Real Estate’s Leadership Crisis

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With over 94% of real estate brokerages running in the red, one of the biggest challenges we see in the industry is a crisis of finding and developing tomorrow’s company leaders.

The problem stems from the fact that most real estate brokerage managers/owners, despite being good salespeople who have risen to a certain level of success in their own real estate production, aren’t necessarily good business owners. Typically, these producers get fed up with current company leadership and start believing they can do it better. They then launch out on their own with their new company, only to fail more than 75% of the time.

So how do we help prevent this craziness? The answer is simple: Training.

Companies need to develop and/or outsource leadership development programs that can help train their own agents to be leaders. Unfortunately, most companies refuse to do this, out of fear that they’re simply training a future competitor. As a result, the task falls on trade organizations and real estate schools. The National Association of Realtors®, through its various member-only subsidiaries, used to have one of the best programs available to learn how to start, grow and maintain a successful brokerage. Unfortunately, over time this program became watered-down and has virtually disappeared.

So, the gap in professional education falls to the real estate schools or seminar trainers/consultants. One such school in Illinois, Real Estate Institute, has launched a two-day program called “Building & Growing Your Real Estate Brokerage” in conjunction with my seminar company and based upon my book, “The Real Estate Entrepreneur.” This intensive crash course covers the essential information that future brokerage leaders should have before launching into company ownership, or at the very least, within the first two years of ownership.

The program covers such essential topics as:

  • The Importance of Your Company Vision
  • Your Niche
  • To Franchise or Not to Franchise
  • Policies and Procedures Issues
  • Commission Structures From the Inside Out
  • Targeting and Recruiting Agents
  • And More! 

This course will save a future broker-owner THOUSANDS of dollars in wasted time and energy. Kudos to the Real Estate Institute for stepping up and filling the leadership educational gap in our industry.



Cliff Perotti is a 32-year veteran in the real estate business and has consulted with some of the largest brokerages in the world.  He holds 11 national designations and is the author of “The Real Estate Entrepreneur… A guide to Launching & Growing a Real Estate Brokerage” (McGraw-Hill).


How CFPB’s Amendment to TRID Affects Your Business

TRID mazeThe Consumer Financial Protection Bureau (CFPB) finalized an amendment to the TILA/RESPA Integrated Disclosure Rule (TRID) that has been in effect since October of 2015. While the rule makes no changes to the Loan Estimate or Closing Disclosure forms or their timelines for delivery, there are some items in the amendment that may affect your business processes, and we’ll take a quick look at them here.

  1. Information sharing with parties to the transaction: The new rule makes it clear that the borrower’s Closing Disclosure may be shared with other parties to the transaction (i.e. the real estate agent and the seller.) This codifies long-established practice in many States, and removes uncertainty that was thrown into the mix when the original TRID rule was promulgated. The CFPB is working on additional specific guidance on providing separate CD forms to the borrower and seller. NOTE: this Federal regulation will not change practices in any State that might explicitly prohibit such sharing of information at the state level.
  2. Housing Assistance / HFA Loans: In the final rule, the CFPB provides guidance that certain loans made by housing finance agencies and other non-profit housing groups will retain their partial disclosure exemption from the TRID rule even when recording fees and transfer taxes are charged to the borrower. The CFPB hopes that this will increase the number of these transactions that receive the exemption, thereby increasing the number of such loans made.
  3. Co-Op Loans to be Covered by TRID: The new rule extends the scope of TRID to cover all loans made on cooperative housing units (“Co-Ops”), where the buyer is technically buying into the Corporation running the housing project instead of purchasing real property in the traditional sense. Co-ops are quite prevalent in the New York metropolitan area, as well as elsewhere on the East Coast, and this change will probably have more impact on general business processes than the others listed here.
  4. Tolerance for Total of Payments Disclosure: Under the old TIL disclosure, the total of payments box was calculated specifically using the finance charge. With the roll-out of TRID, the marriage between finance charge and this disclosure was removed, but no accuracy tolerances were put in place. This rule changes that by adding an accuracy tolerance to the total of payments disclosure that mirrors the one that has been in place for the finance charge itself.

Finally, the CFPB also put out another request for comment on a proposal to address when creditors specifically may use a Closing Disclosure (instead of a Loan Estimate) to determine if a charge was disclosed in good faith. The uncertainty around acceptable situations for this has created what many compliance officers call the “black hole” – especially when closings are delayed. See the CFPB Website for more information.

The mandatory compliance date for all provisions of the rule listed above is OCTOBER 1, 2018.

Happy Originating,

Peter



Real Estate Institute offers top-rated Mortgage Loan Originator Continuing Education and Pre-License courses in all three formats: Classroom, Live Webinar and Online, Self-Study. These courses were designed BY loan originators FOR loan originators covering topics you need to know to navigate today’s ever-changing lending landscape.

2017 Illinois Managing Broker License Renewal in Two Simple Steps

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The Illinois Department of Financial and Professional Regulation (IDFPR) is now accepting Managing Broker license renewal applications. Follow these instructions for a timely renewal:

Step 1 – Complete 24 Credit Hours of Continuing Education

Illinois real estate Managing Brokers need a total of 24 hours of continuing education (CE) which includes:
12 hours of core and elective CE 
(via self-study, online or classes) plus 12 hours of interactive Broker Management CE (via classes or live webinars).

The current Managing Broker renewal period began May 1, 2015, and ends April 30, 2017. If you complete continuing education courses with Real Estate Institute, our school reports your course completions to the IDFPR.

Exceptions

  • New Licensees: Managing Brokers who are in their first renewal period might not need 24 hours of CE in 2017. Licensees who completed the Managing Broker pre-license courses during the renewal period are exempt from the Broker Management CE requirement. These licensees are required to complete only 12 hours of core and elective continuing education.
  • Attorneys: Currently licensed Illinois attorneys are exempt from the education requirements! Don’t forget to submit your license renewal application. See below.


Step 2 – Submit Your New License Application

After you have completed your CE requirement, you must renew your license with the IDFPR. There are two ways to renew your license:

  1. Apply Online – The IDFPR permits online license renewal applications to be submitted up to 90 days before the license expires. This option allows you to complete the entire renewal application and pay online.  Click here to apply online.

  2. Mail Your Application – The IDFPR no longer mails licensees a pre-printed renewal application. However, you can print the form online. Select Print Renewal and enter the requested information. This application can be completed and returned with payment. If you use the paper application, we strongly recommend that you send it to the IDFPR via USPS Certified Mail so that you receive confirmation of delivery to the IDFPR. Delivery confirmation will be critical in the event of a delay in license renewal. It will take the IDFPR several weeks to process your application.

If you have questions about your education requirements for renewal, please call 800-995-1700 to speak to one of Real Estate Institute’s compliance experts. More information can also be found at InstituteOnline.com/Renew.

Illinois Doubles “Credit Reporting Fee” for Insurance CE Hours

Up-Arrow-BlueEffective March 2, the state-mandated fee for reporting Illinois insurance continuing education credit hours to the appropriate licensing authorities has increased from 50 cents per hour to $1 per hour. The fee is intended, in part, to fund online licensing services available through the National Association of Insurance Commissioners’ “State Based Systems” website, www.statebasedsystems.com. Producers can use the site to review their licensing information, monitor their remaining CE requirements, find approved education providers and more.

Real Estate institute offers insurance education approved by the Illinois Department of Insurance. Thousands of Illinois insurance producers complete our classroom and self-study continuing education courses each year. All state-mandated fees are required upon enrollment. State fees are subject to change without notice. We encourage students to complete courses promptly to avoid further fee increases.

Not So Fast: HUD Rescinds MI Premium Cut

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As you may have heard in various media reports, HUD issued Mortgagee Letter 2017-07 on Friday, January 20, rescinding the annual Mortgage Insurance Premium (MIP) cuts announced in Mortgagee Letter 2017-01. While there has been much news and opinion analysis on this story, the only effect on your daily business is the annual MIP will not change effective with closings on or after January 27.

The actual impact on the mortgage market is likely very minimal, with the most likely outcome being that some loans on which disclosures were sent to borrowers between January 10th and 20th – showing the reduced premium – will have to be re-disclosed. Before re-disclosing, I suggest doing a quick double-check to ensure that the change has been applied throughout the loan file, including the APR on the Loan Estimate. It remains to be seen whether the new administration will decide to move forward with any premium cuts in the months to come.

Peter

FHA Lowers Mortgage Insurance Premiums Again

OLYMPUS DIGITAL CAMERAToday, HUD released Mortgagee Letter 2017-01, announcing a reduction in the FHA annual mortgage insurance premium by 20-25 basis points across the board and eliminating MI surcharges on loans over $625,500 in high-cost areas. This announcement, sure to please originators across the country, comes on the heels of the FHA Mutual Mortgage Insurance Fund (MMIF) once again reaching its statutory-mandated reserve of 2% in 2016.

The premium cut goes into effect with closings/disbursements on or after January 27, 2017. This is a slight departure from typical FHA policy changes which are usually implemented by the date the case number is obtained. Note, the UPFRONT MI Premium (UFMIP) is not changing and remains at 1.75% for forward mortgages.

The new annual premiums, effective January 27th, are highlighted below.

Happy originating!

Peter

Should You Become A Home Inspector? Read This First

magnifying-glass-red-houseAfter 25 years of “crawl spacing” (a friendly term that my friends and I call what we do), I sometimes ask myself why I love the home inspection profession so much.  If you think about the yucky stuff, like crawling around in hot attics and various spider-filled tight squeezes, you might wonder what’s wrong with me.

I asked my friend and colleague Corey why he thought we did it.  He said it’s because we have “FSO disease.”  We love to Figure Stuff Out, including why “stuff” doesn’t work. I can’t tell you how many times I walk by something and it just doesn’t seem right.  I will stare, test, prod and poke it until I figure out what’s wrong with the component I’m looking at.

Another reason I enjoy my work is that we get to use cool tools.  I purchased a thermal imager to help with my inspection business.  Today, I was shooting the ceilings of a condo and found a blue spot on the ceiling in a bedroom.  It didn’t even dawn on me that a register was missing in the room.  It turns out that the ductwork was placed to the point of discharge, but the register was never installed. Someone lived there for four years without heat or AC in the room.

But the biggest and most important reason I do this work is the feeling I get when I’m doing my closing interview with my clients and showing them all the issues that are present in the home they’re about to purchase.  When I finish, they look me in the eye, shake my hand and say “thank you” with the most sincerity. I can’t tell you how much I enjoy that feeling.  I help families with the largest purchase in their lives, and that’s pretty cool.

If you, or someone you know, would like to become an official member of the “FSO” community, please attend our upcoming Home Inspector Informational Seminar.  This no-cost seminar will cover the requirements for obtaining a home inspector license, what it’s like to enter this rewarding career field, and the tools that are used in this exciting profession.

My name is Charles Bellefontaine, and I love crawl spacing!

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Charles Bellefontaine is a veteran home inspector and licensed Illinois home inspector instructor. You can find out more about him at www.thehomeinspectors.com.

NMLS Reminders for a Successful CE Season

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According to the NMLS, the number-one question they receive from Mortgage Loan Originators is, “Do I need to do CE?” If you’re not sure, you should log into NMLS to review your education requirements. Your Course Completion Record will indicate whether you still need to earn Continuing Education this year. The NMLS has prepared a quick guide to help you navigate your record.

The NMLS also reminds MLOs that:

  • You may not complete the same CE course as last year.
  • Pre-license education courses do not count toward CE. However, MLOs do not need to take continuing education in the same calendar year in which they took an NMLS-approved 20-hour pre-license course.
  • Nearly half of all state agencies have a state-specific CE requirement. See the
    NMLS 2016 State-Specific Education Requirements Chart for the number of hours and other requirements.

  • Several state agencies have early CE or renewal deadlines. Check the state-specific education requirements chart for details.

Real Estate Institute offers top-rated 2016 CE courses in all three formats: Classroom, Live Webinar and Online, Self-Study. Try our courses and find out what it’s like to take CE that’s relevant and interesting.


5 Reasons to Become a Real Estate Agent


A career in real estate can be rewarding. Agents have varied backgrounds ranging from corporate America to teaching. If you’re thinking about trying something different, you’ve chosen a great time to do it. Tuition is low, and the real estate market is growing. If that isn’t enough to convince you, here are 5 reasons you should get a real estate license – NOW.

#1 Work As Much or As Little As You Want

Selling real estate doesn’t have to be a full-time job. You can work full time and enjoy unlimited earning potential, or you can work part time and earn enough to make it worthwhile. You won’t be chained to a desk all day, every day. Many residential agents choose to work from home so they can spend more time with their families. The choice is yours.

#2 Earning Potential Is Up to You

This directly relates to the first item on our list. Successful real estate agents work hard. Top producers are tenacious, assertive and available. They understand the value of networking and use it to build their business and income.

#3 Love What You Do

Imagine waking up every day and looking forward to going to work. Ask agents why they do what they do, and they will tell you that it’s because they love working in real estate and making a difference in people’s lives. You can make a difference, too. Not only will you be helping others, but you will wake up every morning loving what you do!

#4 No Two Days Are the Same

As an agent, you’ll wear a lot of hats. You’ll act as an educator, financial adviser, counselor, life coach and concierge. A flexible personality is key to juggling the varied demands of the job.

#5 Train in a Short Period of Time

Instead of spending years in school and the tuition associated with it, you can invest a matter of weeks (or a few months depending on your availability) and about $1,000 to get the required education, exams and obtain an Illinois real estate license. If you do need financial assistance, some schools offer easy financing.

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Real Estate Institute has been a top real estate education provider in Illinois for over 20 years. Our students have consistently outperformed other state exam candidates. A reputation for highly rated instructors and superior customer service explains why we have over 150,000 alumni nationwide.

LOAN ORIGINATORS: IDFPR RESCINDS PROPOSED EDUCATION RULE, ADOPTS UST

Breaking_NewsIn a surprise move, the IDFPR Division of Banking has rescinded the Mortgage Loan Originator (MLO) education rule it proposed in late April, which called for an additional three hours of Illinois-specific pre- license education and an additional three hours of Illinois-specific continuing education annually. The Division of Banking also confirmed plans to move ahead with adopting the Uniform State Test (UST) for loan originator license applicants in Illinois, effective June 1, 2016. For those unfamiliar, the UST covers general state-level regulatory information applicable in most states and is included as a part of the National Component of the SAFE exam that all potential licensees must pass.

Illinois State Test Component Removed Effective 6/1/2016

WHAT DOES THIS MEAN FOR YOU?

  • If you are currently licensed as a mortgage loan originator in Illinois, this has no impact on you. You may continue to originate as you have been doing.
  • If you are not yet licensed in Illinois but have already passed BOTH the National Component AND the Illinois State components of the SAFE exam, your Illinois license application will not be affected by this change. Whether or not you have actually filed the application, you do not have any additional requirements and may apply for licensure at any time if you have not already done so.
  • If you are not yet licensed in Illinois AND you have passed the National exam with UST (meaning you enrolled for and passed the National SAFE exam AFTER April 1, 2013), you will be able to apply for an Illinois MLO license on or after 6/1/2016 (do not apply before this date). This situation also applies to anyone who enrolled in and passed the STAND-ALONE UST, which was available in 2013 and early 2014.
  • If you are not yet licensed in Illinois AND you have not passed the Illinois exam AND you enrolled for and passed the National SAFE exam WITHOUT UST (you enrolled for the National exam BEFORE April 1, 2013), you have two options:

    Option 1: Enroll in the Illinois State Component exam BEFORE June 1st, 2016 and pass that exam on your first take OR;

    Option 2: Enroll for and pass the current version of the National exam with UST. Yes, this will require you to re-take the full national component, as there is no longer a stand-alone UST option.

If you have any questions about which exam(s) you have taken and passed, you can find that information by logging into the NMLS (on the State side), clicking the “COMPOSITE VIEW” tab at the top right, then clicking “View Individual” at the top center and finally clicking “Testing Information” on the left navigation bar. You can also contact the NMLS Call Center at 855-665-7123 with questions about your status.

Refer to the IDFPR press release announcing this change.


Real Estate Institute has helped thousands of LOs pass the SAFE exams with Prep-to-Pass. Our recently updated test prep program includes the most recent NMLS content outline revisions. Try sample practice tests for free at our website.