39 Burst results for "Julie"
Real Estate Coaching Radio
A highlight from 10 Fun Facts About Realtors (#7 Will SHOCK You!)
"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. We've got a fun show for you today. We are talking about the National Association of Realtors member profile. Julie and I picked out what we feel are the 10 most interesting points from the member profile and I think point number seven, maybe even point number eight will really surprise you. So Julie, we have a lot to go through. Let's just jump right in. Yes, this is about all of you listening and the agents that you deal with day to day. I think I had a few little mini surprises, but let's go through these relatively quickly. First of all, the typical realtor had 11 years of experience. That's actually up from eight from last year. I think that that's probably surprising to some of you because you know, there are a lot of new licensees and some of you deal with each other all the time, but 11 years of experience is the average. Now we're going to just remember as we go through these points, Julie and I are going to do our best to sort of decipher, I think in a lot of ways, some of this information because when it gets to, for example, they're going to, we're going to talk about average income for the average agent and all the rest of it, but they don't think it's confusing to be honest with you. I can't really understand and maybe somebody who is more knowledgeable about this stuff can put in comments, Nara will often say things like the family income or the household income of the average agent, but I'm not so sure. I mean, does that mean like for example, there's a guy and his wife is a brain surgeon and she makes like $14 million a year and he makes like $4 a year selling real estate, you know, and so obviously that's going to affect the average agent's income. Again, I'm not sure I'm reading the question correctly, but let's just get right to it. Yes, that's right. We'll translate as best we can with the information we've got. So next is interesting because with the market shift, a lot of people like to say, oh, everybody's going to get out of the business and yet 76 % of realtors were very certain that they will remain active as a real estate professional for at least the next two years. Now, Julie and I predicted that when the COVID hit and all the rest of it, that there would be no major drop off in the number of members of a national association of realtors. And those of you who've been attached to us for a long period of time, you will remember us telling you why, and I'll for the rest of you tell you why now, because in previous, you know, fortunately there wasn't a slowdown following COVID, but in previous slowdowns or recessions or all kinds of other things like that in the economy, there hasn't been a decrease in the number of agents, but an increase. And so Julie and I went back as far as we could find from national association of realtors looking at the number of members, and it was very clear that what we theorized was correct just simply by looking at the numbers of agents joining during economic slowdowns. So why do people get real estate licenses during slowdowns? Side hustle. That's true. They need to make more money. Or maybe, you know, if you go back to the sixties and seventies, there were a lot of ladies that were looking to get into real estate that maybe hadn't had out of the home employment before and things of that nature, retired people, but really the real reason why Julie and I knew there wasn't going to be a precipitous drop in the number of, you know, members of the national association of realtors was demographics and demographics ultimately is going to run the show for the real estate industry for the rest of our lives and beyond. The number of humans in the United States that want and need to buy or sell real estate is only increasing. And it didn't make sense to us that, uh, just because there would have been hypothetically because of COVID some kind of slowdown, which as all of you know, there was not quite the opposite actually. Exactly. And just a flash forward to today, we now see that again, Julie and I's theory was correct and you notice all the other naysayers that were, uh, predicting doom and gloom about the number of agents dropping dead, like, you know, 2014 levels or whatever. They're all wrong. And the total number of agents did decrease, but I think it was, it was by basically nothing. And now here's another prediction. Wait for it. We are expecting the number of people getting real estate licenses will start to increase over the next 12 months. I'm following, I think what was a lot of people deciding to, you know, should I get a license? Shouldn't I get a license? And here's how I know that's true. The number of emails and the number of texts I get from people who are getting real estate licenses who want to join Julie and I at eXp royalty is through the roof. Absolutely. And I would also concur from my own private elite coaching clients. Many of them have gotten their adult children licensed, their transaction coordinator licensed, their assistant licensed. You know, there's a lot of things that happen, um, with a change and doing more volume that just, you know, people want to have their family work in the business. There's lots of that going on about 6%. By the way, I did read that about 6 % of current licensees, uh, got licensed as a result of doing something during COVID, you know, supplementing their other job, for example. That's a good point. I mean, there also was a baby boom, you know, so between studying for the real estate test and the, you know, the other thing, I guess there you go, Oh, and I'm sure a lot of those babies eventually get licenses too. I mean, Zoe's already wanting to get a license. So as far as those of you who are looking to upgrade your brokerage experience, a reminder Julie and I are proudly associated with eXp royalty. So if you're looking to join eXp royalty and you're looking for a sponsor, they'll be very proactive in your success at eXp. There are two paths forward for you. Number one is you could just text me directly, and this is if you're ready to land the plane and join eXp and you're ready to choose your sponsor, text me directly at 512 -758 -0206, 512 -758 -0206, text don't call. The other thing you can do also is if you're filling out the application, just put Julie Harris, Georgetown, Texas as your sponsor. If you want to learn more about why so many agents are joining with Julie and I in our group at eXp Realty, by the way, our eXp Realty group, listen to this guys, our eXp Realty group so far this year has done 3 billion, 300 million in real estate transactions on over 11 ,000 transactions if I remember correctly, most of which are on the seller side. So if you want to talk about an incredible success during what should be a slower year for virtually everyone, our eXp Realty group is actually increasing by significant margins and units and in total dollar volume. So yes, we'd love to have you as part of our overall group and if you're ready to join eXp Realty here are your two paths. One, you can just frankly scroll down and click the link and go over that's in the show description below and read more about our eXp Realty group or you can just text me directly at 512 -758 -0206, 512 -758 -0206. In the market that is going to start happening, we're going to guess the next 6 to 12 months it's going to feel very much more like a real estate, frankly, recovery if not a surge. You definitely want to be with a broker that's going to have your back and definitely want to be with a team that you know is experienced to make it so you can help the most people and maximize your potential in real estate and please do consider Julie and I for the job of being your eXp Realty sponsors. All right, next surprising point. Well, next, in last year based on the NAR report, the typical agent had 12 transactions which was the same as the previous year. Now what was the sales volume? Well, the median sales volume for brokerage specialists increased to 3 .4 million from 2 .6 million, so things are looking up there as well. Now they always do a survey about how agents perceive what's going on with their prospects, right? Let's go back to that point, okay? So again, this always goes back to the interesting things when you dig into the numbers. So if the average agent and we are talking about 12 transactions, right? I'm looking at your notes. So 12 transactions and the average home in the United States is $400 ,000. So if you did, for example, I mean, if it's you guys, whatever your market commission is, but let's just call it $10 ,000, $10 ,000 times 12 transactions is $120 ,000 a year and you wonder why real estate is such an amazing business to be in. I mean, come on, it's incredible because during inflationary times, yes, everything is getting more expensive, but so is real estate, which means your average commission is also increasing. Look how smart you were to be in real estate where most everyone else is suffering from inflation and the cost of living and all the rest of it. You actually have a built -in pay increase year after year as things start to inflate even more so in real estate. So there you go, go you. Exactly. And related to that, 17 % of agents sold 10 million or more in volume, 4%, 15 million or more, and 5%, 20 million or more. Some of that you can chalk up to higher average sale prices, but again, go you because it's baked in that you're going to make more money doing more deals at a higher price, right? Okay, so let's look at the next one. All right, so at 32%, lack of inventory remains the most important factor limiting potential clients from making a purchase followed by housing affordability and difficulty finding the right property. I think difficulty finding the right property is the same as lack of inventory.
WTOP 24 Hour News
Fresh update on "julie" discussed on WTOP 24 Hour News
"Overnight money use at 10 and 40 past the hour brought to you by PenFed great rates for everyone this is a Bloomberg Money Minute a full weekend to the strike and United Auto Workers president Sean Fain says the Union has made meaningful progress in contract talks with Ford so the UAW won't be expanding its strike against Ford to additional facilities it will however expand the strike against GM and Chrysler owned Atlantis which Fain says needs serious pushing Apple's new iPhones and watches went on sale Friday around the old but good luck getting your hands on them reservations for in -store pickups are already sold out and some phones that were pre won't be delivered until November and something news coming to Amazon Prime video and you don't need to pay extra for it commercials joining recent moves by rivals Netflix and Disney Plus Amazon will start including ads in its prime and video service early next year if you don't want the commercials you'll be able to pay an extra $2 .99 a month to avoid them Wall Street closed out the week with another losing session the Dow fell 107 points the NASDAQ dip 12 the S &P lost 10 from the Bloomberg Newsroom I'm Erica Herskowitz on WTOP and as far as the week went it was a very bad week on Wall Street losses for the NASDAQ for example of more than three percent both the S &P and NASDAQ had their worst weeks since March surgeons at the University of Maryland have done it again they have successfully transplanted a genetically modified pig's heart into a dying man from Frederick Maryland 58 year old Lawrence Fawcett is now the second person in history to undergo this transplant he was facing certain death from heart failure other health problems made him ineligible for a traditional heart doctors transplant say he's now cracking jokes able to sit up in a chair only a couple days after surgery Fawcett is married he's the father of two a 20 -year navy veteran last year the same Maryland team performed the world's first pig heart transplanted to a man named David Bennett who survived two months coming up now President Biden announces a new multi -million dollar aid package for Ukraine despite fading support among some members of Congress stay with us tonight on WTOP hi I'm Patricia Ferrick president of FVC Bank with me today is Julie Vander Vate CFO of Van Meter companies it's great to see you Julie as a valued customer of FVC Bank would you tell our listeners about your business sure thank you Trish for over 65 years Van Meter serves the greater Washington DC area building new homes and renting apartments for families and much like VC one of our core values includes our tradition of philanthropy focusing on local charities that's great Julie FVC Bank appreciates the long -standing relationship we have with Meter Van companies as a trusted Van Meter partner FVC Bank is the bank to use we value relationship our with FVC they have superior cash management easy loan processing and top to personal service visit their website visit fvcbank .com that's fvcbank com member FDIC hi I'm Rich McKenzie owner of Metropolitan Bath & Tile you've seen those ads where a company covers over your old bathtub and tile walls with a molded plastic tub that might surprise you in most cases Metropolitan can remove your old tub and tile and install a new porcelain on steel bathtub with new ceramic tile walls for the same price so call us at 1 800 NEWBATH or visit us at MetroBath .com bathroom remodeling it's what we do it's all we do give yourself something to smile about Dave Preston here I hadn't been to the dentist in while a but the Cascade Center for dental health didn't make me feel guilty and helped put me on the right track for a healthy mouth and great smile this year what can they do for you cascades one is a revolutionary full mouth implant solution that can create your perfect smile in less than a day two locations cascade center for dental health in sterling and cascade center in Burke make a no obligation appointment today eight six six two five sleep or visit cascades one dot com I want to break free ready to break free DC get ready to make unforgettable memories in Europe with Norwegian cruise line book today and get five percent off all cruises plus enjoy free
Real Estate Coaching Radio
A highlight from "I Would List My Home, But I Can't Find A Home To Buy!"
"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. Listeners, have you ever heard this before? Have you ever heard a prospective seller tell you, I would happily list my house with you, but I can't until I find a home to buy. Boy, is that ever a conversation ender. Yeah, I would list my home, but where's all the inventory? You know, sellers can go online. They're searching all the time. Everything they see is pending. There's not a whole lot popping up. I would give you my listing, but where am I going to go? Now, here's the thing, with record low inventory nationwide, realtors seem to be hearing the same thing day in and day out, which we just said, I'd move, but where would I go? For most agents, unfortunately, that's the end of the conversation, simultaneously ending the possibility of taking a new listing as well as facilitating that buyer side. After all, nationwide inventory is at all time lows and according to Altos research, it bubbles up between 400 ,000 and 500 ,000 actives. When you take the pendings out, we're still at least a million listings shy of being in a balanced market. Okay, does not include all new construction, number one, but number two, here's something I want you guys to keep in mind. Your sellers who want to obviously buy something else once their property sells, whether it's more expensive or less expensive, they are, guess what, not worried about the interest rate. That is not what's holding them back. What's holding them back is the lack of something to choose to purchase. That's what their issue is. Why is it not the interest rate? Because most of the sellers in your marketplace, half of which have homes with no mortgages, roughly speaking, and the other half have mortgages where they have 50 % equity. So virtually all the prospective sellers that you're working with don't really care too much about the interest rates because they're going to have so much money down, their payment is not going to be that significant anyway and or they could buy the interest rates down. Do not get stuck in the emotional mental mud believing that this market, especially with sellers, the slowdown is rate driven. It's not. Now, first -time buyers? Yes. I agree. First -time buyers, they are definitely having a mortgage rate payment shock issue and to that, it's just going to get worse because rents are going to increase. So all the while they're hoping and praying the mortgage rates decrease, their rents are going to increase and a lot of times those first -time buyer types are going to be stuck in a long -term renting cycle which can last their lifetime. So we've done lots of podcasts on that, how to present to those types of folks so that they can essentially move themselves out of payment shock and into the reality that housing is expensive and it's not getting cheaper. You might as well own the house yourself versus basically renting it. But again. With regards to the first -time buyer question, but this podcast we're really focusing on, I would list with you, but I'm not convinced that there's anything to buy. I'm not going to sell it just to be homeless. So don't just answer with, yeah, there's really nothing on the market. I mean, everything in the MLS is already pending, Realtors. Stop saying that. I'll put you in my search widget and we'll watch for something to pop up together. I'll drip on you. I'll drip on you. Okay. Well, that's one method of maybe someday possibly finding something for your would -be sellers to buy. You can't end the conversation there and expect to actually do any business. Market forces are working against you. Rates are higher. Inventory is scarce. Add some inflation, the specter of possible recession and overall uncertainty. And now you've got a transitioning market. And if you're just going to roll over and say, well, yep, there's nothing to buy. You're done. You're not actually in real estate when you talk like that. But it's all those points amplified because when is the last time you went to any source, any media source, and they were making you feel optimistic? Never. Never. Right? I mean, everything including alien visitation is now essentially making the headlines. It's discouraging people from feeling optimistic. So you're going to have to understand that most people don't listen to our podcast and don't know the importance of having media -free mornings, media -free days, media -free lives. In other words, purging all that stuff. So you're going to have to remember when you're talking to folks that a lot of times you're going to have to help them move past their hesitance that's being constantly reinforced by their friends, their family, the news media, and all the rest of it. So just keep that in mind. Well, you do have a choice to make. You can either wait for the market to bounce back or you can create your own opportunities by being more proactive. We prescribed the mantra, hope for the best, but plan for the worst. Assume you're not going to wake up to three and a half percent interest rates and double the inventory. That is not going to happen. Back to our conversation with that would -be seller client who won't list with you because they don't want to become homeless. Here are the top five solutions that go beyond waiting and watching for magic inventory to arise. Okay. Good news for all of you. Some of the notes from today's show are down below along with the opportunity for you to explore becoming a Harris certified coach. We informally talked about it two days ago and we have formally now decided that we are going to open up our Harris certified coach certification program again. So if you're interested, and we have not done this for two years, but if you're interested in not just learning how to be a real estate coach but have a real estate coaching business, make sure you click the link below in the show description and fill out the form. We highly are selective who we have as a prospective real estate coach and yeah, it's owners. The process is not just simply by, you know, you're not just going to buy a certificate. You actually have to earn the right to be a Harris certified coach. Our name is on your certification and you have to assume we're going to take that very seriously. So the link to become a Harris certified coach is below or you can just go to Harris certified coach .com. All right, Julie, these are the top five solutions. Solutions to when they say, that's an objection, I would list with you, I would move. But where am I going to go to? Okay, top five solutions so you can still take the listing. Number one, consider building a home instead of chasing after the scarce resale inventory. There are several advantages to this option. First, many builders are buying down interest rates and using their in -house financing. The buyer can lock in a better rate this way, thus giving them lower payments. Next advantage, the house is new. No rehab for them and no inspection nightmares for you. It's all good. Your client can get their home on the market a couple of months prior to the completion and not have to move twice. And finally, when your client builds, they aren't having to compete in a bidding war. It's all good. Now your points were mostly geared towards production builders, but if you're not having a market with a lot of production builders, the big, you know, Epcons and well, I mean, you know. MI and KB homes and all the big ones, right? That's fine. Just go to a builder and most of the country, there are builders that build ones and twos and threes houses here and there on your land. Align yourself with those guys. You can have the same result. Very well put. You have to go look for it. Be proactive. Okay. Number two, consider. And again, these things, these five things are playing into your conversations so that you can counsel with your sellers who your buyers are would be sellers. Maybe they could consider buying first closing and then listing the previous home. Don't assume that your buyer seller prospects won't or can't utilize this option. They may have a down payment saved that's not actually in their home equity. They might use a bridge loan to borrow their equity, close on the next home and then sell the old one. You don't know if you don't ask. The advantage is that your client can make a non -contingent offer, secure their home and deal with their old house later. Make sure that you know lenders who offer bridge loans and understand how to explain this option. There's a lot of those out there. You should at least run it up the flagpole and see if it makes sense. But a lot of people can purchase their next home without actually having to sell a present one. The underlying point of Julie's point number two there was don't assume that your perspectives on finances and risk is the same as theirs because you're not going to approach the perspective seller about purchasing something with all their options. So let them know. You have several choices on how we can move forward, Mr. Seller. Here's one, here's two, here's three, here's four. Which one is best for you? That's the point of this podcast is to have those conversations instead of saying, yep, there's no inventory. We'll just drip and wait for something to drip on you. I mean, what is it? 30 % of all the home sales are it's our new construction, right? And that's going to be at least 50%. It's 30 % and rising for sure. Okay. So number three, and so, you know, some of these, these five possibilities, it also goes to how the seller's mindset is. Are they somebody that has no problem buying first and then selling second? Are they a little bit more risk adverse? So this number three goes to that point. Consider selling first, then renting for a while and taking time to look for the right home. The advantage here is that the seller has cashed out their equity and is ready to pounce on the right home, but without the pressure of organizing closing and possession dates. Who are your go -to leasing agents? Consider both traditional rentals, short -term vacation rentals that may consider a lease, as well as apartment complexes. Many have some great amenities that could work for a short - or longer -term lease while you help your client find the right home to buy. Again, you don't know if you don't run it up the flagpole, do you? Okay, number four, consider getting the seller's home on the market now, but make the acceptance of an offer contingent on seller finding suitable housing. The buyer will probably want a specific time frame, but you can usually get 90 to 120 days to secure the next home for your seller who is now a buyer. Many buyers in today's market are just anxious to find the right home and will be flexible with the seller's situation. It's still, in most places, a seller's market. The advantage to your client is that they won't have to move twice, and you've negotiated for them enough time to look for the next place. A seller lease back to that buyer, the new owner, is another way to handle that. Just depends on the time frame. Okay, so let's give them the sticky details of this one. So if a lot of your buyers are putting enough money down and are paying cash for the house, they can easily do lease backs to the seller. Yeah, they're just happy to get the house secured. And the seller's happy to know what money they're going to have for their next one. So they can do lease backs that might even last a year, right? To Julie's point, they're just happy to have the house. And so you have to have these thoughts bouncing around your head, otherwise you're not going to be able to offer these different options to your prospective sellers. That's right. Well, that's why our coaching clients get a copy of this, so they can turn it into a leave behind when they have these conversations and use it for their scripting. Well, look at that right now. Combine number four with number one, right? Someone's building, it's going to be done in say 12 to 18 months. You can then basically put their existing house on the market, obviously sell it, have the sellers receive the proceeds from the closing. They become tenants of their former house that they owned.
WTOP 24 Hour News
Fresh "Julie" from WTOP 24 Hour News
"Three -to -two that's in the second college football just underway virginia n c state this first quarter charlottesville frank and randy to be small okay frank we are prepping for a whole lot of rain in some high winds maybe even a tornado certainly it is possible at this point is tropical storm ophelia approaches is stay with your weather alert station w t l p hi it's julie olivangy and tony furgans news for for today and the best part of our morning is you we love hearing why this is the team help you rise
The Charlie Kirk Show
A highlight from The Democrat Party Hates America with Mark Levin and Julie Kelly
"Hey, feeling unsure about your finances these days? You're not alone. That's why Noble Gold Investments is here to help. Just hear it straight from the people who they've helped. The Noble crew walked me through everything with no stress. With their help, I could finally sleep easy at night. And now this month, Noble Gold Investments is handing out a free 5 -ounce silver America the Beautiful coin if you qualify for an IRA. Invest in gold and silver with Noble Gold Investments. Go to noblegoldinvestments .com right now. That is noblegoldinvestments .com right now. Hey everybody, it's time for The Charlie Kirk Show. The great one, Mark Levin joins the program about his new book, The Democrat Party Hates America. You should all purchase a copy. And then Julie Kelly joins us to react. Merrick Garland, January 6th, and Ray Epps. Email us as always, freedom at charliekirk .com. Subscribe to our podcast, open up your podcast application, and type in charliekirkshow and get involved with Turning Point USA, the nation's most important student movement at tpusa .com. That is tpusa .com. Start a high school or college chapter today at tpusa .com. That is tpusa .com. Buckle up everybody, here we go. Charlie, what you've done is incredible here. Maybe Charlie Kirk is on the college campus. I want you to know we are lucky to have Charlie Kirk. Charlie Kirk's running the White House, folks. I want to thank Charlie. He's an incredible guy. His spirit, his love of this country. He's done an amazing job building one of the most powerful youth ever created, Turning Point USA. We will not embrace the ideas that have destroyed countries, destroyed lives, and we are going to fight for freedom on campuses across the country. That's why we are here. Brought to you by the loan experts I trust, Andrew and Todd at Sierra Pacific Mortgage at andrewandtodd .com. Joining us now is the great one, Mark Levin. Mark, thank you for taking the time. I have to say your book right here, The Democrat Party Hates America, is a noteworthy, remarkable, and impressive accomplishment, Mark. The footnotes alone could be its own book. Mark, congratulations, and please introduce the book to our audience. First of all, thank you, Charlie, for all your support all the time. You're a beacon of liberty out there, my brother. Thank you. Well, I decided to put the title in this book when I finished it. Let's look around today, even before we get into any history background on The Democrat Party Hates America. You look at the border. You look at our value of our currency. You look at what's going on in our classrooms. You look what's going on in our courtrooms. You look what's going on with the price of fuel, and soon to be the elimination of the combustion engine. You look at what's going on in the streets, particularly in our inner cities, where people are being mugged, raped, and brutalized, and murdered with very little consequence. And I can go on and on and on. This is the news that we're faced with almost every day. This is what you, Charlie, and I have to deal with almost every day when we talk about it. This is what the American people see every day. Well, these aren't natural disasters. Somebody's causing all these things to happen. So who's causing all these things to happen? It's man -made. Who are these men? What's the Democrat Party behind every single one of these? And when you go back in history, the Democrat Party has never accepted America and Americanism. It's never accepted the Declaration of Independence. It doesn't even accept it today. Never accepts the Constitution. It is rewriting our history about our founding. It's done this before. So we have a party that was the party of the Confederacy, the party of slavery, the party of segregation, the party of eugenics, the party of the Klan, the party of lynching. And all of a sudden it keeps attacking the American history. That's their history. It's not America's history. It's their history. And then today, of course, they are also attacking America. But like good chameleons, they've shifted the way they do it. So whereas they used to be the party of anti -black racism, now they're the party of anti -white racism. Why? Because they don't like white people. Well, many of these are white people. Because they're Marxists. So in order to attack the race founding of the nation, which was founded largely by white people and Europeans, you need to attack that. So you have the 1690 project, you have critical race theory, you have monuments being pulled down, you have all these things going on. Because the goal now is to destroy the connection of the American people with their history, the destruction of the American culture, and so forth and so on. So you got to look at the Democrat Party through the lens of power, their power. Because the Democrat Party, Charlie, is not a typical political party. It's an autocratic entity that doesn't seek to win elections. It seeks to control elections, control the outcome of elections, to diminish the viability of any opposition parties or any opposition of any kind. And so this book gets very deep into the history, as you know. It's very hard to do an interview or answer an interview on this book because it is so comprehensive. It is comprehensive. It is. Yeah. And I've spent a lot of time, Mark, flipping through it. I want to just isolate one sentence that I think is super powerful. Page 23 of the Democrat Party Hates America. The Democrat Party has evolved into an anti -American political and cultural entity. It's an institutional home for the Marxist ideology in its Americanized forms. Mark, part of the challenge I have with people that have a muscle memory of a past that no longer exists, 1980s, 1990s, it's hard, Mark, for some people I talk to for them to believe that the leading American political party that controls the White House and the United States Senate and all the bureaucracies has contempt for the country they govern. That's why I think your book is so important, Mark. It really challenges limiting beliefs. You do it in a fabulous way. But I want to just isolate. This is a party that has bitterness towards what you and I love. This is no longer a policy debate. We want different things. Mark Levin. 100 percent. I'd always amazes when people say to me, well, can't we get something going here? The bipartisan. I don't know. Should we have done something bipartisan with the Confederacy? Some things are right and some things are wrong. When people are, as they say, they use the phrase fundamentally transforming America. Shouldn't we believe them? When one of the leading Democrat lights in the Democrat Party is a Marxist by the name of Bernie Sanders, shouldn't we understand that? When 10 to 15 percent of the Democrat caucus in the House of Representatives are Marxists, shouldn't we accept that and have to deal with it? So what I've tried to do in this book is rather than deal with the ephemeral or the ambiguous, it's to put a label on it. American Marxism sort of set the stage. But the fact of the matter is we have a political entity, which is more than a party. It's your typical autocratic party that wants to do what? That wants to devour this society. That wants to replace the country. They want allegiance to the party, not to the country. They don't give a damn about the country. Your fuel prices, the open border, elections. They have a fourth branch of government that they've created with some help of Republicans, but it's their government, which issues more regulations and laws than Congress ever could. We don't even have a representative republic anymore. You and I, we're not asking members of Congress to eliminate the incandescent light bulb because apparently it kills people. They're going through our homes. They're eliminating all kinds of appliances. Any government that has the power to eliminate a light bulb has no limits on its power. And so what this party does is every waking hour of its leadership is to try and destroy the status quo, destroy our traditions, destroy our customs, destroy real law and order, particularly in our communities, as they empower and centralize the police state. If people want to really understand... Let me just say this to you, Charlie. There was a great review done by Thomas Lifson of the American Thinker, founder of the American Thinker.
Real Estate Coaching Radio
Fresh update on "julie" discussed on Real Estate Coaching Radio
"So that's something that we hear every day and that's why we have podcasts about how to find inventory. Well, I mean, that is what Julie and I again have been saying on the show and coaching all of our agents to understand is that we don't, believe it or not, have an interest rate challenge. I know for first time buyers that's not necessarily true. We have an inventory problem and I think all of you will agree that if there were a hundred more houses for sale right now in your MLS, they would all sell by the next two or three days instantaneously basically. So that's an inventory problem, not an interest rate problem. Now again, first time buyers, there is going to be a lot of challenges with first time buyers. I'm happy to see, frankly, that Fannie Mae, Freddie Mac is talking again about being very aggressive with helping first time buyers purchase homes. But the sad fact is unless you're, as a first time buyer, unless you're really going to be focused and drilled down and making that a priority in your life, things are going to continue to get more expensive. We don't expect there to be a significant drop in interest rates. We do expect interest rates to settle down into a very consistent, probably in the fives range, maybe the low sixes, but most likely in the fives range. But remember, and we've taught you guys how to do this on the podcast, you can buy down interest rates, you can get the payment less, you can do all these creative things. So yeah, make sure if you're a first time buyer or working with first time buyers, they understand that in the future real estate is going to get more expensive. The rental prices are just going to get more expensive. Julie and I listen to a lot of podcasts on this very topic, obviously, to keep ourselves frosty for all of you. And everyone is predicting what I just said to be, uh, to actually have be happening. So yeah, I mean, real estate, you think it's expensive now wait two years, it's going to be really expensive. And if you're thinking, well, I'm just going to wait out rates to go lower prices to fall, you are never probably going to be buying a home. Well that's true. And also don't make the assumption that all first time buyers are struggling and can't make the payment. You know, when I listened to housing wire, one of the points that Logan makes is in the mortgage world, there's a nickname called the dice. That's called double income college educated people. So they actually do have really great incomes, really great credit, decent down payment, and they're not breaking up with a low interest rate mortgage. They're going to have to make sacrifices on other lifestyle things in order to buy a house. I mean, we did when we got married and we had bought our first house. Well, and there's other things too, like some of the builders are combining the builder subsidized loan with an FHA loan and you know, having a pretty decent, um, you know, program there. So you just have to know about that. That's why we talk about new construction a lot. This next point, I think is a straight up lie, but it's worth repeating. It's worth reading because I think it gets, Julie and I could both laugh and we found this one. Go ahead. Yeah. The average realtor worked 30 hours per week last year, down slightly from the previous year. Now let's just be honest. Let's just be honest. I guess that all depends what your definition of work is. And if you, if you're counting part time or full time, I suppose, but you know, of the clients that we run across and our members of our coaching programs, we know that you guys are working hard. Sometimes you have 30 hours and just, you know, doing a buyer deal, but you can work to get more and more efficient. So I think that that merits a lot more definition of 30 hours per week. Well, but so you, you're pulling in the opposite direction when I was insinuating was the average agent doesn't work 30 hours, many weeks, right? They do what we would call work theater. Well that's true. Yeah. So if you actually are defining work as a essentially pro proactive, direct conversations with folks about buying or selling real estate, if you, uh, you know, what are the things that get you paid in real estate proactively generation prequalifying, presenting, negotiating and closing and effectively right in very good lead followup. So if those are the things that actually get you paid, if those are the things that earn you the money, put you in a position to help people, and then we can assume that all these other things are there to support those main activities. Well the problem is, is that most of you don't do those main activities really at all. And so if you were to say, well, I'm working and I would ask what you did and you said I was putting up a picture of my lunch on Instagram, I would probably not agree with you that you are just working even though the industry has lulled all of you into complacency and to believing that you can just be passive with your, frankly, your approaches to your business. And that's absolutely not true. That's the reason I said, yeah, it gets down to the definition of work. Exactly. That was my point. Yeah. Hopefully some of you are laughing because that was the point. Yeah, exactly. Uh, let's see. The typical realtor earned 27% of their business from repeat clients and customers and 24% through referrals from past clients and customers. I have a drill down on that later, so I want to talk about that now because in my opinion, that's the most important. Hang on a second. All right. So here's what Julie and I, uh, this is what I found to be, I think, illuminating, exciting, uh, and validating. And here it is. So Julie just told you, we're going to read that statistic again, right? So the statistic we're, we're reading our notes, 20%, 27% of their business came from repeat clients and customers and 24% through referrals of, uh, past clients and customers. Okay. So I assume that you combine these two numbers and you're saying basically that, uh, essentially the average agent earned effectively 50% all their business from repeat and referral and past clients. Okay. All right. Now here's what's fascinating. The amount, and I'll just summarize this and Julie will give you the facts. The percent of business that comes from repeat and referral goes through the roof. This shouldn't surprise anyone, but this should give you a clear path forward. It goes through the roof longer you're in the real estate business and it doesn't take that long. Go ahead. Yes. Okay. So past client referral business. Okay. Here's the fact. 16% of business comes from past client referrals, uh, to agents five years or less in the business. Now if you're two years or less, it was virtually nothing because guess what? You don't have that many past clients yet. So the faster you build your business and the better you are at communicating, look at this, 30% of closed sales were past client referrals for agents 16 years or more in the business. Now look at the repeat business. That was referral. We're going to do repeat agents licensed five years or less only get 9% repeat 16 years or less get 43 per I'm sorry, 16 years or more get 43% repeat business. So you skipped the Midland facts that were from that report, but the gist of it was is that the longer you're in the business, the more business comes from repeat and referral. Yes. Now why am I pointing that out? Because that and another factor about to share with you, it should give you a very clear path forward. If you can find those other stats, I don't know if you have them in your notes, but the gist of it was like what we just said, if you can just visualize this, if you're in the business, you don't have any repeat and referral. I mean, that's just not a lot of it anyway. You might have some friends and family that are going to support you in your new venture, but for the most part, that's the way it works. But after 24 months, the repeat and referral, if I remember correctly, again, we should have had these notes, is somewhere between like 10 and 15%. And then after 36 months into five years in the business, then it just skyrockets. So what you'll discover is what we coach all of you to do is the first spoke you should always build on your lead generation wheel is your centers of influence and past clients spoke. And the most effective way to stay in front of those guys is not digital because everybody does that. It's to make phone calls. And the other thing that's really great about making phone calls is it costs no money. We teach you what to say. We tell you how to say it. We help you schedule it. We help you with your frequency, those direct contacts to your centers of influence and past clients. Even if you're new, they'll just be centers of influence. That is going to be the most important and really truly the only asset of your real estate business. Real estate businesses do not sell. The asset that you build, I just said it, I'll say it again, is your database, is your centers of influence and past client list. We have had coaching clients who have retired and what they've done is they still work their centers of influence and past client list and they referred those leads that they were generating off to agents that obviously are still active in the business. That is your asset in your business. Be very clear about that. Now the next statistic, and I want to skip right to it, the age one, okay? I know it's out of order. The average agent, I remember it. I mean. Oh, I think it's over here. Okay. Now here's the next statistic and I want Julie to read this and then I'm going to combine the importance of these, which that information I just shared was important. And also this next one, again, I'm going to also sprinkle this on before you read this next one. This flies in the face of the marketing and advertising and the social media and all the rest of it. This absolutely positively should show all of you the truth of where business comes from through over time. Centers of influence and past clients. Yes Julie and I are huge advocates of proactive lead generation. Yes we want you to know how to do marketing and advertising, but the first and most important is always your centers of influence and past client and then we want you to choose a lead source that you self-generate because guess what, then you'll have more centers of influence and past clients. But read this next point. Okay. The typical realtor was a 60 year old white female who attended college and was a homeowner. 62% of all realtors are female, down a little bit from 66%. And then it talks about previous careers, so that's a little bit interesting, but I think the 60 year old white female as your average agent was interesting. Yes. Well, so why is that? So combine these two facts, right? Now I want you to open your minds. What are the two biggest demographics that are going to be, that are in the market right now? They are baby boomers who that's your 60 year old white female agent and then there's the millennials who are probably a lot of cases they're kids, right? Probably. I mean, so you're looking at those two, those two big surges, but where is the most lucrative market right now? Don't say millennials because it's not true. It is the baby boomers, the baby boomers and arguably generation X. Now why is all this important? I'm going to actually do a little comparing and contrasting and please do your best to get this clear and I'll do my best to explain it. If you look at the average demographic of YouTube, the average demographic of YouTube is like a white guy in his mostly male who are in their like early to mid twenties, right? So if you actually look at the demographic of people that are consuming information on a lot of these social media platforms, like on TikTok, I think it's like a three year old who, you know, I mean, it's very, very, very young, right? So when people are telling you, oh, you got to do social media, you got to build your brand and marketing, you got to do all the rest of it. You've got to stop and you've got to ask yourself, does it make any sense? All the guru said, the guru promises me that all the leads are going to rain from the stars if I all of a sudden have this big powerful YouTube channel. Well, I want you to ask yourself if that freaking makes sense because it does not. If you look at the fact that the average person watching YouTube videos is watching for an average of a matter of seconds and their age and their likelihood of buying real estate and then you actually start looking at some of the other platforms, Facebook's user profile was older and things like that, but you really need to question the sanity of investing any kind of your best, any level of your best energies every day on that sort of passive social media branding stuff. Why does everyone talk about it? Because people love to talk about the novel, people love the shiny object, people love to talk about all this stuff, but what Julie and I, since we've been in the business forever, have seen and please remember I'm telling you this, is these big fads, mostly around marketing and advertising and buying business, they come and go, they ebb and flow depending on the real estate cycle. So when money is flowing, everyone's talking about marketing, branding and advertising and when the money stops flowing or the market gets tougher, then it becomes a skills-based market, then it becomes about proactive lead generation. We are in that cycle right now. So please do not be lulled into complacency thinking you can buy your business because the simple fact is the stats prove out that you have to earn your business over time. If you're clear about that, then you need to say, what are my next steps, Tim? It's very clear you need to learn how to be a proactive lead generator, you need to really drill down and focus on your skill set. From that, you will have a career of success. This is also worth mentioning too, it doesn't directly tie in, I heard this the other day, but Larry Summers actually said it, it really stuck with me. This is maybe slightly political, but still I think it's a valid thing to consider, that people think that success comes from your perception of yourself, your self-esteem. Self-esteem leads to success. This is similar to the branding leads to success concept, but why do a lot of people, especially younger people, why are they lulled into complacency and thinking that branding is going to be the most important thing? It's all part and parcel of the same stew.
The Dan Bongino Show
Julie Kelly: Ray Epps Should've Have Faced Multiple Charges, Felonies
"It is highly unusual Dan and as soon as that information so an information is the misdemeanor version of an indictment that's a criminal indictment that has felonies this has a single misdemeanor count Went back quickly to the DOJ's January 6 website. I pulled up as many Could with a single count Dan roughly 15 out of more than a thousand now Now cases really 1 ,100 defendants only about 15 have a single misdemeanor charge It is a single count of When you dig even further this is so highly Unusual that ray Epps was not apparently not arrested that this information was filed against And he's already pleading guilty today. I I can find no comparison in the Almost three -year criminal investigation into January 6 where this ray Epps matter has A comparison there just simply isn't one. So we don't there's no there's no statement of facts. There's no affidavit which is contained in nearly every single case, so we don't even have The details about what DOJ Matthew Graves's office is basing this single misdemeanor count on But they didn't stop the corporate media Adam Kinzinger and others from jumping again to ray This is a defense when we have like I said all this video evidence look Dan he should be if we We were applying the law equally. He should have been charged with multiple offenses including felony Obstruction of an official proceeding which has been slapped against more than 300 January Sixers And Trump President he was at the first breach point the second breach point. He was in a restricted area For for over an hour and a half. He was interfering with law enforcement.
Real Estate Coaching Radio
Fresh update on "julie" 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. We are back. We've got a fun show for you today. We are talking about the National Association of Realtors member profile. Julie and I picked out what we feel are the 10 most interesting points from the member profile and I think point number seven, maybe even point number eight will really surprise you. So Julie, we have a lot to go through. Let's just jump right in. Yes, this is about all of you listening and the agents that you deal with day to day. I think I had a few little mini surprises, but let's go through these relatively quickly. First of all, the typical realtor had 11 years of experience. That's actually up from eight from last year. I think that that's probably surprising to some of you because you know, there are a lot of new licensees and some of you deal with each other all the time, but 11 years of experience is the average. Now we're going to just remember as we go through these points, Julie and I are going to do our best to sort of decipher, I think in a lot of ways, some of this information because when it gets to, for example, they're going to, we're going to talk about average income for the average agent and all the rest of it, but they don't think it's confusing to be honest with you. I can't really understand and maybe somebody who is more knowledgeable about this stuff can put in comments, Nara will often say things like the family income or the household income of the average agent, but I'm not so sure. I mean, does that mean like for example, there's a guy and his wife is a brain surgeon and she makes like $14 million a year and he makes like $4 a year selling real estate, you know, and so obviously that's going to affect the average agent's income. Again, I'm not sure I'm reading the question correctly, but let's just get right to it. Yes, that's right. We'll translate as best we can with the information we've got. So next is interesting because with the market shift, a lot of people like to say, oh, everybody's going to get out of the business and yet 76% of realtors were very certain that they will remain active as a real estate professional for at least the next two years. Now, Julie and I predicted that when the COVID hit and all the rest of it, that there would be no major drop off in the number of members of a national association of realtors. And those of you who've been attached to us for a long period of time, you will remember us telling you why, and I'll for the rest of you tell you why now, because in previous, you know, fortunately there wasn't a slowdown following COVID, but in previous slowdowns or recessions or all kinds of other things like that in the economy, there hasn't been a decrease in the number of agents, but an increase. And so Julie and I went back as far as we could find from national association of realtors looking at the number of members, and it was very clear that what we theorized was correct just simply by looking at the numbers of agents joining during economic slowdowns. So why do people get real estate licenses during slowdowns? Side hustle. That's true. They need to make more money. Or maybe, you know, if you go back to the sixties and seventies, there were a lot of ladies that were looking to get into real estate that maybe hadn't had out of the home employment before and things of that nature, retired people, but really the real reason why Julie and I knew there wasn't going to be a precipitous drop in the number of, you know, members of the national association of realtors was demographics and demographics ultimately is going to run the show for the real estate industry for the rest of our lives and beyond. The number of humans in the United States that want and need to buy or sell real estate is only increasing. And it didn't make sense to us that, uh, just because there would have been hypothetically because of COVID some kind of slowdown, which as all of you know, there was not quite the opposite actually. Exactly. And just a flash forward to today, we now see that again, Julie and I's theory was correct and you notice all the other naysayers that were, uh, predicting doom and gloom about the number of agents dropping dead, like, you know, 2014 levels or whatever. They're all wrong. And the total number of agents did decrease, but I think it was, it was by basically nothing. And now here's another prediction. Wait for it. We are expecting the number of people getting real estate licenses will start to increase over the next 12 months. I'm following, I think what was a lot of people deciding to, you know, should I get a license? Shouldn't I get a license? And here's how I know that's true. The number of emails and the number of texts I get from people who are getting real estate licenses who want to join Julie and I at eXp royalty is through the roof. Absolutely. And I would also concur from my own private elite coaching clients. Many of them have gotten their adult children licensed, their transaction coordinator licensed, their assistant licensed. You know, there's a lot of things that happen, um, with a change and doing more volume that just, you know, people want to have their family work in the business. There's lots of that going on about 6%. By the way, I did read that about 6% of current licensees, uh, got licensed as a result of doing something during COVID, you know, supplementing their other job, for example. That's a good point. I mean, there also was a baby boom, you know, so between studying for the real estate test and the, you know, the other thing, I guess there you go, Oh, and I'm sure a lot of those babies eventually get licenses too. I mean, Zoe's already wanting to get a license. So as far as those of you who are looking to upgrade your brokerage experience, a reminder Julie and I are proudly associated with eXp royalty. So if you're looking to join eXp royalty and you're looking for a sponsor, they'll be very proactive in your success at eXp. There are two paths forward for you. Number one is you could just text me directly, and this is if you're ready to land the plane and join eXp and you're ready to choose your sponsor, text me directly at 512-758-0206, 512-758-0206, text don't call. The other thing you can do also is if you're filling out the application, just put Julie Harris, Georgetown, Texas as your sponsor. If you want to learn more about why so many agents are joining with Julie and I in our group at eXp Realty, by the way, our eXp Realty group, listen to this guys, our eXp Realty group so far this year has done 3 billion, 300 million in real estate transactions on over 11,000 transactions if I remember correctly, most of which are on the seller side. So if you want to talk about an incredible success during what should be a slower year for virtually everyone, our eXp Realty group is actually increasing by significant margins and units and in total dollar volume. So yes, we'd love to have you as part of our overall group and if you're ready to join eXp Realty here are your two paths. One, you can just frankly scroll down and click the link and go over that's in the show description below and read more about our eXp Realty group or you can just text me directly at 512-758-0206, 512-758-0206. In the market that is going to start happening, we're going to guess the next 6 to 12 months it's going to feel very much more like a real estate, frankly, recovery if not a surge. You definitely want to be with a broker that's going to have your back and definitely want to be with a team that you know is experienced to make it so you can help the most people and maximize your potential in real estate and please do consider Julie and I for the job of being your eXp Realty sponsors. All right, next surprising point. Well, next, in last year based on the NAR report, the typical agent had 12 transactions which was the same as the previous year. Now what was the sales volume? Well, the median sales volume for brokerage specialists increased to 3.4 million from 2.6 million, so things are looking up there as well. Now they always do a survey about how agents perceive what's going on with their prospects, right? Let's go back to that point, okay? So again, this always goes back to the interesting things when you dig into the numbers. So if the average agent and we are talking about 12 transactions, right? I'm looking at your notes. So 12 transactions and the average home in the United States is $400,000. So if you did, for example, I mean, if it's you guys, whatever your market commission is, but let's just call it $10,000, $10,000 times 12 transactions is $120,000 a year and you wonder why real estate is such an amazing business to be in. I mean, come on, it's incredible because during inflationary times, yes, everything is getting more expensive, but so is real estate, which means your average commission is also increasing. Look how smart you were to be in real estate where most everyone else is suffering from inflation and the cost of living and all the rest of it. You actually have a built-in pay increase year after year as things start to inflate even more so in real estate. So there you go, go you. Exactly. And related to that, 17% of agents sold 10 million or more in volume, 4%, 15 million or more, and 5%, 20 million or more. Some of that you can chalk up to higher average sale prices, but again, go you because it's baked in that you're going to make more money doing more deals at a higher price, right? Okay, so let's look at the next one. All right, so at 32%, lack of inventory remains the most important factor limiting potential clients from making a purchase followed by housing affordability and difficulty finding the right property. I think difficulty finding the right property is the same as lack of inventory.
The Dan Bongino Show
Julie Kelly: Making Sense of the J6 Case Against Ray Epps
"To check it out, but only if you want honest journalism you want She's not your gal so Julie you know a lot about this case, and I I'm I kind I of mean that me I know I was being sarcastic in that open, but you know every and every bit of sarcasm is a little element The truth of that makes it. I think a little humorous is I don't know where we are, but Ray apps I mean we were told again that January 6 was the Pearl Harbor of our time We've got a guy you know literally not figuratively on tape talking about we Need to go into the Capitol conservatives like you and I start asking questions like hey You know it wasn't a good idea to Disguised incentivize him to do it and all of a sudden ray apps is a hero in the media, but can you Make any sense to you um it does not but to answer your According to the corporate media and people like Adam Kinzinger who to your point everyone involved Even remotely involved even people who weren't there like Henry gay Tario the ex Of -leader the Proud Boys everyone is an insurrectionist a domestic terrorist. They should be thrown in jail, But the key you know tossed for good except for ray apps, so If you listen to how they portray ray apps he is the victim of right -wing Theorists including us and Tucker Carlson that he just wandered there. He was To trying help police he wasn't instigating anything except and we have all the video evidence to the contrary. You know it was fascinating there's a hearing going on right now House Judiciary Committee and General Merrick Garland is there one of the Democrats is playing this video montage of January 6 and pops who up at the very first exterior breach point ray apps, but we're supposed to believe That he's only guilty
Real Estate Coaching Radio
A highlight from Real Estate Daily Success Schedule
"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, Julie Harris. So I have to start out by saying I am a little overwhelmed from the results of the announcement yesterday that we are considering opening up the hair certified coach program again. Me too. And we received like 37 of you filled out the form and expressing your interest in learning how to become a real estate coach. Now I understand and appreciate your energy and enthusiasm and we're going to, I think we are going to relaunch that sometime in the next 30 to 60 days. It is something we really like doing. It is honestly from Julie and I's perspective, a tremendous amount of work. Because it's one of the only things, it's one of our main programs that we have to do ourselves. It's a 90 day program. At the end of the 90 day program, you will have learned how to be not just a real estate coach, but also have a real estate coaching business. And if you're interested in that, just simply go to Harriscertifiedcoach .com and I'm also going to leave a link in the show description of today's podcast below. So just as always, scroll down and you're going to be able to click over and then fill out the form. You've got to fill out the form. And so we are starting with an understanding of what hair certified coach is all about. It's not going to be something for all of you because it is something we take extremely seriously because in a lot of ways, when you have learned to become a hair certified coach, you're then going to be set out into the wilds to coach people using our material. But we're also going to again show you how to generate real estate coaching leads. You can start your own coaching business. Some of you are at a perfect point in your careers where this would be a great, I think, addition to your income, if not a whole new career path. So if this is for you, if you're curious, just go to Harriscertifiedcoach .com or like I said, scroll down in the link below. We'll take you over to the main page. Please do read the FAQs and then fill out the form. And then that form is personally reviewed by Julie and I. So in today's show, we are going to be focused on your real estate daily success schedule. This is, I have to say, it's a topic you and I talk about directly and indirectly all the time because at the end of the day, your life is rooted in a schedule. A lot of people, myself included, hate having a schedule. You as well. Sure. Nobody likes it. Everybody does. But the thing is, even if you don't have a schedule, a formalized schedule, you have a schedule. You just may not be acknowledging it. You just may not be acknowledging it because your life is basically being run around certain milestones throughout the day. So given the fact that you have a schedule, despite the fact you don't necessarily want one if you're a butthead like Julie and I, well then look at the facts. Why not make a schedule that's going to be conducive to the betterment of your long -term physical, financial, spiritual, educational wants, needs, and desires. At the end of the day, guys, you can accomplish everything you want to accomplish, and this is the best part, I think, and you're about to learn more why this is true, in less than three hours a day, usually first thing in the morning. So Julie, without any further delay. That's right. So there's not nine million things you have to do with your schedule, but there are some key things that you've got to adopt and adapt and turn into your daily minimum standards that you do as habits. And again, I love what you just said, because really at the end of the day, if you've accomplished three to five things, and we're going to really drill down on what those probably should be and you can adjust accordingly, if you do three to five things at a high level every single day, even if you don't get a real obvious listing contract or closing or something like that, that particular day, you're building positive momentum, which is going to result in really great things, maybe 30, 60, 90 days down the road. Indeed it will. All right. So what should you have in your ideal schedule? Number one, use and update your visual accountability whiteboards every day. You should be tracking all of the following based on your goals. These are on your wall. These are whiteboards with pens. You guys can visualize that. Harris, those of you in Premier Coaching, there are lots of examples of Premier Coaching. And again, when you join Premier Coaching, in the first level of Premier Coaching, which you have free access to listeners, and again, the link is in the show description, you also receive the Real Estate Treasure Map. The Real Estate Treasure Map is your fill in the line business and life plan. It is the first thing that we want all new coaching clients to complete. And a lot of this information is actually covered in the Real Estate Treasure Map. So if you want to know what Julie means by what your board should look like, it's in the Real Estate Treasure Map, join Premier Coaching, and actually I relabeled it in the first level. It actually says business planning Real Estate Treasure Map. There you go. So it's easy to find. No excuses. And by the way, all my elite, my one -on -one coaching clients, and I think yours as well, send, they will text us pictures of their whiteboards, their visual accountability prior to a coaching call, and that's some additional accountability, isn't it? When our private numbers page on Facebook, they will oftentimes, yeah, well, it's because if your real estate magic number, and we're talking Harris Coaching speak now, but bear with us. If your real estate magic number is 10, you need 10 listings at all times, and you've been able to hit the number 10 for the first time in your career. You're proud of that. Hell yeah, you are. You're posting it everywhere. Exactly. Yes, and you're getting a lot of love and support from the Harris certified coaches and your colleagues that are working on the same things as you. So what do you track with your visual accountability whiteboards? Leads, active listings, buyers, pending closings, and closed transactions. So for example, if your business plan, your real estate treasure map calls for you to do 22 transactions this year, on your closed transaction board, you're going to have one through 22, and you're going to fill them in. They travel through your boards. Everything starts as a lead. Then it's either a buyer or an active listing. Then it becomes a pending, and then it lands on your closed transaction board. You literally can visually see, are you on track ahead or behind? Think about this from an emotional perspective, finances are intertwined with emotions. If your goal is to earn, I'll just pick a very simple number, all of you should be able to wrap your arms around this, $100 ,000. Let's say your average commission is $10 ,000. This should be obvious that you have to sell 10 houses. For you to sell 10 houses, how many leads do you need? That's the whole process. How many contacts are you going to be needing to make per day? I'll give you the answer, 10. If you make 10 contacts per day, if you have 10 listings at all times, you will sell at least, you will get and sell at least 10 listings or 10 houses per year. Probably it'll be split between buyers and sellers. That is the very least amount of transactions and money you guys should be making in this market or any market, frankly. It does work like clockwork like that. That's the point of the treasure map is to show you that. Then number two, what are we doing on your daily schedule? Look at your finances every day. Yes, look at your finances every day. Use mint .com as your dashboard of key performance indicators or KPIs, your savings, your checking, your credit cards, investment accounts, investment properties, and everything else financial are visible using mint .com. This includes your credit scores as well as your upcoming bills and your actual budget. Mint .com is not an official sponsor. It sounds like a mint commercial, but that's because we like them so much and we use them personally. It's actually really easy to set up. It's mint .com, M -I -N -T. We did this yesterday. We always have run all of our business expenses and our personal expenses through an American Express card for a whole bunch of reasons, but Julie found yesterday, she sent me a summary of there was 11 charges on our Amex for our business card that she didn't recognize. Sure enough, there were some just rando charges that just popped up that worked from things we canceled over a year ago. Those merchants were hoping that we were asleep at the wheel and wouldn't contest the charge which we did, so you're going to have to pay attention to all that stuff and really be watching out for it. Unfortunately that happens. Sometimes it's a clerical error on their end, but nonetheless, make sure you're paying attention to your money. The other thing that happens is a lot of people have a direct negative visceral reaction when they're thinking about money. Even frankly, Julie's voice goes up when she talks about money, so if we start talking about money, you guys will hear it in her voice. It's kind of funny. It's a subconscious thing that gives her a little bit of anxiety. understand. I completely Most people feel that way, but if you increase their frequency of checking in on your money, so it's not like every time you log into your checking account, it's like seeing a ghost. If you're going there frequently and you're familiarizing yourself with the patterns of how your finances work and you become more comfortable with it, then it's not obviously going to have that same emotional reaction because you will have jumped in the deep end. These money things, guys, are very easy to move past.
Dateable Podcast
A highlight from S17E4: Following Your Intuition (in Dating) w/ Nikki Novo
"Hi, I'm Yui Xu. And I'm Julie Kraftchick. We're active daters turned dating sociologists. Here to dive into everything modern dating and relationships. Welcome to the dateable podcast. Hi, hi, hi. Welcome back to another brand new episode. This is a repeat guest, but someone who we talk about constantly. She changed my life. Not only does she change your life, but she's been on our mind for three years since the last time we spoke to her. And I couldn't believe it when I was looking at how long I had been since she'd been on the podcast. And I was like, wait, feels like we just spoke to her yesterday because I think about her constantly. That's so weird. I also think about her constantly. She is my secret girl crush as well. Who are we talking about? Nikki Novo. Nikki Novo, we had her on the podcast back in 2020 season 11, episode 14. What's holding you back? So she's an intuitive, she's an author. She wrote a fabulous new book and she did readings for us. So she did readings back in 2020. And for me, I was at a very pivotal point that I had just ended my relationship with my on again, off again boyfriend of five years. We had done that final in COVID. We're either doing this or we're not. All the same issues came back and I realized that I wasn't doing this and actually, okay, so another part of why Nikki Novo is so important in my life that I'm not even sure if I really fully shared is with my ex. One of the things that was really challenging with that relationship is that he was very hot and cold. Like it was like, I'm in love with you. I want to be with you. And then I need my space. I need time alone. And that was really hard for me. Like I did not do well with the inconsistency. And of course he did that again. It was like we had this wonderful time together and then it was, I need that space. And I went to the park and I was so like upset about this cause I'm like, here we go again. It's the same shit happening. And I read Nikki Novo's book, The Final Swipe, her first book, because we were prepping to have her on the podcast. And I remember reading the book and I was just like, I don't want this relationship anymore. And that was such a turning point for me. I think it was like that final turning point for me. Like I had been building that up for a while and then like reading that, like reading whatever she wrote resonated with me so much. And I like came home and I'm like, I don't want to do this anymore. No, no. That was The Final Swipe. It was The Final Swipe. It was done. It was done. Well, she has this way of just putting thoughts in such a clear framework. That it's not like it's new for you. It's not like those the first time you ever thought about this as being this being final. But she just puts it in a way that you're like, yeah, of course. Like, I don't want this. If you put it that way, I don't want this in my life. And this is the final straw or the final swipe. So I appreciate her clarity in the way she expresses herself. And when she did my reading, you know, I was like, just celebrate my two year anniversary. We were kind of fighting that whole weekend on our anniversary trip about what is the future. And she said, listen, no need to be so anxious. You are going to live a non -traditional life. Your path is non -traditional. So stop trying to fit into that traditional future that you see. I was like, done. That's all I need to hear. That's really interesting because like I OK, like in the moment, of course, when you were going through that and you had that reading, you were really trying to make it work with your ex. And I heard that as like maybe you don't get married, but you have like a non -traditional life with him. But now, like looking at where it's going, that could just be a lot broader than with him. Yes. Yes. And I think it was still applied to our relationship. We had a pretty non -traditional trajectory. But, you know, when this relationship ended, I was like, that doesn't need to be the path I go on, you know, and her words came back to me and I was like, yes, I'm meant for a non -traditional life. I know. And, you know, because when I did the reading, I just ended this relationship and then I was really at a crossroads of, OK, what's next? And she really gave me hope that this was my year, that the person was around the corner. You know, I did end up meeting my partner in that year from that reading. It was like my year around my birthday, as she predicted. But more than anything, it was the mindset shift it gave me. It was the fact that I had the confidence that it was going to happen. It was just a matter of when, not if. And I think that was like a big shift for me, because in the past, like I definitely had that thought, like, what if it never happens for me or what if I never meet this person? And just changing that mentality, going into every date and being like, OK, is it this person? And if it's not, then just being like, OK, it's going to be the next person. And she did warn me, too, of, you know, you're going to go through that like rocky time. And I definitely did. I was able to get through it because I didn't get discouraged. And it kind of goes back to that perseverance again. Like, I think that's so important of you just keep going because, OK, I don't think dating is a numbers game in the sense that you need to be dating all these people at once. And, you know, you really have to be like churning through people in the sense of knowing what works for you. I do think getting clear is probably more time effective than going on date after date after date with no clarity and no intention. But I do think you have to be realistic that in today's world, the first person you swipe on is not going to be your partner for life. Like, right. I probably went on like 500 dates before I met my partner. I think that's what we calculated when we did the episode with your friend, you know, rough back of the napkin math. But, you know, like I probably swiped on like 10 ,000 people. What do you think about it? Like this didn't happen overnight. So you have to kind of go through it. But that knowing knowing that it's going to happen, it made me approach dating a lot more positively. Yeah. And it does make you think, too, because I think we should give that advice to you. It's like everybody who does come into your orbit serves a reason. Yeah. So if they're not the right person for you, you can still learn something from them and then move on from it because that's not your person. It's like not time wasted. And we're not just like sitting around waiting for that person to show up at our doorsteps. We still got to be out there learning from people with people before we meet the right person, which is a mindset I'm in now because it was I again foray back into dating. I've been a little gun shy with online dating, but now I'm going on this. I'm taking myself on a romantic trip to Greece. Yes. And I'm going to be taking all the condoms with me because I feel like maybe, you know, dating abroad, strangers, no strings attached. Maybe the best way to get myself back into some sort of like a romantic mindset. You know, I don't need to think about the future. No, I just think about the now and have a great time. That's where you are right now. And like, I think as long as your mindset is open and positive, then you'll attract people into that orbit. Yeah, for sure. Into my web, my sex web. I'm just like picturing you on this cruise, like, you know, like Titanic style, just like in the front of trolling for a day.
Bloomberg Radio New York - Recording Feed
Monitor Show 23:00 09-20-2023 23:00
"Interactive Brokers charges USD margin loan rates from 5 .83 % to 6 .83%. Rated the lowest margin fees by stockbrokers .com. Rates subject to change. Learn more at ibkr .com slash compare. Baxter. And I'm Denise Pellegrini. And this is Bloomberg. Stay with us now. Top stories and global business headlines are coming up right now. This is Bloomberg Radio. President Biden says the US does not want competition with China to tip into conflict. When it comes to China, we seek to responsibly manage the competition between our countries. Speaking to the UN General Assembly on Tuesday, the president said the country is for de -risking, not decoupling from China. Biden said the US will push back on aggression and intimidation, but will stand ready to work with China on issues where progress hinges on common efforts. White House officials who were previously going to travel to Detroit will now stay in Washington. President Biden said last week that Labor Secretary Julie Hsu and senior advisor Gene Sperling would go to Detroit to give support as the United Auto Workers and companies try to work out a deal. Hunter Biden is planning to plead not guilty to federal gun charges after he was indicted last week. That's what his attorney said in a court filing Tuesday. Biden is also asking for his initial court appearance to be held remotely. The president's son was charged with three federal criminal counts. The Texas border town of Eagle Pass is issuing an emergency declaration as it struggles with a huge surge of illegal immigrants.
Real Estate Coaching Radio
A highlight from Real Estate Agents Expired Listing Mastery
"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. You're going to love today's podcast. We are focused on real estate agent expired listing mastery, and this is going to be your opportunity to learn all about expired listings and why, despite the fact that there feels like there's nothing for sale, that there actually is a huge opportunity to expired listings. And we're going to be giving you an overview of what you need to know to take advantage of the expired listing opportunity that's always there in the marketplace. You just need to know where to look. But before I do, Julie, we've been receiving a lot of requests from folks that are interested in learning how to become real estate coaches. We always do, you know, but when we talk about our real estate coaches on the podcast, they always say, how do I become a real estate coach? And we certainly like to brag about our real estate coaches on a regular basis because we love them. But yes, so Julie and I do have a program called Harris Certified Coach, and we don't really, frankly, even have to talk about it that frequently, if ever, because most of you are coming and asking us how to be real estate coaches. But Julie and I are seriously considering making that into a more of a formal offering. In other words, we are considering in the next, say, 60 to 90 days, actually starting a new session for a limited number of people to learn how to become real estate coaches. I'll just leave it at that, but you guys can go to Harriscertifiedcoach .com, Harriscertifiedcoach .com. Make sure you read the FAQs and all the rest of it. That is what we're thinking about focusing on over the next 60 to 90 days. This would be your opportunity to learn not just how to become a real estate coach, but frankly, how to build a real estate coaching business. And you'd be using our existing business and Premier Coaching and all the other systems we have in place as the backbone for your own real estate coaching business. If that's of interest to you, and we know it is, please just go to Harriscertifiedcoach .com. There's a form on there. I just checked it, and it does work. Make sure you fill out the form, and let's get the conversation started. If I see enough of you are interested in it, then I think you and I, Julie, if it's okay with you, we'll start another 90 day program for this. It is a lot of work, and unfortunately, or fortunately, Julie and I have to run those sessions ourselves for you guys to get the most out of it, but it is something we love doing. Essentially, when we teach someone to be a real estate coach, it actually is more of an amplification of what our highest and truest purpose is, which is being of service to real estate agents. So when we teach a brand owner or a shell how to be a fantastic real estate coach, they then go off to help hundreds, if not thousands of other agents in their real estate, the businesses in their personal life. So yes, if you think that is you, if that is something you're interested in, please go to harriscertifiedcoach .com and fill out the form, and depending on how you guys react to this little informal notification, which frankly I just thought of about five minutes ago, we might decide to open the doors in that program again. All right, Julie, so let's talk about expired listings. Yes, and this is coming right from the mouths of agents.
Dennis Prager Podcasts
A highlight from Dennis & Julie: Drawing the Line
"Cable news, noisy, boring, out of touch. That's why Salem News Channel is different. We keep you in the know. Streaming 24 seven for free. Home to the greatest collection of conservative voices like Dennis Prager, Jay Sekulow, Mike Gallagher and more. Salem News Channel is unfiltered and unapologetic. Watch anytime on any screen at snc .tv and local now, channel 525. Hi everybody, Dennis Prager and Julie Hartman. The Dennis and Julie podcast. I'm debating whether or not I should acknowledge how much we both look forward to this. You know, I think the audience is aware. Okay, so I won't say another word. And I think the audience is aware that we also enjoy the music. Yeah, okay, so you're right. All right, this was a very, very subtle, I wouldn't say put down. By me? Yeah. Oh, I'm sorry. No, no, no, it wasn't bad at all. It was deserved. What you were implying was I mentioned that quite often. Ergo, no need to repeat. That's what I picked up. You know what? We will have a similar thing at the end of the show because I'll say, follow me, Julie Hartman. Yes, and then don't ask me. That's right. There is no need for that. It's not asking. I'll say, I don't even ask anymore. I say, and you can follow Dennis on Instagram and Twitter. You go, really? You can? I have an Instagram.
Real Estate Coaching Radio
A highlight from Real Estate Agents: 6 Top Income Destroying, Time Wasting Mistakes
"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 Julie Harris. We are back. And today we're going to be talking about six of the worst income wrecking mistakes agents are making in today's market. But before we get to the first point, I think you have a really great story from our friend in LA, Federico. Yes. Who is not making the deal wrecking mistakes. In fact, this story, I hope the listeners pay attention because it's going to wind a whole bunch of things together. That's right. So we're starting off by telling you the story of what happens if you don't make six of the income wrecking mistakes with this story. And then we're going to get into the weeds as far as what you need to be avoiding. That's right. Okay. So this is a text from Federico who lives and sells in Los Angeles. He says, hi, Julie. This is hot off the presses right from maybe a couple of days ago. Federico says, I just finished showing clients a new construction community while the build rep was showing us the model, a lady walked in and asked if she could listen in on the build reps presentation. She communicated that she and her husband were looking to downsize and was asking the builder how the financing would work. Okay. So let's stop just for a second. How many of you listening in Los Angeles believe that there's no new construction around? We could just start with that point, but moving forward, uh, during that conversation, I asked her what her situation was and asked if she needed the funds from the sale of her property in order to close on the one she might be looking at. That led to the build rep stating that they would only finance her if her current home was in escrow. So there's a lot to that too. Which by the way, that's probably the build rep not really knowing anything about how to, you know, sell a house using financing because the reality of it is, is the builder wasn't actually using their own money. They were using a mortgage broker and she probably still could have worked that deal, but she was looking for the easier deals of people that had no home sale contingency. That's right. And we're using kind of a lame objection handler. No, you can't do that. Exactly. Which positions our friend Federico listening. That's right. Now, when the build rep exited the room, she thanked me for helping her articulate her points. This is the walk -in potential buyer and asked if I could email her all the information for the new build to which I responded that I was the agent for the other couple in the room, but that I would be happy to help her. That led me to, led me to asking her to, uh, how soon she needed to go on the market. When she responded, uh, we are still decluttering. I don't know where to start or how it all works. I asked her where the home was and what they were asking and asked when I could stop by and see it since I may already have someone. How many of you guys would have gone for the appointment right then and there? Think about that. She answered, that sounds great. We need to declutter first. So I won't, it won't be possible until at least later next month. Let me also work on my husband as far as the new purchase goes and then we can schedule an exact date for you to come by. I got her contact information. Another mistake that agents sometimes fall into. I got her contact information and stopped the conversation since I did not want to be rude in front of my existing clients there. When I left the showing, I called this lady. There's the immediate fallback, uh, follow up. I called this lady back to continue the conversation and to schedule a tentative day and time to go look at the property. She said that she and her husband will be going on a short trip and that we can circle back after my trip. We'll only be gone for a week. During the call, she asked me what commission I would charge. By the way, people don't ask that if they're not serious, do they? Okay. She asked about my commission to which I said, that's a great question. I actually have a flexible fee. What's the best email for you so I can send you a little bit about me and my team and about how we work. That'd be the pre listing package. That way when we meet at the house, we can focus on the items that are most important to you. Also part of the script you learned in premier coaching. It's a textbook. Totally 5 ,000 % textbook. She gave me her email, thanked me for helping her while at the new construction and expressed that she was excited to have me come by their house. There you have it. Now certainly by the way, dad, on what you said with regards to the people asking about commission that quick, 99 % of the time when they ask out of the gates like that, it's because they've got another agent in their back pocket, which it probably isn't a professional agent in the sense that maybe it's somebody they just know as their neighbor or uncle Bob who basically lists the house every thousand years or something like that, who will probably do it for free. That type of question was that the agent, I'm sorry, the seller was looking for a reason to take uncle Bob out of the equation because she really liked Federico and wanted to do business with him. Most importantly though, to your point, he used the scripts that we teach these guys to use in premier coaching and that was one of the obvious scripts that we use that you learn when you're presenting the pre -listening pack and the listening presentation. All this was woven together and what we're trying to express to all of you, so hopefully you're all understanding, is there's opportunity everywhere. You just have to go where the opportunity is and quit waiting for the opportunity to come to you. Which leads us, Julie, perfectly into point number one and remember guys, these are the top six income killing mistakes that agents are making now and frankly in a lot of cases have normalized. That's right. So point number one or mistake number one, and we're also going to have some action steps how to fix these problems ASAP. Mistake number one, playing the waiting game, waiting for the market to crash, waiting for interest rates to come down, waiting for inventory. Waiting doesn't get transactions into your pipeline, nor does it help your clients and prospects to achieve their goals. You must take control of your day, your week, your month, your quarter, and your year in order to defeat the waiting game. Say this at least 10 times, if it's meant to be, it's up to me, and then take control. We're going to give you some action steps here. All right, so first action step on this mistake, accept the fact that there are zero indicators that the market's going to crash. Zero. Remove it from your head. While there are some price ranges in some markets this year where it's set to, I'm sorry, where there are some price reductions is what that should say in some markets, this year is set to close with between five and 9 % increase in home values. I wonder how many people actually know that. I mean, with all these headlines that are supposed to basically make you think there's a housing crash, do you all know that real estate in the mainland United States is increased in value by at least 5%, in some cases around 10 % year over year? So yes, despite the headlines about prices falling, home values have still increased. That's right. Now, low inventory, stable demand, lots of new construction, and rising prices are not indicators of a housing crash. Those things do not exist in a housing crash. Now, if any of that changes, you can hear about it here, we'll let you know. So it's important that we remind them that we are at, what, a 20 or 30 year low for the number of mortgages that are in any sort of distress? Yes. It's like less than 3 %? It's less than 3%, a historic low, and that includes all of the forbearances and things that happened around COVID. That's all baked in at this point. Do you remember all the people that were, you know, of course, these real estate prognosticators were trying to sell you lists on how to get into REOs and all this other stuff? How they were saying, oh, you wait until all those people on mortgage forbearance, all those COVID mortgage forbearances, those houses are all going to default. None of them defaulted, did they? You see how there are some people, guys, who only think that they can make money, only think they can help people when the market's going one particular direction. So what they do is they wait around and hope and pray that the sky falls so that they can be right. And that is, I suppose, a business model. But the reality of it is you can help people make money no matter what direction the market is going. You don't just have to wait for the direction that it's been going. For example, a lot of you, to Julie's point, were waiting around for their interest rates to lower, waiting around for the mortgage stuff to clear, become easier, inventory to increase. Stop waiting around. There's inventory everywhere. It's not just where it's like what Federico discovered. It's hidden, in essence. You have to go to where it's at. You have to go to where the market opportunity is. Stop waiting for the market opportunity to show up on your computer screen. Yes. And when you go to new construction where he went, especially in those price ranges, go where the buyers are looking. You will also find listings. That's right. OK. So again, we're back to the waiting game. So you said that. So we have to drill down. Because I always have to remind myself and you that we have people that are maybe listening to us for the first time ever. And yes, this is the number one Listen To Dilly podcast for real estate professionals in the United States. Tens of thousands of people downloading it. But for the one person that's discovered this for the first time, defining what Julie just said, if you're going to, as Federico did, go look, essentially show buyers or go to a new construction area where the new construction is, say, $800 to, say, on up, chances are the person purchasing one of those new construction homes, they're going to have a house to sell. So that means that probably realistically 90 % of the buyers, air quoting here, that are interested in new construction actually also are sellers. But how many of you think like that? How many of you think buyer or seller? You can't be both. Always assume that your buyer is actually a seller and where you focus your energy is on the listing side of things, because that's what's going to be the juggernaut to them moving forward with any, you know, like they're not going to buy anything but to sell the home most likely. So you can't, if you just focus on the buy side of the conversation, you're never going to get to where the real opportunity is on the list side. Once you have the listing, you will obviously sell that house, well, we've done studies on this, you'll sell an average of six other houses off one listing. With a buyer, you will sell a buyer a house. So open your mind to the opportunities that are all around you. Stop thinking and stop sitting around waiting for, you know, something to change. You're the change that needs to happen if you're not liking your, you know, your project, your your momentum right now into the new market. Yes. And you uncovered another mistake, which is assuming that, you know, it's just it's another buyer. I already am up to my eyeballs and buyers and there's no inventory. So why would I want another buyer? You're missing the point. Buyers bring listings and in those price ranges in the right range, you can get buyers who have a listing that are less expensive than the new construction and more expensive than the new construction downsizing. You can actually work both ends of that. Well, it's a frustrating it's frankly the wrong way to go about it. If you're trying to sell a buyer a house and try to find them the right house, the perfect house, all the rest of it, yet they have a house to sell. I'll give you a little advanced coaching here. None of them are going to emotionally commit to purchasing something unless they happen to have the cash to pay for it, which is unlikely. You know, they're not going to have the cash without the sale of their current home. So they won't emotionally commit to anything until at least their first their existing home is listed for sale, let alone in contract. So this is the type of, you know, thinking you need to adjust towards and realizing that the best opportunity is always going to be on the listing side of the business. That's right. So here's the thing back to a point or mistake. Number one, waiting around. Well, what about interest rates? Interest rates will eventually get lower, but are not likely to go below five and a half to six and a half percent, maybe even for the rest of your career. What we just went through is not the norm. So stop wishing for the old market and embrace the new market. Now, that said, there was an interesting there are some political hubbub that's floating around about the fact that, you know, different politicians are starting to lobby for the idea that there's going to be I told you about this. I heard that crazy permanent 30 year mortgages at three percent, which I mean, it sounds great, right? Even if it were four percent, it would be pretty interesting. Well, yeah, they're going to sell like 100 year bonds and finance it and the whole thing and that could stimulate something. Oh, my gosh. But it's also going to well, so let's think about this. You're going to massively increase demand. And what that's what is that going to do to the cost of real estate as well as inventory available? Right. So you might have a low interest rate, but, you know, the four hundred thousand dollar house you're interested in buying is now worth two million. So anyway, I would circle the wagons back probably to new construction if that happens. We'll see. We'll see. We'll monitor that. OK, so the weighting gain. Learn about several ways to achieve a lower rate and a lower payment. What rates are higher than a lot of people want? Refer to last week's podcast about three ways to achieve lower mortgage interest rates. Learn about what the builders are doing. Many new home loans are closing today in our times where rates are over seven. The new construction loans are closing the mid five, five and a half range right now. So take action to find out where in your market is that actually happening? All right. So mistake number two, there was a lot wrapped up in number one, number two, expecting your buyers to send you what they want to look at versus finding the right homes for them yourself. We've done so many podcasts. I know, but this is such a mistake. You know, yes, we know that buyers can find listings online. There's five million different resources. But what happens when they take them to you? Isn't it already in contract? Aren't there already multiple bids? And then you believe there's nothing and you wait for them to go discover something. It is not their job to find something. And furthermore, well, let me get in my points. I probably talked about this. So get and use the buyer presentation, which drills down on specifically what your buyer clients desire in their next home. That can be a mistake is not knowing the specifics. What is a deal maker and what's a deal killer? Are both people on the same page? If you're working with a couple, can you handle objections like I want to wait for rates to come down or prices to come down or both? We talked about that previously. Now, once you know what they need, that they are motivated and they're qualified, it is your job to find them the right home. Think out of the box. Refer to our podcast series about how to find inventory. So, for example, consider changing the type of property, single family to maybe a town home or a condo or vice versa. And the price range, in fact, sometimes going a little bit down market can actually find good alternatives, expanding the geographic search or looking at new construction. And there's a counterpoint here. I've been working on this with coaching clients, OK, which is when a buyer does send you that magic listing. I got to see that. They're really juiced up about it. And that's the only thing they sent you today. OK, so why that one versus everything else that they saw? Ask them why that one and then have two or three backup houses set up. You can always cancel showing appointments. Right. Because what if they're wrong? What if the MLS pictures didn't have the power tower in the backyard? Have another plan. You have a showing appointment. Go sell something. Does that make sense? It does, of course. But I mean, I just we could talk forever about this point because there are so many different places where they can go and look for homes that are officially for sale. But really, I was thinking if I are coaching somebody right now, this you're gearing a lot of your points towards too many buyers, basically. Yeah. And your last point, I really like because you're in essence saying, well, make make it so that the buyers are working with because there's never a true have to buy buyer. There's always want to buy buyers. In other words, there's never a buyer. There's buyers will always change their mind. That's the problem. They're always going to say, I'll wait till next year to raise the fall, wait for pigs to fly, whatever it's going to be. Whereas if you're focusing on a listing, the sellers actually have to sell usually for financial reasons or, you know, whatever it just overall right now, obviously you're going to make more money and have more leverage and freedom if you're focused on being a listing agent. So what would happen if you decided to actually become a coaching client, actually follow our system, actually build up to your magic number of listings, which for many of you is maybe five or seven listings, sometimes depending on your price point, might only be three. And the only buyers you work with are those are the sellers that want to buy something. In other words, stop working with buyers that don't actually have homes to sell. Start valuing your time more and you'll get far better results. But it's also going to force you to become a far better listing agent, far better, you know, proactively generated for the sake of listings. And you're going to get vastly better at prequalifying because you're going to be, guess what, choosing who you're going to work with. So if you're finding yourself emotionally and financially burning it at both ends, it's probably because you just don't have any standards. It's probably because you're working with just about anybody. You're willing to pay referral fees. You're buying all your buyer leads. You're not really running a business, guys, in the sake that, you know, you're going to have any kind of, frankly, security going forward. So really pivot your thinking and ask yourself, would I rather be a really amazingly strong listing agent or buyer's agent? Every single one of you want to focus on being a listing agent in a lot of ways. You have to kind of choose because the buyers will suck up all your energy and your time. Now, if you want to transition from being one to the other, go back to the fact that, you know, you need to prequalify better. You need to actually ask those buyers if they have homes to sell. Depending on the price point, you're going to discover that most of them do. And then guess what you do? You pivot and focus on the listing side of it because that's when you're going to create the leverage. Joining our premier coaching program is free. The link to join is below, along with all the notes from today's show. So just scroll below and you'll see if it's on YouTube, Spotify, Stitcher, it doesn't matter where. Scroll down their notes for today's show. Yes, Julie and I create outlines for every single podcast we do. For you. We do it so you guys can go back and you can read what we said. That way you can actually implement what we're asking and suggesting that you do. And while you're there, do join premier coaching. It costs you nothing. The link is right there below. Or you can just, frankly, go to premier coaching dot com or text the word premier to 47372. All right, Julie, let's roll up to mistake number three. Mistake number three. Yep. All right. Not having enough leads in the first place. Speaking of lead generation, if you're struggling with lead generation, it's time to get some help before it's too late. Now, more than ever, it's critical that you generate more leads than you think you need in order to do the business you need to do. To your point that no buyer ever actually has to buy. So you have to overdo your lead generation so that you can find those listing leads in particular. Well, if you want to sell, for example, if you want to sell 10 houses in the next six months or maybe it's the next 60 days or next 30 days. And normally, let's say you are you know, let's assume that you're somewhat efficient and you know, you have a ratio. Let's say, for example, if you have 10, well, let's say you have six seller leads, you know that statistically three or four of those are going to list with you in the next 30 to 60 days. You're going to need to double that in a market like this because people are there's going to be a lot of a lot of headwinds that you're not necessarily going to be able to control, mostly with lack of inventory. So you're going to have to pace out your expectations and increase the number of contacts and increase the number of leads you're working with. But it always goes back to really drilling down the leads you are working with. Otherwise, what you're going to quickly discover is that you have hundreds, if not thousands of unqualified, unmotivated, quote unquote, leads, and none of them are doing transactions with you. And why? Because you're not taking the time to go in there and prequalify them. If you're one of these agents who have falsely believed that the way to win this game is by having massive amounts of leads, I challenge you to do this. Go in, grab our seller prequalification script or our buyer prequalification script, which turns into the seller prequalification script, and call every single one of your leads. You'll discover many things. Number one, the ones you've been dripping on for a long period of time. Some of them don't even know why you're messaging them or have never even seen your messages, let alone know who you are. Number two, some of them already transacted months ago, but you didn't call them. So they didn't transact with you. Number three, you're going to find people that are actually motivated and they're waiting for you to call. You've been treating them like a buyer and sending them home buyer tips and all the rest of it through your drip campaigns. But now because you have them on the phone, they'll actually commit to working with you. You've got to stop being passive with your life, but especially with your lead generation. Well put. So that all goes back to not having enough leads in the first place. So sign up for Premier Coaching with our Harris certified coaches because they're going to start by asking some specific questions like, where did your past five transactions come from? Was it luck and hopium or did you connect with those clients through a proven system or strategy? If it was a proven system or strategy, why did you stop doing it? How many leads do you actually have in your pipeline? To your point, what your story, you were just saying, what I was thinking is a lot of agents think that they're leads, but they're just contacts. They're just people in your database. Why are you calling them leads? You don't know if they're a lead or not because you're not talking to them. Now you also might have a lead conversion issue versus a lead generation issue. That's something that the coaches drill down on. Where are you spending money to generate buyer and listing leads and what is that conversion ratio and how many contacts are you actually making daily where you're speaking with a decision -making adult about real estate? That's just the beginning of great coaching questions to drill down on why you might not have enough leads or appointments. Well, where you're spending money to generate buyer and listing leads. I mean, obviously it was assumptive, right? In other words, she's not suggesting you spend money to generate buyer and seller listing leads. Uh, but she's suggesting that you actually go in and question, frankly, uh, whether or not that money that you're spending to generate leads from those sources actually makes any sense because we know you're doing it.
Dateable Podcast
A highlight from #brunchtalk: How do you keep a connection going?
"This episode is brought to you by Drizzly. Tonight seems like a great night as any to wind down with some wine after a long day. But what if you're already in your comfy clothes, deep in the couch with your hand glued to your remote? Nobody in that position wants to get up and leave the house for a drink run. And with Drizzly, the go -to app for drinks delivery, you don't have to. You can choose from a huge selection of wines, be it a bottle or two of go -tos or a little something new. And you can even place your order with a phone in one hand and your remote still solidly in place in the other. Download the Drizzly app or go to drizzly .com. That's D -R -I -Z -L -Y dot com and have an epic at home wine night. Because all those shows aren't going to watch themselves. Must be 21 plus, not available in all locations. Hi, I'm Yui Xu and I'm Julie Krafchick. We're active daters turned dating sociologists. Here to dive into everything modern dating and relationships. Welcome to the datable podcast.
Real Estate Coaching Radio
A highlight from Real Estate Agents: How To Stop High Mortgage Payments From Killing Your Business!
"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. So on today's podcast, what Julie and I are going to be doing is explaining with enough detail that all of you will walk away feeling like you've learned a lot and you can apply that knowledge and help you to help people make money. We're going to be explaining the differences in different types of mortgages that are out there. Now why are we doing this? Because many of you are frankly walking around with a lot of misinformation about the different types of mortgage products out there and it's costing you deals. How do I know that's true? Because Julie and I trip over the agents saying things with a lot of authority that are completely wrong about the different types of mortgage products. That's right. So this is how you're going to overcome the number one buyer objection and we're also going to talk about it from the listing side in a second. Buyers are saying things like, I don't want to pay these high interest rates and high mortgage payments. I'm going to wait for the rates to come down. Well, they don't actually have to wait. You don't have to wait. They just have to utilize a different type of mortgage. Now there are several ways to overcome higher rates. We're going to show you the top three and we're going to give you enough information to make you dangerous and you're going to take it the rest of the way or join coaching. Because this is a podcast. This is not a coaching session. And this is great information as always to use if you're training your team, your brokerage. Maybe you're going to do a buyer seminar and you want to give them the drill down on all the rest of it. But really it's knowledge equals confidence, ignorance equals fear. You've got to know this stuff so you feel frankly capable and competent in the marketplace to be working with people because guess what? This marketplace is going to introduce or force all of us to relearn a lot of the sort of different mortgage products that are out there because 30 year fixed rate mortgages until the rates come down to a more or frankly, if you're doing new construction, you're going to be looking at a lot of folks that are going to be looking for ways to make the payment more manageable. That's right. So there are several ways to actually close at a lower interest rate than the going rate rate. We're going to show you the top three. Those three things are buy downs, paying discount points and adjustable rate mortgages, otherwise known as ARMS. So this information is not just for buyer's agents. It's also for listing agents to understand how these programs actually work. Now, frankly, it's mostly for listing agents because a lot of listing agents are turning away offers that are very viable because they don't understand the nature of the mortgage. We talked about this the other day when we were talking about first responder type loans. It's like you'll get a VA or an FHA loan, Mr. Listing Agent, and you'll just shoot it down because somebody told you that those are whatever, whatever. You don't have actual experience and you're listening to people, you're getting advice from people that don't, guess what, have actual experience and you're costing yourself a transaction, you're costing the buyer agent a transaction, but you're also costing in that case that I just gave you, maybe a veteran, an opportunity to buy a house. Yeah, that's exactly right. So remember, just because a buyer asks for closing costs or is getting a mortgage that's not a standard 30 -year fixed does not automatically make them a risky buyer. Maybe they're just getting a lower rate so they have lower payments. That is a big mistake that I'm seeing mostly from listing agents. As you said, they're shooting down perfectly good stuff. Okay, so note to self, credit scores are at an all -time nationwide high. Home equity is high. We've talked about this on previous pods. 30, 60, and 90 -day late payments are at an all -time low. This means that most buyers are in a strong position to buy and they are likely just taking advantage of different types of loan products versus choosing an inferior loan product like some listing agents believe. See, what's happened is, because you guys are so used to standard issue 30 -year fixed, a lot of agents think in their head that anything that isn't like that must be subprime or it must be too risky. There's something wrong with it. Let's take that to the next level. I don't think, okay, agents, now that we're exposing all this to you and there's tens of thousands that are going to hear this, now it is on you to learn what we're going to expose you to and drill down and even learn it more. But I think really the real root of the problem are loan officers who don't know how to do anything other than revise in 30 -year fixed -rate mortgages and or they don't actually have within their mortgage business different types of products other than traditional 30 -year fixed -rate mortgages. So Larry the lender, who you love, is not going to be able to work with you in a mortgage environment like this because the actual essentially list of different mortgage products he has is not versatile enough and you're going to have to open your mind to the fact that buyers are more qualified right now than you actually think they are. Oh, and by the way, some of those buyers are actually going to be sellers as well. You guys getting the point here? The reason that the market is so, I think, the feeling the way it does, a lot of it has to do with lack of knowledge amongst the professionals that are supposed to be doing the transactions. And you may have to change the lenders you're working with. You know, of course I listen to a podcast about this, a lot of the small and medium size lenders are actually going out of business because their refi business dried up and because they don't have all the products that are needed in this market. And they also don't know how to work and do anything other than refi. That's right. So you may have to actually change your mix of lenders or if you are a mortgage lender listening and we are very mortgage lender friendly, many of you are joining our coaching program and getting real estate licenses, you might need to expand what your offerings are or, you know, talk to whoever's in charge about that. By the way, we know we're giving you a lot of information. What we're trying to do is open your mind to all the amazing, frankly, information out there for you to learn because once you have this knowledge, it's going to give you an unfair advantage in the marketplace when you're talking with a prospective buyer or seller. But don't worry if you're missing any of the points from today's show, the notes are down below. Scroll down, open up the show description. They're all there waiting for you. And of course, as always, you can also join premier coaching. It costs you nothing. So listing agents do your research before you shoot down a buyer just because you've never heard of their loan program or because you believe that adjustable rate mortgages are evil and have a terrible reputation. A lot of that is a hangover from things that you might've heard about from the housing crash, but that doesn't mean it's the same product. But again, it might be not things that you heard from the housing crash. It may be your office manager or your mentor or your quote unquote coach heard from the housing crash. When you're going through the process of learning who you should be listening to and taking advice from, you've got to be ultra careful because one little bit of information, just look at what Julie and I have exposed you to. So let's say you're walking around with this attitude that arms are terrible, but arms can make it so that a lot more people can have, say, fixed rate mortgages for the next five or seven years. That's what an adjustable rate mortgage is, meaning a lot more people can buy a house. So because you think arms are awful, you turn down that, again, veteran buyer that's going to do an FHA arm, let's say. Whereas had that person bought that house because of inflation and depreciation, say for $400 ,000, and over the next, say, five years during that time when they had that adjustable rate mortgage, that house could have appreciated by over $100 ,000. You just took from that person, in my case, a veteran, the opportunity to build some significant equity in their property. You've got to be opening your eyes to the importance of having this information because at the end of the day, listeners, your job is to be of service to other people. How many people can you be of service to if you don't know how to actually do the job? Exactly. So we're going to look at three common ways to close at less than the going 30 -year fixed rate. Buy downs. Now, I want you to separate all these because a lot of these terms sound similar. A buy down is a mortgage where the buyer obtains a lower interest rate for at least the first few years of their loan. There are different types of buy downs. A 2 -1 buy down is where the buyer has a lower rate for the first two years of the loan. A 3 -1 is for the first three years of the loan. They buy down the fee, that's known as points, that can be paid by the seller on behalf of the buyer or by the buyer themselves voluntarily. When a buyer asks for closing costs to be paid by the seller, this is where the money can go, for example. Now, builders, as we discussed on yesterday and the day before our podcast, utilize this type of financing routinely. That's why closing on new construction is likely to have a lower interest rate, thus a lower payment. And sometimes you can buy the rate down on an adjustable rate mortgage. So an adjustable rate mortgage is already going to have a lower rate, and sometimes you can buy that rate down even lower. That's right. You can kind of mix these. Okay. Well, you're getting complicated now. I know, but still. Now, since builders subsidize lower mortgage interest rates, a buyer might have the same payment on a higher priced build home using builder financing as they would on a typical 30 -year fixed rate at the going rate on a resale home. And we talked a lot about that on previous pods. Whether it's a home builder or a resale seller who's subsidizing the rate buy down, typically the price is raised to compensate. So we're going to take a couple of examples. I'm going to do these kind of fast because you guys can get the notes. On a 3 -2 -1 buy down, the buyer has lower payments for the first three years. For each of those first three years, their interest rate then goes up by 1 % annually. The full interest rate then applies beginning the fourth year of the loan. They can, however, refinance or sell the home at any time. Now a 2 -1 buy down, the discount is applied for the first two years, providing a 2 % lower interest rate for the first year, then a 1 % rate discount for the second year, and then the third year it adjusts to the actual rate. Now the buyer on their own behalf or the seller or even the builder pays the lender for the subsidy and it is paid at closing. Now buyers can qualify easier with lower rates and enjoy lower payments for the first couple to few years of the loan, if it's a two -year buy down or a three -year buy down. This makes sense especially for buyers who expect their incomes to rise or add a spouse's income in the next few years. I remember we closed some of these with doctor clients. When they were still in medical school. When they were still in medical school. Now some of you guys would shoot that out, oh it's a 3 -2 -1 buy down, I've never heard of that, that must be risky. Well in fact it's a pretty kick -ass borrower that's going to make more and more money and it's the right product for them. Jules, we've had coaching clients that make a fortune off working with doctors that are in residency who know, and they're special, guess what listeners, they're special programs just for doctors who are in residency that a lot of the lenders offer, especially the local banks that you don't know about because you haven't asked yet, where it's exactly what Jules and I just said. They will be able to get loans with basically no money down. Even with tons of student loan debt, right? But why? Because remember we usually talk about risk management with lenders in kind of a yucky light that they're making it harder. In this case they actually believe more because they're doctors, they know their income is going to go up, they know they're going to pay off their student loans and they probably have really killer credit. So here's a case where the agent perception might be completely different than the lender perception and they're actually shooting down a really great qualified buyer just because of the type of loan they have. Well, the agent's perception, not to the lender, but the agent's perception versus say for loan product. Exactly. I said that wrong. You're right. No problem. Okay, so let's do the math. Here's some examples of how a buy down mortgage can work. Say you're borrowing 250 ,000 with a 30 year fixed rate at six and three quarters. You can choose between a two one buy down or a three two one buy down, but here's how the payments would be on a two one buy down. Okay. Year one. And this is, this is as of two days ago. As of two days ago. Let's, let's say that the going rate is just under seven because we're all expecting to land somewhere around there. Okay, so the going rate 30 year fixed, you would have closed at six and three quarters, but remember on a two one buy down, you have two points lower starting on the first year. So again, the, uh, you're borrowing $250 ,000 down year one. The payment is $1 ,304 because you're only at, guess what, a 4 .75 % interest rate. Year two, it goes to $1 ,459. That's at five and three quarters. And then year three is $1 ,622 at the full six and three quarters interest rate. If rates were to all of a sudden plummet that you can refinance out of this as well too. Then do it and fix the rate. But just make sure, listen, there's no prepayment penalty. Those are super rare, but write that down. Never forget. Make sure there's no prepayment penalty. That's right. Now the buy down fee, what did it cost the borrower of this $250 ,000, okay? What did it cost them to make their payments lower for year one and year two? The buy down fee for this loan would be $5 ,759. Now if you did the three to one buy down, your loan would, I'm sorry, your payment would start even lower at $1 ,158 because you're only at three and three quarters. Then the next year, $1 ,304, $1 ,459, and then $1 ,622 when it goes to the full amount, right? So here's the thing, meanwhile the buy down for that one increases on the, when you do a three to one, now it's $11 ,000. So if a buyer is considering a buy down, they should look beyond the initial low payment period to determine whether the costs involved in the near term are actually worth the savings, right? Depends on what's important to them. So let's, we don't, I mean this doesn't necessarily, all the numbers don't translate very well to a podcast, but here's the big takeaway. Let's say for example you're dealing with a home seller that's sitting on a mountain of equity in their home as most sellers are. And let's say they're real skittish about the interest rate on whatever they want to buy. Let's say they want to go from their $400 ,000 house that they owe $200 ,000 on and they want to buy something for $1 .2 million but they're just, can't wrap their mind around the interest rate. They have a lot of equity, they can buy that interest rate down, they can get that payment to exactly where they want it to be. Maybe that was an extreme example, $400 ,000 to $1 .2 million, but you guys get the point. But they're doing it voluntarily. You don't have, you know, we think of this as builders do this all the time. Any borrower can do this on almost any type of loan. Now note to self, not all types of loans or types of homes can be using a buy down. FHA and USDA loans have additional requirements and you should always monitor for prepayment penalties as you said. So what if a buyer wants to lock in a lower rate for a longer period of time? We were just talking about the buy down, which is usually a 2 -1 or a 3 -2 -1. What if they want a longer period of a better interest rate? A buyer can choose to pay the lender upfront, which is at closing, for what's called discount points. So this is a little bit different. What is a discount point? They are prepaid interest that the borrower can purchase to lower their rate on subsequent monthly payments. They are a one -time fee paid upfront during either a normal purchase or later you can do this on a refinance as well. Each discount point costs 1 % of the total loan amount, not the purchase price, the loan amount, and lowers the loan's interest rate by one -eighth to one -quarter of a percent. It's not one -to -one like some people think. It's, you know, 1 % of the loan amount, one -eighth to one -quarter percent lower. Check with individual lenders about their rules and requirements because it's not all the same lender to lender. Now, discount points do not have to be paid out of the buyer's pocket, though they can be. The buyer can ask the seller to pay for discount points or the builder in a new construction purchase. Sometimes the seller will raise the purchase price to make up for their contribution. The house still has to appraise for the higher amount. Builders who subsidize loans usually already have that baked into the price, so you don't even have to negotiate that part mostly with new construction. Discount points make more sense if a buyer is going to keep the house for a longer period of time and less sense if they're going to potentially sell in a shorter period of time. If it's a shorter period of time, you would have done the buy -down instead because maybe you're going to sell in three years. If you're worried about the appraisal, which you should be, you're going to want to then maybe ask for a full asking price, assuming it's priced correctly, and then ask for the seller to contribute to the buyer's buy -down points or closing costs and the rest of it, too. So keep that in mind. By the way, if you're a listing agent sitting on a house that hasn't sold and you're thinking about a price reduction of $20 ,000, maybe instead you do $10 ,000 towards a buyer's buy -down or discount points and you sell it instantly because you just gave the buyer that money. Or offering to pay their property taxes for a year, or offering to pay their HOA fees for a year, offering to pay all kinds of things. There's a lot of ways to avoid the uncomfortable, Mr. Seller, it's time for us to discuss repositioning your house on the market to correctly reflect the buyer's expectation. Never say lower the price, that's a surefire way to get fired. But even that conversation, even with our fancy script, is still going to raise the cackles of most sellers. So it might be a smart idea for you then to not necessarily go after the price, but offer more incentives to the buyer and the buyer's agent to sell your house over another one. People no matter, and this is true, this has actually surprised me, no matter what the cost of the whatever is, people are very payment shoppy, really. At the end of the day, people are payment shoppers more than price shoppers. That's how people think, right or wrong, judge it or not, so there it is. That's right. And by the way, we've done entire podcasts about 12 ways to sell your house that you're listing that's not selling, this is one of them, is contributing to the buyer's loan. Okay, so buying discount points can reduce their rate and lock it in for the life of the loan. That makes it better than a buy down, but again, it matters how long you plan on being in the house. Well, it's because the same amount of money, if you're doing a discount point, will buy the rate down more if you're just doing your previous option, right? So for this, you could actually spend a little bit less money and do a 2 -1 buy down or whatever, maybe it's a 3 -1 or a 4 -1, who knows, but versus an actual discount points, Julie gave you an example, the discount point might only buy, buying a discount point down might cost the same as doing a 2 -1 or a 3 -1 arm, but you're only putting, you know, you're only getting a quarter point off. Exactly. So it's a lot less or an eighth of a point. Yeah, but you know, a really great lender can do a side -by -side comparison and give you your options, right? Okay, so buying discount points can get it locked in for the life of the loan. It is not the same as an adjustable rate mortgage, we're going to talk about that next. The adjustable rate mortgage is locked in for a limited time period, commonly 5, 7 or sometimes 10 years, and then adjusts to a variable rate. I know this stuff is confusing, I'm not expecting you guys to become loan officers unless you already are one. Now let's define what the word variable rate means. Variable rate usually means in the mortgage that after 10 years, it's going to adjust to whatever the market, the prevailing market rate is, and it might be like, and they're going to write in the mortgage exactly how they're going to figure out what the, essentially what it's tied to. What it's tied to, exactly. We'll get into a little, not too many weeds, but a little bit. Okay, so adjustable rate mortgages, these are called ARMS, okay? They have features of both fixed and adjustable mortgages. It's fixed for the first 5, 7 or 10 years, and then the rest of the loan becomes adjustable. But remember, again, you can always refinance or sell the home at any time. That's, but so again, adjustable meaning that it's going to adjust after the initial ARMS. After the initial fixed part of the loan. Exactly. Then it's going to adjust where the prevailing rate is. That's right, so. So it's not like you're going to wake up every day and like be playing mortgage interest rate roulette. Exactly. No, you'll know what's going on. Okay, now, for example, in a 5 -1 adjustable rate mortgage, the rate is fixed at a lower rate than the 30 -year, but it's fixed for only five years. In a 7 -1 ARM, you have a lower rate for seven years, and then the rate adjusts. It then adjusts every year starting the sixth year based on the performance of a benchmark rate. There are usually caps to how far it can adjust during any period. So for example, if your adjustable rate, you closed at 5 -3 quarters when the 30 -year maybe was seven, and you have that fixed for those five years, the sixth year, you're not going to wake up and it's going to be five points higher. Most of these, I've read a lot of these, most of these will have a cap of two, you know, two percent higher or three percent higher, somewhere in there. They also have a low -end cap where, because it can actually adjust lower. Nobody ever thinks about that, do they? Okay, so did you know that if a buyer pays their own discount points, it can also be tax -deductible? The IRS actually considers discount points to be prepaid mortgage interest, because that's what it is, and as such, they are generally tax -deductible over the life of the loan. If they had the home purchase meet certain conditions, they can be fully deductible for the year that it was paid as well. Little known fact. Okay, so discount points can sometimes be negotiated with the lender to actually get more discount for less cash up front. If the borrower, for example, has especially high credit, a great job history, strong ratios, and a good down payment, they're in a great position to negotiate. It's also advantageous to shop these programs with different lenders since they do have some wiggle room, different lender overlays, and special offers. Now here's something, some of these things I know make you guys nervous, because I hear about too many people shooting it down, but here's a fact. Lenders actually like to receive discount point money because it's cash up front versus receiving that money over a time via the interest rate. This might seem like an unusual conversation given the years and years of three and a half percent mortgages, but it's actually quite common practice. You just have to know about it. Knowledge equals confidence, ignorance equals fear. So homework for you is to actually sit down, maybe take your favorite lenders out to coffee. Take two or three of them out, loan originators. They take you out. They should take you out. That's true. Good point. Good point. Unless you have Starbucks cards laying around. Okay. So yes, have them take you to coffee. Ask them to explain how their buy downs, discount points, and adjustable rate mortgages work. Remember yesterday's, or a couple days ago, podcast about first responders. Do they have any special first responder loans? Do they have special deals for teachers, policemen, firemen, doctors, okay? You don't have to know everything about this, but you should be fluent in what's available to your buyers. The more you know, the more deals you can do because you'll be talking about all this stuff and you want to say, you know, the really the impetus for this podcast is how to overcome the buyer's objection. I don't want to pay high rates. I'm out of the market for awhile. By educating your buyers about options, you might re -motivate them to get back in the saddle. Exactly. And again, how many of your buyers are actually, you know, also sellers, people that have houses to sell. This is how we fix the inventory problem in the United States. We just finished a two day series on new construction. We've done lots of podcasts and lots of training in premier coaching about new construction. Well the next leg of that learning is going to learn how to basically help people with different mortgage scenarios. How many of you right now, after listening to this podcast, are feeling a little overwhelmed? I'm going to guess a lot of you. That's okay. Allow yourself to feel overwhelmed. There's I think it's Maslow's levels of mastery or learning, right? Julie's looking at me because she's trying to see if I'm going to get this right. I'm probably not. Maslow's hierarchy or something. No, no, no. The levels of mastery. Oh, levels of mastery. Yes. Was it Maslow? Anyway. Don't make me look stuff up while I'm talking. Right. The first one is unconscious. Incompetence. Incompetence. The next one is conscious incompetence and it's. Conscious incompetence then unconscious competence. I know they all sound the same, but basically you're moving from not knowing what you don't know. In other words, you're walking around. Blissfully ignorant. A cloud blissful of ignorance and you're, oh my gosh, the market's so tough. There's no inventory. None of my buyers are qualified. That is your first level and what we're trying to do, especially on today's podcast, is shock you out of that first level because we want you to embrace the fact that once you are willing to say, oh my gosh, there's so much I don't know, move quickly to that next phase where you're consciously incompetent. When you're consciously incompetent, that's when you're going to be a sponge for new information but that's where the magic happens. And that's why most of you join coaching. When you have that aha moment and you say, gosh, instead of waiting for the market to magically rain listings on me and turn around and make all my buyers qualify and be enthusiastic about everything all the time, maybe I've got to find out some more tools for my toolkit so that I can be more of a problem solver and help more people. Your advantage in this marketplace does not come from buying buyer leads or from essentially doing a bunch of things that are passive lead generation. Your advantage in this marketplace comes from your willingness and your eagerness and your enthusiasm to help people. And the only way you're going to be able to help people is if you earn the right to help them and earn the right is not paying referral fees, earn the right to help them from the knowledge that you have, from the skill set that you can pass along and your quest to be of service to them. That is where you're going to find an unlimited amount of opportunity. You have to lock in to the fact that your highest and truest purpose in this plan is to be of service to other people. The way, only just to repeat what I just said, that you're going to allow, the only way the market's going to give you the opportunity to help a bunch of folks is if you have the knowledge that they need in a marketplace like this. Do you guys see the advantage you could have with understanding just the surface level of what Julie and I just presented to you? Do you see how that's going to make you more confident, be willing to have more conversations because you can help more people? Is this the way you want to go in your career? Of course it is, especially since all of you guys are the smartest, brightest, best looking real estate agents on planet earth. Otherwise you wouldn't be listening to this podcast. So guys, thank you for keeping this the number one listen to daily podcast for real estate professionals in at least the United States. As always, it is our truest honor and our pleasure to be of service to all of you. So if there's ever anything that we can do for you or if you have any show ideas, because all the podcasts in the past like 10 days have come from people messaging us with questions and I'll encourage you to do the same. You can message Julie and I over on Instagram at Tim and Julie or you can also text me directly. This is my real cell phone number but text don't call because I won't answer 512 -758 -0206. Let us know what you want us to drill down on and we will of course do it and we will do our best to keep you guys on the forefront of what is working in this marketplace so you can be of service to more people and then everything that you want in life, business and personal, will certainly follow. You guys have a fantastic day. We'll talk to you on the show tomorrow.
Mark Levin
Dan Bongino: The Inspiration for New Book 'The Gift of Failure'
"Rumble went public and he had finally succeeded in taking this parallel economy idea away from these nutbag lunatic psychopath liberal and we finally took it to the public stock markets for a billion dollar situation is the funny story i'm walking out of the nasdaq and it's raining and i'm talking to to my wife and i'm getting all these tweets from crazy lunatic liberals i may have been up their and they're like look at this loser bongino rumble he ran for congress and law what a loser and everything was about me being such a loser and i looked at paula mark and i said man if this is losing bring bring on the losers this loosen feels pretty good so she's like i think should you write a book about all the things you lost that because you lost that a lot you know you dust off it and got up and did your thing so that that's basically how the book started it's a very very inspiring book you know you're you start your career you're a hard -working guy and law enforcement and so forth and i jump to the fact that you run for a number of offices in an extremely difficult environment maryland which is very difficult for republicans even run for the senate uh... member julie and i came to one of the fundraisers at your house there and uh... you had a lot of support you did better than almost any done in that state and uh... you give it another shot down in and you've dust yourself up and now you're really in international personality with real substance of following you're blown away uh... on the podcast and so you
Real Estate Coaching Radio
A highlight from Real Estate Agents Money Making New Construction Plan (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. We are on to day two and we're picking up where we left off yesterday and we're talking about how to make money with new construction. If you didn't listen to yesterday's points, make sure you go back and listen and I know a lot of you will find, by the way, the show we did prior to yesterday is the day before will also be, I think, a very big eye opener for many of you with regards to the different types of mortgage financing that's out there. But without any further delay, Julie, let's just roll right back in and let's talk about the easiest, the most advanced ways that agents can work in new construction. That's right. So we're going to start with something a hundred percent of you can do to get your feet wet with new construction and then we'll end with the most advanced iteration of making money with new builds. So point number one, work in a new construction model home during the hours the builder doesn't build with that builder or don't build it at all. They might buy new construction, for example. Think listing leads, new construction buyer leads, et cetera. And in fact, I think you know this, we have several of our coaching clients who have worked out deals with even some of the bigger builders. I know one of our coaching clients in Texas has a deal worked out with KB Homes, which by all means is kind of a production builder. They've got tons of different neighborhoods. Well, when one of them is about to be done and the next one is just starting, they don't go around. Coverage being that there's not enough new build reps to go around to all the model homes that they have available. That's right. Or maybe the hours that they work doesn't work all the time. Maybe there's just one day a week that you can do this. Anyway, our coaching client worked out a deal where she makes a certain percent if she sells one of their new builds. So she's basically acting like a sub for the new build reps when the new build reps can't or for whatever reason don't want to be at that particular new build model. Now, it's important though to explain this why the new build reps want to do this. Because they're going to get paid regardless of who brings the buyer, so they don't care. And new build reps, especially using Julie's example KB, they're not going to be listing resells. They're only selling the product that that builder has for sale in that particular subdivision. Most of the new build reps aren't even allowed to sell across subdivisions. If there's five KB Homes developments and I'm thinking of Keith Moulton and his great new EXP group and Inkeny, Iowa and all that whole big area of Iowa where they are, they're all those large new build constructor guys. They list the mid -tier ones and they list them within their EXP group, but the upper tier ones, the really large national ones, it's exactly like what Julie and I are describing. So what Julie is saying with point number one is, again, get off your duffs, get away from your keyboard and go out and befriend the new build reps and then offer to basically be their sub working in the models. They are going to say yes, provided they respect you and they know that you'll represent them well. They might have to ask for permission, but in a lot of cases they won't. And you will, guess what, sell new construction, but you're also going to pick off some resale leads. In other words, someone's going to walk in, they're going to want to build with that builder and they're going to have a house to sell, you're going to get that lead. And why is it that the new build reps aren't licensed? It's very obvious. The new builder pays them a salary, pays them a commission, doesn't want their loyalties divided, but also doesn't want that new build rep to then start, well, this model is not good for you at XYZ homes, I'm going to take you across the street and sell you one from ABC homes. They want that particular staff member only selling that particular product. That's where you can come in. Point number two. Well, that's right. And let me just point out why this is number one. Remember, we're going from easiest to most advanced. Notice that here you are not asking for a listing agreement. You are not, I mean, you can write the buyer side, which they're already prepared to pay. All you really have to do is learn a little bit about their product and how a builder contract works, which is generally more simple than your normal contract. Actually even simpler than that, Julie, because what you just said is going to intimidate about 90 % of them if you think about what you just said, right? Even simpler. Just be the meter and greeter and the police fill out your information or, you know, that's it. And then turn over the lead. Don't even do anything other than meet them and greet them because guess what? You met that buyer when they walked into that model, you're going to get the commission. Let them walk through the model. Let them walk through several models, maybe some specs. As long as they've registered, if those people decide to build with that particular builder, you will get paid whatever the co -op commission is. So open your eyes to how easy this can be for all of you. That's something a very low skilled new agent can easily pull off. I think of new construction model homes as kind of like the best buyer mousetrap ever. If buyers are searching, and we know for a fact with lower inventory, buyers are going to these new builds on their own, they're finding the inventory, you might as well be the one between them and the house, right? I mean, we're going to belabor this point too long, but this is something else. It's very rare that you see a new builder up that has an assistant. So if somebody walks in, and they want to see a spec that's maybe 10 minutes away in the subdivision, that means they lock the door to that model home, which means any subsequent buyers that pull up, which may have been equally as motivated, are going to get, you know, they're going to leave and they're going to go next door, they're going to maybe even leave the whole area. You guys get the point. So what the new build rep wants to do is sell more new construction. What you can do is cover them when they're not there. Maybe just act as their assistant on the weekends, and you will pick up sales that way. We've had lots of coaching clients do this over the years. I will say a funny story, I remember this. We had a coaching client that would go to this new build model area where it was a, I think it was a gal actually, and she knew this builder rep only worked on Saturdays. She knew that, guess what, most of the buyers were coming out on Sundays, and they never were there Monday through Friday. So what did she do? She went out and made camp, basically. Go where the buyers are. And then she just waited for the buyers to pull up, and then she was selling the new build rep's models, and she was obviously pulling off other business from that. I mean, talk about a great, a very ambitious, very proactive lead generator. Which, by the way, didn't cost you a referral fee, or a impression fee, or any other kind of paying for your leads fee. And you didn't have to make a TikTok video to get the sale. Not even that. Okay. Imagine if you will. All right, point number two, how do you make money with new construction? Create a relationship with those new build reps, and or the sales managers at different projects, where they refer the resale listings to you. Now, if they are licensed, and remember, they aren't always. It's very, very rare, only if they're really, really small builders, that you'll find a new build rep that is licensed. But we just belabored this point exhaustively, I think. We rolled that into point number one. Anyway, if they happen to be licensed, you can pay them a referral fee. If not, you can do gift cards and other things. But the flip side to it is, is a lot of times, and you and I did this when we sold real estate, we've coached our other agents to do this as well. Let's say you do go to one of those small or mid -level builders, and there's, it's frankly, usually the person that's the build rep is the wife or the husband of the actual builder, And so what you can do, as opposed to having any sort of financial exchange, what they're going to want to do is they're going to want to thank you for selling that particular house by giving you the listing on their next spec. And that's something you can do mostly in the really high end. So if you approach a builder that's specing on a really high end build, and they're still out there, plenty of them, and you're going to say, well, I have a potential buyer or buyers for this property. In the past, when I've worked with other high end builders, the arrangement we've had is I help them sell this particular house to one of my buyers. And then when they build another spec that they'll list that house with me. So then obviously I can help them sell that property as well. And you'll be surprised how that domino of buyer to listing, buyer to listing, buyer to listing, that can last you your entire real estate career. Yeah. It's a beautiful relationship and you can have more than one with more than, you know, different builders. Right? So that kind of leads us into that third point, list the spec homes. Now we've been throwing around that term. What is a spec home? A spec home spec stands for speculation and they come in two flavors. One is the builder is building a home that does not have a contract on it yet speculating that they will. That's why it's called a spec home. And the other way spec home happens is if somebody was in contract to build with that builder, but for some reason, either they backed out, they lost their financing, they lost their will to sell. Somehow the deal came apart and it becomes an inventory home. Sometimes they're called inventory homes instead of spec homes. We're going to share with you guys now, like normal price range stuffs in normal price range, let's say even nowadays, what the hell is normal pricing, right? A million or less. Generally speaking, it's very easy to get out of a new build contracts because the builder knows they've got a hundred buyers that one particular house, but the more expensive stuff when you starting into multimillion dollar spec homes, what happens a lot of times is the builder will ask for the buyer to, in essence, have 20 % hard money into the house. In other words, let's say the buyer is buying a $5 million house and the builder is going to ask for, and usually two deposits, a million dollars. And if the bill, if the buyer doesn't close that a million dollars stays with the builder, you see? So these are just different little things you're going to learn as you climb the ladder. We've had coaching clients, we coach agents to sell new construction, all different price ranges. So you need everywhere from, you know, big old ranches and land, raw land, trees, forests, all the way obviously to ultra luxury homes. So all these skills are applicable to all markets and all price ranges, which leads me to a friendly reminder. The notes for today's podcast are down in the section below. So if you scroll down under the video, if you're watching on YouTube or if you're over on iTunes or Stitcher or Spotify, just go down there and open up the show description. You'll see all the notes as Julie and I are presenting them for the most part. And you're also going to see a link to join Premier Coaching. Now Premier Coaching is, from what we understand, the nation's number one selling coaching program for real estate professionals. And the best part is, I think all of you will agree, is you can join Premier Coaching right now for free. It's a next natural step for all of you in your real estate careers. We know you love this podcast. It's the number one listen to daily podcast for real estate professionals in the United States. You won't believe what you get as part of being a coaching client. This is training. At the best we can do in the 20 or 30 minutes we have you every day, it's training. Coaching is what you get when you join Premier Coaching. So click the link below or you can go to premiercoaching .com or of course you can text the word Premier to 47372. But remember when texting message and data rates may apply. That is going to be homework from this podcast and every podcast after that. Next point Julie. Point number four, list every listing the builder has representing them on the whole development or the whole building if it's a condo building for example. This may include both lots to sell to other builders and or the actual homes or condos being built. That's where you you have the relationship with the builder. So I'm thinking about people like Lance and Karen Kenmore out in Washington state who have been coaching clients for a long time. They have multiple builders, different developments where they represent the entire thing. So they have signs on lots. They can sell those to other builders. They have signs on lots that they're representing the builder. It's not built yet. They have half built homes. They have spec homes. They have everything. One of their builders is going to do a town home project next so they can do different products as well. So another little idea of spinning off Julie's point number four is if you for example have the opportunity to list a parcel of land, a big swath of land that might be great for a developer. There are people that do the developing. There are people that go and essentially have if necessary the zoning work done. They'll put in the sewers, the electric. They'll even subdivide all the lots and all the rest of it and then they sell those off to builders. A lot of times some of these land developers, all they'll do is identify the lands and they'll sell some of the land to somebody to develop the land all on up. So what you're going to discover is from a big old farm field to new construction and a big huge subdivision, there are different levels of businesses that are involved. Now how do you stay involved if you're the one that happens to cross the big old soybean field as was the case for Julie and I sold real estate. All right, so you find the big parcel. Let's call it, you know, 25, 50, 100 acres, whatever it is. You then will list the property and then you will then find the people in that particular market that do the development and then the developer, if the lots are then sold as a whole off to a new builder, which is usually how it actually works, try to stay attached to the transaction every single deal, every time the property changes hands. Make it so that you're part of the deal every step of the way. I'll give you an example. There's a friend of Julie and I's in Houston, his name is Vinod, he owns a place called Urban Living and in its day it was a massive brokerage and what he would do is he goes out and identifies, well he would find a parcel of land in Houston, the zoning laws and this is, you guys are going to think I'm making it up but it's true, in Houston you can actually have a commercial building right by a residential building and so it's not uncommon when you're driving around certain areas of Houston where you see like how the hell is there a church's chicken right next to a, for example, a literal home next to a condo building, next to a car wash.
Dateable Podcast
A highlight from S17E3: Where Are All The Dateable People? w/ Evan Marc Katz
"This episode is brought to you by Drizzly. Tonight seems like a great night as any to wind down with some wine after a long day. But what if you're already in your comfy clothes? Deep in the couch with your hand glued to your remote? Nobody in that position wants to get up and leave the house for a drink run. And with Drizzly, the go -to app for drinks delivery, you don't have to. You can choose from a huge selection of wines, be it a bottle or two of go -tos, or a little something new. And you can even place your order with a phone in one hand and your remote still solidly in place in the other. Download the Drizzly app or go to drizzly .com. That's D -R -I -Z -L -Y dot com and have an epic at home wine night. Because all those shows aren't going to watch themselves. Must be 21 plus, not available in all locations. Hi, I'm Yui Xu. And I'm Julie Krafchick. We're active daters turned dating sociologists. Here to dive into everything modern dating and relationships. Welcome to the datable podcast. Happy September, everyone. Where did this year go? Flying by. Did we end up in September already? I feel like we're I'm barely writing 2023 on anything. I feel like time always goes so fast. It's like slow in the day. And then when you look at it cumulatively, you're like, how did another year go by? I mean, you just turned 40. But you're now getting closer to 41. Oh, it's so wild. But I get feel like we should close the loop on our Joshua Tree slash Palm Springs trip because we were so excited about going we're doing this like datable retreat, the two of us lay out by the pool and dream big, then a hurricane decides to grace California Southern unprecedented and we were warned that first was like a category four to seek shelter and the desert, you know, high desert was like high warning because of flooding. So we canceled our trip sadly, or postponed, I should say. I know. Hopefully this wasn't a bad omen. It's okay. It's new. We are going in September. It's actually going to be better weather. Palm Springs in August is kind of brutal. So maybe it all worked out for the best. And I will say like ability to get refunded on travel was pretty freaking seamless for this. Yeah. So we were lucky enough. We're staying at Airbnb of U .S. friends. She was able to refund us. We rebooked. Same with my flights. Very easy. So yeah, I was unfortunate. Also, the two days that we were going to be there for the two days of the hurricane. So I'm kind of torrential rain. Kind of glad we didn't do it because, you know, the whole point of Palm Springs is to be in the pool, in the sun. Yeah. We were just kind of going to be sitting at home in torrential rains. Like I'd be flying to a hurricane. Into the eye of the hurricane, which is not the best idea. But this just shows the difference in our personalities. Because when you first called me, be like, do you think we should still go? I remember just being like, you're being super vigilant. I think it's totally fine. It's just, we've never seen a hurricane in Southern California. It's totally fine. And then I turn on the news. It's like, seek shelter. The grocery stores were out of toilet paper, water, everything like chargers, flashlights. Everything was gone. And I'm like, oh, shit. This is like a real thing. If you hadn't said something to me, I would not have thought it was as bad as it was going to be. I will not take credit if my mom did not say something to me. I was also ready to board that plane. So, you know, I think it's just being alert. And I talked to you about the hurricane. You're like, oh, it'll, it won't be a big deal. It'll be fine. So then when she was messaging me, I'm like, no, it'll be fine. And then after I like kind of brushed it off, I did do some research. I'm like, do I really want to go down for this? Like, it really does not look fine. Yeah. Yeah. And also it's like SF was experiencing like the best weather possible. I'm just like, why? But it's okay. We will have our retreat. It's going to be beautiful out. It's going to be amazing. I'm very excited. But the hurricane did not stop us from bringing you the next episode. What would you call him? He's not like a, he's not like an idol. Is he an idol to you? I don't know. Okay. So we got an email from our guest today, Evan Marquette's booking agents, and we get a lot of emails from booking agents, a lot of them, so many, in fact, and this immediately caught my eye because I remembered when I was in the thick of dating, this is probably when I was, I don't know, like 25, 26, maybe 20, actually 26, 27, when I was 25, I moved here definitely wasn't dating was more just like hooking up, having fun, but then got into this mode. All my friends wanted to suddenly settle down and I'm like, Oh, maybe I should try these dating apps also. And my best friend from college that lives in SF Bay area too, she had this random roommate at the time that was probably 10 years older than us. And she had this binder, this really thick binder that was like how to online date. And we were just, we were immersed. Like, I mean, this was okay. Like I, we already said, I just turned 40. So this is over 15 years ago, right? Like this is a long time ago. And this binder was just held the secrets to online dating. I'll call it online dating. It wasn't even dating apps. We had to use match .com, jdate, eHarmony, all those are the old school data gaps. And this guy was the author of the binder, Evan Marquette, and she had gone to his workshops. This roommate, I honestly don't even remember the roommate's name, I will remember her always for introducing us to Evan Marquette. She just spoke so highly of him because she had gone to all his like online dating seminars and she passed the gospel down. She passed the gospel down to my friend. And then we started like reading about him online. We got his eBooks, you know, we started really getting into all of his stuff. And I will say he was one of the first dating coaches that felt like he was really at the end of the day, trying to put you first because before him, I had read all the dating books, why men love bitches, the rules, all the terrible dating books that basically tell you to be someone else. And this was the first time I was hearing you are amazing. You are just taking this, right? Like you are standing for things that you shouldn't be standing for. And it was a very different approach. Like his whole, I guess, demographic is like smart, successful women is his primary demographic. I think everything he says on this podcast applies to everyone, regardless of your gender, your sexual orientation, it's applicable to all. But just to put into context, that is his primary demographic. So I think, you know, like he had a lot of ways to combat a lot of the dating advice that hetero women have been fed for years. I think it's hilarious that the binder is about how to online date. Yeah, it's a physical binder.
Real Estate Coaching Radio
A highlight from Real Estate Agents Money Making New Construction Plan
"One relationship, multiple opportunities, hundreds, hundreds of opportunities. It was really amazing. That was one of our best springs ever when we were listing his especially those big three spec homes over a million. Oh, it's super fun. Well, it's because what would we get? We have the listings from that buyers would call. They were moving into New Albany and we get, you know, those buyers maybe didn't want to buy new construction. They'd buy something else. It was amazing. But this all comes from knowing how to talk with builders, work with builders. This all this all comes from like, guys, you should I don't I'm not going to send you down this rabbit hole, but it is fascinating. You're going to have to know builder speak. And so there's different books and educational series you can get. Just study this online. Go to Amazon, get a book. But there's phases of building a home in particular. I don't I mean, I read these I read like three books. It was forever ago. But the gist of it is, is you want to understand what the different phases are. Obviously, the first one is going to be, you know, the foundation and then the grading and then the electrical and the plumbing. I promise you, people right now are listening to me and they're going crazy and wanting to type. No, you got that all wrong. I know I got it all wrong. You don't need to correct me. Go and study all this yourself. That way, when you're out talking with builders, you can talk about, you know, what does an elevation mean? Do you guys know what an elevation means? Just what the house looks like from the front. You want to know about the different, you know, building codes and restrictions and minimum standards and architect architectural review committees, all these types of things. That's what you need to know if you're going to work the upper end custom home builder who's going to sell maybe five or six houses or three or four houses per year. But in the big production builders where most of you are going to be working, it's all the coaching and training that Julie and I gave you for the last 30 minutes. And, you know, you do pick up a lot by bringing in again. You have to know about new construction, even if you're just learning to bring your buyers to new construction, instead of just dropping them off and meeting them at closing, go to some of those meetings, learn how a house is actually built. What is the order of things? Why is it being built that way? Why is this floor plan more efficient than that floor plan? Why is it on the lot the way it sits on the lot? How does it work with, you know, burying utilities? You can learn so much by actually paying attention when one of your buyers is actually building. It's also important to understand that many of these relationships that Julie and I were getting when we were selling real estate are similar relationships you guys can get now. We weren't getting these relationships after having been in the business forever. I mean, Julie and I looked like we were in our we were teenagers and we were getting these relationships. Why is it that people ultimately listed with us? Because we did our homework. We had energy and enthusiasm and we are furiously faster lead follow up. Usually those things are going to be enough of a reason for someone who want to do business with you because they're going to counterbalance with their previous experience with real estate agents. Julie and I can literally talk for years about all the examples, not just with us. I mean, frankly, we have maybe 10 good stories like that, but of our coaching clients. We have hundreds and hundreds of coaching client stories where furiously fast lead follow up, having energy, enthusiasm overcomes the biggest skills deficit you can possibly imagine. That's the reason this is such a beautiful business, because you don't have to have the brain, the skills of a brain surgeon or, you know, know how to fly an F -15 fighter jet. You actually just can have energy and enthusiasm, have furiously fast lead follow up, and you can learn along the way. Earn while you learn. This is a beautiful business. Have that mindset. Make it your own because of this market. That's right. So no excuses. Tomorrow is part two of this podcast. We're going to give you seven specific ways. We're going to start with the easiest and go to the most complex. We'll be number seven about how to actually turn this into income for yourself. Back to you. You guys have a fantastic day. We'll talk to you on the show tomorrow.
Dennis Prager Podcasts
A highlight from Dennis & Julie: Deep Is Out
"Hello, Dennis Prager and Julie Hartman, the Dennis and Julie Podcast. Shalom. Do you know, just want you to know, how times, many I would say virtually every trip I make around the country, people come over and say they enjoy the podcast. And sometimes I even when they say, and I really love Julie, I have them record the message and then send it to you. You know, someone wrote to me and they said, I recently met Dennis at a speech and he recorded me giving you, Julie, a message. Did you get it? And I knew exactly who it was. And I said, yes. It's very, it's so sweet. I want you to get it. And I'll save them. Oh, how could you not? So I came up immediately. My dear listener, viewer, Julie does not have a clue as to what I'm going to open with. And you never do. That's true. And you could have been the opener. It could very well have been you. And I didn't even have this in mind until five minutes ago. Oh no. Yeah. Oh no is an appropriate response. I think I know what it's about. Now you do. Now I think you do because I affirmed, oh no. It's a very interesting question, actually. I'm going to pose it on my male, female hour. So I told Julie about 10 minutes ago, she really looked good. And reaction her was, what was it? I'm kind. Yes. Right. Kind. In other words, out of my mind, but kind. Is that essentially - It was, I thought it was, it was very sweet of you to say. Right. I know that. I know you thought that. But that is why you think I said it, not because it's true. Well, you heard blind. I did hear blind. And I actually thought that was better. Okay. So this is a very interesting question. There are aspects of men that women cannot understand. And there are aspects of women that men cannot understand. I think I have a better chance of understanding this about women than male sexuality, for example, is understandable to women. It's just, you take our word for it, but it's not what I'm saying. But I'm not going to get into that. Do you know any women your age? And you know some attractive girls. Many. I've met them. I met some. Do any of them think they're good looking? I don't know. We don't talk about it. We never talk about it, actually. That's okay. So let me think. Obviously, men don't talk to each other about the good looking. Talk about whether girls are good looking. Yes, that's correct. But given, see, now you've put me on another track. I'm going to come back to my track, but I want to talk about that for a second. Given how important looks is to most females, and the assumption is you're really close with your girlfriends, why would that not be a subject? Sometimes my friends will say, oh gosh, I have to work out. I have to lose weight. Or they'll say, I really need to go shopping for work clothes. So we'll talk about vanity in that aspect, but we won't talk about whether we find ourselves attractive. I would find that to be a weird conversation. It's just I've never said to my friend, hey, do you find yourself to be attractive? I compliment my friends all the time, and they compliment me. Yeah, but you all think it's just to be nice. Yes, well, and that's not unfounded, because we've discussed this on the show. In the United States, a common form of greeting is, how are you? And you really don't care how the person is. You're really not asking how are you. It's a way of saying hello. In Arabic, they do peace be upon you, upon you be peace. We don't really have that. In Russia, they say be healthy. In the United States, we don't have that counterpart. So we do this like, how are you? Good. How are you? There's a counterpart with women. It's, oh, you look so cute. Oh, my God, love that dress. Oh, my God, love your dress. No, you look so cute. And then you move on. So I hear that a lot between women. Does the woman receiving the statement believe it? No, no, because... Oh, that's in... See, this is news to me. Well, wow. And I don't mean that's... It's very interesting that that's news to you, it's really in the realm of how are you? Oh, I think it's actually worse. I think it's more disingenuous because... Yeah, you're right, because they're not saying anything about the person. They're asking, wait, wait, wait, wait, wait. I'm really blown away. I'm blown away that you're blown away. No, no, fair. It just shows the gulf between understanding of the two sexes. Right. So I hear this all the time because I'm at so many events where I speak, you know, banquets, let's say. Yeah. And so, oh, my God, I... You look so terrific in that dress or that dress is so... You will say that. No, no, not me. Oh, you'll hear others. I'll be arrested. But I would, but... Yeah, you would. Yeah, you know, of course I would. But that was a joke. I'd be arrested. Somebody else would be arrested. No, so when Woman A says this to Woman B, Woman B does not believe Woman A means it? It depends on how it's said, but most of the time, Woman B does not believe Woman A. Okay, so then tell me, how could there be truth to the commonly stated sentiment? You'll add really, or you'll kind of say it... Wait, how can there be truth? I want to finish this. How can there be truth to the commonly stated sentiment that women dress for women? I don't understand. Yes, if women dress for women, then they must care what the other woman thinks about how she looks. They do. Then why do you say that she doesn't believe, Woman B doesn't believe Woman A? Because it's so commonly said. It's like, how are you? Like women, and I even noticed that I do this, and I try, in everything that I say and do, to be genuine and truthful. And I even find myself, because it's such a female thing, that when you see a woman, I go, oh my, you look so pretty. And then I'm thinking, and by the way, it's not that I necessarily think they don't look pretty, but I'm thinking, was I actually struck by their beauty? Or was I struck by that top? Or am I just saying it because that's what women say? And most of the time, it falls into the second category. I'm just saying it. So it's both true that women dress for women, and that women don't believe when another woman compliments them, because these compliments are thrown around so frivolously.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Hi it's julie. Pot occur for the balanced mine. Meditation center latte settle our bodies down. It might be helpful to raise up your arms. Give your body. A stretch only fits comfortable and then release them down. Move your head around your neck. A big bowling ball and then get it. Sort of centered hunt happier shoulders. You might want to move your spine forward and back right and left and then sort of allow it to settle on top of your hips. Then we're gonna take three nourishing breaths in for four and out for six to really start calming down the nervous system too long on the x. Hail third one longer on the exile. Okay let your breath find its natural rhythm your eyes are either closed or they're in a general downward gaze if they're closed really let your eyelids feel so comfy and soft braff is slowing down. It's finding its rhythm. And you're noticing your breath either at the tip of your nose or your chester your belly relaxing your eyebrows releasing your jaws letting your face soften when you close your lips allowing your teeth to remain parted imagining a slight smile to the outside corners of your lips dropping that smile down into your throat softening and smoothing letting that smile drop down into your one precious heart josse and what's going on in there for a couple of weeks senior avs and letting your hips melt into what is supporting them now releasing your thighs your knees your calves. You're feats feeling what's under your feet feeling yourself. Rooted solid yet flexible and then letting your awareness move up to your shoulders so that you can roll relaxation down both your arms to the temps your fingers softening your hands. Healing your hands from the inside out your hands might be clammy or chili or warm just notice saying and then taking one or both of your good hands placing it somewhere in your worthy body feeling the warmth of your hands just as a reminder of the hug you're giving yourself today this practice that you're doing for your own wellness in connection with each other and the planet now where to go nothing to do right now and when you're ready releasing your hands to other comfortable and just spending a couple moments feeling your body breathing in and breathing out see if you can feel your whole body bring Vine waters coming back to your body breathing right here. Nothing you need to do. But notice your body. Breathing air coming in and air going out like waves in the ocean letting your mindset now depending on your particular internal landscape choosing a word that would be meaningful nourishing for you today to revenge on your end. Breath could be love or light or hope or faith healing harmony. He's fees to select a word to breathe in on your in broth right into your center late. You're out breath. Just just be let the word be pure without a story attached to it next time your mind wanders using it as an opportunity to relax baby take a big breath in and out and rededicate the practice to the word coming in Now.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"That you don't know cities and states and provinces continents you can take this goodwill and painted around the earth so that all beings all beings have less suffering and more ease. May we be safe. May we be happy. May we'd be healthy. And may we live with ease adding all plants. The animals ocean all things connected. Interconnected for peace and ease safety and love Now letting the planet go dropping back into yourself binding the piece in the center of your being saying the phrases. May i be safe. May i'd be happy. We i be as healthy as i can possibly be and may i live my life with ease just as all beings wish to be safe and free from suffering. So do i these phrases for yourself. Gusting near awareness. Deep in the center of your being.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"May you be healthy. And may you live with ease round and around repeating these phrases to this fish oil. Safe happy.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Letting your shoulder blades. Move down your back as you drop your awareness into your chest. Let's just take a few beats here. Settling the mind settling the body releasing your avs letting your hips release into what supporting you relaxing.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Hi it's julie. Pot occur for the balanced mine. Meditation center. Let's settle our bodies down. It might be helpful to raise up your arms. Give your body. A stretch only fits comfortable and then release them. Down does nice and open so you have good airflow. Your body is upright and relaxed. If for some reason you'd like to lie down that's fine to just.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Nourishing breaths in for four and out for six starting now.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Support that would be the best most helpful for you in this moment. Use your good hands on your worthy body and make it happen and then feel the warmth now resting your awareness on your breath letting your hands for lax. Just take a couple moments here to see and feel your body breathing in and your by breathing out might be easiest at your nostrils or your chester your belly but just pick one of those places and feel and see your body breathing in and your body breathing out letting your mind get a little quieter as you. Rest your awareness on your breath Now opening your awareness to your whole body imagining breath going in and out your skin. Your whole body breathing. Xl really imagining the energy. Going out past your skin. Now thinking of a word that you'd like to breathe into yourself today. Could be peace or ease or hope for love or healing taking a word in on your end breath just for you like somebody's whispering a little love note in your ear just for you taking it in then because we are these vessels for good breathing a word out and it could be to a specific individual in your mind's eye that you love or that suffering or could use a little boost today where you could just painted out over the globe to all beings a word on the out breath mof peace fees. Hope whatever it is.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Precious heart of yours is doing today. Can you feel your heart beating blood pumping dropping down now into your abs- and releasing your hips into whatever is supporting you.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Now let your breath find. Its natural rhythm by is alert relaxed up. Your spine is iraq but flexible. Your breath is easy and then relax. Your is a lecture forehead and your eyebrows. Release any tension in your face hinge your jaw to take a couple moments there really softening your face when you closure lips. Allow your teeth to remain parted. And then imagine that slight smile to the outside quarters of your lips. She that little gentle assist into the para sympathetic coming coming nervous system. Now where to go nothing to do taking kabul moments just saying in feeling your body breathing in in your body breathing out letting your mind saddle dropping that smile softening your throat your neck allowing your shoulder blades to gently move down your back and dropping that smile down into your precious heart center placing a hand or hands where you find it soothing which could be on your heart or it could be your belly cradling your face hugging your arms holding your hands one of these soothing supportive touch places just as a reminder that you are giving yourself warm caring rounding loving attention right now only senior apps letting your hips release into what is supporting ill lexin in your thighs and your knees your caps your ankles and your feet if your feet are on the floor feeling the soles of your feet making cut taps with the floor now imagining roots extending down from the soles of your feet but also from your sit bones into the floor under the floor these routes reaching down down down down down down down down into the earth as these routes hold you into the bedrock you can sense the rich moist aliveness of your roots she down and also reaching out knowing intuitively that you are connected to every single tree in this room and hundreds and hundreds of trees that you can't even see sharing information nutrients world in the under story holding you tight feeling that connection A a tree coming up. You got this incredible straw tree trunk hot. You can imagine what kind of tree you'd like to be or you could be just sort of an in everything tree and then you've got branches reaching up to the song the win district ruffling your leaves. You've got sunshine. You're creating this magnificence exchange for the planet lear cruel oxygen and photosynthesis going. And you're this and dori connected strong yet. Flexible part of the planet being the trae mind.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Face during.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Hi it's julie. Pot occur for the balanced mine. Meditation center. Okay let's start a little differently today and as long as it's comfortable through you. I'd like you to raise your arms on the inhale and lower your arms on the exhale. We're gonna do that three times raising your arms on the inhale lowering your arms on the tail. One more time raising your arms now letting it out with the cy. Now as long as it's comfortable lifting up your shoulders and letting them move down your back. We're gonna do that three times rolling your shoulders back down o k and now finding your seat finding your seat on your sip bones.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Compassion in and breathing compassion out. He said peace out. Love en la out a now staying in the meditation. And letting go of the words breasting your awareness once more on your breath noticing. How your body feels any thoughts or feelings our emotions allowing them to just drift by Taking in the words of this poem by brother. Richard called ordinary miracles. Just letting it float through your mind brother. Richard says today. I am so tired. I have no space in me for.
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"To go right now. Nothing to do but notice your breath. You need a little bit more of a an anchor. You can count your breaths..
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"And <Speech_Music_Female> <Speech_Female> <SpeakerChange> <Music> <music> feeling <Speech_Music_Female> yourself <Speech_Music_Female> sitting here <Speech_Female> wishing <Speech_Female> these wishes <Speech_Female> for yourself because <Speech_Female> you <SpeakerChange> <Music> deserve it. <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <SpeakerChange> <Speech_Female> <Speech_Female> Feeling your body <Speech_Female> and your breath as you <Speech_Female> wish these <SpeakerChange> things <Speech_Female> for yourself <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <SpeakerChange> <Music> <Speech_Female> Cpa feel <Speech_Female> your heart beating <Music> <Speech_Music_Female> <Speech_Female> if <Speech_Female> any parts of your <Speech_Female> body got tight. <Speech_Female> Let <Speech_Music_Female> them go and relax <Music> them. <Music> <Music> <Music> <Music> <Music> <Speech_Female> Feel your <SpeakerChange> body breathing <Music> as a whole <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Speech_Music_Female> <Speech_Music_Female> Now <SpeakerChange> letting the <Speech_Female> words go anche <Speech_Female> <Speech_Female> in the meditation <Speech_Female> and just <Speech_Music_Female> seeing what <Speech_Music_Female> thoughts <Speech_Music_Female> feelings and emotions <Speech_Music_Female> come up <Music> <Music> <Music> <SpeakerChange> <Music> a <Speech_Female> if <Speech_Female> you can let them blow <Music> past like <Speech_Music_Female> clouds <Speech_Female> on the big sky <Speech_Music_Female> of your <SpeakerChange> mind <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <music> <Music> <Music> <Music> <Music> <Music> <Music> <Music> <SpeakerChange> <Music> <Music> <Speech_Music_Female> now staying <Speech_Female> in the meditation <Speech_Female> taking in the <Speech_Female> words of this <Speech_Music_Female> power. <Speech_Female> Your mind feels <Music> bic today <Music> <Music> <Speech_Music_Female> by using tune. <Silence> Woo <Speech_Music_Female> <SpeakerChange> <Speech_Female> a local <Speech_Music_Female> san diego <Speech_Music_Female> poet <Speech_Music_Female> an cognitive <Speech_Music_Female> neuroscientist. <Silence> <Speech_Music_Female> <Speech_Female> Your mind feels <Music> big today. <Music> <SpeakerChange> <Speech_Music_Female> <Speech_Music_Female> You watch <Speech_Music_Female> as leaves <Speech_Female> <SpeakerChange> skate off <Speech_Music_Female> on a gust of <Silence> wind <Speech_Music_Female> <SpeakerChange> <Speech_Music_Female> <Speech_Music_Female> when you were five <Speech_Music_Female> you <Speech_Music_Female> galloped <Speech_Music_Female> because you <Speech_Music_Female> were a pony <Music> because <Speech_Music_Female> the sun <Speech_Female> made streaks across <Speech_Music_Female> the floor <Speech_Female> <Speech_Female> because your legs <Speech_Female> could bend <Speech_Female> and <SpeakerChange> lips could <Silence> winnie <Speech_Female> because <Speech_Female> your thoughts were <Speech_Female> always flowing <Speech_Female> flying <Speech_Female> tail <Speech_Female> main <Speech_Female> through clouds <Speech_Female> in rainbows <Speech_Female> as you tied your shoes. <Music> <SpeakerChange> <Speech_Music_Female> And now <Speech_Female> <Speech_Female> you <SpeakerChange> ponder <Speech_Female> metaphors. <Speech_Female> <Speech_Female> It's august <Speech_Female> and the clouds <Speech_Female> are fat <Speech_Female> like jellyfish <SpeakerChange> <Speech_Female> or couples. <Speech_Female> <Speech_Female> You see distant <Speech_Female> sky <Speech_Female> over rust <Speech_Female> red hills. <SpeakerChange> <Speech_Female> <Speech_Female> All your life <Speech_Female> <Speech_Female> you felt. <Speech_Female> You're headed <SpeakerChange> somewhere. <Silence> <Speech_Music_Female> <Speech_Female> You watch <Speech_Female> to sycamore <Speech_Female> leaves. <SpeakerChange> <Speech_Female> Turn cartwheel's <Speech_Female> side <Speech_Female> by side <Speech_Female> along <Speech_Female> the sidewalk. <Speech_Music_Female> <Speech_Female> <SpeakerChange> You <Speech_Female> still have <Speech_Female> far <Speech_Female> to go. <SpeakerChange> <Speech_Female> <Speech_Female> Your mind feels <Speech_Female> big today <Speech_Female> by <Speech_Male> king. Choon <Music> will <Music> <Speech_Music_Female>
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Or even holding your hands but one of these supportive touch places a noticing the war for your hands and your breath when your hands get weary relaxing them to your lap breathing in and out now through your heart imagining your body as a whole breathing through. Its skin Thinking about your energetic body your mind has wandered bringing it back to your breathing in and out through your whole body Ooh Now your energy breathing in and breathing out. How with your whole body connecting and mingling with the energy of all other beings breathing in and breathing out including plants and animals. Everyone sharing this globe earth pulsing with life the over story the under story all of us together a The truth of the trees that communicate underground helping each other out. Even though they're different species sharing nutrients and carbons root systems glorious fungi communicating and up here on planet earth our energies connected breathing and we carry the memory of our ancestors and their energy wherever it may be yesterday was holocaust. Remembrance day today is to fahd. And i think in my heart and in my mind those two days are linked by our mere existence by our miraculous connection to all things to the energy of all those who came before us our energy plant and animal energy the energy of the solar system. One big flow. We experienced some rain in california. The meteorologists said it was atmospheric rivers..
Balanced Mind with Julie Potiker
"julie" Discussed on Balanced Mind with Julie Potiker
"Hi it's julie. Parker for the balanced mine meditation center. Let's find are comfortable meditation position with our spine nice and straight but not rigid. We're gonna take three gorgeous brats in for four and out for six breathing shutting your islets down okay if you prefer a general downward gaze instead of having your eyelids all the way closed of course that's fine. The point is to just turn your attention in word and allow your mind to settle. Your breath is easy natural now. You allowing your awareness to rest on your breath as you relax your eyebrows and relax your eyes a release your jaws let your teeth open and then imagine softening the inside of your mouth releasing relaxing the inside of your mouth and.