income) when trying to purchase a home and will be accounted for in your monthly payment. The DTI ratio is used to assess whether buyers/borrowers will be able to repay their loan. If you don’t make the cut, you won’t be purchasing a house.

Scot Ulmer real estateAlong with these, another rule that went into effect on September 14th will affect all of those looking for a new home. Borrowers will now need 6 months working at a job after an extended period of absence before they become eligible. There is no reason or excuse that will be deemed fit enough to get around the rule. This includes raising children, which will not be popular among the public. Previously, children were viewed as an “acceptable employment situation”. The FHA devised the rule to magnify employment gaps and to tighten them.

Although these new rules will be strict on recent graduates and first-time homebuyers, they will help support the housing market overall and are intended to help prevent another crisis from happening like the 2008 housing market collapse.

All of the FHA’s intentions can been seen as necessary precautions, but time will tell if it actually aids the housing market by keeping it in the green zone or if it only creates more burdens for the new generation. For now, it appears this may mark the start of a larger influx of grads moving into their parents’ houses. Hopefully, it is only a short delay on their journey.

Homebuyer Education: Clarity is Key

Scot UlmerEducating your clients, regardless of what field of work you’re in, is vital for the success of any business. If clients do not understand the logistics and reasoning behind why certain things are done or prioritized, they will be confused by the goals of the business. With real estate, and home-buying in particular, working with your clients face-to-face is inevitable, and you will have opportunities to teach them about the buying process, which you should do without hesitation.

The reason why homebuyer education is so important is because it strengthens the willingness of a homebuyer to be a permanent resident of the neighborhood their potential home is in, which thereby stabilizes neighborhoods as a whole. According to an article published by HomePath Agent Matters, “Those who get pre-purchase counseling and education are significantly less likely than other borrowers to become delinquent,” (Homebuyer Education – An Agent’s Best Friend). This will further help the entire homebuying process run more smoothly and effectively.

One vital aspect of educating homebuyers is that it eliminates client confusion. When buyers know what they can afford and they understand the entire process of buying a house (which can be quite lengthy), their confidence levels boost and they will be easier for both loan officers and agents to work alongside. Education in real estate helps clients get a sense of what buying a house entails, and all the finite details that go along with it. If you have a client who doesn’t fully understand the homebuying process, chances are that they will be surprised more than once throughout their experience – and surprise is not always a good thing.

In conclusion, clarity is key when it comes to homebuyer education and the entire process of buying a home. But remember, not all agencies are educated in the same ways – so be sure that everyone involved in your home-buying experience is well educated and are “HUD approved,” which means they pass the HUD’s Office of Housing Counseling requirements.

Selling Your Home

Buying and selling a home is an exciting venture. With the housing market improving from its titanic crash, selling your home isn’t the painful experience it once was. If you’re preparing to sell your property, or just curious about what it would take when the time comes. These tips will surely help you make the most of your home.

    When preparing your home for market, you want to ensure that it looks the best it can. Staging your home is the best way to show newcomers the potential of your space. When you do, remember to focus on areas that receive the most traffic. The living room, kitchen, and master bedroom should be your focal points when preparing a home for staging. Not only does it help your rooms feel alive, it encourages potential buyers to feel at home in the space they’re considering.

    In this modern age, you’re open to a bevy of options that weren’t available when your parents were selling their homes. Keeping a visual record of the work you’ve done using a digital camera is a great way to show that a home has been well taken care of. Home improvement projects are excellent ways to illustrate not only your dedication to maintaining your property, but that more than a little elbow grease went into keeping your home as beautiful as it is.

    Light is your friend when beautifying your home. Open blinds, replace bulbs, and if necessary, install new fixtures. Bringing brightness into the house is a surefire way to add life to a space. While doing so, check walls for fading or chipping. If necessary, tidy up your rooms with a fresh coat of paint. You’d be surprised how quickly your home can appear brand new with some minor touches.

    Preparing your home for market can be nerve wracking, but following these simple steps will keep it from wasting your time and money waiting to be sold. Simple, affordable and available to any homeowner with the time, these tips will surely bring your home to the top of anyones “to buy” list.

Getting Value From Your Home Inspection

Though getting a home inspection may sound like an opportunity for buyers to find flaws and decrease the value of a certain piece of property, inspection is vital for any home and should be recognized as a valuable tool for buyers. According to Zillow.com, “While the inspection often results in a second round of negotiations, buyers should view the inspection as the introductions to their potential home,” (4 Tips for Getting Value From Your Home Inspection). Here are ways you can use a home inspection to your advantage:

Scot Ulmer house inspection

The first step towards getting the most from your home inspection is to hire a professional inspector that your agent refers, or that somebody you know from the area has used. Though you may want to save money and hire a relative, getting an inspector who is familiar with the area you’re located in and has a strong background in different types of homes and systems is the best option for getting your house inspected.

Once you’ve hired a professional inspector, make sure you walk around the property with them so you can learn more about your home.  According to Zillow.com, “You want to know and see firsthand where your water heater and electrical panel are. It’s easier to understand if you are there, in front of the inspector when he points something out, than to hear about it at the end,” (4 Tips for Getting Value From Your Home Inspection). Knowing the details about your new home is vital because there will not be a landlord or super to call when things go wrong.

Scot Ulmer - getting value from a home inspection

Next, during the home inspection make sure you have a list of all of the questions and concerns you may have about the house. Writing down these concerns will not only help you remember them, but it will also help you stay organized and prepared as a homeowner so you can avoid potential mishaps in the future. In addition, be sure to bring property disclosure documents to the inspection for information about the property from the local building department.

Lastly, the inspection should be used as a tool to formulate a maintenance plan for the property, especially if the previous owners did not maintain certain parts of the home properly. According to Zillow.com:

“Changing the filter on the HVAC system, replacing old plumbing valves or monitoring leaks will help keep things working. Nobody wants a broker boiler in the middle of January, or their water heater to break mid-week. The inspection is a great way to learn about your home and what it will need going forward,” (4 Tips for Getting Value From Your Home Inspection).

Making a maintenance checklist during the inspection will help you get prepared for what to expect while you’re living in your new home.

For more information on how to make the most out of a home inspection, check out Zillow.com’s article here.

Developing a Professional Image as a Real Estate Agent

Real estate agents are licensed salespeople who are often obliged to work under a specific broker. The term “agent” means that there is a defined relationship between a real estate salesperson and the buyers and sellers that he or she is doing business with. That being said, each real estate agent has a specific demeanor associated with his or her professional qualities that becomes vital to his or her success.

Maintaining a professional presence and image is important for real estate agents on a variety of levels. If you are a real estate agent or are thinking about earning your license, here are a few tips on how to develop a strong professional presence so you too can be successful:

First, it is important to pay special attention to your appearance. Though this may seem a bit shallow, not many people will take you seriously if you show clients an open house dressed like you just got back from the gym. Having clean and appropriate work clothes, tidy hair, and wearing certain accessories that are associated with your company or local office are key when it comes to looking like an expert agent.

scot ulmer real estate agent success tips

Another thing to keep in mind when you are at a meeting with clients or your for your company is body language. Maintaining eye contact, standing (or sitting) up straight, and using hand gestures when appropriate are great ways to actively engage the people you are speaking to. Along with body language, keep in mind the way you speak – always be courteous, attentive, and confident.

scot ulmer phone presence

Next, master your phone presence. Strive to be the most articulate agent at the office when it comes to speaking on the phone. Many people overlook this aspect of client communication, but it is one of those simple steps that can make a huge difference to your success as a real estate agent.

Another aspect of communications that you should make note of is when you write. Whether you are writing a letter, sending an email, or even texting a client or coworker, make sure you are using correct grammar and double check for spelling mistakes. Having a strong, professional online presence is important for building your professional image.

For more tips on how to reach success as a real estate agent and more specifically on how to develop and maintain a professional presence, check out this article published by Investopedia.