Real Estate Radio USA and Broker Bryant Solve World Peace. Or not!!!

Real Estate Broker/Owner with Tutas Towne Realty, Inc and Garden Views Realty, LLC BK607690

Super Broker!!!Yesterday....I took a walk into the lion's den! I agreed to be interviewed by.... "The Sultan's of Short Sales, the Crusaders of Capitalism, and the Prophet's of Profit...Barry Cunningham and Barry Johnson", over at Real Estate Radio USA.

You may have had some encounters with their producer, Brett Wilson on ActiveRain. Brett posts quite a bit on ActiveRain about short sales and incompetent REALTORS®. He can sometimes come off a little aggressively and has a tendency to "stir up the pot". But that's OK. I actually enjoy heated debates and have enjoyed interacting with Brett. Sometimes I agree with him and sometimes I don't.

Below is the link to the interview if you want to listen. It's a little long, at around 40 minutes, but well worth the listen if you have the time. You can listen as you read this post.

Broker Bryant on Commission Justification [41:48m]: Play Now | Play in Popup | Download

Now folks, I've listened to this a couple of times and have to say......I suck! I think my problem was I went in being very conscious of not dominating the conversation, as I have a tendency of doing. Plus I wanted to do my best to just answer the question "What do you do to justify your high commission?"

But here's the problem. The Barries are looking for an answer that quantifies exactly what it is we do with a cost associated to it. For example. I advertise in the paper and it cost me $500. I'll spend $1,500 to market your property. My negotiating skills cost you $1,000 and so forth. According to the Barries by doing this the potential Seller should be able to justify paying me x% because what I spend on selling their property warrants it.

If you listen to the interview you will hear that I struggled with this question. The reason I struggled is because I don't put a separate line item cost on each individual thing I do to get a property sold.

At one point Barry even related a story about how a plumber can show you an invoice explaining where his costs are. Well folks, I'm not a plumber!! I don't charge by the hour or charge for the part (tool) that I use.

What I was trying to explain is that my value is in my skill. I get the job done by whatever means I choose to use. And a lot of what I use are intangibles i.e knowledge, experience, trust, likeability, negotiation techniques, pricing salesmanship etc. How do you make these...line item charges? You can't.

I've thought about this quite a bit since the interview and I keep coming back to the same thing. The Barries don't understand what we do. And that actually surprises me because they do the same thing. Let me explain.

The Barries are in the business of teaching folks how to buy short sales for a profit. They sell tickets to a seminar. From what I've read on their site this is their business. They also seem to be very good at it.

So my questions to the Barries are:

  • How many people, that take your seminars and receive all the tools needed to purchase short sales, actually utilize the tools and knowledge you have given them?
  • What is the percentage of folks that attend a seminar that are now successfully purchasing and selling short sales?

The reason I ask this is that I know from experience that even though we may provide folks with ALL the tools they need to be successful it is still a very small percentage that actually have what it takes to make a go of it. Not because they don't have the tools but because they don't have the type of personality it takes to be a success.

The same goes for your average Seller or Buyer that wants to go it alone. They can find every thing they need to get the job done. BUT having the tools doesn't give them the knowledge and the ability to use them.

Sellers don't want to know what tools I use. What they want to know is that I can get the job done. And I can show them this by having a track record and by building a level of trust where they "just know that I know" what I'm doing. And this is an intangible. It's not a line item cost.

Lindsay, the young lady that the Barries are going to turn into the "Agent Rock Star" asked me a question yesterday. She wanted to know who a Seller would choose if she walked in with no experience but a long list of everything she was going to do to sell their property including spending her own money and me just sitting there telling the Sellers I couldn't explain what I do but "Just trust me, I have 13 years experience and have sold hundreds of properties in your neighborhood".

I can't remember how I answered but know I didn't want to discourage Lindsay in her endeavor BUT the answer is....they would choose me hands down. She wouldn't stand a chance in heck of winning a listing where she is competing with me. How do I know this? Because I don't lose listings. I turn some down but I don't lose them over a 25 step marketing plan, cost or anything else. Why? Because I'm a natural born salesperson. I know how to build trust quickly. I know how to make people comfortable with their decisions.'s truly not about what you do. It's about how you do it. Put the marketing plan away and just talk with folks. Find out what their needs are and then fill them. It IS all about the relationship. And relationships, my friend, is what Web 2 is all about. Use all the tools you will be provided but use them for the right reason, building a relationship with trust being the cornerstone.

It's sounds so simple because it is. Assuming you have the tools that ARE needed:

  • Likeability
  • Knowledge
  • True care and concern
  • The ability to listen
  • Problem solving skills
  • Negotiating skills
  • Trustworthiness
  • Honesty
  • Ethics
  • Morals
  • The desire to help
  • Confidence

So there's my quantifiable list. The cost is x%.

OK, Barry, Barry and Brett, here's my last two questions. Maybe the answers will help answer the question "How do you justify your high commission?"

  1. If you owned a property in Poinciana Fl and wanted to list it tomorrow, would you hire me?
  2. AND....why? 

Be honest. I was.

*** I couldn't resist on the picture! Thanks Danny Smith.

Copyright © 2008 | All Rights Reserved

Bryant Tutas
Tutas Towne Realty, Inc
Licensed Florida Real Estate Broker
***The content of this blog is solely my opinion*** 

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The BIO for Bryant Tutas


 Tutas Towne Realty, Inc handles Florida real estate sales, Florida short sales, Florida strategic short sales, Florida pre-foreclosure sales, Florida foreclosures in Kissimmee Florida Short Sales, Davenport Florida Short Sales, Haines City Florida Short Sales, Poinciana Florida Short Sales, Solivita Florida Short Sales,  Orlando Florida Short Sales, Celebration Florida Short Sales, Windermere Florida Short Sales. Serving all of Polk, Osceola and Orange Counties Florida. Florida Short Sale Broker. Short Sale Florida.

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Comments (126)

"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL


I believe folks here will find your follow up post to this one very interesting...

So I am linking them to it...

<Are You A Toolman Or Salesman> by The Famous Broker Bryant :)

P.S. So shoot me...Just remember I shoot back :) 


Mar 20, 2008 09:11 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL

Here is the REAL definition of's not as you stated but your post was still fun to read..however inaccurate it was.

By the are actually enacting what you were trying to describing

Mar 20, 2008 09:15 AM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL

Ever See...

That movie Joe and The Volcano?

There's this terrific scene where Joe's boss is on the phone telling someone over and over...

"I'm not arguing that point with you"... "I'm not arguing that point with you"...

Well...That's become my standard reply :)


Mar 20, 2008 09:40 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL
I hear I said on your other post..the sword is sheathed...on to the next battle.
Mar 20, 2008 09:43 AM
"The Lovely Wife" (Broker Bryantnulls Wife) The One And Only TLW.
President-Tutas Towne Realty, Inc. - Kissimmee, FL
Mar 20, 2008 09:45 AM
Jeanean Gendron
The Address Realty - Redding, CA
Specializing in Selling Unique Properties

I have a request. Can we have a new feature here on ActiveRain. Can we have a feature that allows us to BAN mean-spirited and abusive commenters. It could just be a little box at the bottom of a the comment space that allows us to flag the commenter. I guess we have "delete" and if I were Bryant....there would be no comments from Brett. Time so satisfying!

This forum is founded on respectful discourse. We can disagree and debate, but rude and mean behavior has no place. Abuse is destructive and not the nature of the AR discourse. Raise it up or get are not contributing but demeaning in every response you have made. You put a whole new definition on "HIJACK".  Is it impossible to have any respect for anything you have said? Learn some manners and show respect with meaningful discourse. You have received throughout this discourse respect....and yet your refuse to return that respect.....learn something. I would guess that might not be possible for you. I like the idea of hitting the "DELETE"!

Mar 21, 2008 02:04 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL

Ummmmm jeanean..he wrote the post to me? How can I hijack that which was directed at me?

Let's look at what you find "abusive"

My first comment: Bryant you did'nt suck..not at all the contrary. I thought you did fine. What was that you said about personal insults and lack of intelligence...please see above. (nope, that' couldn't be it)

My second comment: No..not you...the other sycophants you can see above. (abusive in respnse to true abuse..nope that could'nt be it)

my third comment: Hey Bryant..the guys wanted me to post this so you can see their reply to you. (nope, not abusive)

my fourth comment: I can't believe what I am reading Do you really think that the American consumer trusts the real estate agent "profession". C'mon...I know it's difficult...and it's late but are you really telling each other and giving each other high fives thinking the American public trusts Real Estate agents.,..Please..please..please..tell me that's not what you are saying? (nope..not this one)

my fifth comment:

Donna: are these real commercials??? as opposed to ???

Bryant: Point taken...building trust where none exists would be tough. I guess you can make a case for that..but my generalizations are that the industry as a whole seems to be lacking in even wanting to gain some degree of credibility and authority back. When I speak in general terms it's becasue I don't want to accuse any individual..and would like to engage in REAL..substantive communication. Beyond the 'speaking to the choir " mentality. You see imagine I am a consumer. What I often read here would NOT gain my trust so I feel and some who read here also fee...if you can't easily and credibly explain things beyond the mantras and party lines that it serves to even further make most agents not credible.

Katrina: you wrote "they are used to the radio, and speaking in crowds where someone else like us is just more personable" who is generalizing...what makes you think you are more personable than I am? You don't know me, don't know who I do business with...but if it makes you feel better...
(Hey Bryant...see what I mean)

was that abusive..responding to what others wrote?? Abusive?? Hardly..let's continue our abuse quest..maybe not

This is tiresome and what truly is abusive is you not seeing what people wrote TO Me and somehow glossing over that. You say you want "respectful discourse"..but what you really mean is you want censored discourse and no opposing thought.

funny it seems you..who do not know me..are the one levying the insults. By the way...nice comment on our site for someone who wants so much respect.



Mar 21, 2008 02:26 AM
Bryant Tutas
Tutas Towne Realty, Inc and Garden Views Realty, LLC - Winter Garden, FL
Selling Florida one home at a time

Jeanean, I have to agree with Bret on this one. I welcome discussion. His presentation may be a little rough around the edges but that's OK with me. As long as folks don't use profanity I don't delete. A blog is all about having discourse. "Handling people" is what I do. I am sure their are members that have learned from this discussion. They might now have learned what Brett is trying to convey but they may have learned the art of having the discussion. The right way and the wrong way.


Mar 21, 2008 02:50 AM
Jeanean Gendron
The Address Realty - Redding, CA
Specializing in Selling Unique Properties
Bryant, I agree....but it still leaves a bad taste in my mouth! You are a class act, my friend! That's what counts....when you don't know what you don't can't get there!
Mar 21, 2008 02:54 AM
Judy Cicalese
William Raveis Real Estate - New Canaan, CT
Market Knowledge-Social Media Savvy 203-638-7812
Hey BB - why don't you just let Bret walk in your shoes for a week and handle your 20 listings for the week and report back to all of us.  Just a thought.  It would be interesting- don't you think?  or better yet - how about the new "agent".  It would certainly be good experience for a "newbie"
Mar 21, 2008 03:40 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL
More presumption...what makes you think we haven't handled 20 listings before? You may want to read more about our business before commenting.
Mar 21, 2008 03:43 AM
Consumer Sam
Jeanean - I hardly think Brett is being disrespectful.  It seems that active rain is only for the realtor who only wants the rah rah, high five'n we are so great, we deserve every penny we deserve section of the team.  The consumer is screaming that they want change, and in this time of change you are being challenged to exactly what your value is in relation to the commission that you charge.  Your answer to the challenge is to hit the delete key and hope they go away.  

If you don't want to stand up to the challenge then get out of the biz.  Do you want to be part of the solution or do you want to be part of the problem? 

Mar 21, 2008 04:02 AM
William J. Archambault, Jr.
The Real Estate Investment Institute - Houston, TX

Dear Consumer Sam,

You so miss the point of Active Rain! There are 79,000 members and unknown thousands of non-members like you who also read AR. It may look like a "rah, rah" group at times, if you only take a quick glance. The people that have discover individuals members of AR do tend to want to learn and most comments are to aid in learning. The beauty of AR is that you can learn so much. You can also learn by disagreeing, trying to sell your point of view to the opposition will clarify your thoughts and make the others justify theirs.

If you're respectful you can be totally wrongopposed and still participate. If you can't keep to civil tryp you can start your own blog, you'll find there are always those that agree with you. There are always people to flock to any idea, Devinn inspiration or crackpot! You need look know feather than the Senate to know it's true, after all Harry Reed keeps getting reelected. There is no litmus tes to join or participate in Active rain!

Most people who are active on AR are trying to be part of the solution, probably even you. There is no better voice for positive real estate than my friend Bryant Titus. One of these days we may even get him to embrace the idea of fiduciary.

Persuade us if you can, but don't fault us for rallying around a leader that we believe represents our position! There are 70,000 other on AR many might believe as you do. Join the group and I'd be glad to send you an invitation, we'd all be better off for it.


William J Archambault Jr

The Real Estate Investment Institute.

Mar 21, 2008 04:57 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL

Hey Bill..careful..careful....the public is watching and reading and they are not happy at all.......

We asked the question politely. We did not get any real answers and now the public is descending upon the Realtor castle and it's not pretty. And you guys thought we were!


Mar 21, 2008 05:56 AM
Karen Rice
Joseph J. O'Brien REALTOR Inc. - Greentown, PA
Northeast PA & Lake Wallenpaupack Home Sales

Broker Bryant, I would say I love you but I'm afeard of TLW taking that shotgun to me.  So I will say this - I admire you very much, and I love reading your blogs - you are so full of great advice and information and I want to thank you for sharing your wit and wisdom with all of us.

Now, to make myself into that natural born salesperson...hmmm.  Can they be hatched?  They  make test tube babies, why  not salespersons?  *grin* 

Mar 21, 2008 06:01 PM
Bob Wilson
Access San Diego - San Diego, CA
It's a circular argument that cant be one by either side. Some are worth their commission, others should give it back and go work at Wal Mart. Just don't use the tired and trite, "you get what you pay for" line. It isn't a truism.
Mar 25, 2008 06:31 AM
Netta Blackwood
La Rosa Realty - Kissimmee, FL
REO/BPO Expert

Good points from a man who know what he's talking about.....keep up the good work Bryan;

Mar 29, 2008 09:38 PM
Susan Zanzonico
Berkshire Hathaway Home Services - Morristown, NJ
Sellers/Buyers Agent, Morristown NJ Real Estate

Your blogs are certainly informative, interesting and full of creativity.  I'm on my way to toolman or salesman blog as I burn the late night candles.

May 23, 2008 04:07 PM
Natalie Langford
Realty Negotiations - Winchester, VA
Winchester, VA Real Estate

Love your logo, BB!

I can't listen to RE Radio without getting annoyed.  I'll have to listen to your interview. Is any one familiar with their programs?  I'm looking for a productive show I can listen to and actually walk away from pumped up and excited!


Jun 14, 2008 02:21 AM
Real Estate Investing |Real Estate Investment
| Real Estate Radio USA - Fort Lauderdale, FL

Find a show you can listen to??? Are you kidding?

Craig Proctor
David Knox
David Meerman Scott
Mary McKnight
Kwame Jackson
Kim Kiyosaki
Stefan SwanePoel
Pat Kitabo
Jeff Turner
Rudy from Trulia
Jeffrey Fox
Frank McKinney

and so many more I can't list them all!

are you kidding...over 140 of the best minds in business and in real estate and you can't find anyone to get excited are in real estate right??

Natalie if our unparalelled line up of consistent top performers and top business minds does not provide any incentive or information that you can be "pumped up" simply will not find it anywhere.

Sometimes one has to be annoyed to step out of their comfort zone to see just how much opportunity is out there for those who want to achieve.

No blog or talk radio show comes close to interviewing and speaking to the type of people we speak to on a regular basis.

Jun 14, 2008 03:12 AM

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