Ulrich Leinhase

Short Sale Flow Chart

The next Loss Mitigation Certification Workshop (LMC) that I will be presenting is September 28 & 29 at the Emerald Coast Association of Realtors (Fort Walton Beach). Give Paula Bailey, Director of Education a call at 850-243-6145 for availability. I will also be making the LMC presentation at the Northeast Florida Association of Realtors (Jacksonville) October 15 & 16. Give Joy Huber, Director of Education 904-394-9494 a call for availability. 

If you are not familiar with short sales I recommend reading my three short sale articles posted in my blog. I believe they will provide a solid foundation of information that you will be able to use when listing or selling a short sale house.

In this positing I begin with what a licensee should do and what to avoid when listing short sale houses. I believe the most important decision a licensee makes when listing in today’s market is the seller worthy of your efforts? Once that determination has been made the rest of the process is much simpler. I also discuss some very important don’ts that should be avoided like the plague or in today’s perspective the swine flue.

The information I’m going to share with you was obtained by my office as first hand experience as well as from other brokers and sales associates. Please remember, no two lenders handle these matters the same. So let’s have some fun and start our discussion abut listing and selling overleveraged and short sale houses.

During the listing appointment if the seller tells you they want to sell to an investor for cash, and you bird dog opportunities for investors, turn it over to one of your investor clients. If this is a Florida property make sure the investor complies with Florida’s Foreclosure Fraud Statue. In all other states make sure the investor 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 real estate transaction the burden of compliance always comes back to them.

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 something to think about when pricing a short sale. The listing licensee or the seller suggests a listing price well below its market value to generate activity. If a licensee lists a property for a price both the licensee and the seller know is not acceptable, 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 or not; it’s more a matter of advertising something that is known to not be acceptable.

Would the seller violate Florida law if he states he would sell a property at a certain price even though he knew if would not actually sell at the 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 – is the licensee? Probably not.

If the seller tells you they signed a quit clam deed – don’t list the property even if the seller tells you the investor didn’t record the instrument. Remember in Real Estate 101 – Florida law does 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 as 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 attention and effort to help them with the sale of their property. Next you want to provide them with the following disclosures:

o       Agency (as required by your state)

o       Authorization and Release Form (so their lender will talk with you)

o       Alternatives to Foreclosure (other choices the seller has )

o       Sellers Financial Disclosures (if they are unwilling to provide this information you may not be able to help them)

o       Foreclosure Disclaimer (tells the seller you may not be able to stop a foreclosure)

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 regulatory market would be Russian Roulette with all six chambers loaded.

Have the seller call his lender to find out who the Loss Mitigator is for his property. This may be difficult because the only number the seller may have is the collection department. If this is unsuccessful (usually is) send an initial package to the lender. The initial package includes: the Authorization and Release Form; seller’s hardship letter (prepared by the seller) more about the hardship letter in my next posting; if there are major repairs, a contractor’s quote to establish repair costs; and a comprehensive CMA reflecting current market conditions.

We want (would like) (prey for) (wish for) a timely response from the lender. In the real world that usually doesn’t happen. However, by establishing a paper trail for our seller we have started them on the right path.

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 classes available to learn about short sales. Many of these classes are focused on earning commissions and 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 agencies are actively investigating short sale and pre-foreclosure transactions.

In my next posting I will continue through the flow chart and discuss the responses we are likely to get from the lender and what we need to do .  

Wishing you continued real estate success.

Ulrich Leinhase, GRI

Florida Licensed Real Estate Broker

Educating Successful Real Estate Professionals™

This article may be reprinted without charge by any magazine or newsletter, or quoted from freely in any book. There are only a few conditions:

1. Permission for use of each article is given for a one-time printing only. For multiple reprints, please ask for permission first (uleinhase@ulrichleinhase.com) which will almost certainly be given. 

2. Maximum Success, Incorporated retains all copyrights. 

3. If your publication prints photos of other writers and contributors you must use a photo of Ulrich Leinhase with his articles. A publicity photo can be obtained by contacting uleinhase@ulrichleinhase.com

4. In all cases, the article reprint must include a tag at the end indicating copyright, contact information, and noting that the article has been excerpted from a certain book, workshop, or seminar. That tag is printed at the end of each article here on this web site.

5. After you reprint the article, send one copy of the periodical in which it is included to:        Maximum Success, Incorporated PO Box 600794, St. Johns, FL  32260

Short Sale Paperwork

In this final installment of a three-part series on short sales, I’ll explore the mechanics of putting a short sale package - the paperwork - together for a seller. Many sales associates believe this to be the most difficult part of a short sale. The only difficulty is the old military adage, “hurry-up … and wait.”

The reason short sales are considered to be so difficult is because there are no set rules. Some lenders require their own forms to be submitted in the short sale package. Some lenders use Freddie Mac’s Form – 1126. And some lenders have no set procedures and simply state, “send in the offer and we’ll review it and make our decision”.

That’s why I always remind sales associates at my workshops that short sales are not regular real estate transactions. If a seller is uncooperative or ask you to do something unethical or unlawful you don’t want their listing. Don’t walk away from these sellers - run as fast as you can. The pickier you become when choosing with whom to work will result in making more money in today’s market.

Pricing a short sale property correctly is critical. The price should always be established by a comparative market analysis. The listed price should be better (lower) than comparable listings in the neighborhood. This is not to say the property should be listed below the market. However, the seller has to sell as quickly as possible to get out from under their financial burden. The down side when we first list the property is that we have no idea if the seller’s lender(s) will consider a short sale.

The first thing after the seller signs the listing agreement is having the seller contact their lender(s). Have the seller call them before you leave their house. The information you want the seller to obtain is the lender’s loss mitigator’s name, telephone number, fax number, and their mailing address.

Then have the seller contact the loss mitigator and inquire about; 1) will the lender consider a short sale; 2) does the lender require the use of specific forms or paperwork; 3) will the lender provide an adjusted acceptable payoff; and 4) what other requirements does the lender have concerning short sales.

The first short sale package sent to the lender(s) should be sent right after listing the house. This package would include local marketing information; local market conditions; information about the seller’s financial predicaments; a preliminary HUD-1 indicating the listed price as the sale price and all expenses that will be incurred including the brokerage fee; and most importantly line 603 cash to seller must indicate zero funds going to the seller at closing.

The response from the lender(s) could be “yes” we will consider a short sale; “yes” we will accept a short sale at the stated price; “yes” we will accept a short sale but we require the use of our forms and paperwork; or “no” we will not consider a short sale.

With the information we now have from the lender(s) you can proceed with marketing the property or canceling the listing if the lender will not consider a short sale. In today’s market you will not be able to help all sellers that want to list with you. Brutal honesty, as harsh as it may be, is sometimes the only way to deal with short sale sellers you are unable to help.

When a buyer makes an offer on a short sale property, the Purchase and Sale Agreement should include a contingency, “This offer contingent upon the existing lien holder(s)/lender(s)/court accepting a payoff of less than the full amount owed that is acceptable to the lien holder(s)/ lenders(s) buyer(s) and seller(s).”

After the seller accepts the offer (contingent on the lien holder(s)/lender(s) approval) another short sale package is prepared. This package should be much more detailed then the first package. It should include a cover letter indicating all of the enclosures, including seller’s hardship letter; seller’s financials (two years tax returns, last two months pay stubs, last two months bank statement); another preliminary HUD-1 indicating the offering price as the sale price and all expenses that will be incurred including the brokerage fee; and line 603 cash to seller must indicate zero funds going to the seller.

The seller’s hardship letter should be written by the seller. It should indicate what led to the sellers problem; he/she/both lost their job; death of one of the wage earners; divorce; medical/catastrophic illness; bankruptcy; mortgage payment issues (never tell a seller to stop making mortgage payments); and property repair issues.

I’ve talked with lenders that indicated that they have heard it all: “Everybody’s child has been diagnosed with cancer; everybody’s grandmother has died; everybody is losing their job.” Lenders want the truth. If the truth is that the seller mismanaged their finances, that statement should be included in the seller’s hardship letter.

Now comes the toughest part of the entire process, the wait. The purchaser should be counseled about the wait. Some purchasers decide after only a few weeks that the wait just isn’t worth it. Sometimes it’s more difficult dealing with buyers in a short sale transaction then it is with the seller.

At this stage, salespeople learn some words used as a threesome: follow-up – follow-up – follow-up. This is where you will hear things like: “The loss mitagator you have been working with is no longer handling this case.” (Oh no, we are back to square one.) “The offering price is too low.” Don’t get mad just be prepared.

Never talk about how hard you worked to put a deal together. Talk about current market conditions. As tempting as it may be never tell the lender’s employees how unprofessional their performance is unless you’re not concerned about having your deal approved until next year.

The buyer’s contingencies should be taken care of as quickly as possible. Once the lender(s) approve the short sale they will provide a very small window for closing. Once they approve the short sale there are no more negotiations. The contract cannot be assigned. And if the lender determines that there is any collusion between the buyer and seller, the short sale shall be voided.

The property is sold as is. The seller has no money to make repairs and the lender is accepting less then they are owed and usually unwilling to make any repairs. The buyer should have inspections made and be satisfied with the condition of the property. Sometimes, depending on the buyer’s lender and the property appraisal, the lender may loan enough to cover repairs.

Prior to closing as the listing agent, you should get written pay off approval from the seller’s lender(s) and inquire if they will issue a Satisfaction of Mortgage or Release of Lien. The satisfaction of mortgage may state the payoff was reduced. The lender also has the right to require the seller to sign an unsecured note. The seller should have this information before closing so the closing will go as smoothly as possible.

Short sales are not for the weak and timid. A successful shot sale strategy is, get the facts get all the facts. Solve people’s problems and they will want to do business with you. With a solid understanding of laws and ethics you can make good decisions and make money listing and selling overleveraged and short sale houses.

Wishing you continued real estate success.

Ulrich Leinhase, GRI

Florida Licensed Real Estate Broker

Educating Successful Real Estate Professionals™

This article may be reprinted without charge by any magazine or newsletter, or quoted from freely in any book. There are only a few conditions:

1. Permission for use of each article is given for a one-time printing only. For multiple reprints, please ask for permission first (uleinhase@ulrichleinhase.com) which will almost certainly be given. 

2. Maximum Success, Incorporated retains all copyrights. 

3. If your publication prints photos of other writers and contributors you must use a photo of Ulrich Leinhase with his articles. A publicity photo can be obtained by contacting  uleinhase@ulrichleinhase.com

4. In all cases, the article reprint must include a tag at the end indicating copyright, contact information, and noting that the article has been excerpted from a certain book, workshop, or seminar. That tag is printed at the end of each article here on this web site.

5. After you reprint the article, send one copy of the periodical in which it is included to:        Maximum Success, Incorporated PO Box 600794, St. Johns, FL  32260

Short Sales and Ethics

When a Realtor^® lists or sells a short sale house, careful consideration must be given to state and federal laws, in addition to the National Association of Realtors Code of Ethics. A short sale in today’s environment is a political hot button. For that reason, greater attention than usual must be focused on exactly what we, as Realtors do.

There is no tolerance for misinformation, errors, or lack of professionalism when listing and selling short sale properties. More and more state and federal regulatory agencies are looking into these issues. A seller believing their salesperson has taken advantage of them in a short sale or pre-foreclosure will file and ethics complaint.

In this article, I’m covering the Code of Ethics Articles 1, 4, 5, 11, 13, and 17. Please note these are not the only Articles that can be violated in a short sale transaction. A careless, uninformed, or unprofessional salesperson could potentially violate all of the 17 Articles.

Article 1…Protect and promote your clients interests, but be honest with all parties.

To understand our responsibilities under this article, we should review Standard of Practice 1-9. “The obligation of Realtors to preserve confidential information (as defined by state law) provided by their clients in the course of any agency relationship…”

Let me assure you that we are not only dealing with state, but also federal laws. Part of the information we obtain from our customers when listing a short sale property includes the seller’s Social Security Number. Without that, and additional personal information, the seller’s mortgage lender will not discuss with us our customer’s financial issues.

Federal and state laws have very strict requirements concerning personal information. Article 1 mirrors these laws. If you are careless with a customer’s personal information you not only violate state and federal laws but are also in violation of Article 1.

Article 4…When buying or selling, make your position in the transaction or interests known.

When Article 4 is discussed at my short sale workshops, I always start by asking if anyone buys properties that they have listed. There usually is a number of salespeople that answer ‘yes’.

When we first talk with a seller about a short sale, we have to make a decisions right at the beginning either. I am acting in the capacity of a Realtor and will list your house as a short sale; or I am an investor and plan to purchase your house if I can make the numbers work.

Under Florida License Law, we can start as a listing agent then transition to an investor as long as proper agency disclosures are made. However, I believe that a salesperson that lists a short sale property would be hard pressed to defend their position.

Picture a tearful seller in front of a judge, “Your honor, this salesperson did not try to market my house. He knew my position and caused me to loose valuable marketing time because all along he planed to buy my house. And now he has put my family into a position that caused us to loose our home and all our equity.”

Remember, even though a salesperson complies with Florida License Law, a short sale is a political hot button. I don’t think anyone wants to defend themselves in court or in front of a Professional Standards Panel on accusations that they profited and the seller lost their home.

Article 5…Disclose present or contemplated interests in any property to all parties.

When I discuss Article 5 at my short sale workshops, I always ask if anyone is working with an investor. I then ask if they are going to list or manage the property as a rental after the investor has purchased it. Again, salespeople often answer ‘yes’. That positive answer indicates that the salesperson has an interest or potential interest in the transaction and that interest should be disclosed.

Article 11…Be knowledgeable and competent in the fields of practice in which you ordinarily engage. Obtain assistance or disclose lack of experience if necessary.

Brokers, when your sales associates list or sell a short sale property without specific knowledge of what they are doing, there are two words with which you must become familiar - WALKING LAWSUIT. You should insist your sales associates attend a short sale workshop.

Article 13…Do not engage in the unauthorized practice of Law.

When Article 13 is discussed at my workshop, salespeople firmly state they would never violate Article 13, so I provide a little story. We are sitting on our tearful seller’s couch. They hold up there mortgage and ask a question about their mortgage.

Like all good salespeople we would be able to rip through the verbiage and provide our seller the answer. My next question is, “What is a mortgage?” At first I usually don’t get the right answer. The correct answer is, “A mortgage is a contract.” I follow that with; “Who is authorized to interpret a contract for another.” Only attorneys have the authority to interpret a party’s rights and interests in a contract.

Salespeople provide the answers because they believe they are helping their customer.

Article 17…Arbitrate contractual and specific non-contractual disputes with other Realtors and with your clients.

The reason Article 17 is included is because of the way short sale offers are accepted and approved. The seller starts the process by accepting the offer contingent upon the seller’s mortgage holder(s) approval of the short sale offer.

A listing broker offering a set percent or dollar amount as a brokerage fee in the Multiple Listing Service must pay that amount to the selling broker. Unfortunately, the seller’s mortgage holder(s) and in some cases a court may ‘cram down’ the brokerage fee when they approve the short sale offer.

If the listing broker did not indicate in the Multiple Listing Service offering that the brokerage fee was subject to change at the time the short sale offer is approved by the seller’s lender(s), the selling broker could file an arbitration case demanding the advertised amount. When listing short sale properties make it clear that the brokerage fee may be changed by the seller’s mortgage holder(s) or possibly a court.

The last issue that needs to be addressed is listing agents who offer huge brokerage fees on short sale listings knowing that the seller’s mortgage holder(s) will cram down the brokerage fee. Not only could this be an ethics violation, it could also be a licensing law violation concerning false advertising.

I’ll say it again. Short sales and pre-foreclosure properties are political hot buttons. Just tune into the evening news and you’ll hear about these issues. As Realtors we don’t want to be part of those headlines. The headlines we want to hear about Realtors are how we help distressed homeowners overcome these negative issues and sell their house.

In the final article of this series, I’ll write about the actual mechanics of how to put the paperwork together and send a professional short sale package to the lender.

Wishing you continued real estate success.

Ulrich Leinhase, GRI

Florida Licensed Real Estate Broker

Educating Successful Real Estate Professionals™

This article may be reprinted without charge by any magazine or newsletter, or quoted from freely in any book. There are only a few conditions:

 1. Permission for use of each is given for one-time printing only. For multiple reprints, please ask for permission first (uleinhase@ulrichleinhase.com) which will almost certainly be given. 

2. Maximum Success, Incorporated retains all copyrights. 

3. If your publication prints photos of other writers and contributors you must use a photo of Ulrich Leinhase with his articles. A publicity photo can be obtained by contacting uleinhase@ulrichleinhase.com

4. In all cases, the article reprint must include a tag at the end indicating copyright, contact information, and noting that the article has been excerpted from a certain book, workshop, or seminar. That tag is printed at the end of each article here on this web site.

5. After you reprint the article, send one copy of the periodical in which it is included to:        Maximum Success, Incorporated PO Box 600794, St. Johns, FL  32260

What is a Short Sale?

In today’s real estate market many licensees are frustrated by the hurdles they have to navigate to help their customer’s sell their house. And most of these hurdles have nothing to do with the buyer.   

As real estate values started a downward spiral many sellers found themselves upside down – meaning that their mortgage is greater than the value of their house.    

The best advice for many of these sellers is to hang tight. Wait until the market turns. Unfortunately, many sellers with adjustable rate mortgages (ARMs) that are resetting at much higher rates cannot wait. They can no longer afford their house payment. These sellers want relief and they want it now. 

The relief many of these sellers are considering is known as a short sale. A short sale is when a mortgage lender accepts less then the amount required to pay off the existing mortgage. The process is called loss mitigation.

When a mortgage lender considers a short sale, they are considering the lesser of two evils. The first is how much money they will lose if they have to foreclosure on the property, including the extra expenses they will incur to hold and maintain the property. They also consider how much they will have to reduce the selling price of the property before it sells. A lender considers the total amount they will lose (write-off) if they have to foreclose.  

The second alternative is a short sale. In this scenario, the lender knows how much money they are going to lose (write-off) if they accept a short sale. It is usually the short sale offering price minus a real estate brokerage fee and closing costs. The rest of the proceeds are used to pay off a portion of the mortgage. That’s why a lender has a pretty accurate idea of their total loss.  In theory, lenders accept the option offering the smallest loss.  

The paperwork that is sent to the lender’s loss mitigation department for a short sale approval and the many ethics issues will be covered in future articles. Right now, I believe we need to be able to clearly explain to our customer-the seller-what they need to know about the financial aspects of a short sale, as well as the consequences they may face. 

Many sellers have heard about the Mortgage Forgiveness Debt Relief Act of 2007. It applies to debts discharged between Jan. 1, 2007 – Dec. 31, 2009. In summary, a taxpayer does not have to pay federal income tax on a debt forgiven for a loan on a principal residence. For the full text, visit www.govtrack.us and look at bill number H.R. 3648.  

This act address what is known as: “Phantom Income?” It sounds like all debt (phantom income) is forgiven. Unfortunately, that’s not true. Investment properties are not eligible. Only purchase money mortgages for principle residences are eligible. Equity line of credit or home-equity loans may be eligible if used to build, buy, or improve the home. If the home line of credit or home equity was used to buy an investment property, pay off credit cards, buy a car, go on vacation, or send a child to college, the phantom income remains taxable.    

Here is how phantom income is determined. 

The $85,000 write off by the mortgage lender is the phantom income. This is the amount the seller is short on paying off their mortgage. The lender sends a 1099c to the mortgagor for that amount. The mortgagor is responsible for any taxes due on the $85,000. 

To avoid paying any taxes on the phantom income the mortgagor must include IRS Form 982 when they file their income taxes. Go to www.IRS.gov then click on forms and select Form 982.    

There is one last issue that needs to be addressed. The $125,000 that is the sum of the $40,000 down payment and the $85,000 phantom income are both nondeductible events. As the IRS rules say … too bad so sad. Loss on a personal residence is a nondeductible expense. 

Some sellers believe that they will not receive a 1099c if the lender forecloses on their property. You must let your customers know that a 1099c will be sent to a mortgagor if the lender forecloses, the borrower walks away from their mortgage, or the lender accepts a short sale. The best advice is to always recommend your seller consult legal and financial experts before making a decision about a short sale.

Wishing you continued real estate success. 

Ulrich Leinhase, GRI

Florida Licensed Real Estate Broker

Educating Successful Real Estate Professionals™

Earlier today I presented Opening a Successful Brokerage at the Northeast Florida Association of Realtors (NEFAR). This is a four hour Continuing Education program for Florida licensees. There were 52 participants. The majority were licensed brokers which really surprised me. I thought that most of the participants would be salespeople exploring the possibility of opening their own brokerage firm.

However, before the program started one of the attendee’s brought a startling issue to my attention - my web address on the handout had a spelling error.

At first I was embarrassed. Florida was spelled without the I. But then as I started the presentation I had an idea. I brought the spelling error to everyone’s attention. I started off by saying that I know Florida has an ‘I’. When I said that, everyone looked at my web address. I was amazed at the amount of unexpected attention that error gave my web address. As much as I liked the attention it will be spelled correctly for the next presentation. www.RealEstateClassesFlorida.com.

I was also surprised that most of the questions revolved around tax issues for the various entities that can register as brokerage operations in Florida. I was also asked if I would post on my web page the questions that cannot be asked during an employment interview.

I was also asked to post the questions that should be asked in an interview. I will post both sets of questions on my web site, yah, you guessed it: www.RealEstateClassesFlorida.com.  

I now have posted a number of questions that a new licensee should ask a broker before parking their license. As soon as I determine the appropriate place on the web page I will have the ‘do ask’ and ‘don’t ask’ questions posted.

Just one last little plug I want to make. The NEFAR will be hosting a Loss Mitigation Certification (LMC) workshop July 28, 29, and 10, at the University of North Florida. The certification is from the National Association of Realtors (NAR) designation. I will be the presenter.

July 28 I will present a four hour workshop of Auctions … Listing and Selling Real Estate With a Bite™. This workshop describe auction rules, terms, and conditions real estate professionals will encounter when attending an auction with a buyer or seller. In the afternoon I will present a three hour workshop Listing and Selling Overleveraged and Short Sale Houses™.

July 29 I will present a four hour workshop REOs and Commissions that will be focused on listing, selling and managing REOs; in the afternoon a three hour workshop covering selling HUD acquired properties and how to become an approved broker and questions and answers on everything covered during all the workshops.

July 30 there will be panel discussions that will include presenters from NAR, FAR and NEFAR.  

Unfortunately, as soon as NEFAR announced the LMC designation workshop over 200 members registered. Here is the unfortunate part – 200 is the limit.

The demand for this workshop and the NAR designation has been so great NEFAR will offer the workshop again in October. If the LMC designation is something that you are interested in earning you should call NEFAR and register for the October event.

I want to apologize for all the shameless advertising. However, if there is anything miss- spelled it’s the spell checks fault.

Wishing you continued real estate success.

Ulrich Leinhase, GRI

Educating Successful Real Estate Professionals™      

My attempt at blogging will be dedicated exclusively to sales professionals whose income and livelihood depend solely on their production and performance in an ever-challenging and ever-changing market place.

Today’s economy requires all of us to re-examine our selling skills, people skills, and our own motivation for success. The old days and ways are gone forever. And those who are waiting for things to snap back to the days of old will be left out in the cold (pardon the pun).  

As an instructor I’ve found that certain things work very effectively with adult learners. I’ll go through the full explanation in a future blog. I just want to give you a quick overview of what I will be writing about. I have found that with a minimum amount of effort a mediocre salesperson can morph him/herself into a mega producer over night.

The process is painless, easy, and a lot of fun. Here’s what’s required. Understanding how Subliminal Messaging, Embedded Commands, and Neuro-linguistic Programming affect your customers’ decision making process. That’s the key to making more sales.

Those three components equal the difference between average and mega producer. And that’s what I will be writing ging.   

I apologize for the quick introduction but I have to finalize my presentation for the Core Law class and the National Association of Realtors^® Quadrennial Ethics course that I am presenting for the Northeast Florida Association of Realtors^® in Jacksonville, Florida.

The associations’ director of education said there will be standing room only and the hotel has informed them the room is at full capacity. You see when I make my presentations I employ Subliminal Messaging, Embedded Commands, and Neuro-linguistic Programming.

That’s why when I start my presentations I provide attendees the required explanation of the FCC’s two frame rule because of the subliminal messaging in my PowerPoint® slides. We’ll talk more soon.  

Wishing you real estate success,

Ulrich Leinhase, GRI

Educating Successful Real Estate Professionals™

www.UlrichLeinhase.com