36 Burst results for "CMA"
The Mason Minute
Awards Shows (MM #4614)
"Last night, I watched the CMA Awards like so many millions of people did. For me, award shows are very painful and it's not because the artist I chose or the artist I voted for won or lost. It's more about the uncomfortable award presentations, about the scripts that make you follow, about the bad jokes they make Luke Bryan or Peyton Manning or whomever is hosting the award show do. It doesn't matter if it's the Country Music Awards or any of the Pop Music Awards or any of the Academy Awards or the Emmys or whatever the award is. I've been to the awards in person. I've been backstage at the awards. I know too many people who've won the awards and while I love the awards concept, I just hate watching the show. Maybe I'm too inside. Maybe that's the problem. I see the reality. I wish I could watch it like a normal person. I don't mean that in a bad way. It's just I know too much. I've been around it too long and while I've got to watch it, of course I guess I could have been there if I wanted to pay for the tickets, there's just a part of me that doesn't want to watch it anymore. I almost should just tape it and just fast forward to the highlights, but sometimes it's for the highlights, aren't they?
Real Estate Coaching Radio
Fresh update on "cma" discussed on Real Estate Coaching Radio
"Welcome to Real Estate Coaching Radio, starring award-winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Julie, do you think we have an interest rate problem or a lack of inventory problem in the United States? We definitely have a lack of inventory problem we have for some time, and there's no reason to believe that the world will start raining magic inventory on us anytime soon, in spite of all of the prayers of many realtors, brokers and buyers. I agree 100 percent. And if you want proof that there's not actually an interest rate problem, well, with that said, thankfully, interest rates are falling. Yes, but if you want proof that it's actually a lack of inventory problems, look at the fact that even with higher interest rates, the average home in the United States still appreciated by, I think, was it four and sometimes six or 10 percent in your market. So here we are coming at 2023 was the worst real estate market in certainly all of our professional lifetimes in the last 40 years. And don't know if you all knew that, but congratulations. If you lived through it, you get the T-shirt. If you're still listening to this podcast, you have made it. I survived the worst real estate market in history, and I only have this stupid T-shirt to show for it. Well, hopefully you have more than that to show for it. But listen, point being is, is we have an inventory problem. But what the statistics approve and should prove to you is there actually are far more homes for sale than what you're easily finding on the normal sort of easy button sources like the MLS. And so what we're going to be doing today is we're going to be training you on the different ways to use your MLS specifically to find homes for sale. And there's a lot of a lot of this stuff sounds very wonky and nerdy and technical and analytical, and it is. But the fact is, is that this is the type of information in a market like this that gives you an advantage. That's right. Now, we have done dedicated podcasts showing you many, many different ways other than your MLS, both online and offline, to find inventory. But we also know that in spite of our best efforts with all of those podcasts and all those different sources, that the MLS still is your number one source. Of course, that's where you go primarily. So here's the thing. Are you relying solely on that buyer drip you set up for your motivated and qualified clients? Has the drip run dry? It's time to get more creative, more aggressive and more profitable with those MLS searches. So we're going to concentrate just using your MLS today. We've had, again, other podcasts using things other than your MLS. And remember, like every day, our notes for today's show with all Julie's details are down below. So if you're an iTunes, Stitcher, Spotify or what have you, just open up the notes, hit more, hit details, whatever it is, and they're all down there waiting for you. And when you are there, you know what I'm going to say, longtime listeners. You've got to join Premier Coaching. You love this podcast. How do I know? Because this is and has been for a long time the number one listened to daily podcast for real estate professionals in at least the United States. We have millions and millions, tens of millions of actually of downloads. And yeah, that tells me it tells you that this podcast has a lot of value. And I love the fact and Julie and I love the fact that you love it, but you won't believe the value you get when you join Premier Coaching, including free 30 day access to Premier Coaching for all of you guys listening right now. And all you've got to do is go to PremierCoaching.com or scroll down and click the link to join Premier Coaching. And like I said, that does give you free 30 day access to Premier Coaching, which does include a daily semi-private coaching call with one of our Harris certified coaches. So do not delay. This is the information you need now. We will give you such things as your 90 day massive action plan, your real estate treasure map. A lot of the scripts we talk about on this podcast are waiting for you for free. So scroll down and click the link to join or just go to PremierCoaching.com. All right. So before we drill down on some very specific strategies to better utilize your MLS searches, two quick facts. Fact number one, the longer you take to deliver what your buyers want, the less faith they're going to have in you. If you've ever been ghosted by clients that you've showed homes to, this may have been the reason. Are your buyers being more proactive than you are? Are they outdoor knocking for themselves, sending letters or cards themselves, going to new builds for sale by owners, open houses? Well, you better get in front of that. So fact number two, finding the right house for your buyers in today's market is a bit like a safari. You're looking for something that's scarce, but could be hiding in plain sight. You'll need more tools and more skills to have the successful hunt. So we're going to give you guys a little advanced secret. It's not part of Julie's notes, but it is a simple fact. A real buyer buys, a looker never buys. Right. So if you find yourself showing lots and lots of homes to a buyer, they're probably not ever going to buy. And the fault lies with you, not the buyer, because you didn't pre-qualify them for their financial ability, for their, you know, all the things that we teach you to do when you're in coaching. But it's all part of the pre-qualifying script. So when you go through those questions, the whole point of the script is for you, for the buyer, pre-qualification script is for you to actually discern what their level of motivation and interest and whether, frankly, they're financially capable and emotionally capable of buying a house. And also it's going to help them to understand their level of seriousness, their level of intent. And so they might decide that, hey, guess what, I'm really not a home buyer in this market. Or you might decide, well, you know what, you might think you're a home buyer, but you're not working with me because we're not, you know, I don't think you're that motivated based on how you've answered my questions. The point is, is that the longer you, the more homes you show a buyer, the less likely they are to buy a house from you. And I want you to remember what I just said from you, because here's what happens and anyone that's been in the business for more than a heartbeat knows what I'm saying, is that you are going to discover buyers who are going to meet you at open houses or just wherever. And they're going to say, I've been looking for a house for six months, 12 months. I've seen 100 billion homes for sale. And you're going to follow one of our scripts and you're going to find out, I don't want you poaching another agent's buyer, but you're going to find out exactly what they feel that's going on. They're going to tell you that they are going to fire their agent. They've already fired their agent. Maybe they're somehow no longer attached to them. They haven't talked to them in a couple of weeks. But really where the error happened was that that original agent did not actually help the buyer to focus and drill down on what they were looking for in the area in which they were looking. And there's very there's really there's only a handful of really effective techniques and scripts and systems to really drill down with that buyer so they don't end up wasting a lot of your time. And I don't know how else to express it other than that. Just remember what I told you, listeners, if you've got buyers you've been working with for a real long time and you've got so much invested at this point and you're right, you're going to ride that horse into the horizon right off right off the cliff, you might find yourself wasting so much time with buyers that really weren't motivated in the first place. You're not going to show them enough houses to then have them one day just wave the white flag and say, fine, damn it, I'll just buy that one. They might be house enthusiasts. They're just getting decorating ideas. Who knows? Right. I mean, I tell the story and it's true. I mean, you know, when you and I were we started selling real estate, we sold over 100 homes our first year. But that doesn't really represent the number of people that we actually came in contact with that we attempted to work with professionally. Sure. It was five hundred, six hundred many because we didn't know how to prequalify. Right. But we just we would put exactly we put all of our time and effort towards these buyers. And as you start to pick up, you know, as you sell more houses, then your brain says, oh, what are the commonalities? It's almost like lessons, right? What are the what are the commonalities, almost subconscious learning that's going on? I noticed that all the buyers that actually buy don't want to look at more than maybe maybe four to six houses. I've noticed all the buyers that actually buy, you know, show up for their appointments on time. The buyers that actually buy respond to me when I actually send them an email or text. The buyers actually buy have their loan stuff done. So they're actually preapproved. In other words, real buyers actually have a certain signals that they put out. You just have to know how to tune your frequency to learn what the real buyers and how they actually act like. Most of the buyers out there right now are not real buyers and they will happily waste your time. That's right. I'm glad that you drilled down on that. As you were talking, I had Rory's old broker's voice in my head. He used to say they call them buyers because they buy, you know, and then he'd storm off early coaching, I suppose. All right. So let's yes. Keep on setting up your buyer drips. We know you guys are going to do that anyway, but also make sure that you are actively and creatively mining your MLS using the five strategies, starting with number one, most important thing. Tim, you mentioned it. Re-examine your buyers wants and needs. Use prequalifying scripts. What's a deal killer and what's a deal maker and why? If they're adamant about a specific neighborhood, why is that? Is it because they love the walking trail in the clubhouse? Well, there's probably 10 more neighborhoods in their geographic search that also have that profile. Expand their search to capture more options. This is a big mistake I see agents making. Well, why isn't your buyer in contract? Well, they're only looking on these three streets. Well, why do they love those three streets? Let's find something that meets those criteria. That's maybe on a fourth street. Jules, tell the story. When we were moving to Austin. Yes. OK. So when we were moving to Austin, we had a fairly broad search. We knew Austin from going there a few times and we said we wanted X, Y and Z. Right. Well, we were working with an agent there and he was kind of getting close, but not really. But he was only searching in the areas that he was comfortable and he was only searching. And, you know, when he was putting the areas in the MLS, he was putting these particular areas. His stomping ground. Exactly. And what Julie did. Another big mistake, by the way. Exactly. What Julie did is she got in the MLS. She didn't even have access because we weren't licensed in Texas. And then she I'm sorry, she got into Roeder.com. And then she just expanded the search out, you know. So he was probably using his house and doing a 25 mile radius around his house. We curiously always ended up in Lakeway. Exactly. So what Julie did. Which is a lovely area, don't get me wrong. So what she did is she pushed it out like 50 miles or something like that. And sure enough, right over that, essentially the virtual border of the circumference in which he had set his search parameters. Julie found the house that we wanted to buy. Exactly what we wanted. Exactly. It was right there. We literally bought it before looking at it. We didn't even see it. Right. All we had to do was, you know, is maybe an extra five minutes away from the actual edge in which he was searching, you know, literal five minutes just right outside. Like a 30 minute drive versus a 20 minute drive. Exactly. From where he was centered. So the point of it is, is that even if your buyers show up in your life and they're saying, we only want to live in this area, in this area, in this area. And you know, you're going to find out why you're going to find out. And I'll tell you guys a technique. Get a map, an actual map on paper. You can print it off. It's OK. And then ask them questions. And this is all part of our buyers system and ask them, like, where do you work? And then put a little star where they work. Where do you, you know, where do you go to church, synagogue or mosque? Where do you, you know, all the things, right? We'd love to go to this park. This is a place we love to shop. This is the doctor's office. This is the dentist's office. And what you're going to see is that most people like you and everyone else lives within usually no more than a 10 mile radius. Like all the things in their life is within a 10 mile radius. That's their habitat. Exactly. It's their bubble. Everyone lives in a bubble. Wherever you are in the world, you're living in a bubble. You can be in Paris, but you're living in a bubble. You can be in, you know, Murphy, North Carolina, and you're living in a bubble. Your bubble, if you're rural, it's going to be more than 10 miles. It's going to be more like 30. But you get the point. And so what you then need to realize is that most people are never going to move outside of that bubble. That's the reason that they're saying I want to live in this particular area, this particular area, because everything around them is very convenient. So you want to show them the stars and you want to say, so then again, these are all part of our buyer system. So where are the places you go every day? Work and this and this kid's school. OK, then you're going to put another star by those areas and then you're going to show them that there's actually communities that are neighborhoods that are right outside of where they had sort of self-imposed this circumference of search that maybe is just right outside, but still makes it so their drive is only, you know, 15 minutes versus 12 minutes to school. You guys get geographically adjacent. So that's one of the questions. It's like, how long are you how long does it take for you to drive to work now? 15 minutes. OK. 20 minutes. Or if you're in L.A., an hour. Right. So how long are you hoping are you OK with driving? Maybe, you know, 20 minutes as opposed to 15 or are you wanting to like what's important to you? So I know where to look. And then you've got to ask these questions to help them self discover all the different possibilities that they have by simply expanding their MLS search area. This is all part of our buyer system. That's part of Premier Coaching. So spend more time drilling down, getting to know exactly what they're dreaming of. Why did they choose their current home? Assuming that they love it or used to love it before, maybe they outgrew it. What caused them to choose that house? Probably that hasn't changed. Ask good questions. Get the answers and deliver to Tim's point. Look at the map. What is important to them? Even if they're relocating, they have a job somewhere. We probably want to live close to work. All right. Number two, if your buyers can't or won't compete for scarce inventory, again, it depends on what they're looking for. You've got to change your strategy. Search for homes that have 30 plus days on the market, 60 or 90 days plus as well. You're less likely to have to compete for those homes and the sellers are likely to be more motivated to make a deal. Maybe there's a builder spec home that doesn't have three offers on it, something that's back on the market or for sale by owner that isn't getting showings. Change your strategy if your buyers can't or won't compete. Also, it's OK if it's time for them to wait. Or if you have a buyer that shows up and says that they want to bludgeon the seller so they can somehow get a price that's unrealistic, you need to give yourself permission. There's more scripts, more questions. You need to ask them to find out why they're thinking that way. And sometimes it's because they're super payment sensitive, which means you need to help them understand different ways to get their payment down. We talked about that a lot in premier coaching and obviously on this podcast. But the moral of the story is this. If you have somebody that's just going to want, I'm not going to buy something unless I can get 30 percent off, unless you're in a market that's going to give someone a discount like this, which, by the way, you are not you need to jettison that buyer because that's not a real buyer that is a time waster or adjust their expectations. Maybe something, you know, maybe their grandpa told them you ought to be able to negotiate at least 30 percent down. Maybe it's something that just they haven't thought of why they're saying that. Sometimes it's cultural. Sometimes they just don't have any reason. But more likely than not, they are wanting something that is more expensive than what they actually can afford. Right. And they read something on or watch some YouTube housing crash expert or they have their head full of, you know, I'll give you a perfect example of that. And this is a current headline. Prices are falling in 30 of the most active markets. OK, so doesn't that make you want a lowball? Prices are falling. I read a headline that prices are falling. And in fact, it is true that about 38 percent of active listings will have a price reduction before they sell. But it's not by 30 percent. It's by like five percent. It's practically nothing. And it's because they started too high in the first place. So an uneducated or undereducated buyer client might think that that means it's time to lowball or an unprofessional buyer's agent might think that it's OK to lowball. That doesn't mean that that's reality. So how do you know the difference? You look at what their expectations are and what they're hopefully preapproved for and you look at, OK, you want this, this and that. Well, the past 10 closings have all closed at ninety nine percent of list to sell price ratio. I'm glad you said that. That's where my mind is. Right, exactly. It's all part of our buyer system. But show them the statistics in the MLS of what the list to sell price ratio, the average days in the market. Assume that they're coming to most cases with a bunch of misinformation out there. And then you'll say to them, so this house, the house is like what you're looking for and the condition, location, whatever. They're all going to be selling. It looks like for about 98 percent or 98 percent of the of the list price of the final list price and the average selling price. Show them all the statistics from the MLS, almost like you're doing a CMA, and then ask them if you are a seller and you had that access to that same information. Why, you know, why would you sell the house for less if you knew this, your house was worth that? Well, I'm looking for a deal. I'm looking for a bargain. Well, if they stick to their guns on that, then it may be time to just break up or, you know, you're done. But if they say, oh, I never thought about it that way, I wasn't aware of that. I thought I was supposed to negotiate. Well, then, you know, you're doing your job as a buyer's agent to educate that client who probably will buy. They just need to have more information. And if they're coming from a market, if you're in like a real market and they might be coming from an area where maybe it is, you know, essentially homes are selling at a larger discount than basically nothing. It could be. You don't know. You're going to have to find out. But yeah, it's mostly comes down to misinformation or, you know, it's not their fault. Yeah. Well, there's the bottom line. You can't blame the the buyer for you not having done your job at the beginning of the relationship. That's the main thing you want before you start dating. You at least want to read their LinkedIn profile. Doesn't that make sense? Right. Exactly. All right. So point number three, look for new construction, even if your buyers don't think that they'll like it. Add one well-selected home at the end of a search for resale homes just to take their temperature. They may be surprised how much they like it, considering it's all new. They get to choose some options and they won't have to deal with repairs. They probably won't have to compete. They probably will get a more better mortgage deal and a better payment. You have to at least look into it in terms of new construction for virtually every buyer. There's only a few markets where that's not possible. Well, yeah, the new construction guys, new construction is going to own your market. No doubt 30 percent of sales. Why? OK, because it's even if it's a smaller home and has, you know, a lot of these new construction homes, all the builders are doing is they're making them physically smaller and they're D content D removing content. Right. Right. Options. Yeah. Removing options. And now what they're going to start doing is making the lot smaller and people are going to buy them. Why? Because the interest rates and the payments are going to be lower. People always shop payment. It doesn't matter whether it's an expensive car or expensive trip to Disney, whatever the heck it's called. You know, it doesn't matter. People are shopping payments. That's how they think. So new construction. If it's anywhere near your stomping grounds where you're selling real estate, trust us. And we tell you, you've got to become an expert in new construction. We've done lots of podcasts about that, lots of obviously training and premier coaching. Well, that's right. OK, so point number four, if you can't find something in the right school district, find out if that district allows out of district families to pay tuition. This is becoming more and more prevalent and ranges from a thousand dollars per year on up, depending on what you're looking at. Call the district enrollment advisor and find out often the tuition can be made up by the fact that buying out of the district costs less and has lower property taxes. I knew a couple of kids. I don't know if you knew that. I knew a couple of kids at our high school that were their parents lived like way out there and they were just paying tuition. Well, where my mind went was how many people, especially post covid, are doing home schooling now or how many or how many are doing private schooling or religious based schooling? I mean, there's a lot of options, you know, if the kids are young and they don't have any like attachments to the school or the other kids in their class, then, you know, you might want to explore, help your buyers to open their minds to something other than the way they grew up. I mean, Zoe goes to a private school, but Julie and I both went to public schools, you know, totally different than what our experience is completely different. What isn't the same? I mean, what is the same rather compared to even like 10 or 15 years ago? So your buyers might be stuck in a quagmire of outdated thinking and you're going to have to help them, you know, give them some options to let them think, you know, Julie, I had someone that was exactly the same exact same thing. They wanted to go to the, you know, Worthington school system, Worthington school district. That's just where they were dug in. That's where they maybe had gone to school. That's what, you know, that was it. No, do not show me a single thing outside of work. Well, then what I did is I showed them some statistics. I went to there's various websites that compare school systems, school systems. And, you know, it's all the way to the number of students to teacher ratio, the age of the actual schools, test scores, the whole thing. And they were right. Yeah. You know, Julie, when, you know, 20 years ago, Worthington school systems were way better than the, hey, the adjacent school systems. But I want to show you something then. Now, this really surprised me and then show them what the other school systems are actually doing and then let them make their own decision. Let them also then consider that you guys get the idea. You're going to have to help educate a lot of these guys if you're finding them essentially without available inventory. The inventory is there. The homes are there. You're just going to have to do more work to help them find the homes to be a lot more creative, basically. Exactly. Yes. OK. Speaking of which, number five, look at your own past client and sphere of influence list as if it's your private MLS. Who do you already know who owns a home that meets the criteria of your buyers? Does that homeowner know what the current value of their home is? If they did, what would that do to their plans? Who in your database just got relocated, divorced, needs to upsize or downsize? Who just had a third kid and needs to buy a four bedroom home? Be the matchmaker. I see so many deals from our coaching clients where they literally are the only reason that their clients are in contract. Well, your bonus point six, which you're about to read that goes hand in hand with really point five, because the reality of it is, is if you're looking for a great excuse to call people, right, and you're a little bit queasy about that, if you've got a buyer that's looking in a particular area and the buyer's hot to trot, you know, pre-approved, ready to go because you followed our system, this is an actual home buyer, you will be shocked how, I think, you know, really surprised and happy a lot of the people that don't even have their homes for sale are to hear that there's still strong desire in their neighborhood. And then you can also then start a conversation. Well, have you considered selling sometime in the next 12 months or less? And you'll be really surprised how frequently they say, well, we are thinking about it. Well, we've got a house under construction. We're going to move to Florida. Exactly. Well, maybe we could advance your plans and move that, you know, and then you don't know you're going to put a deal together or at the very least, you've got a great listing lead. And you know what's the best about that? I love this from our coaching clients. When you put deals like that together, your buyer is not competing. It's great. OK, you're in control of the entire transaction. And most of the time you're creating a listing for yourself and the next transaction at the very least a referral fee if they're moving out of state. Exactly. I mean, you're in complete control. It's one of the number one things agents complain about is they feel out of control all the time. I'm going to actually add a bonus point to that. Sure. Go to the new construction home reps. And we coach you guys how to what to say and how to say it. But here's just a quick overview. Ask them of the houses that they're building for their new build clients. How many of those new build clients have homes to sell? That might be obviously an access for an avenue to get listing leads. But also it might be just even if that house is already maybe going to be listed with another agent that that new build rep knows. You now have got advanced information about inventory that's coming for sale. Think out of the box. You can do this with retirement communities. You can do this with all different sources. Again, past podcasts and coaching and premier coaching. Julie's glaring at me because she doesn't want to be. That's funny because you said that sort of bonus point. We always come up with bonus points as you were talking. I'm glad that you mentioned that the other surprisingly good resource. When somebody is really drilled down on a very specific building or a neighborhood, call the president of the HOA because they know everything about everyone. They know who is relocating, who they know, who has a second home. They know who has a rental property. They know who's behind on their property taxes. They know the whole thing. We've done we guys we've done so much training on this on this podcast. But like, you know, Julie's mentioning the HOA. She and I can go back and forth and share ideas with you guys for like hours. But here's another one. If there are a lot of you guys are selling in areas where there's a lot of VRBOs. How many of those VRBOs, if they knew what the price of the owners knew at the price of the value of the home would was would be happily happily sell the property. Sometimes the VRBOs are managed by not by owners, by by management companies. Do some digging. You can actually direct contact the owners of the VRBOs through VRBO or home away, and you can then ask them if they thought about selling the house. You can even tell how often it's rented. Yeah, exactly. Not rented. You can go into history and find out if that, you know, great deal down in Amelie Island in Florida that they bought as a rental during Covid has actually worked out. And you can see that it's only rented for three days. So, you know, of the last year and they've lost all kinds of money. So you can be sure rest 100 percent positive that they will be very interested in a prospective sale. So open your mind. All right. So thank you for that. The bonus point, another bonus point, official point number six. And we did one of our most popular podcast series ever was about door knocking of all. Yes. OK. Which surprised me. It's kind of old school, but it's very effective and it's particularly effective in a low inventory market. So doorknock the neighborhoods where your buyers are focusing. Leave behind a simple wanted flyer describing your buyers and their needs. Wanted your home for excuse me, wanted your home for my preapproved, highly motivated buyer clients who are looking only in the 12 trees subdivision and need at least three bedrooms, flexible closing date. So you're either going to talk to somebody at the door. You're going to leave behind that wanted card. Now, I'll tell you one of the things that I have been I don't know whether I'd say surprised, but I guess I caution you guys for your most motivated. And, you know, in today's market where we have an affordability thing going, prices are high, rates aren't what everybody wants. The buyers who are really motivated and serious, they're so motivated that sometimes they doorknock the neighborhood they want by themselves for sure. Well, how many of the buyers you're working with actually have homes to sell? How many of you are working with buyers, but you haven't actually prequalified them or asked enough questions to know that they're actually sellers that won't be able to buy until they have their home for sale? How many of you are working with buyers that actually might be interested in buying the house that another one of your buyers has to sell? You guys thinking outside of the box here? Be the matchmaker. This market is about being professional, knowing what questions to ask, following a system every single time when you're working and you're following our premier coaching system. When you're working with buyers, you're going to go through the same system. When you're working with sellers, you're going to go through the same system. Nothing is done by chance. Everything and everyone has the exact same experience. That's called running a real business. And then you start getting more consistent results. It allows you to progress mentally, emotionally and financially a billion times faster when you're following a proven system. That's very well put. And I have to confess something that I, you know, agents that don't follow these types of creative inventory, inventory searches. I really honestly, I think that they're kind of contributing to the low inventory problem because most of you are sitting on sellers who would sell if you could just find them something. How many times have you heard that? Even in the past? I mean, it's becoming three to five years of this very stymied inventory. And it's not changing anytime soon. We're very, very inching up just a little bit, not not enough. And in fact, on our predictions podcast, we're going to quote the NAR economist Lawrence Yun, who said he said recently that we could double inventory overnight and we still would not be in a balanced market. It's going to take at least a decade. And what's going to have to happen? The demand is just going to increase. That's true. We're just on the we're just on the very leading edge of the massive amount of demand that there's going to be entering the market. And yes, millennials, I'm talking to you. Right. So here's the thing. Until the baby boomers start letting go of the resell homes, until the new construction really starts to dial up, you're not going to see a turnaround in the inventory. We're going to be in what basically is a seller's market for conceivably at least the next 10 years. That means there's going to be appreciation, inflation on real estate for in a meaningful way for at least the next 10 years. Well, let me give you a quick example of how this can go. Right. You guys are always frustrated. There's not enough in the MLS. We look in our our favorite rental areas and there's like three listings available and two of them are in contract. That's been pretty typical. So where we live in Puerto Rico, there is no MLS. So how do transactions happen? It's almost 100 percent this type of thing where it's relationship oriented. Who do you know? Who knows somebody who is selling? Who do you know who's relocating in? Who what it's going on with a new construction is a big thing. And probably two or three times a month, you don't see this because I throw them out the mailbox. But two or three times a month, I will get a card not from a realtor, from a buyer saying I only want these neighborhoods. I'm sending cards out to everybody on these three streets. You know, if you're even thinking about selling, would you please just call me or email me? Yeah, that's the new reality. And, you know, again, we're just at the very 10 years at least. So don't if you're waiting and thinking that somehow rates are going to drop again. All of a sudden there's going to be prices are going to it's not going to happen. This is what you've experienced. And is a just we're just leaving the starting gates of what the market's going to be like. But that's OK, because what it's going to result in is because you have developed the skill set and the mindset necessary for this market. And frankly, your competition largely has not. You will have an unfair advantage in the marketplace. This is your market because it's hard for everybody. This is your market because it's the worst real estate market in the last 40 years. So if you want to know what the what it feels like to be in the right place at the right time, it's how you feel right now. So take the next action and obviously become a premier coaching client. In the meantime, I thank you for keeping this number one listen to daily podcast for real estate professionals in at least the United States. Yeah, that's right. Yeah. And also remember to give us a five star review on iTunes and leave a comment as to why you love the podcast. Have a fantastic day. We'll talk to you on the show tomorrow. This podcast is a part of the C-suite radio network. For more top business podcasts, visit C-suiteradio.com.
The Mason Minute
Awards Shows (MM #4614)
"Last night, I watched the CMA Awards like so many millions of people did. For me, award shows are very painful and it's not because the artist I chose or the artist I voted for won or lost. It's more about the uncomfortable award presentations, about the scripts that make you follow, about the bad jokes they make Luke Bryan or Peyton Manning or whomever is hosting the award show do. It doesn't matter if it's the Country Music Awards or any of the Pop Music Awards or any of the Academy Awards or the Emmys or whatever the award is. I've been to the awards in person. I've been backstage at the awards. I know too many people who've won the awards and while I love the awards concept, I just hate watching the show. Maybe I'm too inside. Maybe that's the problem. I see the reality. I wish I could watch it like a normal person. I don't mean that in a bad way. It's just I know too much. I've been around it too long and while I've got to watch it, of course I guess I could have been there if I wanted to pay for the tickets, there's just a part of me that doesn't want to watch it anymore. I almost should just tape it and just fast forward to the highlights, but sometimes it's for the highlights, aren't they?
The Mason Minute
Awards Shows (MM #4614)
"Last night, I watched the CMA Awards like so many millions of people did. For me, award shows are very painful and it's not because the artist I chose or the artist I voted for won or lost. It's more about the uncomfortable award presentations, about the scripts that make you follow, about the bad jokes they make Luke Bryan or Peyton Manning or whomever is hosting the award show do. It doesn't matter if it's the Country Music Awards or any of the Pop Music Awards or any of the Academy Awards or the Emmys or whatever the award is. I've been to the awards in person. I've been backstage at the awards. I know too many people who've won the awards and while I love the awards concept, I just hate watching the show. Maybe I'm too inside. Maybe that's the problem. I see the reality. I wish I could watch it like a normal person. I don't mean that in a bad way. It's just I know too much. I've been around it too long and while I've got to watch it, of course I guess I could have been there if I wanted to pay for the tickets, there's just a part of me that doesn't want to watch it anymore. I almost should just tape it and just fast forward to the highlights, but sometimes it's for the highlights, aren't they?
The Mason Minute
Awards Shows (MM #4614)
"Last night, I watched the CMA Awards like so many millions of people did. For me, award shows are very painful and it's not because the artist I chose or the artist I voted for won or lost. It's more about the uncomfortable award presentations, about the scripts that make you follow, about the bad jokes they make Luke Bryan or Peyton Manning or whomever is hosting the award show do. It doesn't matter if it's the Country Music Awards or any of the Pop Music Awards or any of the Academy Awards or the Emmys or whatever the award is. I've been to the awards in person. I've been backstage at the awards. I know too many people who've won the awards and while I love the awards concept, I just hate watching the show. Maybe I'm too inside. Maybe that's the problem. I see the reality. I wish I could watch it like a normal person. I don't mean that in a bad way. It's just I know too much. I've been around it too long and while I've got to watch it, of course I guess I could have been there if I wanted to pay for the tickets, there's just a part of me that doesn't want to watch it anymore. I almost should just tape it and just fast forward to the highlights, but sometimes it's for the highlights, aren't they?
The Mason Minute
Awards Shows (MM #4614)
"Last night, I watched the CMA Awards like so many millions of people did. For me, award shows are very painful and it's not because the artist I chose or the artist I voted for won or lost. It's more about the uncomfortable award presentations, about the scripts that make you follow, about the bad jokes they make Luke Bryan or Peyton Manning or whomever is hosting the award show do. It doesn't matter if it's the Country Music Awards or any of the Pop Music Awards or any of the Academy Awards or the Emmys or whatever the award is. I've been to the awards in person. I've been backstage at the awards. I know too many people who've won the awards and while I love the awards concept, I just hate watching the show. Maybe I'm too inside. Maybe that's the problem. I see the reality. I wish I could watch it like a normal person. I don't mean that in a bad way. It's just I know too much. I've been around it too long and while I've got to watch it, of course I guess I could have been there if I wanted to pay for the tickets, there's just a part of me that doesn't want to watch it anymore.
Real Estate Coaching Radio
A highlight from 4 Deadly Deal Killing Mistakes Agents Often Make
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Welcome back. Today we're talking about the four deadly deal killing mistakes agents are making in this market. Now, the reason that we, uh, I think focused in on only four mistakes is because these are the types of mistakes that are the easiest to avoid and if you make them, we'll blow up any deal. That's right. So negotiating has indeed become more complicated now that your markets have shifted. Currently, there is a mixture of homes that are still selling quickly with competing offers, oftentimes going over list price, but there are also homes that are taking longer to sell with perhaps zero or even only one offer after a lot more days on the market. So we have a mixture. The market is not moving in lockstep like it has been in past years. And the, the, what you have to know in a market like this is I'm actually having a memory of a call I had with someone in our eXp Realty group last week. This is a very competent, skilled agent. She had, if I remember correctly, seven or eight listings in this particular market in Florida. Um, and they're all great listings and they're all motivated sellers. It was just, I went down with a few of them and she proved to me after two or three that she was completely prequalified. She knew what she was doing, very competent, but her listings weren't selling. And what had happened was long story short was she was in an area that was affected adversely by the hurricanes though her, um, you know, real estate. Her product was all standing tall. The geographic area that she was living had been, um, you know, largely devastated to the extent that people weren't traveling there. Sure. And a lot of people that lived there moved, you know, it was that kind of situation, really sad situation. But she was, she had these great listings, she wasn't getting any showings based on the comps. And this is where it gets complicated. Okay. It based on the comps. Everything was priced, not just a little bit really well, uh, the days in the market obviously was extending. All these other sort of, you know, forward looking indicators as to far as what the health of a market is, uh, or a particular listing. They're all pointing down, but based on her historical, uh, reference points, her CMAs, she was absolutely positioned perfectly in the market. Everything looked normal. Right. And so what I had her do on this call is we went and I had her do some quick, uh, absorption studies of similar properties. So what does that mean? I wanted to know, for example, she gave me a, I'll make it up because I don't remember the exact example. It was a $400 ,000 condo and it was say, you know, the building was 10 years old and it had, uh, you know, maybe two or three blocks from the beach. She's actually, I do remember that it was a mile from the beach. So pretty much all, there were things that someone's going to look for in a condo that's in this particular community, in this particular part of Florida, this, you know, that was the prototypical example. Sounds desirable. That's right. So where it got interesting was, is I wanted her, the natural inclination is, well, you got to cut the price, you got to go after the price, but that though that is the easy button and ultimately that's the cure all for anything that's not selling. It's not always the right thing to tell a seller, especially if, for example, what really was going on was it, yes, price obviously induces more interest, but it also could be the bad advice for that seller because of the fact that what she needed to do and what she learned from doing the absorption thing with me on the call was that the days in the market and her market had gone from roughly, you know, 32 days now based on what was selling to over five months. So realistically, a lowering of the price would have obviously caused it to sell slightly quicker, but she was still going to be looking at months and months and months of this property being for sale, same with all of her listings. She had not communicated that to her sellers and so her sellers had unrealistic expectations as how, you know, basically it was what was going on in the market. So those are the types of thoughts that you're going to need to start adjusting to and it all comes back to having a skills -based approach. Same goes if you're on the buyer side of things as well, too. You know, it's not a buyer's market in most of the country because using that same gal as an example, most of those listings she had were paid off. There's no fire sales going on there. The sellers can decide to VRBO them or rent them or just keep them vacant. It doesn't really matter. So you're going to have to know how to actually traverse a marketplace that's in transition like this because that is what's going on and we're in a really stark transition. And I have to say, Julie, in all the years that you and I have been in real estate, the only times I've seen, well, first of all, this will be historically one of the toughest years in real estate since 2009 probably. In terms of number of sales for sure. In terms of number of sales and there's going to be less than 4 million sales and something less than 700 ,000 new construction homes. This is what will be most likely the bottom of the market. But here's the good news, the people, this also represents the core of the market. So we now have a really good understanding based on this year's activity that every single year, no matter how bad of a year it is, this is as bad as it gets and there's still going to be 4 million transactions. Right. And how many do you need listeners? Right. You don't need 4 million. So there are still plenty of transactions happening. But we do see these mistakes coming up and I think that you hit the nail on the head with kind of our pre number one, number one half, which is the setting of expectations because many of you are not used to doing these types of analysis where you find that, you know, it's not one month or one week in the market. Now it's three, four, five months on the market and how you speak with a seller is very different when you're setting that expectation that we probably aren't going to sell in the first weekend, two weekends, maybe even the first 30 days. We might not have multiple offers and the first offer we get probably will be our best offer and that could be 90 days from now. That's very different than the typical choose an offer, right? And agents, you don't have experience and most of you, 99 % of you don't have experience in a market like this, but neither do your sellers. Certainly your buyers don't either. So most everyone, including yourself, that's in real estate right now, either as a consumer or a practitioner like yourselves, you don't have any experience with a market that's in transition, let alone in some cases as her example, I think probably becoming somewhat of a buyer's market. So don't be surprised if you're going to have to educate every single person you come across as far as what their expectations should be about this new market that we're in. And that's, for example, in our premier coaching program, I know you're probably about to say this, but we have a 12 -week seller communication plan and it's so funny that I remember not so long ago, if you guys had stumbled across a 12 -week seller communication plan, you would even understand why you would need 12 weeks to communicate with, exactly. They can sell it a second time in 12 weeks. Yeah, exactly. So we came up with a new program for the old market where it was a 12 -second communication plan, but that's the new reality is you're going to have to start adjusting your mindset and then educating your buyers and your sellers about what they should expect as well. And so if before things took two weeks to sell, now in your market, it might take two months or three months to sell, that doesn't mean that you have, there's something wrong with you or something wrong with your market or something wrong with the product. It means that that's just how long things take to sell. That's right. And keeping in mind that that's not going to be the case in every single neighborhood and every single price range in your town, you may go on one appointment that sounds just like that tonight and then tomorrow's appointment, maybe because it's in more of a first time buyer neighborhood, maybe that does still have 10 days on the market and maybe you will get multiple offers, but you've really got to study your subject property a lot more intensely so that you don't cookie cutter everything like you were able to get away with in the previous market. So moving on to official mistake number one, and this is an easy one to fix. I'm talking to both listing agents and buyers agents here at lack of communication from both the buyer's agent and the listing agent. If you want to win, you need a meeting of the minds. The definition of negotiation is the reaching of a mutual agreement that all parties are satisfied with, but you've got to actually talk to each other to make this happen. So I've got two examples of that. Now she gave her examples. I want you to focus. They're primarily focusing on listing agents because listing agents, uh, you for the most part have been able to be somewhat abusive to the buyer's agents. Those days are over. That is exactly right. Okay. Example number one, listing agents. If you want to receive offers that are easy to say yes to put the desired terms into the agent to agent comments in the MLS and or here's a thought, actually call the buyer's agents back who haunt you looking for the details that will help them actually win. Remember they are trying to sell your listing. So yes, I would agree with that. Days of abusing buyer's agents should be over. And example number two, buyer's agents actually read the comments in the MLS and counsel your buyers to comply with as many of those terms as possible if they want to actually win, not just write an offer. If there are no comments, you've got to find the listing agent and ask them other than price, we can assume price is important of course, but other than price, what will it take to win? For example, does the seller want a specific closing date or a lease back or to keep the fancy chandelier? Find out and see if you can deliver a contract that they will accept. I will never forget a coaching client called me in a panic. They're like, I just wrote this killer offer, right? It was like 10 ,000 over list price. It had all the terms and conditions and I wrote it for a two week close, but we lost out. Well, why did you lose out? Call the listing agent, find out. Guess what? The seller didn't want a two week close. You thought that that was a rocking option and your buyers would have enjoyed that, but you have to know it's important to both sides, not just to one side and not be assumptive. What surprises everybody, nearly everybody at this point, is that very rarely is price the most important thing when you're really selling anything. I mean, especially real estate. What people will pay for is convenience more than anything. So you've got, Julie's giving you some advanced coaching tips there. If you're on the buyer side of things, call the listing agent. Now you might have an inexperienced listing agent that's not going to feel comfortable sort of coaching you a little bit how to write a winning offer. You know, that happens. So you're going to have to be very inquisitive and ask questions and do drill down and find out what it's going to take. Use Julie's little script there. Find out what it's going to take to win the listing. What is really important to the sellers so that I can essentially help you work with them and deliver to them an offer that will be acceptable and first, you know, first go around. So we can both hear yes. Yes. Right. Okay. So mistake number two, and this happens in all markets, but especially in a changing market, and that is some version of this, no lender's letter or proof of cash or a weak lender's letter or a boilerplate lender's letter. If your buyer has financing, their lender's letter needs to show ideally that they are not just pre approved, which is better than prequalified, but not just pre approved, but loan committed and needs to state that their ratios, credit, employment and down payment are all adequate and verified. And additionally, this goes a long way. I've had many listing agents tell me this. The lender should call the listing agent and basically vouch for the buyer's ability to close. Good lenders are doing this for on behalf of their buyers. They're saying, yes, we're endorsing them. They are contingent only on identifying a property, maybe on appraisal, but they are loan committed. So remember, there's three stages to getting your loan. You're prequalified. That's just a conversation. Pre approved is you're basically through underwriting, but then, uh, actually loan committed is you're ready to rumble. And again, if you're a premier coaching member, you can use what we call the ultimate addendum to avoid this mistake. That's the ultimate cheat code. So if premier coaching members in premier coaching, there's something that you can search in the little search widget inside Harris learning, you can search for something called the ultimate addendum with the ultimate addendum is originally it was designed for listing agents to basically, uh, you know, make sure that the buyer's agents buyers had actually been approved and it wasn't just some boilerplate Mickey mouse letter from, you know, rocket mortgage or something. It was actually a real lender's letter that didn't have any subjects twos or added conditions where the lender had actually done a three merge credit report, verified employment, verified assets, done all the things necessary to get the loan approved. And the only thing the lender's letter can be actually contingent on if you even want to call it that would be the house that they're purchasing being, um, you know, the appraisal happening. And I'm going to give you, listen to what I'm saying.
Real Estate Coaching Radio
A highlight from Price It To Sell Or Sit? Proven Real Estate Price Reduction System
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Today's podcast is sponsored by Bambi. So Julie and I are always looking to upgrade our staff. Hopefully none of our staff are listening. And so we're always hiring. We're always looking for folks to be coaches for us, always looking for folks to help us scale the business. And so it's one thing to find a qualified person. It's another thing to manage them. And that's where Bambi comes in. So running a business, your employees can create all kinds of interesting situations like getting complaints because someone on the team smells horrible, like this person is getting preferential treatment over that person. And that's where Bambi comes in. So with Bambi you get access to your own dedicated HR manager starting at just $99 per month. They're available by phone, by email and real time chat. So onboarding and terminations, in other words, when you hire somebody, onboarding them into your system and your business and then, frankly, when you're ready to move on and let them go, terminations run smoothly. Team members reach peak performance and your business stays compliant with changing HR regulations. Like personally, I love hiring people. I hate firing people. Well guess what? Bambi to the rescue. And with Bambi's HR autopilot, you'll automate important HR practices like setting policies, training and feedback. So here's one of the best things about Bambi, one of the reasons that we chose to work with them, and frankly one of the reasons we wanted to have them as a sponsor, because when you're working with Bambi, you get a dedicated HR manager. They're US based, they're dedicated to your business and giving you access to HR expertise and the personal touch you need. You will have somebody on speed dial to help you with all HR managers. And as you scale up your business, this is going to become more and more important. And if it isn't, you're most likely going to make essentially a mistake which could result in a lot of, frankly, lawsuits and other sort of inconveniences of owning a business. And get this, HR managers can easily cost 80 grand a year, but with Bambi it just starts at $99 per month. So schedule your free consultation today and see how much Bambi can take off your plate. So while you're thinking about it, go to Bambi .com, that's B -A -M -B -E -E .com right now and type in real estate training under podcasts. When you sign up, you'll really help the show. Again, it's spelled Bambi, B -A -M -B -E -E .com, Bambi .com, type in real estate training. This week we've been focused on price reductions or frankly, how to price the property correctly in the first place or and especially when going to visit a expired listing, how to get the price correct so that it does sell the second or third or fourth time as is sometimes the case. That's right. So what we're going to be doing today is we're going to share with you a system that we teach in Premier Coaching. Well, this isn't the actual system. This is more of an overview of the system because we only have you guys for 30 minutes on this podcast. If you want the real drill down, obviously it's in Premier Coaching. But what we're doing is we're going to share with you a concept of how to have conversations before the conversations, the call before the call. Yes, you might call it the art of the price reduction. That's right. Because it is a system because at the end of the day, if you just hit a seller one day with, you need to lower your price, you're probably going to get fired. The seller might not even lower the price even if it's in their best interest to lower the price just out of spite because of the way you asked or frankly because you're the one that told him that overpriced in the first place. Or more than likely you're not even going to ask in the first place because you're so wigged out about having to. Exactly. Okay. So what to do before you ask for price reduction and tomorrow we're going to sprinkle some scripts upon you so that you will be ready after you listen to what we're doing today. So what to do before you ask. So let's assume that you have a listing or listings that are sitting on the market. If you don't yet, you will. You're gearing up to ask your seller to reduce the price. Well even the most experienced and skilled realtors and brokers don't like making those calls. You are not alone. It's normal to not like those calls. For sure. Making price reduction calls were the hardest thing from being a listing agent. Agreed. Yeah. I mean because you had to be ready. Really if I just think about now I'm getting anxiety. I'm starting to stutter. I know. And you get tons of them. I know I did. Well at the end of the day you're going to hear things like if you don't essentially follow the system you guys can see where the roots of the system came in us having to actually sell real estate and then teaching to all of our coaching clients for the last 20 years. But yeah you're going to hear things like you know all over the price if you do this. You know this is the seller saying it to you. Well what have you done for me lately or if you do 14 more open houses or this or that or the other thing right. So why aren't you showing it more frequently. Exactly. Exactly which by the way the answer that Mr. Angeli wants me to hold off on all the scripts sold tomorrow. You can do that one. Okay I'll do this one. All right. So Mr. Seller that is a great question. I appreciate you asking and the truth is is that I might not be the agent that's showing your property but I am the reason it's getting shown and let me explain why. And then you go into the explanation of what you're doing to get the property sold. But you have to be ready to field that right. Well so the moral of the story here is isn't it you have to be working the seller into the price adjustment question or conversation not just springing it on them. So it's a new concept for a lot of you but that's really the way it's supposed to work in order to make it so that when it does come time to have the actual you know meat and potatoes conversation about repositioning the house on the market to correctly reflect the buyer's expectation. There's another script for you. In other words lower the price. They're prepared for it emotionally and they're not going to react and they've also essentially worked out all their anxiety. This is the system that we're going to be explaining today in great detail as much as we can in 30 minutes. And then again tomorrow is all about the scripts if you want the details if you want the notes that Julie is going to be sharing with all of you make sure you scroll down the notes are in today's show description along with a link to join premier coaching. It's a next natural step for all of you guys here is talking about it every single day. A lot of you are premier coaching members you rant and rave about it. It is the nation's number one selling coaching program. So do consider scrolling down and joining premier coaching and yes you can join premier coaching right now for free. So go ahead and take advantage of that offer is the perfect time of year every time of year is the perfect time of year. But now especially as we enter this new phase of this real estate adjustment where we're going to have to really focus on price adjustments. So again the purpose of today's podcast is to help you prepare for the big ask and actually achieve a meaningful price adjustment on tomorrow's podcast we're going to share some proven scripts conversation outlines so you'll know what to say and how to say it. And of course as Tim mentioned you get a lot more of this sort of thing when you are a premier coaching member. So before you go asking for a reduction or a price improvement there are things to say to your seller and things not to say to your seller. Let's start with some quick things not to say. Point number one do not bring up the price on every call you have with the seller. The number one complaint from expired sellers in today's shifting market is the only time I heard from my agent was to beat me down on price or to ask me to reduce price. Sellers want to know what you're doing for them before they're willing to budge on their listing price. So don't make every communication every text every time you talk to them all about price you will either not get a price reduction or get a meaningless price reduction. You have to understand from the sellers perspective what are the things that cause people the most stress and there's lots of studies that have been done this like birth death divorce and selling your house and selling your house right anything to do with money right. So if you're you are involved in a transaction that is required is requiring the seller to experience a whole bunch of anxiety that they have essentially designed their lives around never experiencing. You're asking them to make big financial decisions and that for them feel very it's triggering fight or flight and if you don't do it correctly they're going to go into fight mode. That is really the essence of what Julie's trying to teach all of you guys to understand. So be super clear that just because you're used to thinking about price and you're used to not and most sellers most humans have designed their entire lives around never having meaningful conversations about money. That's right and they're already stressed out just moving at all regardless of what price you're getting is stressful. You guys haven't if you haven't done it lately you will understand that the next time you move. All right point number two of what not to say or do and we've said this on every pricing podcast do not use language like cut slash or reduce replace with words like improve adjust or modify with regards to price. That's when you're talking to a seller and after you do reposition the house on the market after you do lower the price you know don't advertise that the price was lowered. Don't do it. Don't make it sound like the house is on sale. And be careful about this. Think through it. What's the reaction the market can have when they see the price is lowered. I see agents making a huge mistake all the time. That's right. Inexpensive price reducers. I'm sorry. Inexperienced. Yes. OK. Number three do not ignore the market conditions and assume that every listing you take will instantly sell with multiple offers for whatever price you put on it. Maybe the average days on the market for a listing like yours have actually risen to 60 days on the market but you didn't realize it. Maybe the average list to sell price ratio isn't one hundred and five percent anymore. It's dropped to maybe ninety seven percent. So that quote lowball offer wasn't actually a lowball at all. So know your facts on each individual listing. Maybe you now have five homes you're competing with but you assumed that there were none and it would be a feeding frenzy. So review what's going on weekly for all of your active listings. They're not all going to act the same way. And when communicating that type of information the analytical stuff to the seller and we do teach you guys how to do this in the coaching program is when you're communicating with the seller every single week do give them an updated CMA on a regular basis so they can actually see the activity and frankly so you can you're forced to see it as well and the seller doesn't ping you out of the blue and surprise you with more marketed information than you actually have. But with Julie's in that last point which is hoping you understand is that you want to under promise and over deliver. So if the days in the market is going to be you know let's say a stretch to sixty or ninety days for a particular type of house in your market and there's plenty of properties like that. You don't necessarily want it. You want to be super careful that you're not promising you're going to sell it in thirty days whatever the overall market's average is and if anything you want to hedge towards the longer days in the market so that they are emotionally prepared for the house to not sell right away. If you do not emotionally prepare for them to sell the house for the house to sit on the market or you know sit on the market for longer what they expected what's going to happen is when you do call them up for that price adjustment call they're going to say no because they're going to feel like you lied to them. Even again and second time I've said it today but it's true even if it's not in their best interest not to lower the price they'll do it again out of spite. They'll make it your fault. They will and they won't even necessarily tell you to be passive aggressive about it. That is true. And the other thing to watch is surrounding your individual listings is inventory going up or going down or staying the same and same with new construction. So we'll talk about some of this stuff. OK. What can you do and what conversations should you have prior to asking for a price reduction from your seller or sellers. Remember your seller is wondering what have you done for me lately. Don't let them wonder for too long. You might get fired or the listing could expire on you. The object of the game again is to be the listing agent when it actually sells. So what should you do. And again you get a lot more of this in Premier Coaching. I'm not going to deep dive into the 12 week communication plan but this is this next point is based on that. Communicate with all sellers at least once per week using our 12 week seller communication plan that you get in Premier Coaching. For example according to the plan you will update your seller each week with at least the following and there's more to it of course how many showings you've had this week and how many total showings they've had since you listed the home. What was the feedback after each showing. Suggest remedies to improve any issues. Now we realize that for a long time the feedback was choose an offer. If that's not the feedback you're getting you need to find out why you don't have offers to choose from. Number of inquiries saves and downloads from your online media. Conversations you've had in person via text or email regarding their listings with both buyer prospects as well as buyers agents. What were your open house results? When is your next open house scheduled? Which homes have sold that you used to be competing with and how many days did those homes take to sell? Why did those home sell versus your listing? Was it related to the feedback that you're getting or was it just a more popular floor plan or a better location or a better view? Why did the competition sell versus your listing? These are all conversations to have with a seller showing that you are paying attention and that you're taking action. Advanced coaching for those of you with teams, you can delegate the actual processing of all this information and the actual sending to the seller but you cannot and should not delegate the actual calling, the weekly calling because again they will build these psychological walls around the relationship with you. You will lose the listing, you won't get price reductions, you won't get referrals, you've got to be staying in front of your sellers at all times especially when they're going through stress like this, to hide out from them or to bury yourself inside some delegated staff system is going to result in you not winning. This market is not like the old market, you're going to have to be more professional and more upfront and be far more in communication with all of your clients. That's right and just because they're getting showing time feedback doesn't mean that they're reading it, doesn't mean they're understanding it and if they're reading stuff that you haven't read that can be kind of a black hole as well. I'll give you a funny example though from a coaching client in California and I felt so bad for her because this was her very first listing. She kept getting feedback that said shows like a zoo, smells like a zoo and she just thought well that's just realtor's being obnoxious. Until she then went to what she thought was a vacant house, turns out the seller had an emotional support pony that was living inside the house and there was maybe some pony poo that had to be remedied. That would be feedback to take care of, wouldn't it? Okay, so you just never know what's lurking in showing time. Well I mean we've had others that are far grosser or more hilarious than that. I know, just trying to lighten the mood with the price reductions. Yeah, the bloodstain house and the, you know, the house we listed that turns out there was a hidden S &M room in the basement that we didn't know about that one of the buyer's agents found during a showing and the seller never told us. See I was trying to keep it clean. Yeah I know, you were. I had to give them all of the stories. Okay, but yes, you need to be monitoring. The name of the game here is don't let your sellers know more about what's going on than you do. That's bad. Okay, number two. Yes, you should be holding open houses. Nine out of ten sellers expect you to do this. You know they're watching Bravo TV and HGTV nonstop and they are a great lead generator for you in a market starved for listings. Yes, you might actually sell the home yourself via an open house. I'm hearing that more and more in today's inventory starved market than I've ever heard in our whole coaching or real estate selling careers. Well it's because buyers have given up on, guys I'm not running to offend any of you, but buyers have a lot of times given up on buyers agents, especially those that only know how to find their inventory on the MLS. We did a podcast two weeks ago about the dozens of different ways you can find homes for sale with links to these various websites of properties that are for sale that are not in the MLS. Go and listen to that one. I think it was last week's. But yeah, the buyers are wise enough, especially more experienced, more upper end buyers. They go directly to the sellers because they want information on the house and they want to buy the house. It's not because they're trying to get the seller or the listing agent to kick in, commissioner or any of these other things. No, they're just desperate to find a house. They just want to buy a house. Well and I'll tell you another weird phenomenon of a low inventory market with regards to open houses is had many different circumstances where our coaching clients have said they had buyers that came into their open houses that were working with other agents, but those agents were unwilling to show them anything until the house they had for sale actually closed and most of these cases they were already pending, so they weren't really contingent on home sale. They were contingent on home closing and those are viable buyers that are probably two weeks away from victory that should be writing on property. So that's an interesting little phenomenon. Well it's because the buyer's agents are thinking that the sellers in that marketplace won't take home sale. So why bother showing it? But you know these are inexperienced listing agents who are now inexperienced buyer's agents who are going to end up losing the up leg on that seller that they have was now becoming a buyer. That buyer is going to buy either directly from the listing agent or walk into new construction. That's right. I mean they're practically homeless. Why isn't their agent being more proactive? It's ridiculous. It is. So don't let that happen to you. All right, number three. If your pictures are seasonal, update them. If it's autumn and your pictures are of spring of your listing, it automatically looks outdated. Change your wording in the description and keep things looking and sounding fresh. I suppose that's an advantage to our Florida, Texas, and California clients because it all basically looks the same. By the way, Chat GPT really does do a great job writing property descriptions. Yes. It's ridiculous. Absolutely. You should definitely be doing that. Okay, number four. Refer to our 11 ways to sell your listings fast, which we just finished that podcast series, and add some perks to that listing. Make sure you discuss with your seller first and do a new seller's net sheet. Give it two weeks after you've promoted the perks before you talk about price. So let's say that you put a buyer's side commission bonus on it or maybe you add the seller's going to contribute to closing costs. Let that percolate for a couple of weekends before you go after price again or in the first place. Okay, number five. Let your database know about your new listing and ask them who they know who would love to live in that neighborhood. Make sure your listing client knows that you've done this. When you guys wonder how it is that there are so many things that look like pocket listings, it's because agents do this. Because they know you're looking for something that sounds like this and then I make a call like that and I'd be a matchmaker for you and put those deals together. Well that's the kind of, you know, if you're in that agent's database and you're getting a call and they're letting you know about a new listing, well it turns out that that person just discovered that they're getting relocated to wherever and guess who's going to get the listing. It's just about being proactive. Again, Julie and I always lean back into the same thing. In a world where everyone wants to hide behind WhatsApp and Facebook, and that's Julie's next point, in a world where everyone wants to drip on people and SMS people and text people, the real advantage is going to be having direct, real conversation. I know that sounds counterintuitive because, I mean, gosh knows I love text, but the reality of it is if you really want to have a real, I'll give you an example. I have a friend that we do business with frequently. When I text him, he always calls me back. He'll never, Rafi, he'll never call me back. Always, and he calls you quickly back. Never text me back. He always calls me back. And it makes a huge difference. Absolutely. It takes him, I mean, more time, but it leaves a lasting impression so much so I just told about 14 ,000 of you. Yeah, well, and you also know that it's him when he calls and you always answer. It's like that's the relationship you've worked out. Well, but nobody else calls. Everybody else basically wants to do something that's passive. So if you become proactive with your communication, which he does, then you're obviously going to have an advantage in the marketplace where everyone else is being passive. Well, that's a huge point that I think you and I are used to talking about in living, but look at what Tim just said. When somebody texts you, call them. You're going to do more business. Someone messages you in any way. Call them. Call them. Or if you can, go see them. That gives you an unfair advantage. Be clear about that. Oh, it takes more time. It does, but you know what takes even more time? Posting pictures on social media and doing all these other passive things, hoping and praying that the real estate gods are going to sprinkle a lead on you where if you just start having direct conversations with, you want to know how to differentiate yourself in your marketplace, build your brand if you want to use that vernacular. It's being the agent who actually is making the phone calls, answering the questions, being of service to other people. It's not difficult. It's also a lot more efficient and faster. People that forget dialing the phone is actually faster than fighting with your text autocorrect, right? It's because they don't know what to say. I know. We're working on that. Well, they also get it in their heads. Like, what are they going to think of me? I don't want to be rude. I don't want to interrupt them. They're going to think I'm desperate. All these little internal dialogues you guys have in your heads, they're making you broke. Just remember, you're here to be of service to other people as a real estate professional, and the best way for you to do that is have direct, meaningful, sometimes scripted conversations with prospective buyers and sellers. It's not difficult. That's right. So speaking of which, number six, post on your nextdoor .com slash name of your neighborhood. If you don't know about that, just google nextdoor .com and read up about it. Any community pages on Facebook or WhatsApp, and let your seller know that you've done this. Monitor for questions and comments on those entities. There are a surprising amount of deals happening on Nextdoor, which is just like a micro community for neighborhoods. So don't be surprised if you get some fairly immediate response to that. I've had several coaching clients that have done deals last week just off of Nextdoor. Number seven, doorknock the neighborhood with a just -listed flyer. I've been talking about Kristen Holly lately. She's got a lot of business from this, from doorknocking around her listings in her neighborhoods. So doorknock with a just -listed flyer, asking each owner, here's where you have real conversations, ask each owner you speak with whom they know who would love to move into this neighborhood. Let your seller know you did this. You'll probably take more listings as a result of your doorknocking anyway, so don't skip this. Now, if you haven't done at least, and again, we give you more in Premier Coaching, but if you haven't done at least all seven of these things, you shouldn't expect your seller to give you the reduction you're looking for. And they may even get combative with you when you ask. And if you do get anything out of them, it could be a micro reduction, which caused you all of that stress and didn't make a hill of beans difference. So let's just foreshadow tomorrow's podcast, okay? So what you're going to do when you take the listing is when you take the listing and you have the paperwork signed, you're going to start, you're going to give the seller a complete home selling guide. This is when you're a Premier Coaching client. That's going to answer basically all the questions they might have now that the property is listed. And one of the things in there, quite a few of the things in there, are about adjusting the price if necessary. And so you're going to start, you're going to show them what the, essentially, this is going to happen on this day and this week, this day and this week, this day and this week, this day and this week. It's laying out what the next four months is going to be like as they go through the process of selling their home with you. And in there is pre -scheduled conversations about repositioning the house on the market. What you don't want to do is spring on your sellers that it's time to lower the price. And you don't want to call the seller and just nag them about price. You need to be working into the conversation. And by the time you're actually going to ask them to reposition the house on the market correctly or reflect the buyer's expectations, they're already expecting it. Or in some cases, if you've done it really at a high level, they'll have already told you and maybe even messaged you in telling you what they want to lower the price to. That's really the best way to go about doing it. There's certain things we're going to show you guys tomorrow. I call it the call before the call. Absolutely. Yeah, we're going to talk about the call before the call. We're going to talk about what to say.
Wealthy Behavior
A highlight from September Market Update: A Look Back & A Look Ahead
"Welcome to Wealthy Behavior, talking money and wealth with Heritage Financial, the podcast that digs into the topics, strategies and behaviors that help busy and successful people build and protect their personal wealth. I'm your host, Sammy Azuz, the president and CEO of Heritage Financial, a Boston based wealth management firm working with high net worth families across the country for longer than 25 years. Now let's talk about the wealthy behaviors that are key to a rich life. Welcome to the September edition of the Wealthy Behavior podcast, where I talk to our chief investment officer, Bob Weiss, about what's going on in the markets right now and things that you should know going forward as investors. Bob, how was your summer? It was great. You know, hearing summer in the past tense is a little sad. It was nice, but, you know, fall is going to be busy and it was a nice summer. What are you going to be busy with this fall? Just back to school stuff with the kids in school and all their activities, which they basically head off in the summer. How about from an investment standpoint, what are you guys looking at and what do you want to accomplish before your end? Yeah, a lot of projects going on, probably the biggest is looking into 2024. So capital market assumptions and thinking about any portfolio changes as we restructure portfolios based on our outlook. And then there's some travel to some conferences. Fall is a popular time of year for investment conferences. So I'll be traveling a little bit, have a conference in September, two in September and then one in October. So that'll be keeping me busy as well. What do you get out of those conferences, Bob? A combination of the content, what you're really supposed to go there for, where you see quality people up there presenting good ideas and you get some nuggets. But there's also value, in my opinion, in the networking where you're sitting with industry peers, like -minded individuals and talking in between sessions. What do you think about that? And what are you guys doing? What are other people around the country who are in a similar seat? And typically you add all that up and in a conference you'll get a few good takeaways. Awesome. So you talked a little bit about capital market assumptions for 2024. That's a topic we've covered on the podcast. But maybe as a quick reminder, what are capital market assumptions? What do they do for you and how do they lead to portfolio implications for investors? And maybe just a little bit of a preview of if you think things have changed this year from your expectations going forward. Yeah. So capital market assumptions or the acronym commonly used to CMAs. But those are the assumptions that you are applying to asset classes, specifically risk and return. So for example, what are you expecting for return from US stocks and what's the level of risk in US stocks? And then you go through every asset class. So US stocks, international stocks, emerging market stocks, different types of bonds, alternatives, et cetera.
Real Estate Coaching Radio
A highlight from 12 Month Repeat and Referral Real Estate Lead Cash Flow Machine (Part 2)
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Welcome back everyone. This is day two of our 12 month repeat and referral real estate lead cashflow machine. I think we got all the best keywords in there. So if you're not listening to part one, it's obviously yesterday's show, same title and it's sitting there waiting for you to listen. And it's available obviously on Spotify, iTunes, YouTube, I don't know. It's like 30 different places where our podcast is featured. So please go and listen to yesterday's show, but today is part two. So what we're going to be doing is we're going to be going through notes as we always do. And these notes are available to you as well. Scroll down. The notes are waiting for you below. What do I mean by below? Well, a lot of you don't know this, but if you're on iTunes, just open up the show description and there is where you'll discover all of our notes for today's show. Same is true for Spotify. Same is true for Google, whatever it's called. Same is true for iTunes. Same is true for YouTube. All of our show notes from every single show we do every single day, every single workday are always there waiting for you. We put those notes in there so that you, a lot of you, will listen to our podcast while you're running, while you're walking your dog, while you're driving to work or whatever, and you will hear something and you'll want to write it down. But we don't want you to essentially stop running in the treadmill to write something down. So we've given you all of our notes. They're there waiting for you. So again, scroll down. They're there. And while you are scrolling down, reading the notes, following along, please do remember you can join Premier Coaching and Premier Coaching is free. Premier Coaching is our comprehensive A to A real estate success system. It's proven to work in all market conditions and all price ranges. And it is something that every single one of you want to embrace. And we've made it so that every one of you can easily and effortlessly say, heck yes, I'm going to join Premier Coaching because you can join Premier Coaching for free. This, from what we understand, is the nation's number one selling coaching program. We've had over 2 ,000 agents join in the last 12 months. So obviously, we're doing more right than wrong with Premier Coaching. And I think the one thing that all of you will agree is the best part of it is you can take Premier Coaching on a test drive. And it costs you nothing. Join Premier Coaching now for free. And that does include a daily semi -private coaching call with one of our Harris certified coaches. The link is below. Just click to join. Or of course, you can go to premiercoaching .com, premiercoaching .com. But the easy button truly is just to join using the link below. All right, Julie, let's get right to point number one for day two. That's right. So we're talking about your communication plan. What will your system be? This is not complicated. They are seven simple points. But you do want to do all seven, starting with, of course, number one, call your database regularly. Your ideal daily schedule, which was created by you when you follow the real estate treasure map, calls for a daily number of contacts to your database. Five per day is easily accomplished, so you can start there and do more if you can. Point number two, make it a daily standard. Take the total number of people in your database and divide it by 20. This tells you how many you should call per day in order to make contact with everyone every month. 20 is the number of business days in each 30 -day period. Now, if that number is too big, then divide it by 40 or 60 so you can contact everyone in 60 or 90 days. Now, Premier Coaching members, you do have our 12 -month Centers of Influence past client lead generation plan as part of Premier Coaching. We do tell you what to say. We do tell you what to do every time you make a contact. We're not just saying, here's a big list that you've created, now start calling them. We're going to tell you what to say, what to do, and a lot of it's seasonal and whatnot. Primarily, what we're going to have you do is make calls and actually have conversations with people, maybe face -to -face. What the game is is that you should hold yourself accountable to having at least five conversations with decision -making adults every single day, doesn't overtly need to be about real estate. That's the reason Centers of Influence and past clients, frankly, are one of the easiest sources of business to get business from. You can just be you talking about you, talking about whatever you normally would talk about with that person, and then you need to seed the conversation, reminding them ever so, I think, subtly, thank you, that you're in real estate and that you're here to be of service to other people. One of our trademark lines is, by the way, who do you know who's thinking about buying or selling real estate in this market that I should be helping? Those types of scripts are all available for Premier Coaching members, so make sure you do not delay. That's right. Point number three, you can use KVCore plus making it rain that goes hand -in -hand with KVCore, if you have it, or happy grasshopper or contactually to regularly email your database. None of these are expensive, and when you're with eXp, you get KVCore for free. We said before on yesterday's podcast, electronic communication is unreliable and should never be your only spoke, so remember, this is in addition to calling, not instead of calling. And one thing I wanted to add to your previous point, Tim, when we're talking about five contacts per day, we are talking about actual conversations. You might have to dial 20 times on some days to have five actual conversations, and then maybe the next day you hit the jackpot and everybody answers the phone. So don't let that frustrate you. Your goal is to have five real conversations. So here's a way. Take the lazy test. Let's just call this the lazy test. We're asking you to call your centers of influence and past clients. How many of you immediately hit the easy button and started to think of ways to rationalize not actually making the call, thinking that somehow miraculously you're smarter than, you know, what, you know, these time tested methods have proven out to be true. You go to, well, I'm going to create one happy grasshopper, one little video. I'm going to send it to my whole list and I'm going to be very energetic and enthusiastic and I'm going to say something that's going to be of value. There's going to be a great call to action, the whole thing. Now, that is better than doing nothing for sure, but if you did that, in addition to making the phone call, think how powerful that's going to be. For example, if you did a little video that's offering a CMA. So I've been getting a lot of calls, emails, communications from people. I know love and trust and they're all worried about what's going on with their home's value. So what I'm going to be doing is every single month I'm going to be providing everyone who's interested a quick update on their home's value so they don't have to worry. You can do a video like that and then you follow up with a phone call. Right there, you've closed the loop. You have elevated yourself beyond everybody else who also, you know, everyone else being other agents who are also marketing to those people because those people are also in their centers of influence and past client list as well. Do you see, listeners, why the phone call is the unfair advantage that all of you guys should be leaning into or obviously face -to -face, human -to -human contact? And you can also enhance this with writing, say, for example, five cards every day. Doing something that's going to show overt appreciation and make direct contact. Again, easy button people. I know what you're thinking. Ha ha ha. Tim, I've got that one hacked because I know a way. I can have an auto -pin write my cards for me and I can have the auto -pin write, you know, a hundred, look how much you're paying for the auto -pin to do what you're doing, what you should be doing. Yeah, and that's real personal, isn't it? Having a computer do it for you. Well, it's not, Julie, some of them are really amazing. I know. We got solicited from a company who wanted to be a sponsor of our podcast for a month and they wanted to pay us quite a bit of money and because they were looking for agents that were looking for the easy button and to which we said, no, thank you. We don't want to market your company. But the gist of it was kind of brilliant. It was a technology that took a Mont Blanc pen and wrote it on really nice like crane stationary and wrote as is and it even emulated your writing style and you know, and it looked like something you hand wrote and the whole thing and it came in a nice, it wasn't even, it was like a proper invitation size envelope. The whole thing was done exactly like we want you guys to manually do it. But here's the problem. It was hideously expensive. Of course. Each of these cards worked out to be like, I think for the like base version that didn't use your own, your handwriting, it was like $2 and 50 cents or $3 a card and the more expensive one is like $5 a card. Wow. That is insane. That is insane. It is, but they have to make a profit too, right? Sure. Do it yourself, dear listener. You can get really nice quality stationary and you know, do this yourself. You can buy all that stuff on Amazon. Don't just do like standard issue, uh, your broker stationary. Make it, you know, nicer than that. To your point about this company using quality stuff, but you don't have to spend $5 a card. Well look, you don't even have to really send them cards at all. You can just make the phone call again. The sending card is not proactively generation. Sending the card is you not wanting to put yourself in a position where you have to have a conversation with the decision making adult, you know, that's the icing on the cake and the cake should be the call, right? That's what we always say. That's the repetitive message you're hearing from Julie and I proactively generation enhanced by passively generation. In other words, prospecting direct conversations enhanced with marketing and advertising. So that is how you're supposed to do it. And when you get really good at the proactively generation, chances are you won't even want to do the other stuff. Go you because that means you're going to have ridiculously high profit margins. That's why point number one was call. Okay. Point number four, you can send specific videos to your database via email. This can range from market report videos to just listed, just sold or wanted where you're prospecting for your buyers where you can't find inventory.
Real Estate Coaching Radio
A highlight from Real Estate Agents: Will YOU Succeed Or Fail? Take This Success Test Now
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. We are back and this podcast is going to be a test. That's right, a test, but I promise all of you will actually have fun taking it and love the results. And this is going to be a 25 question self -administered test that we're going to give to all of you. And yeah, I think it's going to open your eyes as to a lot of the things you're doing right and maybe some of the things you can improve upon in your real estate business. But before we do, Julie Harris has an email that she'd like to read to all of you. Yes, actually, this was an email to myself reminding me about a post that coaching client, one of our premier coaching clients, Ryan Montoya, put on the private members only Facebook page. That's also where some of the coaching sessions happen. Here's what Ryan posted just a couple of days ago. Ryan says, feedback on the open house binder of listings within a one mile radius of my listing. That's something he learned in premier coaching. He said, I had a great open house today. I had 12 people. Now some of you will say, only 12 people will get this. Of those 12 people, three were solid buyer leads, two were seller leads that both got a pre -listing package, also something he got from premier coaching. Now one of the sellers has two homes to sell. Everyone loved the listing binder. So how did he get these results? He posted that, 15 directional signs. He did Google ads for more exposure. He did 100 open house invitations in the neighborhood the day before. He email blasted all agents in 10 to bring their buyers, so that must have been on his listing he was holding open, set a canopy outside with a table and music. Now I'm going to be sending everyone a thank you card for coming into our open house. So I would say that's a pretty rock star conversion rate, 12 people and three buyer leads, two seller leads, one of which has two houses. So that's a total of six potential transactions at least. Now the interesting thing about what happened the next day, I think he posted this maybe on Wednesday. I saw another post, Ryan typically goes to all the coaching sessions, you know the semi private coaching sessions. So you know he's a frequent flyer of course and he posted, sorry I won't be able to attend this one today because I was door knocking expireds and I'll be on a listing appointment. Well the best part of all that is A, he's doing the real work of real estate, B, he's obviously putting himself in the position to help people make money. But you know I'm loving the fact that he's getting these leads and he's not paying anything for them. Not one red cent. Not a referral fee, nothing and in a world where paying for your leads constantly it seems to be on the, you know that seems to be the omnipresent topic. Like where can I buy leads? Well how about this, you buy leads with going out and getting your own leads and then you make a hell of a lot more money. And the other, the underlying benefit beyond all the things I just mentioned is his confidence. Yes that's right and I also liked, one of the reasons I pulled that out to share with all of our listeners was his combination of things that he's doing and his very low ratios. He's not talking about, you know I got six leads out of my drip campaign going to a thousand people a thousand times a year or anything like that. No, he's using a pre -listing package, he's doing the open house system, he did the binder that coach Rochelle taught a couple of days ago as part of premier coaching, he's been very coachable. He doesn't just go to the sessions, he's implementing and then on top of that he's not just lead generating in one source, you know he started out talking about open houses, then he was talking about doing his expired door knocking. So you can see how Ryan is having success on a high level by combining several skills at the same time and implementing at a high level. Absolutely it's fantastic, so congratulations Ryan and literally the thousands of you were also taking the same level of action in a market where everyone else is buying their leads and putting people in drip campaigns. The, guess what, direct face to face human contact really is working wonders, so definitely get off your butts, get away from your keyboards and go out there and help people and make yourself a lot of money. Alright Julie, so let's roll right in with the test. Agents, do you know, actually you wrote it so you can read it. That's okay, so this topic today is the result of a premier coaching session that one of our coaches did this week, coach Rochelle rolled this out. The coaching members liked it so much that we decided to make it into today's podcast. Coaching clients reported that they felt like they had so much more specific direction on what specifically to work on after that session. Now we can't do the full drill down on this podcast like we do in coaching but we'll at least give you the questions that were used. There were 25 questions so we'll go through them relatively quickly and you can scan down and get those questions. That's what I was about to say, Julie, thanks. So yes, the notes for today's podcast and this would be a great test for you to use for your teams or your brokerages or what have you. So the notes are in today's show description so if you're an iTunes, Spotify, wherever you are just scroll down, it's all there. We are doing a better job of making sure all of our notes fit because sometimes we get edited by iTunes for example but they're all there and when you're there, hey, this is a perfect time for you to join premier coaching so just click the link that's below and you'll again find the link for the offer for your free access to premier coaching in the show notes below. So just click the link, it takes like 17 seconds to join premier coaching and yes, that will entitle you to a free daily semi -private coaching call for the next 30 days daily during work days. So please go ahead and join premier coaching. All right, Julie, let's go ahead and jump in and let's get these guys these questions. That's right. Now these are not multiple choice questions, these are not writing an essay type of answers. You have only two choices. The answer is either yes or no. But there's a way, so are we going to do the scoring like before or after? They can do their own, what we're looking at is how many yeses versus how many noes. Okay, that's it. So we're going to be at the end of this, we're going to be counting up how many yeses that you had versus how many noes that you had and based on that information then you're going to have a plan of action that's going to evolve. That's right and in premier coaching there were more questions than this, I just pulled out the top 25. So if you answer no more than yes then you need to get to work upgrading your skills, your habits, your discipline, your schedule. The test will reveal exactly what you need to work on and you'll have the direction you're looking for. For your yes answers make sure you keep doing what you're already doing good or great at and strive to do it at an even higher level. For your no answers at the end of the test circle at least the top three to conquer this quarter, this month and this week. Now note to self, if your answer to any of these questions is not always or only sometimes that counts as a no. So we're going with either no or yes, let's get started. So yes or no real estate skills test. Number one, and we can comment if you'd like in between these because we'll go really quickly. I scanned these beforehand, these are all real work of real estate stuff so it's good drill down information. Yes, it's pretty direct. So number one are at least 50 % of your past 10 transactions listings. Now obviously if you just got licensed yesterday you won't have that stat but for those of you who are in the business a little bit further on, at least 50 % of your past transactions are they listings yes or no? And that's yes or no and we should have, though we won't, you could have even added the caveat to there. Were you paying referral fees for those? Were you buying those leads? But just for the sake of this test and for the sake of today's podcast, were 50 % of your past 10 transactions, you know, five, 20 adjust accordingly, but are 50 % of all of your deals from listings? Question number two. Question number two, do you know what your magic number is? And if you don't know what that question means then the answer's no. That's right. And you know we might have some brand new listeners and maybe they're exempt but they can dig into virtually every podcast we've done referring to that. The Harris Rules book, Premier Coaching, the real estate treasure map, all of that mentions the magic number. Well so assuming you didn't know it, Matt, the magic number formula is what you discover when you're completing the real estate treasure map. I know we have all these funny sort of Harry Potter terms but you get the treasure map for free. It's your fill in the blank business and life plan. You get that for free in the first level of Premier Coaching and the output of that, what you're then going to know is what your magic number formula is. Really important you get this done. It's waiting there for you in Premier Coaching. It is free for you to join Premier Coaching. Scroll down as I said and just click the link or of course you can just text the word Premier to 47372. You can text the word Premier to 47372. But remember when texting message and data rates may apply. Question number three, do you have and most importantly actually use a pre -listing package? If you don't know what a pre -listing package is, the answer is no. That's right. Number four, do you have and use an organized database otherwise known as a CRM with updated contact information for all of your past clients and centers of influence? So for some of you, you would answer yes, I have a database but we made the question harder because it actually has to have updated contact information that's accurate for your past clients and sphere of influence. It has to actually have good stuff in there. Okay, question number five, do you speak with at least three people from your database every work day about real estate? And I made it only three so that many people will be able to say yes but some of you will say no. And notice the word was speak with, not message. Not drip, message, text or otherwise send smoke signals. Speak with, for the younger folks, that means your voice. That's right. Okay, number six, do you dedicate at least 80 % of each work day to proactive lead generation? Question number seven, do you... You know, that would have been a good thing too. We could ramble on that forever, right? Well, we have on other podcasts. Proactive lead generation versus passive lead generation, proactive lead generation is you making direct contact with an adult human about buying or selling real estate versus passive is, for example, you doing anything hoping and praying that someone then will respond to your, let's say, ad or branding activity. Yes, face -to -face or voice -to -voice is what we mean. That's what proactive is. Yes. Number seven, do you have an open house system that creates at least two closable leads every time you hold a home open? Think about what we shared with you from Ryan, right? So he clearly does have a system. He gave you the bullet points and he got well more than at least two. But do you... So there's two things here. Do you have an open house system? You might have one, but is the system working for you? It has to at least create two closable leads every time you use it. And we've done podcasts about open houses as well. Point number eight, question number eight, do you close at least six transactions yearly as a result of your open house system? That's just testing your answer to number seven. Question number nine, are you confident that you accurately price your listings? Well, how do you know? Do they sell within, I would say, no more than 60 days? You're probably a pretty good pricer. Are you struggling with price reductions? Do you have stuff that's sitting on the market? Or maybe you're getting feedback all the time, great house, but it's too much. Or maybe you're hesitant to take listings because of the fact that you don't know how to accurately price your listings. That's the reason people join Premier Coaching. It's a very critically important skill. If for no other reason than when working with buyers, they're going to know whether a listing is priced accurately. But oddly enough, buyers, generally speaking, will know whether or not something's priced accurately from having seen the competition. But they won't have access to, which the appraisers will, what you will find is going to work against you when it comes to getting that mortgage approval is you're going to have to know the comps, the comparable properties, and it all goes back to knowing how to confidently accurately price listings. Question 10. Question 10. Do you have professional profiles on Facebook, LinkedIn, and Instagram? Professional meaning that it looks like you, it's filled out, your picture is right, your contact information is right, all three of those assets actually match, and it looks like you are in business. Or does it look like you set it up three years ago and haven't done anything with it? And by the way, it is okay to mix personal and professional. In some cases, I think that people kind of expect it. They're not wanting just to go and read your real estate propaganda on your Instagram page. They're going to want to go there to learn more about you, and then you sprinkle in your propaganda, your offers for CMAs and whatnot. So it's okay to mix. And if you want to see our Instagram page, it's Instagram, then it's at Tim and Julie Harris, and you guys can check it out. Question 11, Julie Harris. Do you ask, who do you know who could use my help buying or selling real estate at least twice daily? Who do you know, like, hey, Julie, you know, after you've had a normal natural conversation with Julie at Starbucks or in the line at the grocery store or whatever, and say, hey, Julie, by the way, who are the two or three people that you can think of right now who are thinking about buying or selling real estate that I should be helping in this market? You guys can iterate on that question, but the essence of it is, is you're giving them a number to think of, a number of people, and then you're asking a question and you're including the word helping. Who are the people you know that I should be helping buy or sell real estate in this market? And you will be surprised. You will absolutely be shocked in some cases how frequently you actually get a referral that way. That's true. And remember, it's not, do you know anybody? Because people don't spend much thought on that answer. It's who do you know or who are, you know, two or three people, you know, don't ask questions that can result in a yes or no, because the human brain is always going to shut it down. Who are the two or three people who are the one or two people or, hey, Julie, who's the number one person right now that you can think of that is thinking about buying or selling real estate that I should be helping? Those types of questions are going to generate leads. Even if you don't get one right away, that person's going to remember that you asked and they're going to, if they stumble across somebody, send that person to you. That's right. Question number 12, do you have goals in five areas of life and are they posted where you see them daily? Again, that comes from the real estate treasure map. Do you actually have goals in five areas of life and are they posted? And the goals in the five areas, Julie Harris, are? You're not putting me on the spot, are you? I am. Family, financial, physical, mental or emotional, and education. That's right. There you go. Question number 13, do you use whiteboards to visually track your business? You should be tracking your listing leads, your buyer leads, so you have a leads board, you have an active listing leads, those are the ones you have kind, you know, actively on the market, your pendants and your closings. You should be tracking all of those. We teach you that very, very specifically in premier coaching and all of my elite coaching members have to send me a picture of their whiteboards. I think you have, you do that as well prior to every coaching call and it really does keep you on track. Well it's so yeah, KPIs and cool dashboards that show up on your, you know, your mobile phone and whatnot are fantastic, really neat, love the technology, but nothing will ever be as powerful as walking into your workspace and having a big dry erase board that was that you numbered in permanent ink, one through a hundred for the number of closings you're going to do this month and you're looking at it and realizing you've only done 30, right? In other words, you're going to see all the blank spots on the one through a hundred that should be representing close transactions. That is a really wonderful, overt, psychological reinforcement of the direction you should be going. The problems with the dashboards inside your phone and your computer is you could hide from it. A dry erase board, especially a big one that dominates your workspace, no hiding from that. Yeah, that's right. It's called visual accountability. Yes. Number 14. You might guess that this would have been in there. Are you involved in coaching? It's a yes or no guys. You can fix that right away by the way. All right. 15. Do you have and use an actual buyer presentation? A lot of you do have listing presentations, but maybe there's a reason why most agents complain about buyers not being loyal, buyers not knowing what to do next, buyers working with two agents at once, buyers buying it for sale by owner, walking into an open house and working with that agent or going to new construction. Well, your buyer presentation of course cures that. Do you have one? The answer is yes or no. The output of the buyer presentation is the buyer signs the buyer agency, your agency agreement that your state requires, and they're also signing an exclusive buyer agency contract with you, and they're also signing a sample buyer net sheet. That's really the output. Just like if you were to go on a listing presentation and you don't have a listing until the seller signs the paperwork, that's what your mindset should be about working with buyers. A lot of you have taken this sort of laissez -faire, lazy approach to working with buyers and you treat it like a big social experiment. You wonder why some of these buyers flake out on you is because they don't have any sense of loyalty to you because you've not approached them in the first place as a professional.
Bloomberg Radio New York
"cma" Discussed on Bloomberg Radio New York
"The cma this is going to be a fresh what they call phase one investigation this new deal will see microsoft not acquire the cloud streaming rights to parent all and future activities and games released during the next fifteen years excluding in the european economic areas of the european union plus norway and uh... iceland and x web helpfully you're here with us this morning and tech is your special subjects and say there we go thank you that's the uh... the case i was looking for and did this seems at like a pretty significant move from the cma and certainly will make life a lot easier for microsoft i wonder what your your thoughts are now that we've seen a new deal submitted by microsoft trying to get the activation deal yes look the cma risk losing a huge amounts of of political face uh... because everybody else was uh... backing the deal essentially and in that the european commission on both the regulators in the u s as well had also had approved this to happen to the cma was a bit of an outlier when when it it came to the regulatory reviews of them exactly yes in the uk while it wants to have a reputation for being uh... uh... you know seducer effective in the way regulates big tech it doesn't want to be seen since he's being anti big tech now to be clear that uh... it there's no guarantee at this stage of the deal will be completed but they are getting another bite at the apple and uh... will have to see what exactly what the details of the new deal are but it'll be is a good opportunity to see a major maybe save some face exactly i mean it's provides a message with a lot of time down because they confirming original their decision which was to block this deal there had been a question of it being placed under review when the other decisions came in from other regulators and after the extremely harsh criticism that there was uh... from of ceo of the uh... competition regulations in the uk so the fact that this is a new deal allowing them to begin their examination all over again and with with some concessions around cloud streaming rights well as and so that will be that those considering rights whenever he sold to you be soft according to the statement from the cma this morning so really interesting to see the latest at on that story as it develops there's another big tech story in town though alex which we want to talk to you about and this is the tip designer arm filing for its IPO in new york a pretty big step expected of down to it almost how big a deal is it given that we have some more detail now i mean it looks a big deal that they're listening us we kind of knew this was going to happen it's a massive deal for the IPO market more broadly which has been sort of shot for for quite a while we've not seen any significant ipos over the past year or so um and this will therefore be a big test to see what the appetite is like now the caveat to this is they're going for a very punchy valuation 60 to 70 billion dollars that that's a multiple a that is quite a generous premium to the philadelphia stock exchange semiconductor index which is kind of the benchmark for most semiconductor stocks certainly in the us uh that's even as um is not growing right now now there are plenty of chip companies that are not growing but the ones that are are the ones that traded a premium to the market the likes of nvidia the likes of of amd who have very significant ai exposure arm has a little bit of ai exposure it's it's um CPUs are used in some nvidia CPUs it isn't really at the edge bleeding of this stuff in the way that nvidia is because ultimately the battle for um ai is about really GPUs graphics processing units that's not arms core competency so there clearly if you look through the IPO document they try to play up the AI piece it is not immediately obvious that they are first -tier winner of the ai battle one of the interesting details in those IPO for lines course is we got a bit of a look under the hood at arms business what did we learn from what was in the documents i mean the two things that really jumped well firstly this earnings story and we we the earnings are not a complete surprise because they of course have to file it with companies house it's different a slightly accounting standard but nonetheless we knew that they hadn't been growing what we knew they've doubled in size from when they required by soft bank they have not been growing in the past year they've not been growing the most recent quarter that is perhaps a little bit troubling the other big thing is the way their exposure to china is managed they have a there is a company called arm china um which was spun out essentially of arm and it manages the sales with china arm itself it transpires only owns about five percent of arm china now that is a big risk because it means they are not actually managing the relationship with china directly quickly and that is about twenty five percent of their total sales so those are the two for me at least big earnings from this massive document what about what all of this means for softbank uh they have been suppose i as we say talking about this ipo for a long time the thing is that like if you if you're softbank and you had put 30 billion dollars into the phil a tracker fund for the philadelphia stock exchange index in 2016 you'd have seen probably a return in excess and then that's excluding actually dividends you'd have seen just based the on on the price a return exceeding 300 they are likely to have generated a turn with an arm of just just over a hundred percent if they get this sixty seventy billion dollar uh... sticker price now doesn't look great uh the question is has arm done better or worse than it would have under the softbank umbrella of course this return only pertains to the sort of ten percent that they are likely to be listing there is of course headroom then for that share price to go up and the returns to be more generous the other piece of course is they had agreed a deal to sell it to invidia uh... and a lot of that deal was done denominated in video stock video of course is now one point two trillion dollar company that would have also seen them you you know the value of the state they had got in a video hit something like eighty billion dollars today so there were uh... other outcomes that might have been from a softbank perspective more preferable it's great to have you with us to talk us through details the of the IPO filing that we got for ARM up next the growing risk of AI eye to copyright and britain's highest taxpayer doubles his fortune now the paper review on bluebird daybreak news you need to know from today's papers and lianne remember garrens is with us the details of those stories let's start in the financial times lianne british media and creative industries quizzed over a high risks to copyright yes indeed steven good morning to you and like i said earlier it's me it's not a chatbot it's not AI because i feel like we're a terrifying prospect yes i i know gosh might have half a brain anyway let's get on so british media and creative industries have been contacted by the government over concerns that products generated by AI are infringing their copyright this is not new we've been having this discussion for time a long since the boom in AI media groups are unhappy with tech firms who have been using their news
Real Estate Coaching Radio
A highlight from YIKES! My Real Estate Listings Aren't Selling, PLEASE HELP! (Part 2)
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. And Julie, today is part two, and we're focused on the 15 reasons why your listings won't sell. If you did not listen to part one yesterday, well, obviously you want to start there. And the intent of today's podcast and yesterday's, of course, is to give an immediate boost of motivation and direction for those of you who have listings that aren't selling. But for those of you who have no listings, here's the idea. Use this information when maybe speaking with a prospective seller who happens also to be an expired seller, because when giving this information to them, they're going to immediately realize that you're more professional, giving them maybe the exact reasons why the property didn't sell. Another great idea is use this information for your social media. I can see a lot of you guys making this into little short videos or obviously just all kinds of different posts. You can use this for about anything, because guess what? We're giving you our notes. They are waiting for you. Just scroll down. If you're over on iTunes, Spotify, if you're on YouTube, it does not matter. You just scroll down. Our notes are there. And when you're there, make sure you guys join Premier Coaching as well. Click on over. Check out Premier Coaching. You can join Premier Coaching for free, and it does entitle you to a daily semi -private coaching call with one of our Harris certified coaches. We know you love this podcast. This is the number one downloaded real estate, daily real estate podcast for real estate agents in at least the United States. Might even be number one in other countries. I don't really bother to look. But the moral of the story is this information is just training. We do our best to do a great job training you, but this is just training. So if you love this podcast, you won't believe the experience you have when you join our Premier Coaching community. So make sure you click on the link. Join Premier Coaching. Now, if you are not able to click on the link and you want to join, maybe you're on desktop or whatever, that's fine too. Just go to premiercoaching .com. All right, Julie, let's pick up where we left off yesterday at point number eight. Yes, these are all reasons why your listing may not be selling. I think it's also a good checklist. You could look at this as top 15 things that you don't want to screw up when you take your next new listing going into it, right? So lots of different uses for this content. Point number eight, the listing could be in the wrong pricing segment. For example, if you're listed at $509 ,000, you are possibly the least attractive listing for a search from $500 ,000 to $750 ,000. That should be, and anybody experienced when you look at $509 ,000, you know it should be $499 ,000, to make it the best option for somebody searching, say, $350 ,000 to $500 ,000. Now some would argue to just price it at $500 ,000 even that way you capture both of those types of searches. What's your opinion on this kind of strategy? You know, honestly, it depends on the price point because you can do bigger swaths of because obviously, well, I mean, maybe not obvious to everyone, but upper -end buyers will be searching in much larger price segments. In some cases, guys buy over a million dollars. Someone might look from a million to two million or something like that, but I would say in the normal priced home, say anything $450 ,000 and less, you need to make it so you're priced as accurately as possible. When Julie and I sold real estate, one of the things we'd do is we'd bring with us, and you guys should do this as well, from the MLS, essentially what we'd do is we'd say the house was $400 ,000. We would take maybe from $250 ,000 up to $650 ,000, and we would show them where they had the highest probability and what price segment to sell the house. Because sellers obviously always want to overprice, I mean, who doesn't, right? So let's say the market's saying, remember, you're not saying I'm saying, you're not saying my CMA, you're saying the market is saying that the house is worth, say, $499 ,000. Well, it might, or rather, it's worth $499 ,000, but the seller wants to put it up for $525 ,000. But if you look between, say, $500 ,000 and, say, $650 ,000, maybe in the last 90 days, there were only eight houses sold in that price point. Whereas if you were to look, say, for example, $350 ,000 to $500 ,000, there may be like 30. So if you drill down, you show the seller this actual information, you can explain to them, Mr. Seller, that extra $25 ,000 is actually less than the probability of your house selling by, giving my example, what, $3 ,000 to $4 ,000. So you definitely want to put it in the right price segment. And here's the nice thing, Mr. Seller, because your house is really truly exceptional, I definitely understand why you think it's worth $525 ,000 in this market, just despite what the CMA is telling us. But when you price it at $499 ,000, someone's going to see that overwhelming value, and they actually might, because we'll have multiple offers, that house, your house, might actually end up being at $525 ,000, but we have to capture those buyers to begin with. We want to be the first thing that they want to see. We want to be the house they're dying to see before anybody else can get to it. Exactly. And we want to make it so that when they walk in that front door and they see the house, because you've positioned it correctly, that they are like almost panicked because they need to somehow make an offer immediately. That's the emotional response you want from a buyer. That's right. Okay, now number nine is similar, but with a little twist. The listing might look clearly overpriced when compared to its competition. For example, if there are 10 listings that meet a buyer's criteria and your three bedroom listing is priced as if it's a four bedroom, you're always going to look overpriced and go to the bottom of the showing list. Now let me edit that, or not edit that, but let me add to it, okay? When Julie and I were selling real estate and some of you were in similar situations, you might be selling real estate in an area where there's mostly four bedroom houses. Now somebody had the bright idea of building a three bedroom and what would have been the fourth bedroom turns out to be the loft, but if you don't put in the, if you list it as a three bedroom, you will get no showings. So you list it as a four bedroom and then in the public facing description and in the agent, private description, agent to agent, you tell them that the loft could be the fourth bedroom and then you also want to get an estimate to make that fourth bedroom into a loft. But these are, again, little nuanced differences that if you don't get this right, you're going to have a listing that doesn't sell and guess who's going to end up selling the listing? The next agent who lists it because they know what I just said is a way of getting more showings. Now Julie, I think this would be a good time for us to give them the biggest closely guarded secret ever. Sure. You're already giggling and giving it away of real estate. So if you guys want to be successful as listing agents, I'm going to give you the biggest secret right now. Whatever you're doing, stop doing it. Turn the treadmill off, pull over the side of the road, okay? Put the glass of wine down, whatever it is you're doing. The biggest secret, how you can become an amazing listing agent. Here it is. Wait for it. Wait for it. Oh, no, no. I'm still making you wait. Now you're frustrated? All right, here's the answer. Have the listing when it sells. Yes. Be the listing agent when it sells. Some of you are in marketplaces where you're seeing listings that have been listed once, twice, three times the charm. Well, have the listing when it sells because it turns out that all the previous listing agents were overpricing it by 25 grand, negating or essentially removing the 50 or 60 % of the prospective buyers, and you just simply price it at $4 .99 and you sell it in 22 seconds. Everybody who's ever worked expired listings know what I'm saying is true. Sometimes the tiniest little, almost silly, stupid things that people overlook are the exact reasons why something won't sell, and that's the exact reason why you will be the listing agent when you will have the listing when it sells, thus you will have learned the secret of being a successful listing agent, have the listing when it sells. And then you get to put your sold sign in the neighborhood. All right. So point number 10, the listing has a confusing floor plan. Well, you might think this is not something I can fix, but for example, a modern home in a colonial area or split levels or anything unusual for your market needs to have extra staging so buyers and buyers agents understand how the floor plan can work. If you can't tell what a room is supposed to be, the home just won't resonate with a potential buyer. That one's a hard one because there's lots of different versions of that, and sometimes staging, you know, sometimes it just needs to be vacant. Let me just wander into this one, all right? So some of you are selling in homes in areas where the houses were built in the 50s and the 60s and the 70s. Now a lot of you are going to have these really truly bizarre floor plans, like, I mean, what were they? Conversation pits? Stuff like that, yeah. And like some of you guys, you don't even know what a split level is and you're blessed for not ever having to deal with that, but here's what a split level is. You walk in, you're in a foyer, and there's a staircase that goes up and a staircase that goes down, and you must choose. You have to make a decision right now because standing there, you're only standing in the eight by eight foyer. Exactly. You have nowhere to go but up or down. Now you, be careful that you don't bring those, so like, for example, if you're in an area like that, typically split levels don't sell as fast, and agents will sometimes not want to show the split levels because of their personal biases. Well, it turns out that the buyer that you're working with might actually love the fact that there's very clearly defined informal living space and formal living space. That's how Julie and I always split, you know, marketed split levels when we had to deal with them, frankly, is because downstairs is a completely segregated area from the upstairs, which means, you know, it's more of a fun place to be with your family kind of thing. Or it could be a Zoom room or a home office or, you know, you have to be creative. You have to help somebody understand how to use those types of houses. Right, exactly. So, yes, that one's always interesting. But also, Julie, you said confusing floor plan. And when you guys take your appraisal classes, you're going to find out there's such a thing called an obsolete floor plan, but, you know, so it's devalued for the sake of an appraisal. And you'll see it reflecting in similar homes. They're just not selling as fast. They sell for less money. It's your job to understand all these things so you can show the seller the facts about the market, which, by the way, 99 .9 % of the sellers already know all this stuff anyway. I may be telling you. Point 11. Point 11, the listing has negative feedback that never gets remedied and the price doesn't improve to reflect that. Repetitive, negative feedback. That is a major thing that causes listings to expire. Assuming they're getting feedback. Assuming they're getting feedback. Now, here's the thing. Sometimes, again, we go back to the seller, most of the time they know that because it's been bothering them. It may be even the reason that they're moving, right? So you have to remedy negative feedback and that gets back to using showing time and doing your own research and asking, you know, you guys haven't really had to call the previous showing agents to ask them what their buyer thought because before the answer was, well, we want to buy it along with the 10 other offers you were getting. You haven't had to do this, but now if it's sitting, you have to be proactive. You have to find out which of these 15 things is the problem. By the way, the house might be fantastic, but it turns out the sell, the neighbor always comes over and jawbones with the buyer and the neighbor is a little bit, let's just say unbalanced and they are essentially in the buyers. Exactly. There's all kinds of weird things that happen. All right. Point number 12. Number 12. The listing has too many personal items like family pictures, degrees on the wall, specific artwork or collections. These things can distract the buyer from focusing on the property and how they would live there. Remove all family pictures. That's rule number one. Remove anything that it's to it. Just listen what Julie just said and you can explain this to your sellers. They don't, when someone walks in, you guys do this too, and someone's got their degrees up on the wall. Someone has their family pictures up on the wall, anything like that. People are just going to go and want to look at the family pictures, right? They're just curious. Do I know this person? They're nosy. They're nosy. Yeah. And you know, there's other things too. Like, you know, when we lived in Texas, it was fairly normal to have mounts on the wall, you know, animal animal heads and that was mostly okay in Texas with most people. But there's areas of the country where maybe that's the one person in the entire state that thinks that's cool. So know your market. Think about what you just said. So Austin, Texas is like basically a California light as an essence, right? So Austin wasn't always like that. So if you had gone, if you had been in Austin, say 20 years ago and you'd went, walked into someone's house and there's most likely going to be some sort of head on the wall somewhere. I mean, you know, just this elk, deer or whatever it is. Well, if someone's from California is, is moving to Austin and they walk in and there's, you know, again, somebody's hunting trophies up on the wall, chances are that's not going to work for that particular type of buyer. You guys get the point? Yes. I think, I think it was, uh, it was either in or some somewhere I came across, uh, last week there was just a fun little story that was, it was like top 10 showing fails. And the top, it was, they were interviewing luxury agents and one of them said that they had this listing where the seller had a collection of snakes. I kid you not. And the seller, because there were so many of them, insisted that he wasn't going to relocate what he called his snake room. Now they were in cages, but still, isn't that going to creep the buyer out? I think so. I wonder exactly how many you have to have for it to be considered a collection. I don't know. I mean, it's like, it's more than, it's gotta be more than 10, but it's gotta be like less than 50 because at some point they're not staying in their cages. No, but you know, I think I, maybe a bonus point to this would be anything that kind of potentially creeps somebody out. Right. People have like, um, you know, just collections of stuff that they really like, but maybe not everybody really likes. So Julie and I had an unofficial rule, of course we never tell the seller this, but it was our internal joke. So sometimes you come across the listing, because you made it up. Sometimes we'd come across a listing and maybe it wasn't expired, maybe it wasn't, but let's just say the seller was not doing themselves any favors, uh, when they're in the house and they just let, you know, they didn't live. They didn't clean their house. They did just whatever. And it was, and some of these were really, really expensive listings. Like some of them would be like a million, $2 million. And they were just not going to ever sell it because they were the problem. So Julie and I had an unofficial rule, it was called, it was like our plan, you know, here's our 14 point plan to get your property sold. And then like an invisible ink was point number 15. It was removed the homeowner and all of their stuff and all their stuff. So, so if we walked into a listing appointment, um, it was especially an expired. And it was obvious that the seller was the problem without telling them or hurting their feelings. We would say, Sue, you have a new home that you're moving into. When will that be? Let's get that move. You know? Right. So we'd put the cart before the horse in some cases that would end up, guess what? With their listing actually selling. Yes. Now related to this, sorry to go down bonus point land here. I learned from our listing with Oscar that you'll remember too. When the seller's prequalification script, if, if you're talking, if the seller says to you, the home is fully renovated, you need to ask in what year, because if you recall Oscar and his wife, God bless them. Great people, super nice, sweet, you know, older couple, they had renovated somewhere probably around 1968 or so. But it was awesome. It was amazing. It was like the nicest wallpaper with, you remember the velvet fleck shiny stuff. No, no, you guys got to get, understand what we're saying here. It was kitschy as hell, but I'm sure it rocked at the time. Yeah. I mean, I could see people walking around with their white bell bottom pants and their high heel shoes. And boy, Oscar and his wife really loved that because you know, that was probably kind of like their pinnacle peak earning where they put their heart and soul into that rehab. And it's not something that you're going to say, you got to remove all this. You're not going to say neutralized Oscar. So ask at what time they actually rehabbed or renovated. Okay. Number 13, the listing has obvious detriments like bugs, dog hair, cat box smells, a green swimming pool or other off -putting things that are making the buyer run away. You can either price it to reflect the condition or fix the condition. And sometimes you're going to have to do both. It just depends on what it is. So remember listeners, we suggested to you something like showing time or just have a little survey that you leave in the kitchen for the buyers and the buyer's agents to give immediate feedback to the seller. You don't have to be the one telling them negative feedback. Matter of fact, it will not work in your benefit to give them negative feedback. They certainly most will be insulted and they'll fire you. So delegate that to digital systems or allow the buyers and the buyer's agents to give negative feedback or all of the above. When Julie and I, one of the things we teach you in our listing process is when you're meeting with the seller, you ask them how they want the feedback. Do they want a digital showing time? Do they want some sort of asking the buyer's agents and the buyers to fill out a survey when they're at the house or do they want somebody to call and get the feedback? And usually what they would ask for is the call. So they want somebody actually calling and then surveying the buyers and the buyer's agents after the showing and then calling them back and giving them the actual information. This is a great way for you to get price changes as well because what will often happen is that you're going to essentially, because you're delegating this to somebody else or to a digital system, the market is going to be continuously letting that seller know that there's a price condition location issue or all of the above. And they're then going to be more receptive to lowering the price versus you just calling out of the blue and say, time to lower the price. You guys get it? Well, they hate that. If that's the only thing that you're saying, that is not a strategy. And this is all, these are all the things, these techniques that we teach you guys in Premier Coaching. Point number 11, 14, sorry. Point number 14, the listing is a lower than expected buyer side commission. This is something that we need to be careful of because ultimately these are the types of things that are being litigated right now, but really at the end of the day, you need to be offering a co -op commission that's commensurate with whatever the market expects and in some markets essentially where things are becoming harder to sell, and I realize it's not very many markets, but where it is, it also behooves you to offer a higher than normal market rate commission. Look what the builders are doing. They are, you know, exactly. Or you could also offer things like, maybe it's not even a higher commission. Maybe it's going to be simply offering to pay the buyers closing costs, like buyers points, pay for the home inspection. We did a podcast about 11 ways, 11 creative ways to sell your listings. This is, you know, kind of a twist on that, but you can refer to that where we talked about maybe instead of a $10 ,000 price reduction or, you know, something else, you could do $5 ,000 towards buyers closing costs, or you could pay the HOA dues for a year, something like that. Do the math. It does not always have to be expressed as a commission percent. So point number 15. Number 15, the listing agent simply isn't proactive or effective at communicating with the seller. Ooh, that's a nice way, nice classy way of saying they're lazy. I know it's more words, but it means the same thing. When there's competition in the market, you must have a proactive strategy for being the listing that wins, being the listing agent that wins. Now, I wrote, you know, when there's competition in the market, but really you need to do this no matter what's going on in the market, you've got to be really great at communicating with your sellers. That's why in Premier Coaching, you've got the seller's 12 -week communication plan, for example. Remember, one listing should equal at least three or four different transactions. That seller is going to buy something. You're going to get a listing from the neighbor. Maybe you're going to sell the listing yourself. There's so many different opportunities that only come from working with sellers, but the way to approach all these relationships, all these, you know, essentially what you're doing is you're applying for the job of, you're hoping to get more work, right? So great work is going to create more opportunities. More work only comes as a result of you having done a great job for somebody else. Hopefully you're understanding what I'm saying. So when you're positioning a house to put for sale, when you're doing the marketing, the advertising, taking the pictures, writing the descriptions, helping the seller to, you know, position the house so that it correctly reflects the buyer's expectations, all of these things, what you're truly doing, in addition to obviously getting the property sold, is you're going to make other sellers in that marketplace, they're going to want to most likely list with you. And remember as well, this goes back to the don't be lazy point, a lot, depending on the price point, you're going to have a lot of buyers calling in that property and a lot of those buyers are going to have houses to sell. This is the, ultimately, we talked about this yesterday, we talked about this all the time. I get the benefit of funnels and I get the benefit of all these passive systems, but the agents that are winning now are the agents that have zero boundaries between themselves and a prospective buyer or seller. You do not want to be dripping on people, you do not want to be putting people in long drip campaigns in a market like this. You need to pick up the phone and call them or make it so that when they call you or text you, you call them back, you know, furiously fast lead follow up. That's what's working in this market. The obvious answer is getting to the client first, that's how you're actually going to make the most amount of money helping the most amount of people in this market. That's right. So work to eliminate these 15 potential issues, especially those of you who are sitting on your own listings and they've been on the market a weekend, two weekends, a month, two months. Why aren't they selling? Go through this checklist of 15 potential reasons. You probably have a combination of two or three. You probably can help the seller's house overcome that, help the seller overcome that. But if that's impossible, then you must price the home to be more competitive. It's no longer good enough to just be available in some markets. Depends on the price range. If you're the only home on the market for miles around, you can get away with more. You guys know that. But now we're getting more inventory. Buyers are more skittish. There's less FOMO in the market. The investors have left. The flippers have left. You have to be more proactive. The home you're listing has to shine and be the clear choice for any buyer who sees it. Now I want to point something out. You guys have just listened to the past two days on 15 points on how to basically get a listing sold, especially if it's not selling. How much more confident do you feel, having essentially had these ideas shared with you? This is just real estate training. A lot of you are feeling educated, motivated, and now you're going to use this information urgently to get into action, and go you. But the real actions you guys should be taking is join Premier Coaching. It's the next natural step. Join our Premier Coaching community. You love this podcast. We know you do. So now take the next natural step and become a Premier Coaching client. The easy button is to scroll down, click the link in today's show description, or if you'd like, you can just go to premiercoaching .com. We'll talk with you on the show tomorrow. This podcast is a part of the C -Suite Radio Network. For more top business podcasts, visit c -suiteradio .com.
Real Estate Coaching Radio
A highlight from Know The Answers To These 10 Questions Or You Will Lose The Listing
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we are back. This is a fun topic. What we're going to be focusing on today are, I mean, Julie has these as rules, but really what these are are questions that you must have answered prior to going on a listing appointment. That's right. And we've called this historically because we've presented this information while we did just update it for today's podcast. We've presented this previously on our, because really this information is relevant, you know, it's been relevant for decades. But really what it is is don't go if you don't know, you know, so don't go on a listing appointment until you know the answers to these questions. That's right. So we're going to do three secrets and we're going to get to those questions. Secret number one, we're going to go through this fairly quickly because you can get all of the notes simply by scrolling down. Actually for maybe sometimes, you know, I have to remind myself that people might be listening to us for the first time because a lot of our podcasts get shared. Yes. So when you want to have a complete outline of what we're presenting, it's always in the show notes. You can find the show notes if you're on iTunes, just click down and scroll down. Now the problem with iTunes and sometimes Spotify and Stitcher and all the others is they edit our notes only allow half the notes. So if you want to see all the notes, they're sitting over at timandjulieharris .com and then all the show notes for all of our podcasts are there. So again, if you want to have these notes to use for your own reference in the future, maybe you're running a team or brokerage, what have you, they're there waiting for you. And while you're there, remember to check out the link to join premier coaching for free. Again, scroll down, the link to join premier coaching is right there. We talk about every day on the podcast because it is the nation's number one selling coaching program. Thousands of agents have joined in the last 12 months. Well, why? Because they want to be part of a community of like minded people that are making this market their market. They're not going to get sucked into the negativity of the news and all the rest of it. They're really drilling down. They're focusing on what they can do to be of service to other people and make the most of what this market has to offer, which is, by the way, more abundance you can possibly imagine. So join premier coaching. The link is below. And yes, that does include a daily semi -private coaching call with a Harris certified coach. Or if you'd like, you can just go to premier coaching .com. But the easy button is just to scroll down, click the link or go to premier coaching .com. That's right. So three secrets. And then on to our points. Secret number one, a great listing prequalification script pulls out all the critical facts. That's basically what our outline is based on is the seller's prequalification. Why do you do that? So that you can best be prepared to not just take the listing, but also to price it right in the first place. Not prequalifying is unprofessional and can waste your time in there. So always prequalify a hundred percent of the time, price it to sell, not to sit. And again, prequalification script on level one of a premier coaching. And it is a script that is again, conversation outline. Conversation outline. We don't want to cause any script panic attacks. And some of you, I don't read scripts. I don't use scripts. Okay. Got it. So let's not call it a script. We're going to call it a conversation outline, but the way we've written it is so that you can, you know, read the script. And then there's an answer where you can write in what the seller actually says, you know, making it conversational and making it easy on you. Okay. So secret number two, the best price reduction conversation is the one you never have to have. All pricing scripts are best used at the listing table. So we'll talk about that a little bit more later. Just giving them some prequal here, but again, let's edit that ever so slightly. You don't want to have, just to really emphasize the secret, is you don't want to have anything that's going to be stressful happen when you were at the listing table, when you were at the seller's house. And so one of the things, and we're going to get into the detail of this in a second, is we want you to send a pre -listing pack ahead of time. Premier coaching clients, make sure you've gotten your pre -listing pack done. I love it when they post pictures of their pre -listing pack. Yeah, me too. You know, when they, when they put, bizarre, we have a private members only Facebook page. And when they post pictures of their done completed pre -listing pack, it's very exciting. And we give you a template. It's part of the premier coaching program, but inside. So we want you to take the pre -listing pack. We want you to put it in a Tyvek envelope. We want you to put a bright fluorescent sticker on the outside that says, caution, contents of this package will cause your home to sell. It's kind of a joke, but you know, people like it. But we also want you to include in there a CMA with three different pricing outcomes. We want you to include three different net sheets. We want you to include the listing paperwork with a bunch of stickers that says, sign here, sign here, sign here, and include all of that with your pre -listing pack. So in that arrives at the seller's door prior to you arriving at the seller's door. That way, when you get there, the seller has already looked through your pre -listing pack. Know what you're going to do to sell the home knows the different scenarios as far as pricing what their net's going to be. And at that point, you're just essentially tying the bow on it and you're ready to go. And I'll tell you what will happen. And the first time this happens to you, Premier Coaching clients, we celebrate with you. You're going to walk to a seller's door. You're going to be ready to, you know, put on your cat and monkey show. Knock on the door. Ring, ring. You're going to walk in. They're going to say the paperwork's right there. They already signed the listing paperwork. They have no intent of hosting you for the next 15 or 20 minutes or an hour. They're not going to argue with you. Nope. They're not going to throw you a bunch of objections. It's going to be easy peasy. However, that is only assuming that you actually follow the process. And you walk out with the listing paperwork. And you're not going to have to have a presentation. They've already decided to list it with you just because you took a professional approach. You think that I'm overselling it. I am not. And how do I know? Because we experienced it. But so have thousands of our coaching clients. That is called really being professional. And when the seller sees somebody that's taking the approach that we coach you guys to take, they're going to want to naturally choose you over the other agents that showed up in flip flops 20 minutes late. You guys get the point? I mean, sometimes they'd actually cancel the other agents appointments too. It's all good. It's fine. Okay. Last secret here. Do not lose the listing of a motivated have to sell seller over price. Don't go to the mat and then walk away saying, I walked away from it because they wanted their price. If they have to sell, you have to take the listing. Someone is going to make a commission. Shouldn't it be you? And we'll talk about how to strategize if they are a little bit higher than you are. Okay. So proper previous planning prevents pitifully poor pricing. Don't go to your next listing appointment unless you know, number one, don't go if you don't know what the seller wants, needs or thinks it's worth pricing the home correctly in the first place prevents future price reduction drama. It's not unusual for a homeowner to believe that their home should fetch a price higher than the comps. You all know that you should always find out how they arrived at quote their price. How did they arrive at that price? Find out before you arrive at the appointment so you can better strategize, explain and consider how to ultimately price the home. And that, by the way, is part of the prequalification script. Some of you are living in fear of just the whole pricing thing and you'll never, like how much better would you feel going on listing appointments if you already knew what the seller thought the house was worth prior to getting there? Because I have news for you listeners, every seller on planet earth has an opinion of what their property is worth. Yes. So it's all about knowing how to ask the question that leads to, remember the seller prequalification script is like what, 15 different questions or something. Yes. And we're not going to do that all on this call or on this podcast. Okay. So there is a script though when they tell you a too high price, not that that ever happens like every time. Okay. That's interesting, Mr. and Mrs. Seller. How did you arrive at that price? Then you're going to listen carefully and I, again, this is updated from the last time we did this. Secret number one, sellers overprice out of their ignorance or their arrogance. Even in a hot seller's market, there is aspirational pricing. You can or they can price it too high. Now ignorance is very curable because that's when they just don't know how to price a home. They're not supposed to know. That's your job. Square feet actually matters. Bedrooms, bathrooms, views, condition. Arrogance is when they just won't listen to comps and have reasons other than real value to try to justify their price. Now I'm going to give you a secret number one A. If they have to sell and arrogance is also ego and they are stuck on the belief that their house is worth more because they're gold plated toilet and they're misaligned tile. Because it's their house. Because it's their house. Right. But they have to sell. You're going to list it overpriced at their price but you're going to essentially set the... Mr. Seller, listen, I appreciate the fact that you feel the house is worth more than what the market is telling us. Not the CMA. Not my price. Not my CMA. So I appreciate the fact that Mr. Seller and I have been through the property. You're right. Your backyard is phenomenal. So let's just do this. Let's go ahead and list it at the price that you've suggested because I can see where you're coming up with your numbers now that I've actually been to the house. But let's agree after two weeks or ten showings, whichever comes first, just accordingly, listeners, if you don't actually have a written verified offer on your property that we will agree to reposition the property essentially so that it reflects the actual buyer's expectations. So the key words are reposition the property on the market so it reflects the buyer's expectations. You're not telling them to lower the price because if you tell anybody, a seller especially to lower their price, you're probably not going to get the listing and you might not only not get the listing but you might get yelled at. So you've got to be very, very careful. Diplomatic. Exactly. Because pricing is a stressful thing for most people just because of most of the times they don't want to be told they're wrong even if they know in the heart of hearts, and they'll tell you this after they close by the way, that the gold plated toilet added no value to the property. They just see if they can get it. Exactly. And they'll tell you that too which is funny. Secret number two. Secret number two. Sometimes, again we're talking about finding out what they think it's worth, sometimes especially in a low inventory market, your potential seller client may actually know about comparable sales that you didn't capture. Private sales for sale by owners that were successful in the neighborhood and other sales not found in your MLS, maybe flippers or something else was going on. Off market stuff. Off market stuff. They could actually be good comparables. So ask good questions and don't just assume that your seller is a crazy overpriced seller. So Mr. Seller, listen, I'm going to be spending a few hours on your CMA. It's basically like a real estate agent's version of an appraisal. So help me choose the houses that I should be using as comparables to yours. What properties have you seen sell in your market in say the last 6 to 12 months or maybe yesterday that you thought were similar to yours? And this is all part of the prequalification script and that was a condensed version of it. And even if this, I'll give you some advanced coaching, if the seller is apprehensive to is because what they, they know what they think is aspirational, i .e. overpriced. In other words, they won't give you a hypothetical comparable for what they think their property is worth. Now, granted, it could just be ignorance. They don't know, but most likely they do. And it's some inflated price and they know it's inflated and they don't want it, you know, they're just wanting to play their cards. But don't assume that they don't have a price in their head, which is where the script comes in. So maybe you went through the house during an open house or a Christmas party last year or something like that. So what properties have you seen that you thought I should be considering as a comparable for your property? And then the key is to shut up and let them tell you. Because it works so well. Why does that work? See, this is why I know I'm going to use the word script, but conversational outlines work because now you're taking a seller who might say, well, that's why I'm having you here. It's your job to price it. OK, so when you say which homes, which are most similar to your your home, should I use as comps? Every seller wants to say to you, they're dying to say, well, the house around the corner was like mine, but mine's better. Yeah, of course. They're dying to tell you that this script gets them to tell you that the people that have the most problems with pricing or, frankly, the most problems with sellers that aren't in agreement with their CMAs or analytical people, because you guys are going to waste way too much time trying to be right and then you're going to end up being wrong because somebody else is going to get the listing. That's right. So don't do that. That's why you're listening. OK, point number two, don't go if you don't know the average days on the market for properties like your subject property. This helps to set both your expectations and the homeowners now, not just for your town or even zip code, but for their neighborhood, their school district, their MLS code. Don't forget new construction. Yeah. Well, that's a future point. Don't. OK, so drill down as best you can to understand the days on the market for the homes as similar to theirs as possible. Sometimes even the style of home can make a difference. There are neighborhoods where if it is a ranch one floor plan, you know, no upstairs, no downstairs, that it's actually worth more than a two story worth more than a split level or a buy level. You have to know this is why I recommend taking an appraisal class, because you'll learn about all those comparisons. So drill down as best you can and don't be too broad. Just because your town has an average days on the market still of 16 doesn't mean that this neighborhood does, especially as you go up market. The more expensive stuff, more competition, more new construction, maybe that one has an average of 90 days. You need to know. And again, this is like there are how in every community, like Julie and I's first house, we lived on 280 East Jeffery, well 280 East Jeffery and all that side of the street, basically, were not expensive houses. I mean, we were 22 and 23 when we bought our first house, but now 280 West Jeffery, those were mansions. Yes. But, you know, you wouldn't know unless you knew your stuff, right? So if you're not doing, if you use a comp that was on, you know, West Jeffery, post East Jeffery and you're using cost per square foot, then all of a sudden your number is going to be completely wrong. Even though they're a tenth of a mile apart. Exactly. You know, all these little nuances. Okay. So don't know if it don't go, if you don't know the list to sell price ratio, that is the difference between the final list price and the final close price. This helps you to combat the thought that price it high and let them negotiate objection, or it helps you know if you can price it right on the mark and expect to get slightly more. So for example, are homes selling on average of 105 % of list price that are like your subject property, or are sellers in the subject neighborhood typically settling at about 95 % of list price? You've got to know that so you can tell the seller this, this is what we can expect based on the most recent comps. And that is a moving target these days. Okay. Point number four, don't go if you don't know the number of homes competing with your subject property. I have recently had several coaching calls with agents who have been in the business more than five years, 10 years. Some of them who have had a great run of things, hot sellers market, you throw it out there, no competition. You're going to get your price. Multiple offers. Well, that's all fun and games. Right? Okay. Now recently some of your markets have shifted, especially in Austin, Dallas, Phoenix, Chicago. Some of you guys actually have competition now, not everywhere. So this is why you've got to watch your hot sheet, know what's hot and what's not. Okay. So you have to know what you're competing against. What are you up against? How would it compare in the eyes of the buyer? If you're showing your new listing versus its competition, do you look priced right, overpriced or priced so well that you'd be dying to write an offer and snap it up? By the way, you're also going to want to, when you take the listing, you're going to want to make sure you're updating your knowledge base, answering that question in particular on a regular basis, because the worst thing that can happen is the, and you can set up systems that basically do this for you. We teach you how to do that in premier coaching, but the worst thing that can happen is the seller has more up -to -date market knowledge than you do. Right? Yes. And you know, the thing is the most motivated sellers are the ones that do that stuff. And they can use, again, Zillow or one of these other little places to basically gather enough information to make them dangerous. Yes, it's true. So don't let them know more than you do. Okay. Here's a secret. Now, related to this point, what are you competing against? If you are the only home on the market in the entire zip code or MLS code, you can price it probably higher than you can if there's seven other competing homes, all within the same neighborhood, basically the same size and age. In that case, you need to be staged better and priced better than your competition, or you'll be the one who's stuck doing price reduction calls in about 60 days. Or most likely in this market, you'll be fired because the seller had unrealistic expectations of how fast the house was going to sell. And when you didn't sell it in 22 seconds because you didn't use our pre -listing package, you didn't actually take a professional approach, you didn't essentially set the seller's expectations to this new market, they're going to fire you because they've sold five houses before during the hot seller's market, and all those houses sold themselves with competing offers, and now I just listed with you, Bob, and you didn't sell it. You know, there's nothing wrong with my house, my price, my condition, my location. It's you, Bob. You're fired. Bye, Bob. Exactly. Okay, here's another secret, and I've mentioned this a few times. The next time you have to do continuing education, take an appraisal class. This will help you become more confident in your pricing. It will show you multiple ways of arriving at the correct price. Caution, don't just use cost per square foot to arrive at the right price. That is one way, but it's not the only way. All right, point number five. We've been dealing with a lot of this pricing stuff because of the market shift. Okay, so point number five, don't go until you know, is there new construction in the area that competes with your potential listing? Now, remember, when builders provide in -house financing, which almost all of them are these days, they can often sell a more expensive home for the same payment as your resale. If there are new homes going up, be certain to visit them, tour them, understand the builder perks and the financing before you go to your listing appointment. Now, you might think, here's an example, okay, for a resale home, for $350 ,000 might actually be competing with new construction as high as $500 ,000. So you might think, well, my resale is $350 ,000 and the new construction is $500 ,000, they're not competing. Well, they might be if the builder has buy downs in in -house financing with incentives that reduce the mortgage interest rate down by a percentage point or even two points, which makes the payment the same. Know what's going on with new construction. Have the new build salespeople explain their different mortgage plans to you. Ask lots of questions, including, this is my favorite question for new build reps, I'm new build clients who need to sell their old house. Now, we've done a ton of past podcasts on working with new construction and new construction builders. And in our premier coaching program, obviously, we offer a lot more drill down information. Use the information, there is zero chance the new construction and new build opportunities aren't going to be the hottest sector of residential real estate, probably for the foreseeable future. Point number six. It is, so don't ignore it. Okay, point number six. Don't go until you know what the seller's actual time frame is. Ideally, when does this need to sell and close by? Here's the secret. If they don't actually have a time frame, you may have a problem. The less motivated they are, the higher they may wish to price it, so that's recipe for a tough relationship. Well, we're going to add a little bit of content to that. So oftentimes, the most motivated sellers, they'll tell you what their motivation is. I mean, they'll absolutely tell you, but you will occasionally get a seller that doesn't want you to know what their motivation is for whatever reason, and it might just be because they have something going on that embarrasses them and they don't feel like they should tell you, even though they should. But it might be also because they are in their minds over analyzing and thinking that if you know what my motivation is, you're going to use that against me and you're going to get me to take an offer I don't want or just all these convoluted type things. In our seller prequalifying script, we don't have you asked using the conversation outline. That question one different way, we have it in there three different ways because we want you to truly know what the seller's motivation is. So Mr. Seller, once this property sells, where are you going next? Oh, I'd rather not say we don't know. Okay, I understand. Move on to the next question. And then, so Mr. Seller, if this property were to sell in the next 30 days or less, would that create a problem for you? See how that's the same question a different way. Right. And then they're going to say, yes, no, maybe so. Okay, then perfect. So, uh, once this property sells, where are you going next? Ideally, how soon you want it to be there. See, we need to know their motivation. And if they present as having no motivation, um, frankly, I don't think that's going to even happen very frequently, but if they do, it's sometimes because they literally are just throwing a spit ball against a wall and seeing if it sticks. Well, I said, I have a little twist on that, which is when they act all coy about that and they may not actually have a reason. Who knows? Right. That's so rare. That's so rare. But then you can check them on their motivation. You can say, well, I can appreciate that, you know, if it sells, it sells, if it doesn't, it doesn't. You don't really have a timeframe. But just so we're clear, if this doesn't sell till say like December, 2025, you're cool with that. And then they almost always will be like, Oh no, no, we really need to be out by Christmas. You test them on their motivation. So you're the ones that will be a little sketch on the motivations. And this is another question, the seller prequalifying script that you must ask prior to going to the appointment is like, if they're, so if this property doesn't sell, do you have a plan B? And what you might discover, they're also thinking about renting on stepping on your 0 .9. That's okay. They're all okay. Well, I'll let Julie get back to her notes, but you got to use the script when you're talking to sellers so that you do not go on a listing appointment until you have all the other, these questions answered. Otherwise you're going to be doing all this fancy dancing exactly at the listing appointment and you're always going to be nervous. And that's how your appointments end up being like four hours long and you walk away with no signature. Right. Okay. So next point, don't go until you know, are they listing and buying or just listing? That's related to the previous point. What happens, you know, when it sells, is there a referral needed for where they're moving to? Perhaps. Are they already in contract on something? Is there more than one transaction for you to help them with? It's amazing how many agents don't do both sides because they don't ask that question. Okay. Point number nine, don't go. If you don't know what happens, this is what you are wandering into. What happens if it doesn't sell or if they don't get quote their price is keeping the house an option. That's a really important question. One of the other things I know in some states you can find this out easily from public records is you want to know what they owe. Now I realize that most people on paper should have a ton of equity right now, but they may have refinanced it all out. They may have actually happening right now. Exactly. So you're going to want to know what they owe and there might be a second mortgage. You don't see those a lot nowadays, but there could be. Want to find out what they owe because their price might be attached to the mortgage payoffs. Guys get it? Home equity lines of credit, stuff like that. Now here's another thing. When you ask is keeping the house an option, especially those of you who are in resort markets, VRBO markets, that is in the back of their mind. If they're thinking about perhaps turning it into a rental property, short or long term, you should also do your research. Remember, this is ideally before you show up. Do your research about what a home like theirs is actually renting for. Can they break even or make money on the potential lease payment or would they be losing every month? You can see how it would affect your strategy and pricing depending on what you find out. So you listeners should know that you can go to, Julie knows about this because we're thinking about buying a property in Carmel by the sea out in California. Beautiful area. Anyway, so we are doing some homework. We wouldn't use it for very, maybe two weeks of the year during car week and just would be what it was. How much would we be able to rent this for? How frequently would it be rented? And Julie was able to get into VRBO, find similar properties and essentially run what it amounted to the history on the rental history on that property and kind of figure out what the cash flow would be. So if you've got a seller who's thinking about, well, I'll just rent my property out if I can't sell it. Well, you know, here's a property similar to yours and here's actually what the cash flow is. And what we found consistently was all of them were horrible VRBOs. Well that's true. And in fact, I was impressed with VRBO. They actually called me back and offered to run a really particular analysis on homes that were within six streets with the same square footage and their actual rental history based on what was happening in the city and all of these things. I mean, you actually can drill down and get the facts. A lot of times what you said is true. The seller has like this backup plan, I'll just keep it as a rental, but they haven't actually done the math on that. And that's also true if it's not a VRBO market and they're just thinking about making a traditional rental. Well, when you factor in, even if it's half paid off, even if it's fully paid off, you've got property taxes and HOA and maintenance and it's going to be vacant part of the time and somebody's going to mow the lawn, somebody's got to take care of the pool. So my clients in Phoenix have this issue with tenants not taking care of pools. It's not hassle free, okay? And it's not cost free. So when you do the analysis and ask the question, I mean, have you considered what it would actually mean to be a landlord on a property like this? Well, another famous, well, I think Julie, a homegrown line is, do you really want to be subsidizing the tenants lifestyle? Especially the more expensive stuff. Well, it's because you're going to have negative cash flow in the property. And if you have it, like if you're, you know, I'm going to run it out of like, okay, well, you're going to be negative by how much a month? A thousand dollars. So you're essentially subsidizing the tenants lifestyle. Is that in your budget? Well, because you know, it's your job to run the numbers. You're the real estate professional. All the sellers got is some, you know, kind of whackadoo model in their mind that maybe we could turn it into a rental and we'll keep it for a while and maybe, you know, I hear about this VRBO thing. They haven't necessarily done the math. Exactly. And by the way, VRBOs are a great place to go for listing opportunities because a lot of the sellers who owners who bought those properties thinking that they were, you know, you know, essentially reading the exactly they're, they're going to make billions off their VRBO, uh, you know, inventory. They're more competition since COVID and they're discovering that not only they're not cash flow, but they're actually losing immense amounts of money. And now that they're not necessarily as confident that the properties are going to continue to inflate at the same rate, a lot of those would be, you know, VRBO moguls are more than happy to get rid of those properties. And don't forget a lot of towns as well as, um, you know, buildings when it's like a condo high rise are putting in place laws against doing VRBOs. So that's a very motivated seller as soon as that gets voted in. Well, I mean, going back to Carmel by the sea, if you're actually in Carmel by the sea, you can't do short term rentals and if you're outside of Carmel by the sea, but you're in Carmel, they pay, I don't know if this rule stayed in place. You can, but you have to pay a tax, a tax every on a registration fee for every tenant. So every time, every time it turns over for some, otherwise they can find you right. For some unknown reason, every time your property turns over, you got to pay, you have to pay like what? Yeah. So, you know, the thing is a lot of sellers get tired of that and when you're doing it on the front end of a potential listing appointment where that's maybe the backup plan, they, they may or may not even know about all of that stuff. This is where you've got to have all of the skill and the knowledge. Knowledge equals confidence, ignorance equals fear. And then ultimately, if maybe it does half make sense, you can always list it for lease at the same time you list it for sale and whichever happens first, Mr. or Mrs. Seller, we can have a decision to make. You can either shoot it down or you can accept it. So what's the bottom line? Don't go to any listing appointment without having the answers to the 10 points that we discussed. Knowledge equals confidence and ignorance equals fear. You'll present way more confidently and walk away with not only the listing but also the sellers trust that you've got their back. Start out the relationship right if you expect to have a great relationship long term, including their repeat and referral business. So guys, thank you for keeping this number one listen to daily podcast for real estate professionals in at least the United States. We love the fact that so many of you are so appreciative of the difference with the content that we provide for all of you every single day. We've got over 2000 past podcasts on iTunes and YouTube and all the rest of it. But I have a little secret for you guys. There's actually over 5000 past podcasts, but iTunes and whatnot only shows 2000. So they're all there ready for you to listen. If you want to binge on our past podcasts, it is a great opportunity for you to get frankly really great education for free. For those of you who are ready to go to the next level, which is all of you, you should be seriously considering moving forward with premier coaching. We've made that pathway forward very easy for you because you can join now for free. Click the link in the show description below or if you'd like you can just go to premiercoaching .com. In the meantime, thank you for getting this number one listen to daily podcast for real estate professionals in at least the United States. Have a fantastic day.
Real Estate Coaching Radio
A highlight from Buyer Agents Guide To Getting Your Offer Accepted
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. What we're focusing on today are the secrets to know before you write a winning offer, or more specifically, how to win when you're working with a buyer to get the contract accepted. I mean, that's something everyone needs to know, right Julie? Yeah, sometimes it can feel like you're on the hamster wheel, you know, just finding a house and then finding a house they actually want to buy, right? And making sure that they can actually buy it. You have all of these different things you have to deal with. You might as well be the one who wins the bid, and yet, sometimes you're not. So we're going to help you figure out how to negotiate to win. Now a lot of you listen to us while you're on the treadmill or walking or driving or doing your daily activities, and that's great. I love it when Julie and I get pictures of all of you listening to us while you're on the treadmill or stuck in traffic in LA or, you know, whatever. So our notes, the reason I'm sharing that with you is our notes are below. So you just scroll down on iTunes or if you're ever on Spotify or anywhere else and sort of certainly over on timandjulieharris .com, you can read the actual notes that Julie and I are using. So if you don't have the ability to take notes and we say something that you really know will be useful in your business, whether it be your team or your brokerage, well, we made it easy for you to scroll down, the notes are there. And when you are scrolling down, you're also going to see a link so you can join Premier Coaching. If you've not yet done so and thousands of you have so far in the last 12 months, do not delay knowing how to actually work with buyers at a high level and all the other things we teach you in Premier Coaching are absolutely critical in this market. A lot of the skills that you had in the previous market were transferable, are transferable to this new market, but I have news for you guys, it's getting way more complicated now and you've got to know how to matriculate through all the little nuanced differences and that's what Premier Coaching is all about. If you feel like you're struggling, if you feel like, oh my gosh, this business has gotten really, really hard, maybe the business is essentially the same because it is. Maybe what's changed or what needs to change is your relationship with essentially your skill set. In other words, if you are feeling a high level of stress and struggle in your real estate business, it's not because you need to completely revamp what you're doing for the most part. It's going to be because you need to make small nuanced changes and you're not going to know what those changes are until you've actually exposed yourself to how you'll be, the confidence you'll feel when you actually do have the knowledge because when you have the knowledge, you are going to have confidence and that's what Premier Coaching is all about. So scroll down, join Premier Coaching right now. It costs you nothing. You have instant free 30 day access. So buyers agents, all of our listeners out there, do you plan to just make an offer and see how it goes or do you plan to win the house for your clients? The definition of negotiating is to bring two or more parties to an acceptable agreement. So be in it to win it, but learn to negotiate professionally so that you can take the stress out of the process for you and your buyers. So today we're going to help you polish up those negotiating skills. Well, get the facts. Remember that knowledge equals confidence, ignorance equals fear. What do you actually know about the subject property? What do you know about the seller's situation? Today we're going to give you 11 things you must know before you write up your next offer and we may not get to all 11, but that's why the notes are there for you to scroll down for. Okay, so know all you can about the subject property, about the sellers once, their situation, their needs. Whether you're on the listing side or the buyer side, here are the facts to gather before you start negotiating. Now, bonus to all of our Premier Coaching members and if you're signing up today, the negotiation checklist is included in Premier Coaching. We're not giving all of it to you on this podcast, we're just exposing you to the fact that it's there, right? And by the way, when you're trying to work with especially a more sophisticated buyer and you show them your negotiating checklist and you show them actually all the things you're going to know before they make an offer on a property, that's going to be in many cases all it takes for them to know that you're a professional and they're going to want to do. Remember what I was saying a second ago about skills? And so pay very close attention to these points and again, we're going to do our best to get through all 11 points, but no fear, the notes are below. Just scroll down, you'll see them. They're waiting for you. That's right. So Mark Twain said, supposing is good, but finding out is better. Imagine if you went to a doctor and the doctor said, you know, most of my patients come in with a sore throat, so I'm just going to give you this prescription. Well, that was supposing that you're like everyone else instead of finding out what your symptoms are. So let's get into the questions to ask. So question number one, buyers agents read all of the MLS descriptions, including extended comments and agent comments. Many times the listing agent will actually state exactly what it will take for the seller to consider the offer, maybe even for you to be the winning offer. If not, call the agent and find out what the seller's priorities are, not just assuming that it's the price. And listing agents, you know, if you want to have fewer buyers agents to call back, put, you know, what you need in the comments so that they can read it and be clear. Again, drill down on what Julie just said. First of all, buyers agents be super, super respectful to the listing agents. Be nice, be respectful, and you will be in, you know, throw them a compliment, right? Absolutely. You'll be shocked how frequently the sellers, I'm not suggesting the listing agent is going to tell you anything that would compromise their agency relationship, but there will be things that they are, that they are given the seller's permission to share with potential agents and you now will have information. For example, their new construction closes in 90 days or they're relocating or whatever, whatever. I'll tell you something that we always heard, they have got to keep that stainless steel refrigerator. Oh yeah, exactly. Like they'll go to the mat over that or they don't want the pool table or they do want the swing set or you know, whatever it is, if it's something special that's going to make all the difference, find out what it is so you can win. Mr. Listing Agent, what would it take? Like what's really important to the seller so that I know when I write this, I'll make your job super easy. Remember, that's what it's about. What can I do to make your job easier so it's a no brainer for your seller and you to want to accept our offer? What specifically is important to the seller and don't be surprised when they tell you even maybe more than you would have felt comfortable saying you received that call as a listing agent because that happens all the time. Well, they want to win too. They want to get that listing sold as well. All right, point number two. Point number two, notice if there are any details listed such as not FHA approved or seller financing may be available, seller to contribute up to $5 ,000 towards buyers closing costs or as is only, I saw one of those this morning, contingent on seller finding suitable housing. Let me add something to this. It could be many, many things. Go ahead. If you're making an offer on a condo, you want to do some homework and find out the health of that HOA because for example, there might be and you know, if you guys are in you know, say Vegas or some of these other markets, those buildings are not that old but they're getting old which means their flat roofs are going to need replaced which means all the paving is going to need to be updated. Special assessment time. So you need to find out what the health of the actual HOA is and that actually is relevant even if it's not a condo because many communities have HOAs and turns out there's about to be a special assessment to completely redo the community pool or something like that. You want to know because the buyer is going to want to have that information at their fingertips and the listing agent doesn't necessarily have to disclose that. Maybe they don't even know because the seller didn't even disclose it to them. Point number three. Point number three. Run the history or somehow molest is called the archive of the property. Also search Zillow, Google and YouTube to see if maybe it was a for sale by owner prior to being listed. This search should take you five minutes or less but it could be the difference between winning or losing. Maybe they were on YouTube as a for sale by owner for two years at a higher price or a lower price. Do five minutes of forensics to find out what's happening with the property. Or just drop the address into Google so that's the middle. That'll capture all of it. But here's the problem. If you don't do this, your buyer is doing it and if the buyer has more information on the property, you're going to be at a disadvantage. Here's where frankly it's going to be problematic for some of you. The buyer is going to do homework, going to find out that the seller bought the house say five years ago for less than half of what they're selling it for. Some of these buyers are going to be a little bit jenky about that. They're not going to be in touch with what the market's actually done. Maybe they're a little jealous. Who knows? So you're going to have to again anticipate that the buyers are going to have to cross that emotional bridge because that's the reality of a market like this. Because if you did buy real estate five years ago, you did win the real estate lottery hell even 24 months ago. On average, countrywide, on average since 2019, homes have gone up by 43 percent. Now some markets it's been between 50 and 60 percent. So I should have this in here. I'm going to revise the notes. You guys are used to doing CMAs for your sellers. Do a CMA for your buyer and show them that it's not just this seller who paid that two years ago and is making this, but the entire neighborhood is doing that. That's why they're priced that way because the comps say so. And then you'll have inexperienced buyers who will get jenky about, well what's to say this isn't the market top? And then you need to explain to them how inflation works. And essentially the inflation rate is going down a little bit, but it's going to stay consistently five percent, six percent, seven percent. And by the way, when you hear the inflation rate, it does not include real estate appreciation or inflation. So the reality of it is, is real estate rents and everything else associated with housing is just going to get more expensive. And this again goes back to knowledge equals confidence, ignorance equals fear. This is not difficult information to get to obtain. And once you have it, especially about your local market, you're going to feel compelled, excited about sharing with as many prospective clients as you possibly can. Next point, Julie Harris. Number four, find the days on the market so far. Is this a fresh listing or has it been on and off the market previously? Has the price been raised or lowered? Has it been pending before and gone back on the market? What caused that? Inspection or appraisal issues? It's okay to call the listing agent and find out. So if something's been on the market for two days and this is the weekend and you're one of six showings today and they have an open house tomorrow, probably you're going to need to come in higher assuming that it's priced right and you have comps to support that versus a house that has been on the market for 120 days and you're the only showing this week. Do you see the difference? Right. So point number five, what are the comparable sales for this property? I guess I did have it in here. You know, Julie, this, you triggered something in my mind when you said that.
Real Estate Coaching Radio
A highlight from How To List Expired Sellers NOW! (Proven System!)
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. I want to start out by thanking all of you who have given us five star reviews over on iTunes. Your comments that you guys are leaving actually go a long way to motivate Julie and I to know that we're on track. And we always are appreciating and looking for suggestions for podcasts. We definitely try to focus on other things that are going to help you guys be motivated, obviously educated and get you into action with regards to real estate sales. But if there's any other topics you want us to talk about, obviously we're always interested in being of service to you. The best way to suggest those show ideas is just to message me directly and you can just text me honestly. It's 512 -758 -0206, 512 -758 -0206. But I want to start out today's show by showing gratitude for all those who took the time and gave us great reviews over on iTunes. It was certainly... Yes, thank you everybody. We love seeing those. We get a nice little email every time someone leaves us a review. Between our book, our book now on Amazon is over 500 five -star reviews and I think the podcast is over 500 five -star reviews, it definitely is telling us that we're on track and doing a good job. So thank you for letting us know everybody. So Julie, this is a great topic. What we're talking about today, we're talking about essentially, I think we'll call it tips and secrets to hunting expireds. Now some of you are going to have a huge amount of information and background with hunting expireds because you've done it before, it's been one of your pivotal spokes on your lead generation wheel. While others of you, this information would be completely new and you've never been exposed to it. But what we've designed, and Julie just wrote this actually, is we wrote this with this market in mind, knowing that a lot of you have what you feel to be a lack of inventory, but what we're going to expose you to are the fact that even though, and we do know there's a lack of inventory out there, there are also a lot of expireds. They're just not the listings that expired yesterday or today. Some of these, and we're going to give you some secrets on how you can find these, are listings that expired maybe as much as two years ago, but a lot of those sellers don't know they're sitting on a mountain of equity and we're willing to relist. So take very, very good notes and pay attention to what we're sharing with you. And Julie's going to share with you guys some math that will certainly open all your minds to really paying attention. Yes, that's right. So as always, we start out with a little bit of a mindset message. So remember that your number one job in your real estate practice is to generate new business. Without a steady stream of new listings, nothing else matters. In fact, you could have the most polished listing presentation, be fantastic at pre -qualifying prospects and even be a great negotiator and closer, but without leads, none of that matters, does it? So working with sellers of listings that didn't sell for whatever reason can be a real goldmine. It can strap rocket boosters to your lead generation machine and end the feast and famine cycle forever once you get good at it, even if you get kind of good at it. Along with the listings come buyer leads. So concentrating on listings and the buyers will come. Crizzled veterans like to say you have to list to last and they are correct. So here's some math for you. Let me add something there. Sure. In real estate, listings give you leverage, but buyers, you're their leverage. In other words, when you have a listing, you're going to have hypothetically all the agents of your local MLS that are out there trying to sell the house for you. Whereas if you're working with a buyer, it's your job to go out there and look for a house. Exactly. That's what you see. So would you rather have five great listings or would you rather have 50 buyers? All of you will choose the listings because you know they're pretty much guaranteed paychecks. That's the reason that we focus all of you to put your best energies to become powerful listing agents because you then will have time leverage. You then will have essentially the essence of a great business, which is inventory to sell. Well, that's right. And some of you have heard about Expires. You've heard us talk about it. Maybe you know an agent that dabbles in them. And some of you have made this out to be this really huge deal in your mind that you've got to figure this out and get really great at it for it to really work. But here's the thing. Remember that listing, and of course selling, just one expired home per month is worth a minimum of, guess how much, $115 ,000 in income to you. Now that's based on an average of $400 ,000. I think the average sale price right now is even a little bit higher than that. A normal commission paying, let's say, 20 % to your broker netting you about $9 ,600 will equal at least $115 ,200 if you only list and sell one per month. You don't have to make this your life's work. You just have to learn how to do it and supplement the listings you're already getting. Some of you aren't getting any listings. This could be the one and only. But others of you are pretty good at it, and we can add on at least one a month. That's up to you. Our notes from today's podcast are available to you. All you have to do is scroll down, and they're sitting there. You'll see that Julie and I use notes for all of our podcasts. We take the time to write fresh content for you guys every day, and then we give the notes to you so you can use it as your own reference point. If you're on iTunes, just scroll down, obviously on YouTube or on our timandjulieharris .com website or any of the other dozens of different podcast platforms that we're on. When you're looking at the notes, or rather, anyway, make sure you join Premier Coaching. The link to join Premier Coaching is below, and all you've got to do is scroll down, click the link to join Premier Coaching, and it is free. You can join Premier Coaching 100 % for free, no obligation, and that does include a daily semi -private coaching call with a Harris certified coach. This podcast, no matter how hard we try, is training. This is not coaching. Coaching is the next level. For those of you, and it's all of you, who are ready for the next level, learning about Expires and all the other things we teach you guys how to do, make sure you scroll down, click the link, join Premier Coaching, and again, that does include a daily semi -private coaching call. Do that now. If you just would prefer to go to the website directly, you can. It's premiercoaching .com, but the easy button is just to scroll down and click the link to join. All right, Julie, let's go through here, and one of the things I've noticed with looking at your points, and I guess this is, I think, a theme with everything we teach agents to do, is it's really simple, right? It is. We don't like, as a rule, and you guys shouldn't either, anything that's overly complicated. Absolutely not. It is way more simple than most of you listening think. I know that it may be a different thought, and so, you know, naturally, you would have fear of the unknown because you maybe haven't done it, but that's why we try to clarify. So today, we're going to talk about the top eight secrets so that you can get really clear in your mind that this is something every single one of you listening can do. So secret number one, there are more expired listings than you think. Now, you may not pay attention to the expired listings unless you actually watch your MLS hot sheet, which you should be doing daily anyway, or execute specific searches yourself. So don't just look in your favorite area code, your favorite zip code, or price range. Start your search broad, and then narrow in. You'll be surprised by how many expired listings there actually are, and look every day, not just now and then. Sometimes you guys will do a little search, and you won't see a whole lot, and then you'll tell yourself, oh, there's no expireds, and you won't look the next day or the next day. And you won't find them because you're not taking just this secret seriously enough to find what you're after. So this is a scenario Julie and I almost always do when we're in front of live audiences. We'll ask them, you know, everyone thinks listings are hard to get. Everyone thinks listings are like scarce, and you have to pay a tremendous amount of money for the listing lead. They don't realize that listing opportunity is all around them. So what we'll do is we'll ask them ahead of time, we'll do homework. We'll find how many expireds there were in their particular area, and usually it's the entire MLS. And if you're in a big LA type area, there's going to be literally thousands of expireds. If you're in a small area, there's going to be obviously fewer. But what we'll do is ahead of time is we'll search to see how many expireds there were, get somebody's MLS access, search to see how many expireds there were. And then we'll ask everyone in the audience how much they would pay for an expired lead, or rather for a listing lead. And then we'll do like a little mock live auction. And I'll start out like, okay, who will pay $300? Who will pay $350? $350? $400? $400? $500? $500? $500? Right? And we'll keep going up. And what you'll be shocked at, listeners, is how many agents will go well over $10 ,000 for an expired lead. I keep saying expired because that's the punchline here. But for a listing lead. Agents will pay. And now, again, generally speaking, I'll set the mock auction up by explaining to them that this is a seller that is willing to hire an agent, is willing to pay a commission. It's in a decent price range. It's in a decent price range. They're motivated. So this looks, you know, I'm positioning it that everyone's going to want that listing lead. But what's shocking, not really to me, but will often be to the people in the audience is how much agents are willing to pay for an expired, good idea, for a listing lead. So how much they're willing to pay for a listing lead. And then I'll say, the punchline is, guess what? All of these listing leads that I have access to are free and you can have access to them as well. And would you be surprised, you know, audience, that in your MOS, in the last 12 months or even six months, there's been, pick a number, 5 ,000 expired listings and all of those listings you could have directly proactively reached out to, had a conversation with and potentially listed some of those as your own, right? And doing Julie's math, that could have meant hundreds of thousands of dollars for you. So I'll say it again, I'll say, so right now, in front of you, every single one of you have access to thousands of listing leads that are there for you to solicit, you know, call it what you will, proactively lead generate to, that cost you nothing. I want you to think about that. And yet, how many of you listening right now are willing to pay thousands of dollars for a listing lead, let alone buyer lead, right? How many of you? You know, a lot, right? And that's not even virtually guaranteed that you're going to take the listing, you could still be competing. It's just a lead. Now I'll go back to what I said before. Why is it that you want to make it more complicated than that? I don't understand it, honestly. And really it comes down to maybe a lack of information, or maybe you've been, like I said at the top of today's show, maybe you've never been exposed to this before. So the reality of it is you're constantly surrounded by sellers that are more than willing to hire you for the job of selling their home. You just have to have the skill set, and really the mindset, to make those listings your own. All right, Julie, point number two. Okay, point number two, or secret number two, which also could be called objection number two. You'll know it when you see it. If you can't find the phone number, how many of you like to complain, I can't find the phone number? If you can't find the phone number to contact that owner, nobody else can either. Be the one who knocks on their door, and offers not just to get it back on the market, but to get it sold this time. I'm going to put a link in the show description, because you don't have it there, so that they can use our discount link for RedEx. Good idea. So RedEx is a service that actually will go into your MOS for you every single morning. Like when Julie and I were working expireds, what we had is that the service would work while we were asleep, right? And then we would have all the fresh expireds were sent directly to us, and what RedEx will do is they'll get you the phone number, they'll get you any listing history, and actually multiple phone numbers usually, and the listing history, all the information that you possibly could ever want with regards to what's going on with that expired listing. And you'll also know whether it's been relisted or not, and so you don't call a seller that's obviously relisted, things like that. So that is something that you all should be subscribing to, and that's through RedEx. So if you scroll down in the notes today, you'll see there's a link, and I think it's a $150 discount. Just click on that link. They set that up for us last year for our podcast listeners. That's a great service. That is, you know, people often ask Julie and I, if you guys were to get back into real estate, what would you do to lead Generate? And the answer, number one, is centers of influence and past clients, and number two, 100%, it would be expired listings. Yes, and I don't know if you remember this or not, but an example from our real estate career in Ohio, okay? So I don't know if you remember this, but there used to be this sign that would pop up that we noticed, this platinum sign, okay? This was a broker who had moved from Florida to Columbus and had basically been flying under the radar, doing what we did on this previous point, searched the entire MLS, because I thought, where did this broker come from? There's listings in Hilliard, and there's listings over here. You know, she was using the broad search. Any one of you can do this. You don't have to be a super experienced agent. You could be fresh out of the license mill, right? Anybody can do it. Well, again, that is important too. You don't want to just be pigeonholing yourself to a tiny little micro market. You got to be looking market wide, so you see all the different opportunities that are out there. That was my point, is that she started super big, took a bunch of listings, lead generated off of those listings, and basically broke into her new market. That is a strategy. Expired listings, guys, truly are. Once you have the skill set, some of the simplest, easiest, outside of Centers of Influence past clients listings to get, and they don't come with referral fees. A lot of you who've only been in the world, real estate realms for like 15 years or less, you are so used to just having to pay for all of your leads constantly. I have news for you guys, and this will surprise none of you, so Julie and I get solicited constantly for people to advertise on our podcast, and 99 % of them are people that are trying to sell you guys leads, and we won't let them advertise on our podcast, because we know that you can lead generate yourself, and we don't want to be part of the problem. We want to be part of the solution. That's what we're hoping to get across to all of you with focusing on expireds. All right, Julie, and again, the Red X link is going to be below, so just scroll down and click that link, and that's going to be the first step if you're serious about moving forward to becoming a specialist of listing previously listed homes. Let me clarify that. Red X is not selling you leads. No. Red X is a tool to find phone numbers on the leads you already have via your MLS. That's right. Okay. Just so that we're clear on that. Yeah, they're basically like a ... It's a tool. It's a virtual assistant. Absolutely. In essence, what it is. All right, point number three. Point number three. I love this point. Homeowners of expired listings will do things to get the home sold that they wouldn't do for the first agent. They will remedy the negative feedback. They will reposition the price if necessary and loosen showing restrictions. It is not uncommon for a homeowner of an expired to say to their new listing agent, just tell me what to do. I got to get this thing sold. You guys got to remember, sometimes when a listing expired, the seller had on the horizon that they needed to sell the house, but they may not have been very cooperative with obviously showings or even condition, basically cleaning the house up, right? Or sometimes they're even were at the home when the buyer's agent showed up to show the house to their potential buyer, right? All kinds of bad seller behavior. Well, they weren't motivated because they knew they had a year to sell it or 18 months to sell it or 24 months to sell it, whatever, right? Now they're motivated because the house should have sold last month and now they're making two house payments. That means they'll do things for you that they wouldn't have done for the previous agent. When you use our script, when you're contacting these guys, whether by door or phone, you're going to discover that when you ask the questions as we've written them in our script and you discover that they are what their motivation is and Mr. Seller had this home sold, where would you go next? And you are going to hear some of the best, most exciting answers ever because they're all going to be saying, we should have been, we wish we would have, there is, we already have two house payments. You're going to discover that the expireds are the gateway to the most motivated sellers you're going to find. That's right. And their motivation changes. The ones that actually have to sell their motivation is so much more extreme after they expire. And you know, let's be honest, no homeowner ever thinks that their house is going to expire. They didn't even know what that was. We should talk a little bit by why listings do expire. I just talked on one point, uncooperative sellers, but, and you did mention sometimes it's a location issue. But sometimes it's just market timing. They could have been overpriced in the market when they were for sale. Aspirational pricing. They could have had, yeah, there you go. Aspirational pricing 24 months ago or 12 months ago, but now because of inflation, they're priced perfectly. It could be. It depends on, you know, do your new CMA. I'll give you another one, okay, is too many showing restrictions. If you can't get in to show it, you're not going to have an easy time selling it. If you can only see it on a Friday, if the baby's not asleep and if the sun is shining and you can park around the corner, then it's going to be difficult, right? Price is probably up there as well. So we'll talk more about that. But the next one, speaking of price, number four, contact the more expensive expireds first. Seems counterintuitive, right? But fewer agents call on them and they're just as motivated. Same work for you and a bigger payoff at closing. More expireds first. That is an absolute rule or more expensive. Yes. It is a fact that most agents, even experienced agents, start to come unglued, freak out, get uncomfortable in certain price ranges, right? Usually something over the last most expensive thing they ever sold. And many times if it's anything more expensive than what they personally live in, they start to get uncomfortable. That's right. Because they think owners of more expensive homes somehow speak foreign languages. Intimidating. Right, exactly. So you guys have psychologically installed a glass ceiling over your potentiality in real estate because you think more expensive listings are going to be only what agents of a certain caliber will ever get. It's just not true. And here's the other benefit of being an expired hunter, as Julie and I refer to agents that with probably a center of influence past client agent, in other words, they listed their house with their friend or their buddy or their previous agent, and that agent failed to sell the house. So your biggest competitor of most listing situations is going to be that center of influence past client relationship agent. Now that they're no longer a consideration, you basically, provided you follow a professional approach which we teach you in premier coaching, those listings are going to be easier to get than you can possibly imagine. Because remember, let's think about what an expired is. They know what the price isn't, most likely, I mean frankly the price might not be an issue. They are willing to pay a commission, they are willing to list, so right there you've pretty much got green lights to that being a great potential seller. And they have feedback. There's things to work on, there's things to correct. It could be obvious. Sometimes you guys all know this, I think there's some website that's called like biggest real estate listing fails, which has a lot of these examples, terrible little iPhone pictures, not much description or no description at all, sometimes it's a really obvious problem that you can solve. I'll give you another example, Lance Kenmore took one recently that had been, actually never listed, it wasn't, I don't know, I think an agent had it for a little bit, kind of like a 30 day expired. It was a builder house, the builder had taken a break, it was a previous parade home that Lance was very familiar with, popped it in the MLS, sold it immediately. We had that experience when we sold real estate. All the time, right? I asked him, Lance, what did you do that the previous agent didn't do? You know what he said? I put it in the MLS with good pictures and a good description, sold it right away with multiple offers. Well, I mean, it also, it's really stupid things too. So oftentimes inexperienced agents will have it in their minds or they've gotten advice from inexperienced agents that an expired listing is somehow like, oh my gosh, the market's rejected, it's never going to sell. There's something wrong with it. They'll say, why would I want it if somebody else couldn't sell it? You hear all kinds of silly things like that. Or another thing I hear sometimes is I don't want to list another agent's expired because I don't want that agent to, you know, all kinds of craziness. Guys, your job is to be of service to other people in a particular case of an expired listing, it's to be of service to that seller. Don't worry about that seller being cranky or any of those other types of, don't look for reasons not to do the work. If you're right now, as you're hearing Julie and I present this information to you and you're reading the notes because you're scrolled down and you're thinking and you're looking for reasons why it won't work for you, well then it won't work for you if you're looking for reasons why it won't work for you because you're not going to work. You're just looking for reasons not to essentially learn something new, not to put yourself in a position where you can be helping other people. And that's the reason so many of you are attracted to buying leads because you think there's going to be less conflict there. This all comes back down to skill set, mindset, and then frankly your willingness to be of service to other people. The true professionals that are listening right now, you know exactly what I'm talking about. Those of you who are, you know, we have a wobbling somewhere in between and you haven't yet decided to truly commit to your real estate market or your real estate business and the opportunities that are ahead of you, this market's not going to suffer any fools. You guys are going to get eaten alive. You got to move forward and realize that the last market was probably a lot based on who you knew and who knows you. Now it's based on those things of course, but really it comes back down to skill. Next point Julie. Next point is number five, relisted expireds almost always sell right away. We were just talking about this, so watch your hot sheet in your MLS for proof of this. You'll notice that a listing will be on the market for 90 days, expire, then relist, often at a better price with improved pictures and description, and then sell in two weeks or less, sometimes in two minutes or less. Well you know what, you just triggered something, a memory for me, a coaching client actually. So you can go out and list an expired and there was great condition, great location, great price, everything was kick ass. But they took a contract, the previous listing agent took a contract from a buyer and that buyer essentially didn't get their financing. Or there was some other problem that caused the listing to, basically caused it to look like the days on the market was extended, but really all they were doing, especially on upper end stuff, you guys are going to find this to be true. Perfect house, perfect price, perfect condition, everything's great, but the previous listing agent essentially tried to make a round, you know, a square peg working a round hole. They allowed some buyer and the buyer's agent to string them out. There was a series of financing problems, boom, the listing expires.
The Breakdown
A highlight from Worldcoin Iris Scanning Shut Down in Kenya
"Welcome back to The Breakdown, with me, NLW. It's a daily podcast on macro, Bitcoin, and the big picture power shifts remaking our world. What's going on, guys? It is Saturday, August 5th, and that means it's time for the weekly recap. Before we get into that, however, if you are enjoying The Breakdown, please go subscribe to it, give it a rating, give it a review, or if you want to dive deeper into the conversation, come join us on the Breakers Discord. You can find the link in the show notes or go to bit .ly slash breakdown pod. All right, friends. Happy weekend. Today, we are doing a full on grab bag. We are going to touch on a bunch of different topics, some updates from stories from earlier in the week or last week, some things we haven't had a chance to cover yet. And where we start is with the latest in Worldcoin, and to kick it off, a quote from Maya Zahavi. On Wednesday, she tweeted the most predictable blowback against crypto colonialism. No government would allow its citizens to risk their biometric data to a company that has shown no remorse in blitz collecting data. So far, France, Germany and Kenya are investigating Worldcoin. Now Maya was far from the only person talking about this. The same day, Mohamed Hersey, the former chairman at the Kenyan Tourism Federation, wrote a foreign firm can just walk in and set up office in Kenya and start harvesting iris scans. The iris is the only unique identity a human has, so with a small token, Kenyans are falling over each other to allow their iris to be scanned. And we think it's just a cool, harmless thing. It's the duty of the state to interrogate such firms, so the desperate Kenyans are not duped into something they hardly understand. Cabinet Secretary, you need to step in. Personal data should be a security concern, and the state must be convinced that it is a good clean thing. These chaps can't just walk in and start scanning the iris of gullible Kenyans. So indeed, Worldcoin operations have been suspended in Kenya. The nation's Ministry of the Interior said in a Facebook post on Wednesday that and how the harvesters intend to use the data. The Ministry added that it was, quote, Now, prior to the shutdown, Kenya's Minister for the Digital Economy, Eliudawalo, defended Worldcoin's practices in a television appearance. He stated that Kenya's data protection regulations may need an overhaul, but that Worldcoin were acting within the law. Of course, since the very early days of Worldcoin before the formal launch, critics had raised concerns that the project would be taking advantage of citizens in Africa and across the global south. Kenya has been one of the largest markets for signups. In December, Worldcoin boasted that over a quarter of a million people in the capital of Nairobi had handed over their eyeball scans to one of the 45 orbs in the city. At launch, Worldcoin claimed to have two million users, primarily made up of residents of the global south. Alfred Matua, the Kenyan Secretary for Foreign and Diaspora Affairs, said, Now, outside of Kenya, several European regulators have also opened investigations into Worldcoin, primarily on data privacy grounds. Last week, the UK's Information Commission's Office, which regulates personal data, said that it would be making further inquiries into the project, but had not yet opened an investigation. It noted that organizations, quote, Now, although investigations into Worldcoin are more widespread, Kenya is the first nation to take the step of shutting down operations within their borders. Kenya's Capital Markets Authority also issued a cautionary statement on Wednesday, stating that neither the project nor the tokens were regulated. The statement warned of, quote, That said, the CMA said it was willing to work with Worldcoin through its regulatory sandbox. Now, Worldcoin said it would pause Kenyan operations in a statement, but appeared to be more concerned with crowd control after one location was shut down by police earlier this week. They said, Now, separately on Wednesday, Reuters reported that Worldcoin intends to allow governments and corporations to use its iris scanning based ID technology. This, of course, raised further concerns regarding the organization's data privacy policies and longer term intentions. Ricardo Masierra, the general manager for Europe at Tools for Humanity, explained, Boy, I got to tell you guys, it is very hard to keep up the normal level of breakdown. objectivity when it comes to this, not because of any big belief that anyone who's at Worldcoin believes anything other than exactly what they're saying, but more because the combination of biometrics and around and find out thinking just seems really, really dangerous. Moving on to our next topic, Coinbase announced a strong earnings beat for the second quarter. The company exceeded analyst revenue estimates by 12 .7%. Now, of course, revenue contracted for the quarter, falling by about 18 % compared to Q1, but estimates had called for a 22 % collapse in revenue. Losses were also significantly less bad than expected, coming in at 42 cents per share compared to analyst estimates of 76 cents per share. This is the sixth straight loss -making quarter for Coinbase, however, the company appears to have stemmed the worst of the bleeding. During the second quarter of last year, for example, Coinbase chalked up a loss of almost $5 per share. Now, the big story was the shift in business model that has taken place during this bear market. Trading volumes on Coinbase continued to collapse. Volume fell by more than a third to hit $92 billion for the quarter after holding steady in Q1. Interest income also fell by 16 .5 % to reach $201 million. This line item is primarily driven by earnings from an interest sharing agreement on USDC stablecoin holdings, which brought in $151 million for the quarter. However, revenue from blockchain staking services increased by 18 % for the quarter and now stands at $87 .6 million. Quarterly staking -related revenue has increased by almost 30 % compared to last year. In fact, for the first time, Coinbase brought in more revenue from subscriptions and services than it did from trading fees. That means that in aggregate, staking services, custodial fees, earned interest, and subscriptions made a larger contribution to the bottom line than the exchange. There's also the potential for a major tailwind to hit the relatively small custodian arm of the business should BlackRock be successful in its ETF application. Remember, Coinbase will be custody -ing all of the Bitcoin held on behalf of the BlackRock ETF. CEO Brian Armstrong heralded the quarter as a success, but foreshadowed that there was still more work to do, stating that, Q2 was a strong quarter for Coinbase as we executed well and showed resilience in a challenging environment. We've cut costs, are operating efficiently, and remain well positioned to build the future of the crypto economy and help drive regulatory clarity. Coinbase shares were up over 10 % in aftermarket trading following the release of earnings. Continuing on to a super weird one. Zach Guzman, the founder of Coinage Media, writes, I don't think I've seen this before. The New York Times just submitted a letter to the court in Sam Bankman -Fried's case about why he was fined to share Carolyn Ellison's diary entries with them and why the judge shouldn't revoke bail and detain him now. So what's going on is that the New York Times has submitted a filing in SPF's criminal case arguing that the court should defend First Amendment rights related to free speech. You will undoubtedly remember that Sam recently came under fire after leaking parts of Carolyn Ellison's journal to the newspaper as part of a story. Ellison was of course the Alameda Research CEO at the time of the FTX collapse and is a material witness in the case. Following that, prosecutors had asked for Sam's bail to be revoked and for the court to issue a gag order, thus preventing him from making public statements or communicating with journalists about the case. Their concern was that Sam had been attempting to intimidate Caroline by releasing her private writings to journalists and would be likely to make further attempts to manipulate public opinion via the media as his trial date approached. Despite those specific concerns, the judge issued a broad gag order rather than one that restricted Sam's communication only in relation to interfering with the trial. This is what provoked the response from the New York Times. After the gag order was issued last week, they wrote a letter to the judge addressing freedom of the press issues. They argued that the public had a right to know details in the case and should not be restricted by the court without due consideration of free speech issues. Their letter claimed that the gag order, quote, However, in a filing late on Thursday, the DOJ reiterated their position that Sam had gone way beyond making, quote, They stated that, quote, Prosecutors pointed out that SBF had created a, quote, What is clear, regardless of whether the defendant was the first source for stories regarding Ellison, is that the defendant, rather than deny his guilt as he correctly now says it is his right to do, shared materials with the press obviously designed to intimidate, harass, and embarrass someone he knows is slated to testify against him and provoke an emotional response and color a potential juror's view of that witness. The DOJ also noted a bizarre fixation with the comments of current FTX CEO John J. Ray III, who took over the firm after bankruptcy. They wrote, In all the years of bail revocation hearings I did, never did anyone or any organization claim a First Amendment right to facilitate witness intimidation. And for good reason. That's not how the First Amendment works. Autism Capital summed up, Not because they feel bad, but because they don't want to scare off their pipeline of juicy leads from other suckers. And now they have to deal with the backlash of the optics of defending SBF. I don't know, man. It seems pretty hard to me to be in the New York Times seat here and actually trying to defend this, especially as the prosecution revealed that there had been something like over a hundred calls between Sam and New York Times reporters. As the prosecution said, that's not just Sam making comment to the effect that he's not guilty. That's an intentional strategy carried out by press, with the press's complicity because they get a juicy story. Now certainly the New York Times is well within its rights to take advantage of a defendant who wants to talk that much. But the idea that that somehow justifies leaking someone's personal journal and trying to pass it off as an essential and material to the case is just ridiculous. Speaking of ridiculous, lastly today, Ilya Dutch Liechtenstein and his wife, Heather Rosilcon Morgan, entered guilty pleas on Thursday in relation to the 2016 Bitfinex hack. Liechtenstein pled guilty to one charge of conspiracy to commit money laundering and, in admitting to the prosecution's facts in the case, identified himself as the Bitfinex hacker for the first time. Liechtenstein had only been charged in relation to the money laundering, not the hack itself, leading some to speculate whether there was an additional unknown person that carried out the hack. Prosecutors said, The stash of nearly 120 ,000 Bitcoin was worth around $70 million at the time of the hack, but swelled to a value of over $4 .5 billion over the years since. This made the Bitfinex seizure the largest ever recovery of stolen cryptocurrency when law enforcement arrested the pair in February of this year. 94 ,000 Bitcoin are known to be recovered from the heist. Liechtenstein faces a maximum sentence of 20 years in prison, but his assistance in recovering additional funds since his arrest could mitigate that penalty substantially. Now Liechtenstein's wife, Heather, aka Razzle -Kahn, an amateur rapper, also pled guilty to charges of conspiracy to commit money laundering and defrauding the U .S. government. The self -proclaimed Crocodile of Wall Street faces a maximum sentence of five years in prison for her role in the crime. Cleanup year continues, and good lord, we can't get through it fast enough. That is going to do it for today's episode. Thank you for hanging out and listening. Until next time, be safe and take care of each other.
Daily Tech Headlines
"cma" Discussed on Daily Tech Headlines
"WhatsApp updated its multi device feature so that you can use the messaging app on multiple phones running iOS or Android, previously it allowed additional access on Android tablets, browsers, or computers. To add a second phone, you launch the app and choose link to existing account, and that generates a QR code that your primary phone scans to link up. Amazon published a retail listing for an unannounced beat studio buds plus wireless earbuds set. They're listed for $169, 95 cents, and shipping may 18th. The listing also claims 36 hours of total battery life, larger microphones, and support for spatial audio on iOS and Android. Tile launched a $40 tile for cats tracker, offering a modified version of its tile sticker with a silicone color attachment. Its battery will last up to three years and contract with up to 250 foot range. Users on Reddit noticed that the latest version of Microsoft Bing sends the full URL of all pages visited to Bing APIs dot com. Microsoft told the verge, it's investigating the issue. Developer Rafael Riviera told the verge, this appears to be linked to Bing's creator follow feature, which recently was enabled by default. Toggling off the feature stops the behavior. And finally, the Japanese company I space attempted to become the first private company to successfully land on the moon with its hakuto R mission one lander. However, after losing contact with the lander, the company said there was a high probability that the lander eventually made a hard landing on the moon's surface. The company is examining telemetry data and working to identify a root cause. The company still intends to proceed with two other missions in the next two years. Remember for more discussion of the tech news of the day, subscribe to daily tech news show. Nearly tech news show dot com. And we'd love to hear what you think about the show, what we can do better and what you love. Send us an email at feedback at daily tech news show dot com with the subject line daily tech headlines. Thanks for listening. We'll talk to you next time, and from all of us here at daily tech headlines, remember have a super sparkly day.
Daily Tech Headlines
"cma" Discussed on Daily Tech Headlines
"A $3 a month and call it even. Just check out the link in the podcast description. These are the daily tech headlines for Wednesday, April 26th, 2023. I'm rich strap alino. The UK's competition and markets authority announced its opposing Microsoft's proposed acquisition of Activision Blizzard. The regular said the deal could allow Microsoft to take a strong position in the nascent cloud gaming market that it could undermine innovation. The CMA rejected Microsoft's remedies of providing access to the Call of Duty franchise to various platforms with ten year deals, saying there are significant risks of disagreement and conflict between the two parties over the course of a deal that long. Microsoft president Brad Smith said it will appeal the decision. The news aggregator artifact launched a new OpenAI powered tool that generates article summaries, artifact claims this will provide high level points before delving into the article. The feature also supports different styles of summaries, including using emojis, explained like I'm 5 and in Gen Z speech. Lenovo bought Motorola back in 2014, and it's now released its first co branded device a mere 9 years later. The Lenovo think phone by Motorola, catchy name, is available now for enterprise customers in the U.S. for $699 with an unlocked version coming April 28th. It's got a ThinkPad like textured fiber back panel and a customizable red side button. It also includes a 1080p oled 144 hertz screen and is mill standard 8 ten H compliant for falls. Nvidia released Nemo guardrails and open-source
ToddCast Podcast with Todd Starnes
Gov. Mike Huckabee: How the CMA Foundation Board Acted as Bullies
"The one you were one of the ones who saw this coming very early on with your involvement in the CMA foundation, and boy they came after you. Well, it was really stunning because I was put on the CMA foundation board primarily because of my work with getting musical instruments in the hands of kids, something that the board wanted to do. And I was going to lead the effort to do this nationally. And it was not a political thing. There's no politics in it. It's simply if you believe that music is a wonderful tool to help kids develop their own skills and self worth, which I think everybody should believe that. It's something I've been doing for 15 or 20 years. And because I have conservative views and I'm a Christian and I'm pro life and I believe in biblical marriage, there was a complaint from one of the entertainment executives, a record producer, and he said, hey, if Huckabee is on this board, I'll pull all my artists out of CMA. Well, what they should have done was to say, well, do it. Do what you got to do. But this is about helping kids. And if you're not helping kids, then that's too bad, but we're not going to let one person dictate to us because you don't like his political views. But instead, they asked me to resign from the board and step aside. I barely been on the board for one full day. And they asked me to step aside. I think quite frankly, Todd, some of the folks on that board regretted that decision, but it was too late. And as a result, the bullies win. And that's what this was. It was all about bullying, in this case, the CMA board of the foundation and they fold it like a cheap tent. It's
Real Estate Coaching Radio
"cma" Discussed on Real Estate Coaching Radio
"And you're going to be a disadvantage. And that little stinking $9000 thing that the seller wanted to overpriced that most likely, that's going to be the reason it doesn't get showings and doesn't actually get an offer. Now I will say this, you are going to find yourself in a situation all the time where the seller is going to want to Julie's point, go to the death match, to go to the mat about pricing. And if you can not lose a listing, even in this market, over some silly amount of money, 20, 25 grand that the seller thinks they can get for the house. What you do is you agree to take the listing, you don't argue with the seller, you don't say my CMA, you don't say you say the market, the CMA, that way you get like mister steller, I appreciate the fact that you feel the house is worth 5 29, even though the CMA, in the markets telling us it's really worth or really should be priced at 4.99. But now that I've seen your property, I can understand why you feel it's nicer than the market. So let's go ahead and do this. Let's put it for sale for 5 25 for whatever the shortest period of time is the seller will agree to. 5 days or 5 showings, whichever comes first. And if we don't have a written verified offer, frankly, any showings, we'll know we need to reposition the house in the market to more correctly reflect the buyer's expectations. Notice I did not say lower the price, then you're giving the seller the opportunity to exercise your demons about their overly aspirational price and your setting a rule a time frame when the price is going to be adjusted. You're also not walking away and bragging to your office that you turn down a seller because they wouldn't take your price. Right. Point number 9. All right, point number 9, does your listing look clearly overpriced when compared to its competition? If there are ten listings that meet a buyer's criteria and your three bedroom listing is priced as if it's a four bedroom, you'll always look overpriced and go to the bottom of the showing list. This is true in all price points too. Some of you think, well, this is only true for meat and potato houses in the Midwest. Nope, it's true for luxury, ultra luxury properties as well. Yes, and back to the meat and potatoes, split levels or buy levels, priced like two stories or ranches, usually look overpriced. And by the way, appraisers look at it that way too, as well as anything else unusual for your market like a house on a slab when that's competition all has basements. So watch out for the anomalies in your market and price them accordingly. This is why in coaching we always recommend that you're at least friendly with one or two
Real Estate Coaching Radio
"cma" Discussed on Real Estate Coaching Radio
"Right. So if all else fails and they're like, this is the house and I'm dying in, right? And you've asked enough questions you believe them. You can still turn it into a prospecting call, a proactive lead generation call by asking who else they know in the neighborhood who is thinking about selling. And we make this really work. You're going to get your centers of influence in past client lists together. And we show you how to do that in the premiere coaching program. But to make this really work, you need to start calling these people. Call it going. Every single month. Now some people are going to tell you every 90 days, every 6 months. The market is moving too fast right now. You need to call them every single month and give them a quick snapshot and just call them next month at the same day. Their motivation changes, right? Yesterday, maybe they saw a house they loved. Exactly. Completely they bob was out rolling around with bob that the past weekend. And they meandered in a new construction area in the fall in love with this new construction area. And their motivation changes. But it all started because you planted the seed in their mind that their house is actually the Willy Wonka golden ticket that they hadn't even been thinking about. And now bob and bob decide to drive the countryside and find their dream house that they wouldn't have otherwise been looking at. See how you created the inventory? Yes, but to your point, you have to follow up. After you create the CMA, et cetera. So call them back in 30 days. You know, and then say, hey bob, this is Tim Harris again, giving your quick snapshot of the current market and do this same thing again, basically. 5000 houses for sale, 3000 sold last month based on current supply of homes for sale. There's less than 30 day supply of homes and you will be thrilled to hear in the last three days homes have increased in value. You can say appreciation if you want to, but it's really inflation by 6% or whatever the heck increased in value is a safe way to say it. Right. And would you like me to do a more in depth study of your home's value in this marketplace and they might say yes this time. And then if they don't just say they'll say thank you and you can leave this voicemail, by the way, it's perfectly fine. But we'd prefer you talk to people, don't just leave voicemails because I know what a lot of you will do. You'll call intentionally when you know they won't answer just so you don't have to talk to them. That is what a real estate I was going to say something mean, but I won't. Do not do that. You're wanting to talk to people. That is the point. And then endeavor conversation with, oh, by the way, bob, quick reminder, if you run across anybody that you know of that's thinking about selling their home that I should be helping this market should be helping in this market, please do consider me or please do keep me in mind.
Bloomberg Radio New York
"cma" Discussed on Bloomberg Radio New York
"It's been downgraded to a tropical storm as it moves north over Central Florida, but it's still pounding the area with damaging winds and heavy rain. President Biden says he'll make a final decision on whether to run for a second term early next year, more from Brian shook. While speaking to reporters at The White House Wednesday, Biden said his intention is to run again, but it's ultimately a family decision. He added, he isn't in any hurry one way or another. The president also defended his first term agenda as polls have shown a large number of Americans believe the country is headed in the wrong direction. I pre order so in some look homes is not giving up his title of CMA entertainer of the year the country music hitmaker was awarded the top honor during the 56th CMA awards last night in Nashville. I'm Michael castner. Paul Sweeney. This wall of worry, everybody's been climbing it. Matt Miller. When you look at individual stocks, what do you like? Along with Bloomberg's sharpest market analysts can only basic Wall Street reporter for Bloomberg news. Bloomberg markets. Weekdays at 10 a.m. eastern on Bloomberg radio. This slower turn to normal levels of inflation could threaten the stability of inflation expectations. And if there's one thing we learned in the 70s is that the fed can not let inflation fester and expectations rise. If we back off for fear of a downturn, inflation comes back even stronger and requires even more restraint. The fed speak is back in a big way and you're going to get a ton of it a little bit later after CPI in America that CPI print 42 minutes away. Equities look like this on the S&P 500 going into that print. Just about positive
Real Estate Coaching Radio
"cma" Discussed on Real Estate Coaching Radio
"So now here's the really great news. In the last 12 months, your house is appreciated, increased in value, inflated by 18%. What? Yeah. That's interesting. So not only do you not have anything to worry about, but you're actually doing really well. So congratulations on making a smart decision on home. You can probably hear my in my calculator calculating what that percentage worth. Well, I've already done the math for you. You paid 400,000 for that house. You've lived in the house for three years. Right now the house is worth about 5 20, so congratulations. Wow, that's awesome. By the way, would you like me to do a more in depth report on your home's value and email it to you? Well, yeah. Absolutely. Okay, I'll knock this out. Had you guys considered putting the house for sale? Well, I mean, I guess it's worth a discussion at least, but not really. I mean, I don't know. Okay, well, I'll do this. I'll do this report and I'll send it over to a CMA listeners. Oh, and by the way, so I'll work on this and I'll get it over to you in the next day or so. And then I'll follow up the phone call to answer any questions. Make sure you do that. Make sure you do both listeners. So let me ask you one last question. Who do you know who's thinking about buying or selling that I should be helping in this market? Well, you know, my neighbors, I don't know, I don't really talk to them about that. So nobody comes to mind right now. Okay, so please keep in mind if you happen to come across anybody. For sure. Then you end the phone call, and then here's what happens. You call back the same you obviously do the CMA. You email the CMA, you follow up with the phone calls. Let's say Julie doesn't actually want to sell. She was just curious, that's great. Call back in 30 days, have another version basically say the same thing again, you know, slightly changed, as for anybody who's thinking about buying or selling that you might be able to help again. And what you'll discover, not the second time usually, but the third time you follow up, doing the same thing, offering your service because every time you're calling, you're reminding them how smart and lucky they are to go to home. You guys get this. They're going to want to hear from you and probably the third time you follow up with them. You are not hassling them. You are not bothering them. You are not coming off as a pushy salesperson listeners. You are actually telling them something they want to hear. I want to get calls like that. Don't you listeners? Absolutely. And it does happen that way, because maybe on the third column, I'm going to say, you
Real Estate Coaching Radio
"cma" Discussed on Real Estate Coaching Radio
"If you want to join direct and skip the line, you'll go directly to the website and you can sign up urgently. That is the smart move for all of you. Guys, do not be passive about this. And again, Julie and I know that not all of you are going to want to make the phone calls. Julie and I know they're probably 80% of you will never actually move past your reluctance in your fear to be a proactive lead generator. But we also know that 90% of all agents fail out of the business. Do you think there's a relationship between the agents that never learn how to be proactive. And the ages will never learn how to actually have a business system behind their ambitions. Do you think there's a relationship between that and the people that fail? Of course there is. So you have to make a decision whether you're going to be a true professional or whether or not you're just going to basically hope that you fall into some leads. The following deletes days are over and especially if you're focused on buy leaks right now in this marketplace. Guys, if you haven't realized that buying buyer leaves is an act with utility, you give yourself another 30 days and you're going to start seeing exactly what we're talking about. So absolutely positively put your best interests now and becoming a best interest, your best focus on becoming a listing agent, text to our join to four 737 two. If you want to speak with our new member coaches, or if you want to skip the line, just text the word premiere to four 737 two. And in both cases, we're going to text you back. You have to say yes, and then we're going to send you the secret link so you can move forward. Remember message and data rates may apply. Yeah, so back to our script. Remember, you just offered to let them know how much their house is worth with doing the comparative market analysis. And of course, 90% of them at least are going to say yes, who's going to say no to that? It's unlikely, but if you get somebody who says, no, I'm going to keep this house forever, whatever you can say, okay, perfect. Gosh, I don't blame you. You do have a great house. Now they'll say, Julie's right, 90% of them will say no to the CMA offer out of the gates. The first month you call them. But what happens over time and this is what we're getting to is where you start to form these long-term centers of influence and past client relationships and then you're going to all of a sudden discover what the benefit is of actually having created this as your primary spoke for your lead generation business..
Bloomberg Radio New York
"cma" Discussed on Bloomberg Radio New York
"So the CVS offered undertaking for the CMA which is divesting the entire business called the vet And the CMA looks like they will accept those undertaking but they have until May the fourth to decide whether they'll do that Okay Charles thank you so much for being with me Charles capel there Bloomberg's breaking news editor for the London rush you can read it on the Bloomberg terminal and on Bloomberg dot com of course Now we continue our coverage of the Ukraine situation the Russian invasion this morning Russian troops are encircling Ukraine's capital Kyiv we have had news that a commander in Ukraine's navy has complied with an order to sink a flagship frigate in order for it not to be captured by the Russians then in terms of other news Russian troops now reportedly in control of Europe's largest nuclear power station So the Zappa risha power plant where there was also a fire overnight that caused stock market gyrations when the news first crossed but actually the fire was brought under control last night Meanwhile president prime minister Boris Johnson has again hit out a Vladimir Putin saying that he has put the safety of the whole of Europe at risk and Johnson also calling for an emergency UN meeting to take place today So those are the latest news lines when it comes to Ukraine coming up next on Bloomberg daybreak Europe We will also be speaking to Bloomberg opinion columnist Clara Ferreira Marquez who joins us to discuss her latest column China's Ukraine doublespeak is untenable A lot of question marks about Xi Jinping's relationship with Russia what is the scenario if this war drags on What will China's a role be in the situation This is Bloomberg.
Country Music Success Stories
"cma" Discussed on Country Music Success Stories
"Advice to you, and this is what he had to say. Number one, I do believe you have to be where the music is. I would love to be able to say, oh, you can do it from your hometown, but there is nothing like coming to a music community, whether it be Los Angeles, New York, or Nashville, and I hate to use the same old word that people use networking, but it's true. It's about connecting with someone that really just works with you. Like I did. I went to muscle shoals, Alabama, and I met a couple of people. We still work together to this day. All these years later, and that's and there's just something special about that. I say that's a huge part of it. Bobby is absolutely correct, living in a musical city center like Nashville is essential to launching a career as a writer. Now you might be thinking, but JC, I can write from anywhere in the world, and that is correct, but the thing you can't do from anywhere in the world is network with the people who can take those songs you have written to the next level. You can try to send them via email and sing them over the phone or even record videos of you performing them. But unless you're engrossed in the day to today networking of Nashville, your chances of getting the right people to notice what you are doing is far lower than if you lived here. If you're in a position to relocate, here is my number one piece of advice on moving. Make sure you are making enough income while you are also working to gain attention as a writer. You'll need money for studio time to demo your work. You'll need it for musicians to play on the songs, and if you can't sing them yourself, you'll need to hire a studio vocalist. People often ask me about a job to consider when they're moving to Nashville. And I always like to recommend anything in the food industry, because it's flexible. You can either work a dinner shift to have your days open for co writing, or you can take a lunch shift to keep your evenings free for performing at open mics and going out to support your co writers. If you're not in a position to relocate at the moment, but see that coming in the future, my advice is pretty much the same. Work to save as much money as you can, while also exploring ideas of employment and Nashville. Keep writing every single day and begin connecting with writers and Nashville. It's never too early to start building your network of people. Take as many trips to music city as you can. Go to writers rounds and introduce yourself. Stay connected with whoever you meet via social media and email. Set coffee dates when you're in town and take meetings with anyone who is willing to pass along their advice. Before you know it, you'll have a solid foundation for a potential move. And if you'd like any more advice on this subject, head over to our YouTube channel, which is filled with videos and advice on this very subject. Just search music city mentor on YouTube and you'll find it. More wisdom you can use from music city mentor JC Don valerius. If you liked country music success stories, we hope you're going to spread the word about our podcast and tell your family and your friends. We'd also like to ask you to do us a favor. Please leave a review of our show. Check out our website, country music success stories dot com and follow us on social at country music success stories. Easy enough, right? We've got more legends to meet and stories to tell. Your music city mentor Jay-Z Don valerius is gathering up all sorts of wisdom on how you can break into country music if that's your dream. So don't miss a single episode. This is candy O Terry saying thank you for listening to country music success stories where the stars welcome us into their homes and tell us how they made it in Nashville.
Country Music Success Stories
"cma" Discussed on Country Music Success Stories
"Love didn't do it yeah she did. You just mentioned Steve dwarf and he was also a guest on our show. He said and I quote if you can't handle rejection, you should go and bake bread for a living. As a songwriter, Bobby, how do you handle rejection? That's why a lot of people don't realize they think, oh, you've had Barbra Streisand record one of your songs. Or you've had a song like one more day. It doesn't get easier. I mean, like, you know, we'll go in the studio and record a brand new song and you're just waiting to hear from my publisher, not just to hear from an artist, but just to get the acceptance from my publisher and for them to say, oh, I don't hear anything in that. After you've put so much hard into it. So that happens. And then Amy Mayo and Chris Lindsay have told us stories about how they write a great song and an artist comes along and says, I love that song. And then they put it on hold. And then they don't record it. Oh, I've had that happen so many times and I'll tell you something else that could if there was such thing as a songwriter therapy class is getting a song recorded and you have to wait a year, two years before knowing it's going to make a project that happened with me on Faith Hill. I had a song that I wrote with rivers Rutherford called I want you for her firefly's record. That's at a time when records were still going double platinum. About 15 years ago. We waited for almost two years. She recorded almost 40 songs for the project and only 12 or 13 was going to make it. So that was a long wait to finally find out if it was going to make it. You flip on the radio and you say to yourself, I wish I wrote that song. What is it? You know, Wichita lineman, that Jimmy. Jimmy Webb. One of my favorite songwriters of all time. I can't imagine how that would feel to say, I wrote Wichita lineman, and the great Paul Williams, you know, that wrote rainy days and Mondays for the carpet. I always get me down. And classic songs. I could name you have a top 40 list of songs I was shot at written. What is it like to be on the stage at the grand Ole opry? I don't know that I can find words for that. I've shared the stage with Larry gatlin with Stephen dwarf Steve's son, Steven, the actor, and but one of the coolest moments on the opry stage was when Sam Williams, Hank Williams, junior's youngest son, who just signed with universal records. I was with him, sharing the stage on the night of his debut performance. And there on that circle of wood were his granddad stood, and there's his dad, Hank Williams, junior, who's been in the business since 8, and that crowd, you know, just not knowing what to expect, but that was pretty awesome. Just being on the stage is one thing, but being on a stage during a moment like that is another. Singing at little Jimmy's memorial on the opry stage. And it was televised, and that was very emotional. You know, since he had been a part of the opera, since the 40s. I know that you have been in films and you've had your music in films. Now, what's that all about? How do you like that? You know what? Great experiences. Every one of them has been great. I've been a part of maybe I guess three films where I was in the acting role, but this one movie Wheeler where Stephen was the star Chris Kristofferson was in the film and I played myself all throughout the movie. That was just a joy. That movie, you know, it's about a dreamer from Texas that comes here to chase his dreams, which is not the most unusual storyline. But this story has a lot of twists and turns that they're not predictable. So if you haven't checked it out, it's on Amazon. It's called Wheeler, and it was a great experience. 5 seasons on the singing bee, do you ever sleep? You have all these different mediums that you're able to do so well in. What was it like to do a TV show? Well, that was just a great experience too because we had such a wonderful cast and crew. And Melissa Peterman, the host who was in the Reba TV show and has been on numerous television shows. She was the host and she was a joy to work with and everyone was just it was like just supporting each other. It was a hard gig. I mean, we had to learn, you know, it's basically a game show where we had a band Steve dwarf was the music leader and had wonderful singers and band members, but we had to know a lot of songs like hundreds of songs. And we would start the song the contestant would finish the song and we couldn't mess up because if we messed up, we could ruin their chance at winning a lot of money. But that was a great experience we filmed in LA. The latest CD is called out of road, which you clearly are not out of, by the way, you've got incredible guest vocalists on this record. So tell us all about it. Well, this is the CDI always wanted to make. Whispering Bill Anderson from the grand Ole opry, he came in and did a part on a song called the grand Ole opry, a song that I wrote. Vince Gill came in, sing harmony, Bobby bear, country music Hall of Fame member. He came in and sang with me on a song called the songwriter. And Linda Davis, I mean, it was just so much fun for me because I wasn't thinking of being commercial. It was totally about heart and songs that I really, really believed in. And it's really been accepted well. And that's the greatest feeling when people really get it and I'm still moving product. And that's so cool. Grammy, CMA, ACM nominations. What are you most proud of in this incredible career of yours? That's an easy question to answer. Friendships. Because awards won't talk to you. Gold platinum records that get dusty. Seriously. That sounds all poetic, I know. But it's not about that. But there's nothing like being able to pick up the phone and call a songwriter or artist friend. There's nothing like calling Bill Anderson like I did last night and talk about a new song that we're excited about. Calling Steve dwarf having lunch with him, sharing our lives problems. That's huge. It doesn't matter what you do. And my whole point of that, people do think this is a world where awards, chart positions where that just makes up for everything, but that's not the case. It's about friendships for me. What's the best piece of advice you've ever gotten, whether it's personal or professional? The one that I was told when I came to town, the one thing that people kept saying to me, and they didn't really have to say it to me, was be a good hang. I'm not going to bring dark energy in the room unless it's just, I'm in the middle of a crisis. Because that's not a good thing. And never be that guy that comes in saying all the way we did it in the 90s, all the way we did it in 2005. Nobody wants to hear that. So I say just be a good hang and be kind to people. Final question, fill in the blank. The key to my success in country music has been what? The love for it. Bart herbison from the Nashville songwriters association told me a couple of years ago, he said, Bobby, you've loved the music so much. It's loved you back. Bobby tomberlin, I want to say thank you so much for being our guest this week on country music success stories. Thank you for telling us your story. Well, it's been an honor. Thank you so much. Hi, I'm Jay-Z Don valaris, your music city mentor. Bobby tomberlin is a class act, and one of the most driven writers in country music. If you're like me, after listening to his fascinating life story, you're probably feeling all filled up with inspiration. And you might even be considering a career in songwriting yourself. But how do you kickstart a career like Bobby's? I asked him to pass along his
Country Music Success Stories
"cma" Discussed on Country Music Success Stories
"Cool part
Country Music Success Stories
"cma" Discussed on Country Music Success Stories
"Now the place is owned by music industry giant Mike curb. And we're going for a conversation with Bobby tomberlin, one of the most successful songwriters in country music today. Curb word is a place where the energy is always flowing. And as a songwriter on staff there, Bobby is expected to bring his a game every single day. He's got to stay inspired and he's expected to write songs on demand for superstars. And that's just what he does. A lifelong singer and guitarist this Grammy CMA and ACM nominee was born with a great set of pipes. That's how we describe it in radio. Bobby got his start in the music business when he was 11 years old, as an announcer for W LVN. His little hometown radio station in luverne, Alabama, and you're going to hear him tell that story in this interview. Now he's also got mad guitar skills, and here's how he learned to play like a pro. I would sit in my room, and I would play a Waylon Jennings record. And I would pretend I was in a recording studio, and when it came time for the lead, the solo, I pretended that I was the guitar player, and I had to play it well. That's what I call a work ethic, even at a young age, right? This interview was recorded in one of the writing rooms at curb word, where there was a guitar in the corner and a keyboard and a huge blackboard on the wall, just waiting for lyrics to the next country song to be written. I'd heard a story about how Bobby once sang a duet with the great Loretta Lynn and so I started out the interview by asking him to take us back to that incredible bucket list moment. She invited me to sing one of the Conway Twitty Loretta Lynn duets with her at her July 4th celebration up at her ranch. She had a big 4th of July festival there thousands of people would attend and of course I jumped at the chance, but I'm not going to lie to you. I'm usually pretty calm. I was really nervous because she says, oh yeah, arrive maybe an hour early and we'll go over it and make sure the key is right. Well, I get there and the leader says, well, no, she says there's no need to rehearse. And I'm like, I've never even sang with her. What was the song? It was called lead me on. So tell me what happened? Well, she called me out there. I was really nervous and she was seated in this chair like a throng. Like the queen that she is. And I was nervous and really doing a lot of praying and, you know, I never sang that song before and thank goodness I remember my lines, and it worked, but however I was told it was going to be in one key, then when they started, it was like a whole step lower, so trust me, that was as low. And I can go pretty low. How low? But that was one time. I mean, I was like reaching for it. And I'm like, I don't want this to fail, you know? But it turned out good. It was like a roller coaster ride. And the next morning, I started seeing pictures of the performance and seeing pictures of me sitting there with lower Atlanta and I'm like, I can't even believe this because as a kid, down in south Alabama, I went to see Conway and Loretta in so many other greats. Then I just started thinking about that experience and then other wonderful experiences that I've had, and then this song. I've lived country music. Just really wrote itself. And so you end up in a recording studio, not just any recording studio. Well, I wasn't planning on even recording this song because well, number one, I knew it wasn't going to be pitched to another artist because it was my story. And I thought at first, maybe this story was just a little too much of like, look what I've done. And then I just happened to walk into wishbone studios and muscle souls Alabama to visit an old buddy of mine, Billy Lawson, who recently bought the studio. And I walk in there and oh my gosh, it was like walking back into 1979. The equipment updated, but the vibe, the atmosphere was so like Hank Williams junior recorded family tradition. He really found his sound there. But people like the temptations, Roy Orbison, recently T Graham Brown, Sammy Kershaw, had recorded new records there. And Billy says, you need to record here. And I'm like, you know what? I have just the perfect song. We're going to play that song right now. Would you introduce it for us? I will. Well, here's some pretty much a four minute story of my life in song. I've lived country music.
Real Estate Coaching Radio
"cma" Discussed on Real Estate Coaching Radio
"For a referral. I'm asking you who I should be helping. Nobody is going to react negatively to that. Can you imagine model out in your heads, those biggest, the biggest worst case scenario where you just got done giving them all this love and recognition and then you ask them who you should be helping where they're not going to react. You're not going to get rejection. No rejection there. That's a rejection free approach. Well, now script polish here for a second because you know how they like to make it their own and all this modification stuff. So you said, specifically, whom do you know, not, do you know anyone? Oh yeah, definitely. Big difference. You have to say whom because or who, right? They're going to actually jog their minds and you're going to hear them thinking about it. And then you might want to say, well, let me send you a quick text in case you come across anybody or I'll just message you whatever whatever. But leave the door open so that you can actually then your wheel call them again. You're going to follow our coaching program. We're going to give you more conversation starters to have. They're going to be equally as indirect and almost passive, but they're always going to end with asking for the referral. Yeah, you know what's awesome is our coaching clients are doing this right now. This is their assignment as they all have to talk talk to over the phone, X number of people from their database, right? And it's funny because they ask that question whom do you know who could use my help buyers selling real estate? And you know, right now because of market conditions, you know what their answer always is. Well, you know, I just heard that my neighbor just got this for their house. Is that really right? Exactly and then you roll into the CMA part. Well, would you like me to run some numbers for you? It's so much easier right now because you have the.
AP News
"cma" Discussed on AP News
"Morgan Wallen, who was caught on video earlier this year, yelling a racial slur earns an album of the Year nomination for his dangerous the double album. The CMA had earlier said Wallen would be disqualified for individual awards, but his music was eligible. Lambert now has 58 career nominations, tying her with Brad Paisley for the third Most overall, ABC will air the CMA Awards on November. 10th president Biden is said to announce a tough new step aimed at boosting covid 19 vaccinations as the Delta variants surges. The president will order that federal workers and contractors get vaccinated after saying weeks ago, they could either get the vaccine or face strict testing and masking requirements. Later today, the president will lay out a six step plan to address rising cases, including ideas for boosting testing in schools is going to outline the next phase in the foot in the fight, those spokeswoman Jen Psaki gave few details yesterday. The CDC says the nation's now averaging about 140,000 new cases daily. More than 177 million Americans are fully vaccinated. Most of the spread in cases is among those who are not. Sagar Megane Washington Dozens of foreigners, including Americans have left Kabul on an international commercial flight, marking the first large scale evacuation since US and NATO forces left Afghanistan late last month. Their departure represents a breakthrough in the bumpy coordination between the US and Afghanistan's new Taliban leaders. The Taliban have said they will let foreigners and Afghans with valid travel documents leave. But a days long standoff over charter planes at another airport had cost some doubt on Talibans assurances. The Qatar Airways flight is heading to Doha. A senior U. S. Officials said that Americans, green card holders and other nationalities including Germans, Hungarians and Canadians are on the flight. I'm serious Shockley UPS wants to.
AP News Radio
Chris Stapleton, Eric Church Share Top CMA Nominations
"Chris Stapleton and Eric church lead the nominations for the Country Music Association awards with five each I'm marquees are a letter with the latest Stapleton and Eric church will face off for entertainer of the year along with Miranda Lambert Carrie Underwood and Luke combs Morgan Wallen who was caught on video earlier this year yelling a racial slur earns an album of the year nomination for his dangerous the double album the CMA had earlier said Wallen would be disqualified for individual awards but his music was eligible Lambert now has fifty eight career nominations tying her with Brad Paisley for the third most overall ABC will air the CMA awards on November tenth
The Bobby Bones Show
"cma" Discussed on The Bobby Bones Show
"A now mrs was like oh i swear. Yeah the president of kansas state is on the phone around the room. The biggest in your state. I will go first. Being from arkansas. Born and raised here is all in earn. If i were to give it away it will be johnny cash. And i don't really think there's bird like ronnie dunn from brooks and dumb was born in arkansas but he kinda claims oklahoma texas all of that but still. That's not johnny cash. You know. I'm going arkansas johnny cash. We've got three texans like in the room. Amy who would you play born raised austin texas and i gotta go with my boy george strait. Did you guys george strait. No oh look. I thought about doing george strait but come on back in the sixties. This guy lived in nashville. He dominant nashville. But he said you know what. I'm gonna braid my hair and i'm gonna move to texas and texas going to be my home state and willie nelson is the guy from texas. Oh really born. Well that to me. That's a big part of mississippi tennessee. George abbott texas. Okay here you go back to texas texas. You think willie. I agree totally agree. And i think well. He is as equal to george in that lunchbox..
Daily Tech Headlines
UK Regulators Probe Mobile Dominance of Apple and Google
"Uk's competition and markets authority announced an official investigation into the mobile device ecosystem. Looking into the dominance of ios and android in the control both have over at marketplaces results of the investigation are expected to be published within a year. The cma previously announced investigation into if apple unfairly favored itself in the ios app
MyTalk 107.1
"cma" Discussed on MyTalk 107.1
"College pop culture. Knowledge is coming up in very shortly, like 13 minutes that Oh, my gosh, Let the countdown timers begin. I almost won yesterday. That was sad. It doesn't matter if you almost win. You know, it's all about winning kids. Don't forget, right anti trophy generation grand. I know you're with me. Oh, I am not a fan of the participation Award, not a fan at all. Mm. That's good. I'm sorry, but you don't You show up to do your job You show up to play. You gotta earn it to get award. What do you want? A cookie? Donna. Rude. You've earned a lot of awards. You've earned your job. You worked hard to get there. So if you, Steve, you know, whatever you want, just giving your jobs. Given a trophy. You think that CMA earned itself the one that you have in the shadow box above your fireplace just earned himself Whatever. Yeah, I feel like a light. You know, kind of hitting it at all times, I would, By the way, Donna. Simply picture we gotta get to Coldplay here and then I need to give Donna some props. Let's first play Coldplay. This is their new song. Called higher power. And this premiered in space. Somewhere special? Yeah, they Yes, That is exactly right. Yeah, Yeah, yeah. Yeah. So they decided to Is that what you call it premiered? It's premieres debut debuted in space. Yeah, the last front here. Okay, Here we go. Yes. Not it like if we were on the voice we would've hit everybody here is already yet. Yeah, You know, I love this just can't take it. Oh, it's just gonna take it. It isn't.