10 Chracteristics Of A Great Realtor: If You Don’t Have These Skills You Are “Selling” Yourself Short

FoxBusiness.com published this deansguide article July 7, 2008

Please read this article then refer to this fantastic historical blast through Web 1.0 to Web 2.0 by Mike Wesch

What do you do if you are ready to address a new prospect and the first thing out of their mouth is: “I don’t know if I really need a Realtor”? Are you prepared for that statement or have you comforted yourself with the idea that 99.99999% of the consumers at large understand the value of a Realtor during a real estate transaction?

The Idea Simply put you should think of your job as:

1st an educator

2nd a sales person

Sales Perspective #1

NEVER ASSUME anything. Consider the idea that you should have the attitude that you need to sell your prospective client on the benefits of representation. Do not think that just because they found you, they are sold on paying you thousands of dollars for the priviledge of doing business with you

Help them understand the safeguards YOU bring to the table in these shaky economic times and era of mortgage meltdowns


1. You are an expert at contracts, interpreting contracts, and explaining all aspects of the contract to clients

2. You are the informational expert for your county, city, town, region, or neighborhood

3. Although you do NOT have to be, you are an EXPERT in mortgages, appraisals, and credit issues. If need be you could perform your affiliates job with ease

4. You understand home inspections and their importance

5. You have a “team” of affiliates who have the same “educator-expert-sales” approach

6. You are a technologist and understand the marketing importance of blogging, Google search, and viral marketing tools for maximum exposure

7. Your broker supports your efforts 110% with real world marketing-ads in local, regional, and national publications (when necessary)

8. You are AVAILABLE to answer questions

9. You have connectivity aka you are networked into the communities political structure, industry hierarchy, and familial community outlets

10. Your reputation is your calling card. “It’s who knows you-NOT who you know” that counts

Update: FAQ aka Where Are We Now In The 1031 Tax Group Case?

FoxBusiness.com published this article March 6, 2008

In the slow marathon that the 1031 Tax Group case against Ed Okun has become, it is ease to lose sight of where everyone stands. As a reminder, the following is information from the US Bankruptcy Trustee Jerry McHale’s website trustee1031TaxGroup.com. Although this information has been available to the public, for months in some cases, it serves as a reminder of contact information, links, and goings on within the case.

Contact Information:

1. Jerry McHale Court appointed US Bankruptcy Trustee
jerrym@trustee1031taxgroup.com; (239) 690.6497 and (239) 337.1178

2. United States Bankruptcy Court Southern District of New York (212) 668.2870
3. United States Trustee US Department of Justice (212) 510.0500 and (212) 668.2255

Important 1031 Tax Group Resources

1. News: This links gives the latest news on the case
2. Case History: Time line of events throughout the case
3. Court Documents: Extensive PDF files of proceedings if waded through are sure to make you angry
4. Schedules and Deadlines: Very important to understand and keep up to date even at this point in the proceedings
5. Trustee’s Newsletters: If you want to see what Mr. McHale is going through, and he is very good, check what he is doing
6. Vehicles For Sale: Aka “Toys for Sale” this is an extensive list, with conditions-mileage-details, of all of the available Okun toys for sale including luxury cars, jets, helicopters, jet skis you name it it’s here as well as what has been sold. A can’t miss list!
*Note to view the toys go to the pdf file “List of Vehicles For Sale”

The last and most interesting link, Frequently Asked Questions aka FAQ, contains the standard questions regarding recovery. The most intriguing questions were the last two:

11. “Many of the employees for Mr. Okun were not paid for the time they worked nor did they receive severance they were promised in writing. Is there any chance they will receive the money owed to them?”

A-“If you worked for any of the following entities which have filed bankruptcy petitions you may be entitled to file a claim in that case.” Go to the FAQ link for a list of the companies involved

12. What efforts is the Trustee undertaking to put Mr. Okun in jail?

A-“The Trustee deals only with civil matters related to the case. The US Postal Service and the United States Attorney’s Offic, both of whom deal with criminal matters, do have ongoing investigations and the Trustee is cooperating with those agencies with their investigations.”

Realtor Career Evaluation Tool #1: Understand Your Options, Chart Your Destiny

Susan Hanshaw of personal development firm inner architect is publishing a book “Inner Architect: How To Build The Life You Were Designed To Live” devoted to helping Realtors become aware of their challenges, find the courage to confront the idea of change, and take the final step by implementing an intentional plan of action.

“The Apprentice Contest” is a first step in giving Realtors and Brokers the opportunity to review Chapter 1 now and Chapter 2 of “Inner Architect: How To Build The Life You Were Designed To Live” in the near future.

The Benefits of Ordering Your Free Copy of Chapter 1

1. Chapter 1 “Cultivating Your Mind to Consider Change” helps readers learn:

a. Identify Clues that tell you if your job is no longer working for you
b. Get Clarity about how well your job is working for you
c. Understand what this means to you personally
d. Recognize what your choices are
e. Identify which choice you really want to make
f. How prepared you are to make a change
g. Your personal steps needed to prepare you to create your change

Susan provides guidance through steps, questions, and measuring tools (reader exercises) which provide the foundation for the reader to honestly self evaluate their situation.

More importantly to the reader is the fact that Susan has lived and walked the walk of change in her life. She abandoned a very successful 20 year direct marketing career as a Vice President to create a better life.

Woven throughout the book are her personal accounts, and struggles, of leaving a career that no longer fit her life. In addition to Susan’s story, she fortifies the book with stories from former coaching clients, students of her workshops, friends, and family. This collage paints a truth for many readers who can not help but identify with many of the scenarios in the book.

Final Analysis: Chapter 1 “Cultivating Your Mind to Consider Change” provides the building blocks and awareness to help you understand the value of an open mind (awareness) and believe in your right to live an “ideal” life in or beyond the real estate industry.

Judge Moves to Seize Okun Assets: Confiscated Assets Will Be Liquidated for 1031 Tax Group Settlement

U.S. Bankruptcy Court judge Martin Glenn recently ordered the seizure of assets from 1031 Tax Group owner Ed Okun as the next step in attempting to pay back monies owed to investors aka creditors. According to the Associated Press, this agreement allows the 1031 Tax Group to seize control of it’s owner’s (Okun) assets for liquidation to meet debts outlined in the settlement. Judge Glenn was quoted as saying “This agreement immediately results in the debtor’s recovering assets that can support a liquidation plan and distribution to creditors.”

In the original settlement, creditors rejected the deal because that deal would have allowed Ed Okun to keep ” his four houses, four airplanes, seven boats and 20 cars” The assumption, and nobody from Okun’s camp has chosen to prove otherwise, is that these assets were purchased with creditor’s monies. The old “other people’s money” strategy of investing.

The list of assets seized: a helicopter, Learjet, and two Gulfstream jets. In addition 7 boats will be taken amongst them are a 38ft Cigarette go-fast boat and a 37ft Heim wooden replica vessel. Even more impressive are the cars an incredible collection beginning with two Indy race cars, two Ferraris, two Lamborghinis, a Bentley, and a Rolls.

Although this is a good beginning to recovery, what is puzzling is the fact that the judge is taking all of Okun’s assets away. . . or is he? In the deal, according to Associated Press reports, the judge specified, that “Mr. Okun would be allowed to keep two multimillion dollar homes in New Hampshire and Florida and two cars. Okun will also be able to negotiate a living allowance.”

Granted it is very possible that the two multi-million dollar houses and two cars were assets earned prior to his maneuvers with the 1031 Tax Group. Unfortunately that is not much consolation to people who have lost absolutely every dime they owned in this deal. For those investors, their retirement days will be filled with work trying to rebuild from scratch. Hopefully everyone will be able to walk away with something including Mr. Okun.

Students and Credit Cards: 4 Ways to Manage Your Money To Keep You Out of Trouble!


Students constantly search for methods to finance their college educations. What is sometimes overlooked within this formula? The rising cost of living expenses each student incurs during their school year. Many students desperate to make ends meet surrender to the credit card “spiral.” The following information will hopefully give students some ideas and advice on how best to manage their credit and debt while pushing through school.

The following are steps to help students manage their student credit cards. This information is presented by Liz Roberts, loan consultant, with New Horizons Finance:

1. Willpower: Simple concept but difficult for most people to grasp. When the mood strikes to pull out the credit card students should ask themselves one simple question: “Do I really need this item or do I just want it?” This simple but powerful idea will help students control their spending, create a conscious check before purchase, and in many cases train the “spender” by positively reinforcing the idea that their credit balance is in line with their income.

2. Pay Cash: When casinos first began in this country, casino owners understood the “value” of removing a gambler’s emotion from their money. Simply put, casino’s from that beginning until today always insist that you “change” your cash dollars into their chips. Gamblers have a much easier time losing, without regret, their money in a casino if they are betting with chips. If the gambler was forced to throw down cash for every game or bet, the regret factor would help deter their spending and lower casiono profits. Like Robert De Niro in the movie “Casino” (picture above), credit card companies rely upon your human side to lead your astray.

The exact same casino concept applies with credit cards. Paying cash gives the spender the “feeling” that hard earned monies need to be rationed. Using a credit card allows the spender to avoid this feeling. We all know the results of unconscious spending.

3 . Budget Money/Allowance: Students like housewives, should create a personal budget. List items that are monthly needs first. Attempt to cut out the “fat” that your can actually live without. If at all possible save some money each month for an emergency cash fund. This is difficult but it could come in handy in the future.

4. Be Responsible: Try to be the “owner” of your debt. Do not go to family or friends for bail out funds whenever possible. By staying within a budget, you will be more likely to stay out of financial trouble. Remember that favors from family is much easier to ask for if it is a rare occurrence rather than a monthly request.

If you have trouble remaining responsible, run your credit card debt into the “ditch”, and borrow every last dime available from family and friends then you might just find yourself in the predicament below. Be responsible stay out of the “ditch.”