Listen to top audio clips on MLS

Real Estate Coaching Radio

23:49 min | 6 d ago

A highlight from How To Turn Your STRESS Into SUCCESS!

"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Welcome back. Today we're going to be talking about how to turn your stress into success. Here's a simple fact. All of us, no matter how organized you are, no matter how drilled down your schedule was, no matter how perfect you think you got things going for you, you're going to experience stress. It's normal, but how you react to the stress that you're experiencing, that is something that you can actually control to a great extent, not 100%. So what we're going to do today is we're going to go through, it's going to be a two -part podcast. We're going to go through a system where you can essentially acknowledge your stress. I'm not going to say manage your stress or manage your time, because those things are often unmanageable, and the very prospect of trying to manage either actually causes you more stress. That's true. Which is ironic. But what we're going to do is take you through a process so that you can really turn what mostly is an unconscious reaction to something external into something that you will find that you can derive power from and focus. So get ready to take notes, and as always, all of our notes are available down below in the show description. If you're on iTunes or YouTube or, hey, we're now on, what's that new video platform called? I forget. Anyway. Something new. Something new where videos actually are also living. And all the other, Spotify, Amazon, everywhere. We're on Google Listen and everywhere. So yes, everywhere that the podcast is listened to, you can also find the notes for our show. We oftentimes will put all of the notes that we're using. Notes are all copywritten, of course, but at the end of the day, we want you to feel free to use these when training your own agents or maybe your small brokerage, whatever. This content is designed to help you first, and then hopefully you're going to help others with this information as well. And while there also, there's a lot of links in the show description below, and you can join the premier coaching program. There's information about our eXp Real Estate Group, which you might want to consider joining all kinds of good stuff. So just scroll down and it's all there waiting for you. So Julie, let's roll into your points. Yes. And it is true that one of the most common questions we get from podcast listeners and coaching clients when you guys text us or reach out, it sounds, you know, it comes in different flavors, but it usually sounds something like this. I feel out of control with my time. I'm spending a lot of time chasing after scarce listings from my buyers, negotiating multiple offers on my own listings, and then putting out fires on my pending deals. So how can I get back into control? You're wondering what's okay to stop doing, or you should be wondering what's okay to stop doing, and what must you never drop when you're feeling out of control. There's an old saying that goes like this. If you're not controlling your time, someone or something else always will. So we're going to give you a multiple step plan. It's a little bit of this is mindset, how to control your, how you're thinking about it, and some action steps. So here are things what to get rid of and what to keep. Well, I mean, just reading your description there gave me a little bit of stress, I have to say. Did you do that on purpose, Julie? No. You'll feel better by the end, I promise. I wanted to share with them something, because the thing that actually drove my stress up a little bit when you were talking about not enough listings, guys, in the next few days, we're doing a podcast that is, I think Julie is now, what, 30 different sources? Yes. I'm actually excited. And in a couple of days, we're going to do a one -part podcast, which is all of the different online sources, resources, other than your MLS, to find listings. And there's quite a variety. We're going to talk about farms, land, ranch, commercial, normal residential, vacation properties, foreclosure, everything. But what we're doing is we're actually giving you guys links of where you can go to find homes that are for sale that are not in the MLS. That's the main thing. So the notes already have, I think it's like 25 or 30 different websites, mostly, well, I mean, they're all websites, where you can click on the link and then you can be taken to a list of a source of homes for sale. Again, these are not in the MLS. And these are almost all nationwide, by the way. Right. And we're going to be doing this the next couple of days. So yes, if you are feeling stressed from not having enough inventory, we're going to cure that in the next couple of days, listen to the podcast. All right, Julie. So part one. You got it. All right. So let's see. What to let go of versus what to keep. So let's see part one. Number one, mindset check. Are you really that busy or are you just disorganized? Take a day to get real about what you're actually managing. Sometimes just dedicating a day or even two days to getting a grip is all you actually need. So don't keep telling yourself you're overwhelmed. Instead, your affirmation is that you are surrounded by opportunity. Isn't that more accurate? This is why this is the first step. When you do that first, you'll realize that your state of overwhelm is actually temporary versus allowing it to become a lifestyle. So I don't, I didn't scan your notes, but did you talk to them at all about the brain dump? I didn't. Yes. You can add it right in here. I was thinking this would be a perfect spot. Bonus point. One and a half. That's right. Bonus point. One and a half. So one of the systems that we've used for decades, especially with coaching clients, is when they're feeling overwhelmed. Take a tablet of paper and I don't know why tablets of paper where you're writing it out is more effective than if you're typing it out. Typing it out almost, I don't know, it doesn't stick in your brain as much. So take a tablet of paper. Take like maybe one of those long yellow legal tabs or tablets and then write down everything that's in your brain. Don't stop writing until essentially everything that's in your mind that you think you should be thinking about is completely cleared out and you can do personal and business and go through every single thing. So that's the first cure because what you're going to find out oftentimes is that you're going to start, like you'll write down maybe 10 or 20 different things and then you're writing them down in different versions. Like you're going to say, take in the dry cleaning and then you're going to realize that you wrote that down as the fourth thing and now you're seeing that you write it down as the 18th thing. In other words, what you'll discover is a lot of thoughts that you're having that are feeling like they're, you know, bogging down your ability to think clearly are the same thoughts. In other words, you don't really have that many things that you think you have more going on in your head than you actually do. So when you write all this down, then you're going to look at this list and there's three filters that you run all these things through and it's called do it, delegate it or ditch it. So the things that you absolutely positively must always be doing are going to be the things that fall into the five categories of the things that make you money in real estate, which is proactively generation, you know, obviously prequalifying, presenting a lead follow up, negotiating, those types of things that we teach in premier coaching. Those are the things that you should not be delegating and you have to do it. So the do it category are the things that you absolutely positively should leave on your list. The delegated category are, there's lots of things you could be delegating, lots of things you don't have to be doing. Lots of things that may be frankly under the delegation category are things that maybe not only not don't have to do yourself, but maybe don't need done at all. In other words, you put them on your list, you thought they were important. Somebody told you they were important, maybe even, and guess what? They aren't important. So get rid of them. And then the last one is ditch it and that's where essentially the lot of the things in your second, you know, the delegated part, they're going to go to the ditch it category and just completely remove them from your list. Or another thing to do is if there's longer term projects or things you wanted to be doing, write them on a completely separate list and then segment your list. But the most important thing is if you want to really get control, and this is a good, this is a really, at the end of the day, this is a mindset point, but if you really want to clear your brain and start feeling a resemblance of control, I did, did this just the other day. Honestly, I had a big, uh, to do list and it was, um, I keep lists. I'm a list guy. I know a lot of people have different systems for it, but lists work for me because I derive immense pleasure crossing them out. Yes, it is very satisfying. That's why it's very cathartic to take a damn thing is bought in that damn list and getting rid of it. Bye bye. That's right. I enjoy that. So that's my payoff. But there's a system. So do a delegated or ditch it, but start out by doing what we call a brain dump and write everything down and then go through it. And then you'll start seeing after you actually write everything on a piece of paper, you will feel better. You will feel some sort of a cloud will lift. It will. It really will. Then you look at all the things are floating around your head and like I said, remove the duplicates first because a lot of them will be duplicates and then go for a do it delegated or ditch it and then you know, move forward. That's a simple system. Well, that's a perfect 0 .1 and a half because remember we started by saying, are you really that busy? Are you just a bit disorganized? Maybe your mind is feeling disorganized because you haven't written it down and done the brain dump, right? So that goes hand in hand. And speaking of the do it part of the do it, ditch it or delegate it. Point number two, proactively generation cannot stop. This is the first thing that agents drop when they get even a tiny bit busy. You must actively pursue new qualified appointments every single work day. And it is the most important action that you take daily, whether you have a, whether you have pending transactions or not, whether you have active listings or not, always on every call, whether it's a home inspector or lender, a past client or a pending ask, you guys should know it by now, whom do you know who could use my help buying or selling real estate or Tim's version, which I like even better. What two or three people do you know who could use my help buying or selling real estate? So make the commitment to a minimum standard of contacts every work day, even when you're feeling busy, refer to our previous podcasts about how to list and sell the homes that you need to sell your magic number as well as lead generation from best to worst. We've done so much work on this with you guys on previous podcasts and in premier coaching. So I'm going to actually, I'm going to reinforce all your points, but I'm also going to give these guys a bit of a relief valve. I have coached people who are just for some reason wired to be disorganized. They're wired to basically be Liberty Gibbets bouncing here, bouncing there. That's just how they are. But then yet they're very successful. And why are they very successful? Because they always lean back into the things that are going to make them money. And oftentimes they have really vibrant personalities and people like them, despite the fact that they're wearing shoes that don't match and you know, things like that. All right. So how do, what's the solution when you're coaching somebody like that? The solution is not trying to find them a solution. The solution is just making sure they do to the three to five things every single day that they should be doing at a high level and then holding them accountable as three to five things and then giving them permission to be whatever the hell they want to do with their time the rest of the day. In other words, they can't, it's too much emotional stress for them to be held to a schedule for more than maybe two or three hours a day at, you know, in other words, they can only really, let's air quote here, time block two or three hours a day. So what are the things they should be doing in those two or three hours? And Julie and I talk about this on the podcast all the time, but obviously Julie's pointing about proactive lead generation. We want to talk about, you know, if you had a listing appointment, presenting, negotiating, all those types of things we teach in the coaching program. But really guys, if you really want to know how to really feel long -term control of your day, your day should come down to having mastered the art and science of really doing only three to five things every day. And those things are, in our opinion, now you can modify, but this is sort of a holistic approach to this, right? You need to be making your self -determined number of contacts per day as determined by your real estate treasure map, which we give you in the first level of Premier Coaching. So whatever your number of contacts per day, you need to be making those per day. You need to be having done all your lead follow up by the end of the day. I'm giving you a whole bunch and you guys choose which ones. Ideally, when you are very, you know, essentially advanced as a proactive lead generator, you should be setting one pre -qualified listing appointment per day. Julie and I are huge advocates of doing some sort of physical workout routine every single day, taking some kind of supplements every single day, showing overt gratitude. You know, I love you Julie, I love you Tim. You know, showing overt gratitude to the people that mean the most to you every single day. If you just basically write down the things that you have to do every single day, the accumulative effect of doing those things every single day will pay off in ways that you can't even understand. It's a multiplication effect. There's a compounding of duplicating those efforts. The obvious one being is that if you're working out and you're, you know, hopefully taking care of what you eat, you're going to see, not right away, but over time, your energy level increases, your physicality increases, same goes with making contacts. But the key to making this work is do those same things every single day and then often will come down to doing what you don't want to do when you don't want to do it at the highest level, which by the way, is the founding principle of our coaching program, but also of anyone I've ever met in life who's successful at any level. They knew that they had to do what they didn't want to do when they didn't want to do it at the highest level over long periods of time. And that's what we're prescribing to all of you guys as well, because it does pay off. So really, if you're wanting to get in control, but you're absolutely one of these people that can't be in control as your coach, I give you permission not to be in control for anything other than those two or three hours, ideally in the morning, because when you get those three to five things done every single day, even if the rest of the day is like a, you know, high speed roller coaster, it does not matter because you did the most important things. Well, that's right. That's the most important thing that you said is what you do with those two to three hours is what's critical. What you're not doing is giving them permission to just say, well, I'm just a disorganized person or go on Instagram or make a bunch of TikTok videos or do a bunch of passive lead generation or go on Facebook and take a bunch of surveys. All this silliness that doesn't lead to anything. That stuff doesn't count. Okay. So we're talking about what to keep and what to ditch. Point number three, deadlines cannot be ignored or procrastinated. You can lose a deal by losing track of time or having misunderstandings with the other side. So remember that people scan through DocuSign without really realizing what they're signing or remembering it or being able to even find it again. You can't be part of that. So use a transaction coordinator if that's getting out of control or if you're your transaction coordinator, you have to be careful with your earnest money deposits, contingency releases, inspection dates. Don't let those fall behind just because you're behind. Get clarity and or get help. And I'll tell you what one of my coaching clients does is when she does new transactions. Yes, of course, that's all in DocuSign and transaction management and transaction coordinators and all that. But in also her alarms, in her phone, she gives herself two or three day warnings. There's a contingency coming up. You've got to release that so that even if she's really super busy showing houses, maybe she's got somebody coming into town and it's a really intense appointment weekend. The alarm is going to save her butt. So that's just a backup plan. There's lots of different things that you can do. But this is one thing that you really can't blow off because it could cost you a deal. Well, I'll give you some exciting news. I know because you and I are investing some frankly, some money and time into developing some A .I. bots and apps for our different businesses, that there are absolutely people that are developing A .I. right now to work directly with the major CRM or transaction management platforms. So agents are going to be able to have an A .I. bot that's essentially going to act as a real live admin who's going to oversee the entire process. It's amazing. And ChatGPT4 and Bard and all these others, this week, ChatGPT4 is releasing a version for their paid users where essentially it's going to start using voice. So remember we were talking about on the podcast yesterday about all this? Well, the technology is here. So you're going to start having a voice. In other words, it's a real human voice. It does not sound like an old fashioned answering machine. That's good. And you know, I just laughed at myself because how many people? They don't know what an answering machine is. Right. Anyway, so back to 2023 or 2024 when you're listening. So the moral of the story is that there are going to be massive advancements in this A .I. technology that's going to make your lives a lot easier, which will give you a lot more room and time to spend on the things that matter most. That's assuming that you know what those things are and you actually know how to do them. That's what coaching is all about. And yeah, a lot of this technology is going to be coming through. I shouldn't maybe necessarily say this, but I know eXp Realty is working on developing a lot of these A .I. bots. Glenn Sanford is unbelievably intelligent about creating these technologies that streamline a lot of agent processes. And really, there's no downside. The experience is better from the customer's perspective, the agent's perspective, the broker's perspective. So all that's coming to a brokerage near you, assuming you're with Juli and I at eXp Realty. There you are. All right, now our final point for today is maybe one of my favorite points in terms of getting agents and brokers really organized and giving you peace. And that is point number four today, keeping your visual accountability, your whiteboards updated. You can't ignore that. You can't put it off, update it every day. In order to know if you are on track ahead or behind, keep that updated. Don't ignore your boards just because you feel like you're currently on track or ahead or hide out from them if you feel like you're behind. Not tracking your business is what will make you behind in a matter of days or weeks. Now, there's a rule in aviation called the one in 60 rule. When a plane veers off its course by just one degree, it misses its target destination by one mile for every 60 miles it's flown. Isn't that interesting, right? It is. You think it's just one degree. What's the big deal? I can find the airport, but maybe it's not the airport you were looking for. You're the plane. Stay on course. Visual is accountability the dashboard of your business. I have to say, Tim, I know you've had this experience too. Once agents start really embracing the visual accountability, and yes, we know you've got all this kept track of in a spreadsheet or your broker tracks it or whatever. We're talking about in your office on whiteboards in front of you. It works because it is visual. They'll say, oh, my gosh, I just feel so much more peaceful knowing and seeing I've got this many listing leads. I've got this many active listings. I've got this many pending, and I've got that many closed, which means I'm exactly three deals ahead of where I should be based on my treasure map. A lot of the stress in real estate really in life is just not knowing stuff, right? Not knowing about your finances, not knowing about what's going on inside your contracts, not knowing whether you're on track ahead or behind. It will give you peace to know. Well, the dry erase boards are the reason that obviously we know about all the technologies and all the widgets that give you creative dashboards that show you all your key performance indicators and all those things. We use those things in our business as well, but it's what Julie just said. The problem with all that technology is that you can hide from it, and it hides from you. A dry erase board, especially a large dominant one, and I was thinking when you were talking how when somebody, we get Premier Coaching clients, they'll post pictures of these big -ass dry erase boards, and they'll put them up on their walls. I'm talking about the monster ones, and that's the only way to do it because it doesn't leave any typically room for anything else on the wall. Tell them what the dry erase board should be because not everybody is a coaching client. Yes, well, they should be, and we'll tell them about that in a minute. What should you track? I like to think of it chronologically, right? Every transaction that becomes a closing starts as a lead, so you track your especially listing leads. Right. I'm looking at my wall. I want to know what the dry erase boards are. That's what I'm saying. I want to know which of them are. Okay. The first dry erase board is? Leads because everything starts as a lead. Okay. Then it becomes a listing. That's the second board is active listings. Okay. Then the last one is closings. You have one in between, pendings, and then you have closed. If your goal is to close 24 transactions, your closed board will be one through 24. As they travel through your boards, they land on the closed board, and you can see, are you on deal number three? Are you on deal number five? Where are you versus where you should be? On the closed board, sellers are in red, buyers are in blue. The other thing you can also do, and this is really fine tuning all of the accountability you have for yourself, is write down on the closed board what the price was and what the commission was, and then also really drill down on what the source of the lead was. We've talked for literally thousands of hours on this podcast of the importance of never just going by how the lead actually showed up in your life. You're going to need to ask secondary and sometimes third. What would be it? Cursary? Tertiary. Tertiary. That's right. That same question more than once. You need to ask them, who originally referred you to me? Where did you originally find me? How do we connect it? The story that Julie and I tell that seems to work is we were in our office when we were selling real estate, and one of our chief transaction coordinators was this gal named Kelly. Kelly was using a prequalification seller form, so she had at her desk buyer prequalification for him and seller prequalification for him. So Julie and I were in our office, and she was doing the seller prequalification, and one of the questions was halfway through the script was basically, so why did you decide to call Tim and Julie out for the job of selling your home? I think that was the question. And she wrote down the answer, but she didn't listen to herself ask the question, and she didn't watch herself write down the answer. So she asked the question two times in a row, and the first way that they answered it was like a sign or whatever. And then she asked the same exact question, and then they answered it, and we watched as they wrote down that it was a referral from so -and -so. And so that was the real tip -off that if you don't ask for what like drill down and really dig into where they're or why they're contacting you, you're going to make the mistake of assuming that they basically are contacting you because of Facebook. Because what happens is that you're at Orange Theory, somebody asked you for a referral for a roofer. You're going to say, Jack's roofing, I don't necessarily have his phone number, my phone's in my car, whatever it is. But the person you're going to talk to remembers Jack's roofing in, say, Georgetown, Texas. So they're going to go and they're going to drop into Google, Jack's roofing, Georgetown, Texas. So the first thing that's going to come up is Jack's Facebook business page, let's say, or Instagram or whatever the hell it's going to be. And then you're going to message them through that app, and then Jack's going to get the message from Facebook that you are interested in having your roof fixed. All the while, Jack's going to then assume, hey, my Facebook campaign is working, you know? Of course. Look, I'm going to post more pictures of my lunch every single day, evidently that's generating business for me. Right. All the while, the real reason that Jack got that lead was because it was a referral from somebody you knew at the gym. You guys get the point? So if you're not asking those real drill down questions, you're really going to lose contact with the source of your business. You're not going to realize how much of your business comes from the things that don't cost any money, signs, for example, centers of influence and past clients, for example. People you maybe like, they could be somebody that an old neighbor, oh, you don't even know. You're going to have to ask. And that's what you'll self -discover, what Julie and I have been coaching all you guys for decades, is the percent of business comes from any kind of marketing and advertising is typically less than 10 % because most everyone chooses who they're going to use as a real estate professional, like 90 % based on the things we coach you guys to do, which cost you no money, which aren't anything to do with marketing, branding, and advertising. Don't misunderstand what I'm saying. Back to the roofing example, had Jack the roofer not had a business Facebook page and that person had gone to Google and tried to search for him, he may not have ever found Jack's phone number to actually make the, you know, to get in contact, right? So it's important that you have a presence online, but you've got to see it for what it is.

"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. And Julie, today is part two, and we're focused on the 15 reasons why your listings won't sell. If you did not listen to part one yesterday, well, obviously you want to start there. And the intent of today's podcast and yesterday's, of course, is to give an immediate boost of motivation and direction for those of you who have listings that aren't selling. But for those of you who have no listings, here's the idea. Use this information when maybe speaking with a prospective seller who happens also to be an expired seller, because when giving this information to them, they're going to immediately realize that you're more professional, giving them maybe the exact reasons why the property didn't sell. Another great idea is use this information for your social media. I can see a lot of you guys making this into little short videos or obviously just all kinds of different posts. You can use this for about anything, because guess what? We're giving you our notes. They are waiting for you. Just scroll down. If you're over on iTunes, Spotify, if you're on YouTube, it does not matter. You just scroll down. Our notes are there. And when you're there, make sure you guys join Premier Coaching as well. Click on over. Check out Premier Coaching. You can join Premier Coaching for free, and it does entitle you to a daily semi -private coaching call with one of our Harris certified coaches. We know you love this podcast. This is the number one downloaded real estate, daily real estate podcast for real estate agents in at least the United States. Might even be number one in other countries. I don't really bother to look. But the moral of the story is this information is just training. We do our best to do a great job training you, but this is just training. So if you love this podcast, you won't believe the experience you have when you join our Premier Coaching community. So make sure you click on the link. Join Premier Coaching. Now, if you are not able to click on the link and you want to join, maybe you're on desktop or whatever, that's fine too. Just go to premiercoaching .com. All right, Julie, let's pick up where we left off yesterday at point number eight. Yes, these are all reasons why your listing may not be selling. I think it's also a good checklist. You could look at this as top 15 things that you don't want to screw up when you take your next new listing going into it, right? So lots of different uses for this content. Point number eight, the listing could be in the wrong pricing segment. For example, if you're listed at $509 ,000, you are possibly the least attractive listing for a search from $500 ,000 to $750 ,000. That should be, and anybody experienced when you look at $509 ,000, you know it should be $499 ,000, to make it the best option for somebody searching, say, $350 ,000 to $500 ,000. Now some would argue to just price it at $500 ,000 even that way you capture both of those types of searches. What's your opinion on this kind of strategy? You know, honestly, it depends on the price point because you can do bigger swaths of because obviously, well, I mean, maybe not obvious to everyone, but upper -end buyers will be searching in much larger price segments. In some cases, guys buy over a million dollars. Someone might look from a million to two million or something like that, but I would say in the normal priced home, say anything $450 ,000 and less, you need to make it so you're priced as accurately as possible. When Julie and I sold real estate, one of the things we'd do is we'd bring with us, and you guys should do this as well, from the MLS, essentially what we'd do is we'd say the house was $400 ,000. We would take maybe from $250 ,000 up to $650 ,000, and we would show them where they had the highest probability and what price segment to sell the house. Because sellers obviously always want to overprice, I mean, who doesn't, right? So let's say the market's saying, remember, you're not saying I'm saying, you're not saying my CMA, you're saying the market is saying that the house is worth, say, $499 ,000. Well, it might, or rather, it's worth $499 ,000, but the seller wants to put it up for $525 ,000. But if you look between, say, $500 ,000 and, say, $650 ,000, maybe in the last 90 days, there were only eight houses sold in that price point. Whereas if you were to look, say, for example, $350 ,000 to $500 ,000, there may be like 30. So if you drill down, you show the seller this actual information, you can explain to them, Mr. Seller, that extra $25 ,000 is actually less than the probability of your house selling by, giving my example, what, $3 ,000 to $4 ,000. So you definitely want to put it in the right price segment. And here's the nice thing, Mr. Seller, because your house is really truly exceptional, I definitely understand why you think it's worth $525 ,000 in this market, just despite what the CMA is telling us. But when you price it at $499 ,000, someone's going to see that overwhelming value, and they actually might, because we'll have multiple offers, that house, your house, might actually end up being at $525 ,000, but we have to capture those buyers to begin with. We want to be the first thing that they want to see. We want to be the house they're dying to see before anybody else can get to it. Exactly. And we want to make it so that when they walk in that front door and they see the house, because you've positioned it correctly, that they are like almost panicked because they need to somehow make an offer immediately. That's the emotional response you want from a buyer. That's right. Okay, now number nine is similar, but with a little twist. The listing might look clearly overpriced when compared to its competition. For example, if there are 10 listings that meet a buyer's criteria and your three bedroom listing is priced as if it's a four bedroom, you're always going to look overpriced and go to the bottom of the showing list. Now let me edit that, or not edit that, but let me add to it, okay? When Julie and I were selling real estate and some of you were in similar situations, you might be selling real estate in an area where there's mostly four bedroom houses. Now somebody had the bright idea of building a three bedroom and what would have been the fourth bedroom turns out to be the loft, but if you don't put in the, if you list it as a three bedroom, you will get no showings. So you list it as a four bedroom and then in the public facing description and in the agent, private description, agent to agent, you tell them that the loft could be the fourth bedroom and then you also want to get an estimate to make that fourth bedroom into a loft. But these are, again, little nuanced differences that if you don't get this right, you're going to have a listing that doesn't sell and guess who's going to end up selling the listing? The next agent who lists it because they know what I just said is a way of getting more showings. Now Julie, I think this would be a good time for us to give them the biggest closely guarded secret ever. Sure. You're already giggling and giving it away of real estate. So if you guys want to be successful as listing agents, I'm going to give you the biggest secret right now. Whatever you're doing, stop doing it. Turn the treadmill off, pull over the side of the road, okay? Put the glass of wine down, whatever it is you're doing. The biggest secret, how you can become an amazing listing agent. Here it is. Wait for it. Wait for it. Oh, no, no. I'm still making you wait. Now you're frustrated? All right, here's the answer. Have the listing when it sells. Yes. Be the listing agent when it sells. Some of you are in marketplaces where you're seeing listings that have been listed once, twice, three times the charm. Well, have the listing when it sells because it turns out that all the previous listing agents were overpricing it by 25 grand, negating or essentially removing the 50 or 60 % of the prospective buyers, and you just simply price it at $4 .99 and you sell it in 22 seconds. Everybody who's ever worked expired listings know what I'm saying is true. Sometimes the tiniest little, almost silly, stupid things that people overlook are the exact reasons why something won't sell, and that's the exact reason why you will be the listing agent when you will have the listing when it sells, thus you will have learned the secret of being a successful listing agent, have the listing when it sells. And then you get to put your sold sign in the neighborhood. All right. So point number 10, the listing has a confusing floor plan. Well, you might think this is not something I can fix, but for example, a modern home in a colonial area or split levels or anything unusual for your market needs to have extra staging so buyers and buyers agents understand how the floor plan can work. If you can't tell what a room is supposed to be, the home just won't resonate with a potential buyer. That one's a hard one because there's lots of different versions of that, and sometimes staging, you know, sometimes it just needs to be vacant. Let me just wander into this one, all right? So some of you are selling in homes in areas where the houses were built in the 50s and the 60s and the 70s. Now a lot of you are going to have these really truly bizarre floor plans, like, I mean, what were they? Conversation pits? Stuff like that, yeah. And like some of you guys, you don't even know what a split level is and you're blessed for not ever having to deal with that, but here's what a split level is. You walk in, you're in a foyer, and there's a staircase that goes up and a staircase that goes down, and you must choose. You have to make a decision right now because standing there, you're only standing in the eight by eight foyer. Exactly. You have nowhere to go but up or down. Now you, be careful that you don't bring those, so like, for example, if you're in an area like that, typically split levels don't sell as fast, and agents will sometimes not want to show the split levels because of their personal biases. Well, it turns out that the buyer that you're working with might actually love the fact that there's very clearly defined informal living space and formal living space. That's how Julie and I always split, you know, marketed split levels when we had to deal with them, frankly, is because downstairs is a completely segregated area from the upstairs, which means, you know, it's more of a fun place to be with your family kind of thing. Or it could be a Zoom room or a home office or, you know, you have to be creative. You have to help somebody understand how to use those types of houses. Right, exactly. So, yes, that one's always interesting. But also, Julie, you said confusing floor plan. And when you guys take your appraisal classes, you're going to find out there's such a thing called an obsolete floor plan, but, you know, so it's devalued for the sake of an appraisal. And you'll see it reflecting in similar homes. They're just not selling as fast. They sell for less money. It's your job to understand all these things so you can show the seller the facts about the market, which, by the way, 99 .9 % of the sellers already know all this stuff anyway. I may be telling you. Point 11. Point 11, the listing has negative feedback that never gets remedied and the price doesn't improve to reflect that. Repetitive, negative feedback. That is a major thing that causes listings to expire. Assuming they're getting feedback. Assuming they're getting feedback. Now, here's the thing. Sometimes, again, we go back to the seller, most of the time they know that because it's been bothering them. It may be even the reason that they're moving, right? So you have to remedy negative feedback and that gets back to using showing time and doing your own research and asking, you know, you guys haven't really had to call the previous showing agents to ask them what their buyer thought because before the answer was, well, we want to buy it along with the 10 other offers you were getting. You haven't had to do this, but now if it's sitting, you have to be proactive. You have to find out which of these 15 things is the problem. By the way, the house might be fantastic, but it turns out the sell, the neighbor always comes over and jawbones with the buyer and the neighbor is a little bit, let's just say unbalanced and they are essentially in the buyers. Exactly. There's all kinds of weird things that happen. All right. Point number 12. Number 12. The listing has too many personal items like family pictures, degrees on the wall, specific artwork or collections. These things can distract the buyer from focusing on the property and how they would live there. Remove all family pictures. That's rule number one. Remove anything that it's to it. Just listen what Julie just said and you can explain this to your sellers. They don't, when someone walks in, you guys do this too, and someone's got their degrees up on the wall. Someone has their family pictures up on the wall, anything like that. People are just going to go and want to look at the family pictures, right? They're just curious. Do I know this person? They're nosy. They're nosy. Yeah. And you know, there's other things too. Like, you know, when we lived in Texas, it was fairly normal to have mounts on the wall, you know, animal animal heads and that was mostly okay in Texas with most people. But there's areas of the country where maybe that's the one person in the entire state that thinks that's cool. So know your market. Think about what you just said. So Austin, Texas is like basically a California light as an essence, right? So Austin wasn't always like that. So if you had gone, if you had been in Austin, say 20 years ago and you'd went, walked into someone's house and there's most likely going to be some sort of head on the wall somewhere. I mean, you know, just this elk, deer or whatever it is. Well, if someone's from California is, is moving to Austin and they walk in and there's, you know, again, somebody's hunting trophies up on the wall, chances are that's not going to work for that particular type of buyer. You guys get the point? Yes. I think, I think it was, uh, it was either in or some somewhere I came across, uh, last week there was just a fun little story that was, it was like top 10 showing fails. And the top, it was, they were interviewing luxury agents and one of them said that they had this listing where the seller had a collection of snakes. I kid you not. And the seller, because there were so many of them, insisted that he wasn't going to relocate what he called his snake room. Now they were in cages, but still, isn't that going to creep the buyer out? I think so. I wonder exactly how many you have to have for it to be considered a collection. I don't know. I mean, it's like, it's more than, it's gotta be more than 10, but it's gotta be like less than 50 because at some point they're not staying in their cages. No, but you know, I think I, maybe a bonus point to this would be anything that kind of potentially creeps somebody out. Right. People have like, um, you know, just collections of stuff that they really like, but maybe not everybody really likes. So Julie and I had an unofficial rule, of course we never tell the seller this, but it was our internal joke. So sometimes you come across the listing, because you made it up. Sometimes we'd come across a listing and maybe it wasn't expired, maybe it wasn't, but let's just say the seller was not doing themselves any favors, uh, when they're in the house and they just let, you know, they didn't live. They didn't clean their house. They did just whatever. And it was, and some of these were really, really expensive listings. Like some of them would be like a million, $2 million. And they were just not going to ever sell it because they were the problem. So Julie and I had an unofficial rule, it was called, it was like our plan, you know, here's our 14 point plan to get your property sold. And then like an invisible ink was point number 15. It was removed the homeowner and all of their stuff and all their stuff. So, so if we walked into a listing appointment, um, it was especially an expired. And it was obvious that the seller was the problem without telling them or hurting their feelings. We would say, Sue, you have a new home that you're moving into. When will that be? Let's get that move. You know? Right. So we'd put the cart before the horse in some cases that would end up, guess what? With their listing actually selling. Yes. Now related to this, sorry to go down bonus point land here. I learned from our listing with Oscar that you'll remember too. When the seller's prequalification script, if, if you're talking, if the seller says to you, the home is fully renovated, you need to ask in what year, because if you recall Oscar and his wife, God bless them. Great people, super nice, sweet, you know, older couple, they had renovated somewhere probably around 1968 or so. But it was awesome. It was amazing. It was like the nicest wallpaper with, you remember the velvet fleck shiny stuff. No, no, you guys got to get, understand what we're saying here. It was kitschy as hell, but I'm sure it rocked at the time. Yeah. I mean, I could see people walking around with their white bell bottom pants and their high heel shoes. And boy, Oscar and his wife really loved that because you know, that was probably kind of like their pinnacle peak earning where they put their heart and soul into that rehab. And it's not something that you're going to say, you got to remove all this. You're not going to say neutralized Oscar. So ask at what time they actually rehabbed or renovated. Okay. Number 13, the listing has obvious detriments like bugs, dog hair, cat box smells, a green swimming pool or other off -putting things that are making the buyer run away. You can either price it to reflect the condition or fix the condition. And sometimes you're going to have to do both. It just depends on what it is. So remember listeners, we suggested to you something like showing time or just have a little survey that you leave in the kitchen for the buyers and the buyer's agents to give immediate feedback to the seller. You don't have to be the one telling them negative feedback. Matter of fact, it will not work in your benefit to give them negative feedback. They certainly most will be insulted and they'll fire you. So delegate that to digital systems or allow the buyers and the buyer's agents to give negative feedback or all of the above. When Julie and I, one of the things we teach you in our listing process is when you're meeting with the seller, you ask them how they want the feedback. Do they want a digital showing time? Do they want some sort of asking the buyer's agents and the buyers to fill out a survey when they're at the house or do they want somebody to call and get the feedback? And usually what they would ask for is the call. So they want somebody actually calling and then surveying the buyers and the buyer's agents after the showing and then calling them back and giving them the actual information. This is a great way for you to get price changes as well because what will often happen is that you're going to essentially, because you're delegating this to somebody else or to a digital system, the market is going to be continuously letting that seller know that there's a price condition location issue or all of the above. And they're then going to be more receptive to lowering the price versus you just calling out of the blue and say, time to lower the price. You guys get it? Well, they hate that. If that's the only thing that you're saying, that is not a strategy. And this is all, these are all the things, these techniques that we teach you guys in Premier Coaching. Point number 11, 14, sorry. Point number 14, the listing is a lower than expected buyer side commission. This is something that we need to be careful of because ultimately these are the types of things that are being litigated right now, but really at the end of the day, you need to be offering a co -op commission that's commensurate with whatever the market expects and in some markets essentially where things are becoming harder to sell, and I realize it's not very many markets, but where it is, it also behooves you to offer a higher than normal market rate commission. Look what the builders are doing. They are, you know, exactly. Or you could also offer things like, maybe it's not even a higher commission. Maybe it's going to be simply offering to pay the buyers closing costs, like buyers points, pay for the home inspection. We did a podcast about 11 ways, 11 creative ways to sell your listings. This is, you know, kind of a twist on that, but you can refer to that where we talked about maybe instead of a $10 ,000 price reduction or, you know, something else, you could do $5 ,000 towards buyers closing costs, or you could pay the HOA dues for a year, something like that. Do the math. It does not always have to be expressed as a commission percent. So point number 15. Number 15, the listing agent simply isn't proactive or effective at communicating with the seller. Ooh, that's a nice way, nice classy way of saying they're lazy. I know it's more words, but it means the same thing. When there's competition in the market, you must have a proactive strategy for being the listing that wins, being the listing agent that wins. Now, I wrote, you know, when there's competition in the market, but really you need to do this no matter what's going on in the market, you've got to be really great at communicating with your sellers. That's why in Premier Coaching, you've got the seller's 12 -week communication plan, for example. Remember, one listing should equal at least three or four different transactions. That seller is going to buy something. You're going to get a listing from the neighbor. Maybe you're going to sell the listing yourself. There's so many different opportunities that only come from working with sellers, but the way to approach all these relationships, all these, you know, essentially what you're doing is you're applying for the job of, you're hoping to get more work, right? So great work is going to create more opportunities. More work only comes as a result of you having done a great job for somebody else. Hopefully you're understanding what I'm saying. So when you're positioning a house to put for sale, when you're doing the marketing, the advertising, taking the pictures, writing the descriptions, helping the seller to, you know, position the house so that it correctly reflects the buyer's expectations, all of these things, what you're truly doing, in addition to obviously getting the property sold, is you're going to make other sellers in that marketplace, they're going to want to most likely list with you. And remember as well, this goes back to the don't be lazy point, a lot, depending on the price point, you're going to have a lot of buyers calling in that property and a lot of those buyers are going to have houses to sell. This is the, ultimately, we talked about this yesterday, we talked about this all the time. I get the benefit of funnels and I get the benefit of all these passive systems, but the agents that are winning now are the agents that have zero boundaries between themselves and a prospective buyer or seller. You do not want to be dripping on people, you do not want to be putting people in long drip campaigns in a market like this. You need to pick up the phone and call them or make it so that when they call you or text you, you call them back, you know, furiously fast lead follow up. That's what's working in this market. The obvious answer is getting to the client first, that's how you're actually going to make the most amount of money helping the most amount of people in this market. That's right. So work to eliminate these 15 potential issues, especially those of you who are sitting on your own listings and they've been on the market a weekend, two weekends, a month, two months. Why aren't they selling? Go through this checklist of 15 potential reasons. You probably have a combination of two or three. You probably can help the seller's house overcome that, help the seller overcome that. But if that's impossible, then you must price the home to be more competitive. It's no longer good enough to just be available in some markets. Depends on the price range. If you're the only home on the market for miles around, you can get away with more. You guys know that. But now we're getting more inventory. Buyers are more skittish. There's less FOMO in the market. The investors have left. The flippers have left. You have to be more proactive. The home you're listing has to shine and be the clear choice for any buyer who sees it. Now I want to point something out. You guys have just listened to the past two days on 15 points on how to basically get a listing sold, especially if it's not selling. How much more confident do you feel, having essentially had these ideas shared with you? This is just real estate training. A lot of you are feeling educated, motivated, and now you're going to use this information urgently to get into action, and go you. But the real actions you guys should be taking is join Premier Coaching. It's the next natural step. Join our Premier Coaching community. You love this podcast. We know you do. So now take the next natural step and become a Premier Coaching client. The easy button is to scroll down, click the link in today's show description, or if you'd like, you can just go to premiercoaching .com. We'll talk with you on the show tomorrow. This podcast is a part of the C -Suite Radio Network. For more top business podcasts, visit c -suiteradio .com.

Texas TIM $499 ,000 $3 ,000 $450 ,000 $5 ,000 $650 ,000 99 .9 % $350 ,000 $400 ,000 $509 ,000 $10 ,000 $500 ,000 $2 Million 50 $525 ,000 Julie Harris $4 .99 12 -Week $4 ,000

Bloomberg Radio New York - Recording Feed

01:51 min | Last month

Monitor Show 12:00 08-16-2023 12:00

"England right you got a what liquefy it and put it in a truck and drive it yeah Because you can you can't put it on the high seas because there's some law that says you can't do that So the people in New England buy their a lot of their neck gas from Europe business We've done a lot of reporting on this and I yeah recommend you go back and check that out a little M &A trade In the energy space I always like to see that WTI crude oil I'm pretty much unchanged on a date that just just under $81 per barrel. We'll have more coming up. This is Bloomberg Broadcasting 24 hours a day at Bloomberg .com and the Bloomberg Business Act. This is Bloomberg radio This is Bloomberg markets with Paul Sweeney at Matt Miller We got a lot of green on the screen here, but the volume is light We constantly underestimate the strength of the US consumer This is a market that's much more optimistic or bullish than maybe its central bankers are breaking market news and insight from Bloomberg experts There's still some concern out there in the market that there is room for things to deteriorate a little bit more than what they're indicating As small and medium -sized businesses struggle, they don't present as much competition The supply chain has still got dislocations globally and here in the US This is Bloomberg markets with Paul Sweeney at Matt Miller on Bloomberg radio All right coming up a lot to cover in the next hour starting off with Caroline Frederickson Distinguished visiting professor at Georgetown Law She's gonna join us to talk about the Trump indictment where we go from here with the indictments plural I guess Lisa Stervant chief economist at bright MLS. Let's talk about the real estate market mortgage rate 7 .16 the highest in a very very long time and then we're gonna get the kind of a roundup on what we're seeing in the Retail space Marie Driscoll senior analyst with core site research breaks down some of the numbers We've seen from some of the the targets at CJ Maxxis.

Paul Sweeney Lisa Stervant New England Marie Driscoll Caroline Frederickson Bloomberg Business Act Matt Miller Europe 7 .16 Cj Maxxis 24 Hours A Day United States Georgetown Law Under $81 Per Barrel MLS M &A Bloomberg Broadcasting Next Hour WTI Numbers

Real Estate Coaching Radio

28:28 min | Last month

A highlight from Know The Answers To These 10 Questions Or You Will Lose The Listing

"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we are back. This is a fun topic. What we're going to be focusing on today are, I mean, Julie has these as rules, but really what these are are questions that you must have answered prior to going on a listing appointment. That's right. And we've called this historically because we've presented this information while we did just update it for today's podcast. We've presented this previously on our, because really this information is relevant, you know, it's been relevant for decades. But really what it is is don't go if you don't know, you know, so don't go on a listing appointment until you know the answers to these questions. That's right. So we're going to do three secrets and we're going to get to those questions. Secret number one, we're going to go through this fairly quickly because you can get all of the notes simply by scrolling down. Actually for maybe sometimes, you know, I have to remind myself that people might be listening to us for the first time because a lot of our podcasts get shared. Yes. So when you want to have a complete outline of what we're presenting, it's always in the show notes. You can find the show notes if you're on iTunes, just click down and scroll down. Now the problem with iTunes and sometimes Spotify and Stitcher and all the others is they edit our notes only allow half the notes. So if you want to see all the notes, they're sitting over at timandjulieharris .com and then all the show notes for all of our podcasts are there. So again, if you want to have these notes to use for your own reference in the future, maybe you're running a team or brokerage, what have you, they're there waiting for you. And while you're there, remember to check out the link to join premier coaching for free. Again, scroll down, the link to join premier coaching is right there. We talk about every day on the podcast because it is the nation's number one selling coaching program. Thousands of agents have joined in the last 12 months. Well, why? Because they want to be part of a community of like minded people that are making this market their market. They're not going to get sucked into the negativity of the news and all the rest of it. They're really drilling down. They're focusing on what they can do to be of service to other people and make the most of what this market has to offer, which is, by the way, more abundance you can possibly imagine. So join premier coaching. The link is below. And yes, that does include a daily semi -private coaching call with a Harris certified coach. Or if you'd like, you can just go to premier coaching .com. But the easy button is just to scroll down, click the link or go to premier coaching .com. That's right. So three secrets. And then on to our points. Secret number one, a great listing prequalification script pulls out all the critical facts. That's basically what our outline is based on is the seller's prequalification. Why do you do that? So that you can best be prepared to not just take the listing, but also to price it right in the first place. Not prequalifying is unprofessional and can waste your time in there. So always prequalify a hundred percent of the time, price it to sell, not to sit. And again, prequalification script on level one of a premier coaching. And it is a script that is again, conversation outline. Conversation outline. We don't want to cause any script panic attacks. And some of you, I don't read scripts. I don't use scripts. Okay. Got it. So let's not call it a script. We're going to call it a conversation outline, but the way we've written it is so that you can, you know, read the script. And then there's an answer where you can write in what the seller actually says, you know, making it conversational and making it easy on you. Okay. So secret number two, the best price reduction conversation is the one you never have to have. All pricing scripts are best used at the listing table. So we'll talk about that a little bit more later. Just giving them some prequal here, but again, let's edit that ever so slightly. You don't want to have, just to really emphasize the secret, is you don't want to have anything that's going to be stressful happen when you were at the listing table, when you were at the seller's house. And so one of the things, and we're going to get into the detail of this in a second, is we want you to send a pre -listing pack ahead of time. Premier coaching clients, make sure you've gotten your pre -listing pack done. I love it when they post pictures of their pre -listing pack. Yeah, me too. You know, when they, when they put, bizarre, we have a private members only Facebook page. And when they post pictures of their done completed pre -listing pack, it's very exciting. And we give you a template. It's part of the premier coaching program, but inside. So we want you to take the pre -listing pack. We want you to put it in a Tyvek envelope. We want you to put a bright fluorescent sticker on the outside that says, caution, contents of this package will cause your home to sell. It's kind of a joke, but you know, people like it. But we also want you to include in there a CMA with three different pricing outcomes. We want you to include three different net sheets. We want you to include the listing paperwork with a bunch of stickers that says, sign here, sign here, sign here, and include all of that with your pre -listing pack. So in that arrives at the seller's door prior to you arriving at the seller's door. That way, when you get there, the seller has already looked through your pre -listing pack. Know what you're going to do to sell the home knows the different scenarios as far as pricing what their net's going to be. And at that point, you're just essentially tying the bow on it and you're ready to go. And I'll tell you what will happen. And the first time this happens to you, Premier Coaching clients, we celebrate with you. You're going to walk to a seller's door. You're going to be ready to, you know, put on your cat and monkey show. Knock on the door. Ring, ring. You're going to walk in. They're going to say the paperwork's right there. They already signed the listing paperwork. They have no intent of hosting you for the next 15 or 20 minutes or an hour. They're not going to argue with you. Nope. They're not going to throw you a bunch of objections. It's going to be easy peasy. However, that is only assuming that you actually follow the process. And you walk out with the listing paperwork. And you're not going to have to have a presentation. They've already decided to list it with you just because you took a professional approach. You think that I'm overselling it. I am not. And how do I know? Because we experienced it. But so have thousands of our coaching clients. That is called really being professional. And when the seller sees somebody that's taking the approach that we coach you guys to take, they're going to want to naturally choose you over the other agents that showed up in flip flops 20 minutes late. You guys get the point? I mean, sometimes they'd actually cancel the other agents appointments too. It's all good. It's fine. Okay. Last secret here. Do not lose the listing of a motivated have to sell seller over price. Don't go to the mat and then walk away saying, I walked away from it because they wanted their price. If they have to sell, you have to take the listing. Someone is going to make a commission. Shouldn't it be you? And we'll talk about how to strategize if they are a little bit higher than you are. Okay. So proper previous planning prevents pitifully poor pricing. Don't go to your next listing appointment unless you know, number one, don't go if you don't know what the seller wants, needs or thinks it's worth pricing the home correctly in the first place prevents future price reduction drama. It's not unusual for a homeowner to believe that their home should fetch a price higher than the comps. You all know that you should always find out how they arrived at quote their price. How did they arrive at that price? Find out before you arrive at the appointment so you can better strategize, explain and consider how to ultimately price the home. And that, by the way, is part of the prequalification script. Some of you are living in fear of just the whole pricing thing and you'll never, like how much better would you feel going on listing appointments if you already knew what the seller thought the house was worth prior to getting there? Because I have news for you listeners, every seller on planet earth has an opinion of what their property is worth. Yes. So it's all about knowing how to ask the question that leads to, remember the seller prequalification script is like what, 15 different questions or something. Yes. And we're not going to do that all on this call or on this podcast. Okay. So there is a script though when they tell you a too high price, not that that ever happens like every time. Okay. That's interesting, Mr. and Mrs. Seller. How did you arrive at that price? Then you're going to listen carefully and I, again, this is updated from the last time we did this. Secret number one, sellers overprice out of their ignorance or their arrogance. Even in a hot seller's market, there is aspirational pricing. You can or they can price it too high. Now ignorance is very curable because that's when they just don't know how to price a home. They're not supposed to know. That's your job. Square feet actually matters. Bedrooms, bathrooms, views, condition. Arrogance is when they just won't listen to comps and have reasons other than real value to try to justify their price. Now I'm going to give you a secret number one A. If they have to sell and arrogance is also ego and they are stuck on the belief that their house is worth more because they're gold plated toilet and they're misaligned tile. Because it's their house. Because it's their house. Right. But they have to sell. You're going to list it overpriced at their price but you're going to essentially set the... Mr. Seller, listen, I appreciate the fact that you feel the house is worth more than what the market is telling us. Not the CMA. Not my price. Not my CMA. So I appreciate the fact that Mr. Seller and I have been through the property. You're right. Your backyard is phenomenal. So let's just do this. Let's go ahead and list it at the price that you've suggested because I can see where you're coming up with your numbers now that I've actually been to the house. But let's agree after two weeks or ten showings, whichever comes first, just accordingly, listeners, if you don't actually have a written verified offer on your property that we will agree to reposition the property essentially so that it reflects the actual buyer's expectations. So the key words are reposition the property on the market so it reflects the buyer's expectations. You're not telling them to lower the price because if you tell anybody, a seller especially to lower their price, you're probably not going to get the listing and you might not only not get the listing but you might get yelled at. So you've got to be very, very careful. Diplomatic. Exactly. Because pricing is a stressful thing for most people just because of most of the times they don't want to be told they're wrong even if they know in the heart of hearts, and they'll tell you this after they close by the way, that the gold plated toilet added no value to the property. They just see if they can get it. Exactly. And they'll tell you that too which is funny. Secret number two. Secret number two. Sometimes, again we're talking about finding out what they think it's worth, sometimes especially in a low inventory market, your potential seller client may actually know about comparable sales that you didn't capture. Private sales for sale by owners that were successful in the neighborhood and other sales not found in your MLS, maybe flippers or something else was going on. Off market stuff. Off market stuff. They could actually be good comparables. So ask good questions and don't just assume that your seller is a crazy overpriced seller. So Mr. Seller, listen, I'm going to be spending a few hours on your CMA. It's basically like a real estate agent's version of an appraisal. So help me choose the houses that I should be using as comparables to yours. What properties have you seen sell in your market in say the last 6 to 12 months or maybe yesterday that you thought were similar to yours? And this is all part of the prequalification script and that was a condensed version of it. And even if this, I'll give you some advanced coaching, if the seller is apprehensive to is because what they, they know what they think is aspirational, i .e. overpriced. In other words, they won't give you a hypothetical comparable for what they think their property is worth. Now, granted, it could just be ignorance. They don't know, but most likely they do. And it's some inflated price and they know it's inflated and they don't want it, you know, they're just wanting to play their cards. But don't assume that they don't have a price in their head, which is where the script comes in. So maybe you went through the house during an open house or a Christmas party last year or something like that. So what properties have you seen that you thought I should be considering as a comparable for your property? And then the key is to shut up and let them tell you. Because it works so well. Why does that work? See, this is why I know I'm going to use the word script, but conversational outlines work because now you're taking a seller who might say, well, that's why I'm having you here. It's your job to price it. OK, so when you say which homes, which are most similar to your your home, should I use as comps? Every seller wants to say to you, they're dying to say, well, the house around the corner was like mine, but mine's better. Yeah, of course. They're dying to tell you that this script gets them to tell you that the people that have the most problems with pricing or, frankly, the most problems with sellers that aren't in agreement with their CMAs or analytical people, because you guys are going to waste way too much time trying to be right and then you're going to end up being wrong because somebody else is going to get the listing. That's right. So don't do that. That's why you're listening. OK, point number two, don't go if you don't know the average days on the market for properties like your subject property. This helps to set both your expectations and the homeowners now, not just for your town or even zip code, but for their neighborhood, their school district, their MLS code. Don't forget new construction. Yeah. Well, that's a future point. Don't. OK, so drill down as best you can to understand the days on the market for the homes as similar to theirs as possible. Sometimes even the style of home can make a difference. There are neighborhoods where if it is a ranch one floor plan, you know, no upstairs, no downstairs, that it's actually worth more than a two story worth more than a split level or a buy level. You have to know this is why I recommend taking an appraisal class, because you'll learn about all those comparisons. So drill down as best you can and don't be too broad. Just because your town has an average days on the market still of 16 doesn't mean that this neighborhood does, especially as you go up market. The more expensive stuff, more competition, more new construction, maybe that one has an average of 90 days. You need to know. And again, this is like there are how in every community, like Julie and I's first house, we lived on 280 East Jeffery, well 280 East Jeffery and all that side of the street, basically, were not expensive houses. I mean, we were 22 and 23 when we bought our first house, but now 280 West Jeffery, those were mansions. Yes. But, you know, you wouldn't know unless you knew your stuff, right? So if you're not doing, if you use a comp that was on, you know, West Jeffery, post East Jeffery and you're using cost per square foot, then all of a sudden your number is going to be completely wrong. Even though they're a tenth of a mile apart. Exactly. You know, all these little nuances. Okay. So don't know if it don't go, if you don't know the list to sell price ratio, that is the difference between the final list price and the final close price. This helps you to combat the thought that price it high and let them negotiate objection, or it helps you know if you can price it right on the mark and expect to get slightly more. So for example, are homes selling on average of 105 % of list price that are like your subject property, or are sellers in the subject neighborhood typically settling at about 95 % of list price? You've got to know that so you can tell the seller this, this is what we can expect based on the most recent comps. And that is a moving target these days. Okay. Point number four, don't go if you don't know the number of homes competing with your subject property. I have recently had several coaching calls with agents who have been in the business more than five years, 10 years. Some of them who have had a great run of things, hot sellers market, you throw it out there, no competition. You're going to get your price. Multiple offers. Well, that's all fun and games. Right? Okay. Now recently some of your markets have shifted, especially in Austin, Dallas, Phoenix, Chicago. Some of you guys actually have competition now, not everywhere. So this is why you've got to watch your hot sheet, know what's hot and what's not. Okay. So you have to know what you're competing against. What are you up against? How would it compare in the eyes of the buyer? If you're showing your new listing versus its competition, do you look priced right, overpriced or priced so well that you'd be dying to write an offer and snap it up? By the way, you're also going to want to, when you take the listing, you're going to want to make sure you're updating your knowledge base, answering that question in particular on a regular basis, because the worst thing that can happen is the, and you can set up systems that basically do this for you. We teach you how to do that in premier coaching, but the worst thing that can happen is the seller has more up -to -date market knowledge than you do. Right? Yes. And you know, the thing is the most motivated sellers are the ones that do that stuff. And they can use, again, Zillow or one of these other little places to basically gather enough information to make them dangerous. Yes, it's true. So don't let them know more than you do. Okay. Here's a secret. Now, related to this point, what are you competing against? If you are the only home on the market in the entire zip code or MLS code, you can price it probably higher than you can if there's seven other competing homes, all within the same neighborhood, basically the same size and age. In that case, you need to be staged better and priced better than your competition, or you'll be the one who's stuck doing price reduction calls in about 60 days. Or most likely in this market, you'll be fired because the seller had unrealistic expectations of how fast the house was going to sell. And when you didn't sell it in 22 seconds because you didn't use our pre -listing package, you didn't actually take a professional approach, you didn't essentially set the seller's expectations to this new market, they're going to fire you because they've sold five houses before during the hot seller's market, and all those houses sold themselves with competing offers, and now I just listed with you, Bob, and you didn't sell it. You know, there's nothing wrong with my house, my price, my condition, my location. It's you, Bob. You're fired. Bye, Bob. Exactly. Okay, here's another secret, and I've mentioned this a few times. The next time you have to do continuing education, take an appraisal class. This will help you become more confident in your pricing. It will show you multiple ways of arriving at the correct price. Caution, don't just use cost per square foot to arrive at the right price. That is one way, but it's not the only way. All right, point number five. We've been dealing with a lot of this pricing stuff because of the market shift. Okay, so point number five, don't go until you know, is there new construction in the area that competes with your potential listing? Now, remember, when builders provide in -house financing, which almost all of them are these days, they can often sell a more expensive home for the same payment as your resale. If there are new homes going up, be certain to visit them, tour them, understand the builder perks and the financing before you go to your listing appointment. Now, you might think, here's an example, okay, for a resale home, for $350 ,000 might actually be competing with new construction as high as $500 ,000. So you might think, well, my resale is $350 ,000 and the new construction is $500 ,000, they're not competing. Well, they might be if the builder has buy downs in in -house financing with incentives that reduce the mortgage interest rate down by a percentage point or even two points, which makes the payment the same. Know what's going on with new construction. Have the new build salespeople explain their different mortgage plans to you. Ask lots of questions, including, this is my favorite question for new build reps, I'm new build clients who need to sell their old house. Now, we've done a ton of past podcasts on working with new construction and new construction builders. And in our premier coaching program, obviously, we offer a lot more drill down information. Use the information, there is zero chance the new construction and new build opportunities aren't going to be the hottest sector of residential real estate, probably for the foreseeable future. Point number six. It is, so don't ignore it. Okay, point number six. Don't go until you know what the seller's actual time frame is. Ideally, when does this need to sell and close by? Here's the secret. If they don't actually have a time frame, you may have a problem. The less motivated they are, the higher they may wish to price it, so that's recipe for a tough relationship. Well, we're going to add a little bit of content to that. So oftentimes, the most motivated sellers, they'll tell you what their motivation is. I mean, they'll absolutely tell you, but you will occasionally get a seller that doesn't want you to know what their motivation is for whatever reason, and it might just be because they have something going on that embarrasses them and they don't feel like they should tell you, even though they should. But it might be also because they are in their minds over analyzing and thinking that if you know what my motivation is, you're going to use that against me and you're going to get me to take an offer I don't want or just all these convoluted type things. In our seller prequalifying script, we don't have you asked using the conversation outline. That question one different way, we have it in there three different ways because we want you to truly know what the seller's motivation is. So Mr. Seller, once this property sells, where are you going next? Oh, I'd rather not say we don't know. Okay, I understand. Move on to the next question. And then, so Mr. Seller, if this property were to sell in the next 30 days or less, would that create a problem for you? See how that's the same question a different way. Right. And then they're going to say, yes, no, maybe so. Okay, then perfect. So, uh, once this property sells, where are you going next? Ideally, how soon you want it to be there. See, we need to know their motivation. And if they present as having no motivation, um, frankly, I don't think that's going to even happen very frequently, but if they do, it's sometimes because they literally are just throwing a spit ball against a wall and seeing if it sticks. Well, I said, I have a little twist on that, which is when they act all coy about that and they may not actually have a reason. Who knows? Right. That's so rare. That's so rare. But then you can check them on their motivation. You can say, well, I can appreciate that, you know, if it sells, it sells, if it doesn't, it doesn't. You don't really have a timeframe. But just so we're clear, if this doesn't sell till say like December, 2025, you're cool with that. And then they almost always will be like, Oh no, no, we really need to be out by Christmas. You test them on their motivation. So you're the ones that will be a little sketch on the motivations. And this is another question, the seller prequalifying script that you must ask prior to going to the appointment is like, if they're, so if this property doesn't sell, do you have a plan B? And what you might discover, they're also thinking about renting on stepping on your 0 .9. That's okay. They're all okay. Well, I'll let Julie get back to her notes, but you got to use the script when you're talking to sellers so that you do not go on a listing appointment until you have all the other, these questions answered. Otherwise you're going to be doing all this fancy dancing exactly at the listing appointment and you're always going to be nervous. And that's how your appointments end up being like four hours long and you walk away with no signature. Right. Okay. So next point, don't go until you know, are they listing and buying or just listing? That's related to the previous point. What happens, you know, when it sells, is there a referral needed for where they're moving to? Perhaps. Are they already in contract on something? Is there more than one transaction for you to help them with? It's amazing how many agents don't do both sides because they don't ask that question. Okay. Point number nine, don't go. If you don't know what happens, this is what you are wandering into. What happens if it doesn't sell or if they don't get quote their price is keeping the house an option. That's a really important question. One of the other things I know in some states you can find this out easily from public records is you want to know what they owe. Now I realize that most people on paper should have a ton of equity right now, but they may have refinanced it all out. They may have actually happening right now. Exactly. So you're going to want to know what they owe and there might be a second mortgage. You don't see those a lot nowadays, but there could be. Want to find out what they owe because their price might be attached to the mortgage payoffs. Guys get it? Home equity lines of credit, stuff like that. Now here's another thing. When you ask is keeping the house an option, especially those of you who are in resort markets, VRBO markets, that is in the back of their mind. If they're thinking about perhaps turning it into a rental property, short or long term, you should also do your research. Remember, this is ideally before you show up. Do your research about what a home like theirs is actually renting for. Can they break even or make money on the potential lease payment or would they be losing every month? You can see how it would affect your strategy and pricing depending on what you find out. So you listeners should know that you can go to, Julie knows about this because we're thinking about buying a property in Carmel by the sea out in California. Beautiful area. Anyway, so we are doing some homework. We wouldn't use it for very, maybe two weeks of the year during car week and just would be what it was. How much would we be able to rent this for? How frequently would it be rented? And Julie was able to get into VRBO, find similar properties and essentially run what it amounted to the history on the rental history on that property and kind of figure out what the cash flow would be. So if you've got a seller who's thinking about, well, I'll just rent my property out if I can't sell it. Well, you know, here's a property similar to yours and here's actually what the cash flow is. And what we found consistently was all of them were horrible VRBOs. Well that's true. And in fact, I was impressed with VRBO. They actually called me back and offered to run a really particular analysis on homes that were within six streets with the same square footage and their actual rental history based on what was happening in the city and all of these things. I mean, you actually can drill down and get the facts. A lot of times what you said is true. The seller has like this backup plan, I'll just keep it as a rental, but they haven't actually done the math on that. And that's also true if it's not a VRBO market and they're just thinking about making a traditional rental. Well, when you factor in, even if it's half paid off, even if it's fully paid off, you've got property taxes and HOA and maintenance and it's going to be vacant part of the time and somebody's going to mow the lawn, somebody's got to take care of the pool. So my clients in Phoenix have this issue with tenants not taking care of pools. It's not hassle free, okay? And it's not cost free. So when you do the analysis and ask the question, I mean, have you considered what it would actually mean to be a landlord on a property like this? Well, another famous, well, I think Julie, a homegrown line is, do you really want to be subsidizing the tenants lifestyle? Especially the more expensive stuff. Well, it's because you're going to have negative cash flow in the property. And if you have it, like if you're, you know, I'm going to run it out of like, okay, well, you're going to be negative by how much a month? A thousand dollars. So you're essentially subsidizing the tenants lifestyle. Is that in your budget? Well, because you know, it's your job to run the numbers. You're the real estate professional. All the sellers got is some, you know, kind of whackadoo model in their mind that maybe we could turn it into a rental and we'll keep it for a while and maybe, you know, I hear about this VRBO thing. They haven't necessarily done the math. Exactly. And by the way, VRBOs are a great place to go for listing opportunities because a lot of the sellers who owners who bought those properties thinking that they were, you know, you know, essentially reading the exactly they're, they're going to make billions off their VRBO, uh, you know, inventory. They're more competition since COVID and they're discovering that not only they're not cash flow, but they're actually losing immense amounts of money. And now that they're not necessarily as confident that the properties are going to continue to inflate at the same rate, a lot of those would be, you know, VRBO moguls are more than happy to get rid of those properties. And don't forget a lot of towns as well as, um, you know, buildings when it's like a condo high rise are putting in place laws against doing VRBOs. So that's a very motivated seller as soon as that gets voted in. Well, I mean, going back to Carmel by the sea, if you're actually in Carmel by the sea, you can't do short term rentals and if you're outside of Carmel by the sea, but you're in Carmel, they pay, I don't know if this rule stayed in place. You can, but you have to pay a tax, a tax every on a registration fee for every tenant. So every time, every time it turns over for some, otherwise they can find you right. For some unknown reason, every time your property turns over, you got to pay, you have to pay like what? Yeah. So, you know, the thing is a lot of sellers get tired of that and when you're doing it on the front end of a potential listing appointment where that's maybe the backup plan, they, they may or may not even know about all of that stuff. This is where you've got to have all of the skill and the knowledge. Knowledge equals confidence, ignorance equals fear. And then ultimately, if maybe it does half make sense, you can always list it for lease at the same time you list it for sale and whichever happens first, Mr. or Mrs. Seller, we can have a decision to make. You can either shoot it down or you can accept it. So what's the bottom line? Don't go to any listing appointment without having the answers to the 10 points that we discussed. Knowledge equals confidence and ignorance equals fear. You'll present way more confidently and walk away with not only the listing but also the sellers trust that you've got their back. Start out the relationship right if you expect to have a great relationship long term, including their repeat and referral business. So guys, thank you for keeping this number one listen to daily podcast for real estate professionals in at least the United States. We love the fact that so many of you are so appreciative of the difference with the content that we provide for all of you every single day. We've got over 2000 past podcasts on iTunes and YouTube and all the rest of it. But I have a little secret for you guys. There's actually over 5000 past podcasts, but iTunes and whatnot only shows 2000. So they're all there ready for you to listen. If you want to binge on our past podcasts, it is a great opportunity for you to get frankly really great education for free. For those of you who are ready to go to the next level, which is all of you, you should be seriously considering moving forward with premier coaching. We've made that pathway forward very easy for you because you can join now for free. Click the link in the show description below or if you'd like you can just go to premiercoaching .com. In the meantime, thank you for getting this number one listen to daily podcast for real estate professionals in at least the United States. Have a fantastic day.

TIM $500 ,000 $350 ,000 California Austin Julie Harris Timandjulieharris .Com Carmel December BOB Julie Five Houses 10 Points 90 Days 10 Years 0 .9 Two Points Premiercoaching .Com. Phoenix Three

Real Estate Coaching Radio

10:31 min | 2 months ago

A highlight from Buyer Agents Guide To Getting Your Offer Accepted

"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. What we're focusing on today are the secrets to know before you write a winning offer, or more specifically, how to win when you're working with a buyer to get the contract accepted. I mean, that's something everyone needs to know, right Julie? Yeah, sometimes it can feel like you're on the hamster wheel, you know, just finding a house and then finding a house they actually want to buy, right? And making sure that they can actually buy it. You have all of these different things you have to deal with. You might as well be the one who wins the bid, and yet, sometimes you're not. So we're going to help you figure out how to negotiate to win. Now a lot of you listen to us while you're on the treadmill or walking or driving or doing your daily activities, and that's great. I love it when Julie and I get pictures of all of you listening to us while you're on the treadmill or stuck in traffic in LA or, you know, whatever. So our notes, the reason I'm sharing that with you is our notes are below. So you just scroll down on iTunes or if you're ever on Spotify or anywhere else and sort of certainly over on timandjulieharris .com, you can read the actual notes that Julie and I are using. So if you don't have the ability to take notes and we say something that you really know will be useful in your business, whether it be your team or your brokerage, well, we made it easy for you to scroll down, the notes are there. And when you are scrolling down, you're also going to see a link so you can join Premier Coaching. If you've not yet done so and thousands of you have so far in the last 12 months, do not delay knowing how to actually work with buyers at a high level and all the other things we teach you in Premier Coaching are absolutely critical in this market. A lot of the skills that you had in the previous market were transferable, are transferable to this new market, but I have news for you guys, it's getting way more complicated now and you've got to know how to matriculate through all the little nuanced differences and that's what Premier Coaching is all about. If you feel like you're struggling, if you feel like, oh my gosh, this business has gotten really, really hard, maybe the business is essentially the same because it is. Maybe what's changed or what needs to change is your relationship with essentially your skill set. In other words, if you are feeling a high level of stress and struggle in your real estate business, it's not because you need to completely revamp what you're doing for the most part. It's going to be because you need to make small nuanced changes and you're not going to know what those changes are until you've actually exposed yourself to how you'll be, the confidence you'll feel when you actually do have the knowledge because when you have the knowledge, you are going to have confidence and that's what Premier Coaching is all about. So scroll down, join Premier Coaching right now. It costs you nothing. You have instant free 30 day access. So buyers agents, all of our listeners out there, do you plan to just make an offer and see how it goes or do you plan to win the house for your clients? The definition of negotiating is to bring two or more parties to an acceptable agreement. So be in it to win it, but learn to negotiate professionally so that you can take the stress out of the process for you and your buyers. So today we're going to help you polish up those negotiating skills. Well, get the facts. Remember that knowledge equals confidence, ignorance equals fear. What do you actually know about the subject property? What do you know about the seller's situation? Today we're going to give you 11 things you must know before you write up your next offer and we may not get to all 11, but that's why the notes are there for you to scroll down for. Okay, so know all you can about the subject property, about the sellers once, their situation, their needs. Whether you're on the listing side or the buyer side, here are the facts to gather before you start negotiating. Now, bonus to all of our Premier Coaching members and if you're signing up today, the negotiation checklist is included in Premier Coaching. We're not giving all of it to you on this podcast, we're just exposing you to the fact that it's there, right? And by the way, when you're trying to work with especially a more sophisticated buyer and you show them your negotiating checklist and you show them actually all the things you're going to know before they make an offer on a property, that's going to be in many cases all it takes for them to know that you're a professional and they're going to want to do. Remember what I was saying a second ago about skills? And so pay very close attention to these points and again, we're going to do our best to get through all 11 points, but no fear, the notes are below. Just scroll down, you'll see them. They're waiting for you. That's right. So Mark Twain said, supposing is good, but finding out is better. Imagine if you went to a doctor and the doctor said, you know, most of my patients come in with a sore throat, so I'm just going to give you this prescription. Well, that was supposing that you're like everyone else instead of finding out what your symptoms are. So let's get into the questions to ask. So question number one, buyers agents read all of the MLS descriptions, including extended comments and agent comments. Many times the listing agent will actually state exactly what it will take for the seller to consider the offer, maybe even for you to be the winning offer. If not, call the agent and find out what the seller's priorities are, not just assuming that it's the price. And listing agents, you know, if you want to have fewer buyers agents to call back, put, you know, what you need in the comments so that they can read it and be clear. Again, drill down on what Julie just said. First of all, buyers agents be super, super respectful to the listing agents. Be nice, be respectful, and you will be in, you know, throw them a compliment, right? Absolutely. You'll be shocked how frequently the sellers, I'm not suggesting the listing agent is going to tell you anything that would compromise their agency relationship, but there will be things that they are, that they are given the seller's permission to share with potential agents and you now will have information. For example, their new construction closes in 90 days or they're relocating or whatever, whatever. I'll tell you something that we always heard, they have got to keep that stainless steel refrigerator. Oh yeah, exactly. Like they'll go to the mat over that or they don't want the pool table or they do want the swing set or you know, whatever it is, if it's something special that's going to make all the difference, find out what it is so you can win. Mr. Listing Agent, what would it take? Like what's really important to the seller so that I know when I write this, I'll make your job super easy. Remember, that's what it's about. What can I do to make your job easier so it's a no brainer for your seller and you to want to accept our offer? What specifically is important to the seller and don't be surprised when they tell you even maybe more than you would have felt comfortable saying you received that call as a listing agent because that happens all the time. Well, they want to win too. They want to get that listing sold as well. All right, point number two. Point number two, notice if there are any details listed such as not FHA approved or seller financing may be available, seller to contribute up to $5 ,000 towards buyers closing costs or as is only, I saw one of those this morning, contingent on seller finding suitable housing. Let me add something to this. It could be many, many things. Go ahead. If you're making an offer on a condo, you want to do some homework and find out the health of that HOA because for example, there might be and you know, if you guys are in you know, say Vegas or some of these other markets, those buildings are not that old but they're getting old which means their flat roofs are going to need replaced which means all the paving is going to need to be updated. Special assessment time. So you need to find out what the health of the actual HOA is and that actually is relevant even if it's not a condo because many communities have HOAs and turns out there's about to be a special assessment to completely redo the community pool or something like that. You want to know because the buyer is going to want to have that information at their fingertips and the listing agent doesn't necessarily have to disclose that. Maybe they don't even know because the seller didn't even disclose it to them. Point number three. Point number three. Run the history or somehow molest is called the archive of the property. Also search Zillow, Google and YouTube to see if maybe it was a for sale by owner prior to being listed. This search should take you five minutes or less but it could be the difference between winning or losing. Maybe they were on YouTube as a for sale by owner for two years at a higher price or a lower price. Do five minutes of forensics to find out what's happening with the property. Or just drop the address into Google so that's the middle. That'll capture all of it. But here's the problem. If you don't do this, your buyer is doing it and if the buyer has more information on the property, you're going to be at a disadvantage. Here's where frankly it's going to be problematic for some of you. The buyer is going to do homework, going to find out that the seller bought the house say five years ago for less than half of what they're selling it for. Some of these buyers are going to be a little bit jenky about that. They're not going to be in touch with what the market's actually done. Maybe they're a little jealous. Who knows? So you're going to have to again anticipate that the buyers are going to have to cross that emotional bridge because that's the reality of a market like this. Because if you did buy real estate five years ago, you did win the real estate lottery hell even 24 months ago. On average, countrywide, on average since 2019, homes have gone up by 43 percent. Now some markets it's been between 50 and 60 percent. So I should have this in here. I'm going to revise the notes. You guys are used to doing CMAs for your sellers. Do a CMA for your buyer and show them that it's not just this seller who paid that two years ago and is making this, but the entire neighborhood is doing that. That's why they're priced that way because the comps say so. And then you'll have inexperienced buyers who will get jenky about, well what's to say this isn't the market top? And then you need to explain to them how inflation works. And essentially the inflation rate is going down a little bit, but it's going to stay consistently five percent, six percent, seven percent. And by the way, when you hear the inflation rate, it does not include real estate appreciation or inflation. So the reality of it is, is real estate rents and everything else associated with housing is just going to get more expensive. And this again goes back to knowledge equals confidence, ignorance equals fear. This is not difficult information to get to obtain. And once you have it, especially about your local market, you're going to feel compelled, excited about sharing with as many prospective clients as you possibly can. Next point, Julie Harris. Number four, find the days on the market so far. Is this a fresh listing or has it been on and off the market previously? Has the price been raised or lowered? Has it been pending before and gone back on the market? What caused that? Inspection or appraisal issues? It's okay to call the listing agent and find out. So if something's been on the market for two days and this is the weekend and you're one of six showings today and they have an open house tomorrow, probably you're going to need to come in higher assuming that it's priced right and you have comps to support that versus a house that has been on the market for 120 days and you're the only showing this week. Do you see the difference? Right. So point number five, what are the comparable sales for this property? I guess I did have it in here. You know, Julie, this, you triggered something in my mind when you said that.

Mark Twain TIM Six Percent Two Years 120 Days Five Percent Tomorrow Two Days 30 Day Seven Percent Timandjulieharris .Com Five Minutes Julie Harris Julie 43 Percent Five Years Ago Today 11 Things Three Youtube

Real Estate Coaching Radio

21:55 min | 2 months ago

A highlight from How To List Expired Sellers NOW! (Proven System!)

"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. I want to start out by thanking all of you who have given us five star reviews over on iTunes. Your comments that you guys are leaving actually go a long way to motivate Julie and I to know that we're on track. And we always are appreciating and looking for suggestions for podcasts. We definitely try to focus on other things that are going to help you guys be motivated, obviously educated and get you into action with regards to real estate sales. But if there's any other topics you want us to talk about, obviously we're always interested in being of service to you. The best way to suggest those show ideas is just to message me directly and you can just text me honestly. It's 512 -758 -0206, 512 -758 -0206. But I want to start out today's show by showing gratitude for all those who took the time and gave us great reviews over on iTunes. It was certainly... Yes, thank you everybody. We love seeing those. We get a nice little email every time someone leaves us a review. Between our book, our book now on Amazon is over 500 five -star reviews and I think the podcast is over 500 five -star reviews, it definitely is telling us that we're on track and doing a good job. So thank you for letting us know everybody. So Julie, this is a great topic. What we're talking about today, we're talking about essentially, I think we'll call it tips and secrets to hunting expireds. Now some of you are going to have a huge amount of information and background with hunting expireds because you've done it before, it's been one of your pivotal spokes on your lead generation wheel. While others of you, this information would be completely new and you've never been exposed to it. But what we've designed, and Julie just wrote this actually, is we wrote this with this market in mind, knowing that a lot of you have what you feel to be a lack of inventory, but what we're going to expose you to are the fact that even though, and we do know there's a lack of inventory out there, there are also a lot of expireds. They're just not the listings that expired yesterday or today. Some of these, and we're going to give you some secrets on how you can find these, are listings that expired maybe as much as two years ago, but a lot of those sellers don't know they're sitting on a mountain of equity and we're willing to relist. So take very, very good notes and pay attention to what we're sharing with you. And Julie's going to share with you guys some math that will certainly open all your minds to really paying attention. Yes, that's right. So as always, we start out with a little bit of a mindset message. So remember that your number one job in your real estate practice is to generate new business. Without a steady stream of new listings, nothing else matters. In fact, you could have the most polished listing presentation, be fantastic at pre -qualifying prospects and even be a great negotiator and closer, but without leads, none of that matters, does it? So working with sellers of listings that didn't sell for whatever reason can be a real goldmine. It can strap rocket boosters to your lead generation machine and end the feast and famine cycle forever once you get good at it, even if you get kind of good at it. Along with the listings come buyer leads. So concentrating on listings and the buyers will come. Crizzled veterans like to say you have to list to last and they are correct. So here's some math for you. Let me add something there. Sure. In real estate, listings give you leverage, but buyers, you're their leverage. In other words, when you have a listing, you're going to have hypothetically all the agents of your local MLS that are out there trying to sell the house for you. Whereas if you're working with a buyer, it's your job to go out there and look for a house. Exactly. That's what you see. So would you rather have five great listings or would you rather have 50 buyers? All of you will choose the listings because you know they're pretty much guaranteed paychecks. That's the reason that we focus all of you to put your best energies to become powerful listing agents because you then will have time leverage. You then will have essentially the essence of a great business, which is inventory to sell. Well, that's right. And some of you have heard about Expires. You've heard us talk about it. Maybe you know an agent that dabbles in them. And some of you have made this out to be this really huge deal in your mind that you've got to figure this out and get really great at it for it to really work. But here's the thing. Remember that listing, and of course selling, just one expired home per month is worth a minimum of, guess how much, $115 ,000 in income to you. Now that's based on an average of $400 ,000. I think the average sale price right now is even a little bit higher than that. A normal commission paying, let's say, 20 % to your broker netting you about $9 ,600 will equal at least $115 ,200 if you only list and sell one per month. You don't have to make this your life's work. You just have to learn how to do it and supplement the listings you're already getting. Some of you aren't getting any listings. This could be the one and only. But others of you are pretty good at it, and we can add on at least one a month. That's up to you. Our notes from today's podcast are available to you. All you have to do is scroll down, and they're sitting there. You'll see that Julie and I use notes for all of our podcasts. We take the time to write fresh content for you guys every day, and then we give the notes to you so you can use it as your own reference point. If you're on iTunes, just scroll down, obviously on YouTube or on our timandjulieharris .com website or any of the other dozens of different podcast platforms that we're on. When you're looking at the notes, or rather, anyway, make sure you join Premier Coaching. The link to join Premier Coaching is below, and all you've got to do is scroll down, click the link to join Premier Coaching, and it is free. You can join Premier Coaching 100 % for free, no obligation, and that does include a daily semi -private coaching call with a Harris certified coach. This podcast, no matter how hard we try, is training. This is not coaching. Coaching is the next level. For those of you, and it's all of you, who are ready for the next level, learning about Expires and all the other things we teach you guys how to do, make sure you scroll down, click the link, join Premier Coaching, and again, that does include a daily semi -private coaching call. Do that now. If you just would prefer to go to the website directly, you can. It's premiercoaching .com, but the easy button is just to scroll down and click the link to join. All right, Julie, let's go through here, and one of the things I've noticed with looking at your points, and I guess this is, I think, a theme with everything we teach agents to do, is it's really simple, right? It is. We don't like, as a rule, and you guys shouldn't either, anything that's overly complicated. Absolutely not. It is way more simple than most of you listening think. I know that it may be a different thought, and so, you know, naturally, you would have fear of the unknown because you maybe haven't done it, but that's why we try to clarify. So today, we're going to talk about the top eight secrets so that you can get really clear in your mind that this is something every single one of you listening can do. So secret number one, there are more expired listings than you think. Now, you may not pay attention to the expired listings unless you actually watch your MLS hot sheet, which you should be doing daily anyway, or execute specific searches yourself. So don't just look in your favorite area code, your favorite zip code, or price range. Start your search broad, and then narrow in. You'll be surprised by how many expired listings there actually are, and look every day, not just now and then. Sometimes you guys will do a little search, and you won't see a whole lot, and then you'll tell yourself, oh, there's no expireds, and you won't look the next day or the next day. And you won't find them because you're not taking just this secret seriously enough to find what you're after. So this is a scenario Julie and I almost always do when we're in front of live audiences. We'll ask them, you know, everyone thinks listings are hard to get. Everyone thinks listings are like scarce, and you have to pay a tremendous amount of money for the listing lead. They don't realize that listing opportunity is all around them. So what we'll do is we'll ask them ahead of time, we'll do homework. We'll find how many expireds there were in their particular area, and usually it's the entire MLS. And if you're in a big LA type area, there's going to be literally thousands of expireds. If you're in a small area, there's going to be obviously fewer. But what we'll do is ahead of time is we'll search to see how many expireds there were, get somebody's MLS access, search to see how many expireds there were. And then we'll ask everyone in the audience how much they would pay for an expired lead, or rather for a listing lead. And then we'll do like a little mock live auction. And I'll start out like, okay, who will pay $300? Who will pay $350? $350? $400? $400? $500? $500? $500? Right? And we'll keep going up. And what you'll be shocked at, listeners, is how many agents will go well over $10 ,000 for an expired lead. I keep saying expired because that's the punchline here. But for a listing lead. Agents will pay. And now, again, generally speaking, I'll set the mock auction up by explaining to them that this is a seller that is willing to hire an agent, is willing to pay a commission. It's in a decent price range. It's in a decent price range. They're motivated. So this looks, you know, I'm positioning it that everyone's going to want that listing lead. But what's shocking, not really to me, but will often be to the people in the audience is how much agents are willing to pay for an expired, good idea, for a listing lead. So how much they're willing to pay for a listing lead. And then I'll say, the punchline is, guess what? All of these listing leads that I have access to are free and you can have access to them as well. And would you be surprised, you know, audience, that in your MOS, in the last 12 months or even six months, there's been, pick a number, 5 ,000 expired listings and all of those listings you could have directly proactively reached out to, had a conversation with and potentially listed some of those as your own, right? And doing Julie's math, that could have meant hundreds of thousands of dollars for you. So I'll say it again, I'll say, so right now, in front of you, every single one of you have access to thousands of listing leads that are there for you to solicit, you know, call it what you will, proactively lead generate to, that cost you nothing. I want you to think about that. And yet, how many of you listening right now are willing to pay thousands of dollars for a listing lead, let alone buyer lead, right? How many of you? You know, a lot, right? And that's not even virtually guaranteed that you're going to take the listing, you could still be competing. It's just a lead. Now I'll go back to what I said before. Why is it that you want to make it more complicated than that? I don't understand it, honestly. And really it comes down to maybe a lack of information, or maybe you've been, like I said at the top of today's show, maybe you've never been exposed to this before. So the reality of it is you're constantly surrounded by sellers that are more than willing to hire you for the job of selling their home. You just have to have the skill set, and really the mindset, to make those listings your own. All right, Julie, point number two. Okay, point number two, or secret number two, which also could be called objection number two. You'll know it when you see it. If you can't find the phone number, how many of you like to complain, I can't find the phone number? If you can't find the phone number to contact that owner, nobody else can either. Be the one who knocks on their door, and offers not just to get it back on the market, but to get it sold this time. I'm going to put a link in the show description, because you don't have it there, so that they can use our discount link for RedEx. Good idea. So RedEx is a service that actually will go into your MOS for you every single morning. Like when Julie and I were working expireds, what we had is that the service would work while we were asleep, right? And then we would have all the fresh expireds were sent directly to us, and what RedEx will do is they'll get you the phone number, they'll get you any listing history, and actually multiple phone numbers usually, and the listing history, all the information that you possibly could ever want with regards to what's going on with that expired listing. And you'll also know whether it's been relisted or not, and so you don't call a seller that's obviously relisted, things like that. So that is something that you all should be subscribing to, and that's through RedEx. So if you scroll down in the notes today, you'll see there's a link, and I think it's a $150 discount. Just click on that link. They set that up for us last year for our podcast listeners. That's a great service. That is, you know, people often ask Julie and I, if you guys were to get back into real estate, what would you do to lead Generate? And the answer, number one, is centers of influence and past clients, and number two, 100%, it would be expired listings. Yes, and I don't know if you remember this or not, but an example from our real estate career in Ohio, okay? So I don't know if you remember this, but there used to be this sign that would pop up that we noticed, this platinum sign, okay? This was a broker who had moved from Florida to Columbus and had basically been flying under the radar, doing what we did on this previous point, searched the entire MLS, because I thought, where did this broker come from? There's listings in Hilliard, and there's listings over here. You know, she was using the broad search. Any one of you can do this. You don't have to be a super experienced agent. You could be fresh out of the license mill, right? Anybody can do it. Well, again, that is important too. You don't want to just be pigeonholing yourself to a tiny little micro market. You got to be looking market wide, so you see all the different opportunities that are out there. That was my point, is that she started super big, took a bunch of listings, lead generated off of those listings, and basically broke into her new market. That is a strategy. Expired listings, guys, truly are. Once you have the skill set, some of the simplest, easiest, outside of Centers of Influence past clients listings to get, and they don't come with referral fees. A lot of you who've only been in the world, real estate realms for like 15 years or less, you are so used to just having to pay for all of your leads constantly. I have news for you guys, and this will surprise none of you, so Julie and I get solicited constantly for people to advertise on our podcast, and 99 % of them are people that are trying to sell you guys leads, and we won't let them advertise on our podcast, because we know that you can lead generate yourself, and we don't want to be part of the problem. We want to be part of the solution. That's what we're hoping to get across to all of you with focusing on expireds. All right, Julie, and again, the Red X link is going to be below, so just scroll down and click that link, and that's going to be the first step if you're serious about moving forward to becoming a specialist of listing previously listed homes. Let me clarify that. Red X is not selling you leads. No. Red X is a tool to find phone numbers on the leads you already have via your MLS. That's right. Okay. Just so that we're clear on that. Yeah, they're basically like a ... It's a tool. It's a virtual assistant. Absolutely. In essence, what it is. All right, point number three. Point number three. I love this point. Homeowners of expired listings will do things to get the home sold that they wouldn't do for the first agent. They will remedy the negative feedback. They will reposition the price if necessary and loosen showing restrictions. It is not uncommon for a homeowner of an expired to say to their new listing agent, just tell me what to do. I got to get this thing sold. You guys got to remember, sometimes when a listing expired, the seller had on the horizon that they needed to sell the house, but they may not have been very cooperative with obviously showings or even condition, basically cleaning the house up, right? Or sometimes they're even were at the home when the buyer's agent showed up to show the house to their potential buyer, right? All kinds of bad seller behavior. Well, they weren't motivated because they knew they had a year to sell it or 18 months to sell it or 24 months to sell it, whatever, right? Now they're motivated because the house should have sold last month and now they're making two house payments. That means they'll do things for you that they wouldn't have done for the previous agent. When you use our script, when you're contacting these guys, whether by door or phone, you're going to discover that when you ask the questions as we've written them in our script and you discover that they are what their motivation is and Mr. Seller had this home sold, where would you go next? And you are going to hear some of the best, most exciting answers ever because they're all going to be saying, we should have been, we wish we would have, there is, we already have two house payments. You're going to discover that the expireds are the gateway to the most motivated sellers you're going to find. That's right. And their motivation changes. The ones that actually have to sell their motivation is so much more extreme after they expire. And you know, let's be honest, no homeowner ever thinks that their house is going to expire. They didn't even know what that was. We should talk a little bit by why listings do expire. I just talked on one point, uncooperative sellers, but, and you did mention sometimes it's a location issue. But sometimes it's just market timing. They could have been overpriced in the market when they were for sale. Aspirational pricing. They could have had, yeah, there you go. Aspirational pricing 24 months ago or 12 months ago, but now because of inflation, they're priced perfectly. It could be. It depends on, you know, do your new CMA. I'll give you another one, okay, is too many showing restrictions. If you can't get in to show it, you're not going to have an easy time selling it. If you can only see it on a Friday, if the baby's not asleep and if the sun is shining and you can park around the corner, then it's going to be difficult, right? Price is probably up there as well. So we'll talk more about that. But the next one, speaking of price, number four, contact the more expensive expireds first. Seems counterintuitive, right? But fewer agents call on them and they're just as motivated. Same work for you and a bigger payoff at closing. More expireds first. That is an absolute rule or more expensive. Yes. It is a fact that most agents, even experienced agents, start to come unglued, freak out, get uncomfortable in certain price ranges, right? Usually something over the last most expensive thing they ever sold. And many times if it's anything more expensive than what they personally live in, they start to get uncomfortable. That's right. Because they think owners of more expensive homes somehow speak foreign languages. Intimidating. Right, exactly. So you guys have psychologically installed a glass ceiling over your potentiality in real estate because you think more expensive listings are going to be only what agents of a certain caliber will ever get. It's just not true. And here's the other benefit of being an expired hunter, as Julie and I refer to agents that with probably a center of influence past client agent, in other words, they listed their house with their friend or their buddy or their previous agent, and that agent failed to sell the house. So your biggest competitor of most listing situations is going to be that center of influence past client relationship agent. Now that they're no longer a consideration, you basically, provided you follow a professional approach which we teach you in premier coaching, those listings are going to be easier to get than you can possibly imagine. Because remember, let's think about what an expired is. They know what the price isn't, most likely, I mean frankly the price might not be an issue. They are willing to pay a commission, they are willing to list, so right there you've pretty much got green lights to that being a great potential seller. And they have feedback. There's things to work on, there's things to correct. It could be obvious. Sometimes you guys all know this, I think there's some website that's called like biggest real estate listing fails, which has a lot of these examples, terrible little iPhone pictures, not much description or no description at all, sometimes it's a really obvious problem that you can solve. I'll give you another example, Lance Kenmore took one recently that had been, actually never listed, it wasn't, I don't know, I think an agent had it for a little bit, kind of like a 30 day expired. It was a builder house, the builder had taken a break, it was a previous parade home that Lance was very familiar with, popped it in the MLS, sold it immediately. We had that experience when we sold real estate. All the time, right? I asked him, Lance, what did you do that the previous agent didn't do? You know what he said? I put it in the MLS with good pictures and a good description, sold it right away with multiple offers. Well, I mean, it also, it's really stupid things too. So oftentimes inexperienced agents will have it in their minds or they've gotten advice from inexperienced agents that an expired listing is somehow like, oh my gosh, the market's rejected, it's never going to sell. There's something wrong with it. They'll say, why would I want it if somebody else couldn't sell it? You hear all kinds of silly things like that. Or another thing I hear sometimes is I don't want to list another agent's expired because I don't want that agent to, you know, all kinds of craziness. Guys, your job is to be of service to other people in a particular case of an expired listing, it's to be of service to that seller. Don't worry about that seller being cranky or any of those other types of, don't look for reasons not to do the work. If you're right now, as you're hearing Julie and I present this information to you and you're reading the notes because you're scrolled down and you're thinking and you're looking for reasons why it won't work for you, well then it won't work for you if you're looking for reasons why it won't work for you because you're not going to work. You're just looking for reasons not to essentially learn something new, not to put yourself in a position where you can be helping other people. And that's the reason so many of you are attracted to buying leads because you think there's going to be less conflict there. This all comes back down to skill set, mindset, and then frankly your willingness to be of service to other people. The true professionals that are listening right now, you know exactly what I'm talking about. Those of you who are, you know, we have a wobbling somewhere in between and you haven't yet decided to truly commit to your real estate market or your real estate business and the opportunities that are ahead of you, this market's not going to suffer any fools. You guys are going to get eaten alive. You got to move forward and realize that the last market was probably a lot based on who you knew and who knows you. Now it's based on those things of course, but really it comes back down to skill. Next point Julie. Next point is number five, relisted expireds almost always sell right away. We were just talking about this, so watch your hot sheet in your MLS for proof of this. You'll notice that a listing will be on the market for 90 days, expire, then relist, often at a better price with improved pictures and description, and then sell in two weeks or less, sometimes in two minutes or less. Well you know what, you just triggered something, a memory for me, a coaching client actually. So you can go out and list an expired and there was great condition, great location, great price, everything was kick ass. But they took a contract, the previous listing agent took a contract from a buyer and that buyer essentially didn't get their financing. Or there was some other problem that caused the listing to, basically caused it to look like the days on the market was extended, but really all they were doing, especially on upper end stuff, you guys are going to find this to be true. Perfect house, perfect price, perfect condition, everything's great, but the previous listing agent essentially tried to make a round, you know, a square peg working a round hole. They allowed some buyer and the buyer's agent to string them out. There was a series of financing problems, boom, the listing expires.

"And you can actually end up buying a brand new house, and yes it might cost you a little bit more, or maybe in some cases a lot more. But if you actually factor in the cost of building a new house with new everything versus buying a resale home where in the next 5 years you're going to have to replace everything, maybe you really should take a hard look at buying or building new and not having those trailing expenses and all the time associated with it. Oh, and by the way, mister seller in the future, if you go to put that home for sale, because it's a new design. Because that's a new floor plan because of everything is newer, you're going to hypothetically sell it for more than that resale House would have nets now, you know, 5 or ten or 20 years older. Yeah, and you just maybe think of, do you remember country time builders? Yeah, I do. Okay, so here, and that should have been I can figure out how to make that one of these points. But you're doing it now. Well, so for example, there are builders and I remember we would drive past their billboards and see the advertising and they would say, we'll build on your land. And then we got to know them a little bit better. We ran into one of their spec homes that they had on their land that they owned, and then started asking some questions, and as it turns out, their advertising primarily to build their product on land, you already own. However, they too owned land and were building houses here and there on two to 5 acre parcels. And so then the conversation became with the buyers you did say you wanted a private backyard, right? Well, here's a place that's 5 miles outside of your radius. It's brand new. You get two acres. They already have it. They'll build it for you. Not all builders are the same, obviously, but there are some that have that model. You just have to find out about it because that was never an MLS. Well, again, we're talking about schools we're talking about helping these guys realize they can't be so rigid anymore in a market like this. A lot of people are after COVID, they're realizing that homeschooling is great. Yes. They're actually all kinds of different little variants of the lifestyle that people have become familiar with become somewhat obsolete. So change with the times folks. That's right. All right, point number three, connect.

MLS

Real Estate Coaching Radio

03:37 min | 1 year ago

"mls" Discussed on Real Estate Coaching Radio

"That many homes for sale because there's not that many homes for sale that are going to check all the boxes. Okay, are you willing to put in a new kitchen? No. Are you willing to put in a new deck yes. Do you get it? So then they start whittling down on what they're actually looking for, and then you end up with a handful of homes for sale. Now, again, there is really giving you guys a high level overview of how to really pre qualify buyers. Or these are the types of skills you have to know in a marketplace like this. Because if you have a buyer that's not willing to commit to answering any of those questions, that willing to commit to getting pre qualified, you have to decide that you're not going to work with them. You have to start becoming ultra picky who you're going to spend your time with and you're going to have to decide then to accept the realization that you need to be focusing all your best energies on becoming a listing agent. Does this make sense? Well, it totally makes sense, and you're going to sort out the buyers who are willing to be a bit more flexible because they have to be to find what their criteria are versus being overly specific and never really being, you know, we used to call that fishing in a Lake with no fish. You're going to starve, right? There's no inventory for them. So that brings us to point number one and two, which actually are about the MLS. Point number one, get more creative with your MLS searches. If your buyers keep losing out multiple bids, search your MLS using the same criteria, but homes that have been on the market for more than 60 days or more than 90 days or more than a 120 days, days on the market. Now agents will argue with you, well, why would they want to buy something that didn't sell right away? There's lots of different reasons why that can happen..

MLS

Caught Offside

01:49 min | 2 years ago

US Men Defeat Honduras, 4-1

"Much up for about an hour last night and then we stop staring into it and we scored a few goals and all of a sudden. I think that everything is going to be absolutely perfect forever forever and ever it got bleak last night it got dark. It's amazing it's almost like. Us soccer twitter jayjay. It's of all like the twitter spaces. I think it's the most manic roller coaster ride. It's crazy is for for people who don't follow a lot of us soccer accounts or whatever like it's a crazy place. And i think last night we actually at halftime had a manager. Change greg bear halter. He was fired on. Us soccer twitter at the end of the first half. Then after the subs anthony robinson's go. We played three minutes without a manager. But after robinson's goal bear halter was actually rehired and finish the game out as manager. So he's now back in his second stint with us soccer and it was very interesting as well for an hour and starting mls players. Terrible idea what are you doing. Joe bed better terrible. We smelled and then for the last twenty minutes. It was like land. That i love stand beside. Mls son guide its players to the national team. Like you just don't know what you're what you're gonna get oscillating wildly you you. It's a crazy place and you cannot allow yourself to get sucked into the one hundred percent absolutes. That are run out that this guy sucks. Why is he. I don't ever want to see him again. But now it's just a funny place. But anyway i don't know how deeply want to go into that. It was just a funny

Soccer Greg Bear Halter Anthony Robinson MLS United States Halter Twitter Robinson JOE

ESPN FC

01:13 min | 2 years ago

Romeo Beckham, 19, Has Signed His First Professional Football Contract

"Romeo beckham signs not mls but with fort lauderdale cf of of course the affiliate team of inter miami herk Why is this ugly. Beckham's of very handsome man assisted ugly. Look my man. This is the first you hire your best mate. David beckham until novel. The coach injure miami no nepotism there. Now you're gonna place your son. Nineteen year old rahmael beckham. By the way where did he last play where his credentials. What's his soccer resume. Can we anybody wanted to google search on that. This is an ugly look. you know. It's one after the other for inter miami. This is this man's personal playground. It's not a good look. Yeah and it's definitely not the way you would start a professional soccer career right. Like david beckham with all of his access and connections if he was trying to launch his son soccer career. He wouldn't do it at fort lauderdale. The seems like something that they want to do as a family. And they're going to do because they have the access to it but if you wanted to really launch a true professional soccer career would you do it in in a major league soccer. Ussl beat one. Not you'd have your son overseas where there's a ton of pro jobs and a ton of pro

Romeo Beckham Miami Rahmael Beckham Fort Lauderdale Soccer Beckham MLS Google

ExtraTime

03:26 min | 2 years ago

"mls" Discussed on ExtraTime

"But i would not be surprised if the us came out in this game With a five man back line and a little bit lower line of confrontation and dared honduras to carry a little bit of the game and then tried to hit on the break. And i know we haven't seen that a law from the us under berhalter but he did it against mexico and he's done it in big games in the past in mls for the crew like he. He countered tatas atlanta united to death in in. Well if you countered them to a scoreless draw in twenty seventeen and he beat jesse marshes red bulls by playing kind of a deep block encountering in twenty fifteen in the playoffs. So he he's done it before it. Might it might make sense with this group. Given the attrition rate and what must be some heavy legs from for key players. Would it be brooke sands and zimmerman as your i mean i guess it's it's almost impossible to take miles robinson out at this point. But he's logged show many minutes since july so many minutes. I don't think robinson can come out of the team. I also think it's dangerous to stay to send that message of to sit back. I think there's not really desperately suit. The personality of this team doesn't the personality this group. I think they'll be disappointed with their performance tonight. i think they'll take a more aggressive slant in honduras the tried to put them under. It just seems like everything that they you know from all of the communication you hear coming out of it from the players even christian talking about trying to be on the front foot after the match. Just feel like that's suits. The personality more this team i think would be a big risk to go on the road. Even if you have heavy legs. I understand sort of logic behind that Three in the back really is just the only reason i would consider that situation as if you really wanna play sergio desks. And i just think we've learned enough now in another trying not to turn and just virginia. Desktop bent comments right. Well i mean like every podcast. I hear right now is focused on because it's it's such a complicated you know. He's such a frustrating talented enigma. For us right now. I feel like we've almost learned at this point. Now that i think there's enough data out to say you almost can't plan a four foreign the back of him on the left. It doesn't work. Try them on the right. It doesn't really work whereas the three back. Three centreback system might protect him a little bit more and if he is healthy if he is available and you know if you do feel like he's gonna give you enough then do you put him back in and play three in the back to protect him and that that might be the only reason. But i think it's more you would almost three in the back more as an attacking formation than one. Because you're concerned about hunter's you wanna get behind the ball or player in a lower Lower block or any or mid block ranking like that. I think they need to come out and be aggressive Try and get under hundreds and get get off to a good start on. This team is always left it late. It's been a problem with the us team for even throughout the summer and getting just getting goals earlier creating opportunities early though you still think about that. Mischance for miles robinson in salvador. Even if it's a set-piece just trying to put pressure get fouls get around even the fouls that candidate gave up tonight..

berhalter jesse marshes brooke sands honduras robinson sergio desks zimmerman bulls us mls atlanta mexico virginia hunter Mischance miles robinson salvador

ESPN FC

01:09 min | 2 years ago

Mexican National Team: Who's in, Who's Out?

"Let's start the show then with the big news from the weekend. Mexico after a long long wait finally dropping their olympic roster twenty-eight players name for that martino now at first herk we saw in the list on foresee. Today we find out. He's out of the list. Apparently wolverhampton is not going to let him go because it would cost them another ten days of quarantine on the back end so documented then replaced by sunday jimenez but really the story with this mexican roster. My goodness is who's missing. No tequila lozano actor. No the line is on top of the affor- mentioned no raul jimenez. This this is crisis alert. isn't it for mexico. Yesh mexican fans pundits literally grasping at straws are trying to point the finger trying to figure out what's going on been conflicting reports about it. He meant is already close. The door some are leaving a sliver of hope that wolverhampton in the mexican mexicans. Come to some sort of agreement. And that he menace can make that trip i. It's doesn't look good. It's a lot of star power. You mentioned the star power. That's a lot of veteran presence right there. That's a lot of important players missing for the mexican national team.

Herk Wolverhampton Raul Jimenez Martino Olympic Jimenez Lozano Mexico

Real Estate Disruptors

05:52 min | 2 years ago

"mls" Discussed on Real Estate Disruptors

"We wanna flip this. Do i wanna keep it as a rental doing a wholesaler. Or do we want to tale it where we're just going to throw it on the mls. So we kind of look at that. I guess you know why listen to me is because land allows the land payments that we get everything. Well we also flip land to you know because some of it we don't want to buy we flip it because we can't. We can't sell finance all of our land ninety percent of it we do but eventually we run out of money out of two hundred fifty nine parcels of land that we're getting payments on out of those two hundred fifty nine parcels. We've only had debt on three of them and it's only because we did subdivide so doing this without bank loans. So we're kind of like okay..

mls

KSFO-AM

02:32 min | 2 years ago

"mls" Discussed on KSFO-AM

"MLS consumer access to our number 30 30. 60. Alright when we come back a deep dive in the critical race theory, Leo.

MLS Leo 30 30. 60

ExtraTime

02:09 min | 2 years ago

USMNT Announces Gold Cup Roster

"Right into a charlie. This is this is what we like to do. This is only like to think about. This is what we're looking forward to this summer after that. Big nations league victory from the us. Mnt the gold cup. We knew that this was not going to be the same roster. That went out competed oakley one that nation's league tournament gregg berhalter has been saying it for a long time. We're gonna have to separate groups. There might be a little bit of overlap and likely that overlap is gonna come from mls players because it is the summer and you've got transfer window open you've got guys going into preseason camps trying to earn their way like for instance. He said brian reynolds not here because joe's marino doesn't generally play younger players so they want brian reynolds to beat at roma from the jump with the new manager to make sure he has a chance to get into the team otherwise he's going to be working From behind a couple other names in that scenario where cameron carter vickers gotta figure his cup situation. Eric palmer brown to figure out his cup situation. And greg said admitted our centre-back cool is a little bit light. So here is the roster for those of you who haven't seen it goalkeepers matt turner the likely starter. Funny story there. We'll get to that shawn johnson. Brad gazon defenders george bellew reggie cannon shack more. That was a little bit of a surprise. Donovan pines another site. Surprise but again center back a little bit thin per berhalter miles robinson a starter says greg james sands sam vines and walker zimmerman the other presume starter at center back in the midfield coma. Kosta general kabuchiko stand up kansas city especially jet criminal. Don eric williamson. Who was my must have on this roster injection you'll end up top paul arriola gerald decay. Nicholas keeney matthew hoppy. Who's in for the first time. Jonathan lewis josse artists. Give me your initial reactions. You saw this. Twenty-three you're thinking about the summer you're thinking about the task at hand which is both to win a gold cup but also develop players to push into the first team to get to the world cup. What are you thinking right now on this thursday morning for me. I'm thinking there's not any anyone that i'm particularly surprised about. That's one too. I think this group is is has enough quality to win now if mexico brings. They're a team. That's going to be challenged in especially with mexico hungary to avenge that nation's league loss.

Brian Reynolds Gregg Berhalter Cameron Carter Vickers Eric Palmer Brown Matt Turner Gold Cup Brad Gazon George Bellew Reggie Cannon Donovan Pines Oakley Berhalter Greg James Sam Vines Walker Zimmerman Marino Kosta General Kabuchiko MLS Shawn Johnson Don Eric Williamson Paul Arriola

ESPN FC

01:31 min | 2 years ago

MLS Is Back After Eventful International Break

"League. Soccer is back after a three week. Break to say the least. And we'll do it in our very fashioned. The good the bad and the ugly. I was start with the good austin. See had their opening night at the brand new q. Two stadium hosting earthquakes scoreless draw though they had the better chances and all about ma mcdonald's and the show look. This seems hurt. Good for leak water tonight. That's a sweet tepa. Matthew mcconaughey giving wolf peril a run. Oh yes so out. Crowd in austin if the producer or director could put the volume of what we heard during this match. It was epic it was massive. I don't recall being so excited about a home opener as i was for. Everybody was there. This is the san jose earthquakes coach. Matthias may there on the opening night. At austin he said. I want to congratulate the austin fans. It was a spectacle of football. I enjoyed it seeing it and being a part of it. I like the stadium and how the fan supported their team. It was day of football joy. Long live that football. He's a two hundred two hundred forty million dollars stadium for twenty thousand fans and every time something like this happens. We on at least i do. How the major league soccer project works well and this system. It's actually fit in for the league. It was great to see that

Austin Ma Mcdonald Matthew Mcconaughey Soccer San Jose Earthquakes Football Matthias

BiggerPockets Real Estate Podcast

02:10 min | 2 years ago

Everything you Need to Know About Buying From a Wholesaler

"Today's first question comes from read an m. red ass purchasing an assignment from a wholesaler. What do i need to know. They have their own attorneys and title company. Doing all the work. Should i have an attorney. Look over the contract on my side. This is a good question. Because more and more people are actually buying from wholesalers. Right now you should expect to see more of this. The hotter than a markets. When there's plenty of deals on the mls obviously people would rather go to the mls. In order to find properties gets us an agent. They don't have to worry about as much of the due diligence being done on their own without guidance but as wholesaling is becoming more and more popular these type of questions come up a lot more. There's two ways that i've seen wholesale deals go bad. Those are the two things that you want to focus on. The first one is that you don't have a fiduciary representing you in this transaction because there's no real involved which means a due diligence is all on you. I've bought a wholesale before. Where i was told it was fourteen hundred square feet. The property ended up being eleven. Hundred square feet. I took the wholesalers word for it and i didn't do my own due diligence now. The problem is it appraised for exactly the price per square foot that i thought my bird woulda went perfect but because there was three hundred square feet. I actually didn't have any equity in the deal. And i ended up paying market value for that eleven hundred square foot house thinking it was fourteen hundred square feet. So what am i getting at. Make sure that you're doing the due diligence and you're getting a home inspection on a property. That's coming from a wholesaler. Now a lot of wholesalers to pay cash for a property. You can pay cash and still get an inspection contingency. You need to talk to the wholesaler and see has inspections been done on this property. And what is my timeline to back out after. I'm doing inspections now. They probably won't call an inspection contingency because you're not getting the same type of a purchase agreement that you get with the realtor so the question you need to ask the wholesaler is. Hey if i have the put it oposite down. do i have to get that deposit back or be. If i move forward with this house can i just not put. It applies it down. So i could get some inspections done and if it doesn't look good i'll get out

Red Ass MLS

Real Estate Coaching Radio

02:12 min | 2 years ago

"mls" Discussed on Real Estate Coaching Radio

"And now so that's what that's what's happening in this Marketplace, people are paying for where the market is going. But not for what the market was. And we told you guys the other day that the average home in the United States, from March of two thousand and one, what March of 2022, March of 2021 has impressed appreciated or inflated by 12% on average, but it works out to be about 30 to 35 / 35,000 $550,000 house on average and there's been the reports as high as twenty in some markets. Oh guys, I want you to know. So you got that, you got that slightly wrong in between January and the end of March, supposedly the houses have increased choice. I 10%. Yes. So with this other report was saying, is basically we're saying moral of the story is real estate is rapidly inflating appreciating and you're going to see houses in some markets. They're going to go up by a staggering, you know, double digits. I only want to say the numbers cuz it just feels, it feels like Looney Tunes, even say it out loud, but that's what's happening. And your buyers are actually smart now to quote unquote, overpay if they can walk to 3% mortgage cuz have real estate is appreciating inflating by 10 or 12 or 15% per year and their total, they're the inflation, the added increased cost of that house is going to move or cover the cost of owning the house. We're telling you guys that every single day on the podcast, because you need to move past whatever you think, you know, about the market. Because you don't, and I don't, we're in this new era of inflation. It's going to last years until you've got to be understanding, that your job is to get the person a house, not to be their financial adviser, not to be their home inspector, not to be their spiritual Guru wage. No that crap, get them, the house, get them the house. That's your job to. Some of you are tripping up on that, I read your emails and you gotta move past that you gotta realize your job is to get them the house. That's the bottom line, so you must look in places other than the MLS my favorite one is new construction. Right? Number 141, new construction is only sometimes listed in the MLS that's very sporadic. There's a little bit here and there depending on whether you're Builders put it in or not. I'm seeing less of it in the MLS because Builders don't have to right now..

United States March of 2022 3% March of 2021 10% 12% March Looney Tunes January 10 12 twenty one two thousand MLS $550,000 Number 141 35 end of March about 30

Dark Secret Place

02:01 min | 2 years ago

Israel Evicting Palestinian Families and Letting Jews Move In

"More construction money for us. So whatever you know will. There won't be any dead palestinians but at least my cousins construction company will have worked for the next two years. So hamas taking advantage of that. The israelis don't care because they don't pay for the reconstruction of an empty building that was destroyed the some european. Ngo does the whatever the belgian committee for the reconstruction of palestinian the high rises destroyed by the evil jews or whatever and it wouldn't surprise me if that actually was an ngo probably poland and so let's fast forward to what started earlier in the week. Hamas began firing a larger salvos of rockets than they had before. Plus there were new. Industrial mass produce rockets out of iran. So instead of the basement rockets with bad iron pipe and bad welding and all that that would launch out of a launcher and then veer off into the mediterranean or to egypt or whatever or more often than not a block down the road into a palestinian building. A whole bunch of casualties are self inflicted by by hamas over the past week so all of a sudden now. They're getting better precision rockets coming off an assembly line in in iran. So that at the point of that is that if you're going gonna mass fire them if you're going to sow them you want as much concentrated destruction in their impact zone as possible. That's the theory of the american. Mls multiple launch rocket system which now have guided warheads and all that but there. Its initial iteration into into the defensive. Europe was to imitate frankly as soviet tactic of of mass rocket launch with almost simultaneous impact.

Hamas Belgian Committee NGO Iran Poland Mediterranean Egypt MLS Europe

Holding The High Line with Rabbi and Red

05:56 min | 2 years ago

"mls" Discussed on Holding The High Line with Rabbi and Red

"Deal about an hour before the first game. Start which is ridiculous. It's not really. It's more like a week but it's ridiculous it's that janki last minute but You know more of the small teams is better. Some of those small teams eventually make it through and some of those. Some of those teams are just really really enjoyable to watch. You can never count out the teams from costa rica. you can never cannot the teams from guatemala They always make it interesting Always trouble every single year And it just it's just absolutely fantastic The the lamentable fact of the entire thing that is that you and i got to witness only one calf match in our entire adult lives in person and it was the rapids against toronto. Like the the least interesting possible match job on the coldest day in the history of soccerdome So you know that's my. That's my long winded. There's nothing wrong with concha caf There is everything wrong with leaks cup. I'm fine with a group stage. I guess my one complication with the group stage mark given the scheduling. That you have in. Here is bruce arena. Had a great quote when he was asked about just the fact that like the galaxy could easily qualify for champions league they could easily get through the group stage. You know against you know A you know like santa tax law and then some random team from the dominican republic for example but then they get to the knockout stage against the mexican team and just get absolutely destroyed as many. Mls teams would but given how good the aleksey were under. Robbie keane landon donovan. Even david beckham in mls relative to how other analysts did against those same league. Mx competition was weird and so the quote that he had about that is just. It's super difficult to win champions league or be competitive champions league you need three teams in order to do. You need the mls team to win the shield win. Mls cop win open. You need the the analyst team in season one to qualify for champions league. You need an analyst team who with all the other scheduled drugs that you can have can rotate the squad bringing some homegrown bringing some reserve kids. Because i think the reserve league was his thing at that time. And you know go. Play on crappy pitches like you mentioned with all the other complications in guatemala and actually be competitive air in order to get through and granted. That wasn't that's not difficult. That's something that could be done. But for the better part of a month complicates your regular season significantly. And if you're still trying to make the playoffs in you're in a fight in august or you've got an open elat open cup game in there. It gets really difficult especially with the travel and you have to have a team that starts preseason super early and can actually be ready to run with those mexican teams and so this is the return of that as opposed to a teen simply having a really really good. Mls season one year and then in the next year just not having a lot of turnover that offseason having a good early preseason orders be ready to play a nonleague imax team in the first round then at that point.

david beckham august next year first game first round toronto costa rica guatemala champions league Robbie keane landon donovan season one janki imax three teams one complication mexican mls team one calf match bruce arena single year

Holding The High Line with Rabbi and Red

03:21 min | 2 years ago

"mls" Discussed on Holding The High Line with Rabbi and Red

"The and i mean at this point like me and a bunch of other people with knowledge of the situation. We're like okay. The players are finally going to hold. We're finally getting actually have our first out at this. I'm convinced at this point. The mls players and mos will not truly be able to exercise or force their power on the owners until they would actually withhold their labor the league in the world and mls is going to have to be in a very different state in order for. That's actually happen. And at this point i will not be convinced that it's actually happening until i actually see it. So if we get to the point where the twenty twenty eight. Mls season and we're here marking episode season. Eleven of this podcast and we're podcasting the night that it's supposed to go over. I'm going to be here on record. You can hold the tape here folks. I'll be saying no. I'm convinced it's going to get done. And i will not be convinced that there will be a lockout until the lockout actually happens Mark bling your thoughts know you you. You covered the numbers which is really important. Because i hadn't even gotten that level of specificity from the things that i had read or i'd heard I think one of the things that's difficult to understand is the level of complexity a lot of the things that you said One of the things that sam stace golan and pulmonary talked about on their podcast allegation disorder. Was that the. It would be better off if the league could just simplify all these really complicated mechanisms because it probably is hindering the ability to the league to kind of grow up. I'm one of the things. They've talked about Going back and that we've talked about. Is that a lot of the complicated. Financial will mechanisms that the league has instituted liked him and gam discretionary discretionary spending Some of the ways that the dp mechanism works and this new one that the guys have been talking about which they refer to as young money money money which is special special. Mls funds that is not part of a teams normal budgeting mechanisms that they can set aside for young players who are not homegrown players who are not regularly budgeted super draft players so but to that point like we now have like seventeen different types of mechanisms that you know basically if you if you simplify it because the think simplifying makes a lotta sense here they help keep the rich teams from just dunking on the on the poor team right the rich teams and i think baseball's really nice analogy gear. Baseball's really simple not bad simple Mechanism for dealing with. This is a spending floor and a spending ceiling. And if you go over the spending ceiling you get slapped with a luxury tax. Which means that you can be a mega rich team like the yankees or the dodgers and you can over over overspend. But you're going to have to give some money back to the poor teams in an mls. There's nothing like it. There's just a whole bunch of mechanisms to kind of iranian the rich teams as much as they possibly can. There's very few mechanisms to keep the poorest of the poor teams from being really cheap. But you know. I mean that's that's one of the things that the that the league is stuck with..

Eleven sam stace golan first Mark bling seventeen different types One one yankees mls one of twenty twenty eight iranian things

39 Burst results for "MLS"

A highlight from How To Turn Your STRESS Into SUCCESS!

Fresh update on "mls" discussed on WTOP 24 Hour News

A highlight from "I Would List My Home, But I Can't Find A Home To Buy!"

Fresh update on "mls" discussed on WTOP 24 Hour News

A highlight from Real Estate Agents: 6 Top Income Destroying, Time Wasting Mistakes

Fresh update on "mls" discussed on Real Estate Coaching Radio

A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days! (Part 3)

Fresh update on "mls" discussed on Real Estate Coaching Radio

A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days! (Part 2)

A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days!

A highlight from YIKES! My Real Estate Listings Aren't Selling, PLEASE HELP! (Part 2)

Monitor Show 12:00 08-16-2023 12:00

A highlight from Know The Answers To These 10 Questions Or You Will Lose The Listing

A highlight from Buyer Agents Guide To Getting Your Offer Accepted

A highlight from How To List Expired Sellers NOW! (Proven System!)

"mls" Discussed on ExtraTime

"mls" Discussed on Real Estate Coaching Radio

"mls" Discussed on ESPN FC

"mls" Discussed on ESPN FC

"mls" Discussed on ESPN FC

"mls" Discussed on ESPN FC

"mls" Discussed on ExtraTime

"mls" Discussed on Real Estate Coaching Radio

"mls" Discussed on Real Estate Coaching Radio

"mls" Discussed on Real Estate Coaching Radio

"mls" Discussed on Real Estate Coaching Radio

US Men Defeat Honduras, 4-1

Romeo Beckham, 19, Has Signed His First Professional Football Contract

"mls" Discussed on ExtraTime

Mexican National Team: Who's in, Who's Out?

"mls" Discussed on Real Estate Disruptors

"mls" Discussed on KSFO-AM

USMNT Announces Gold Cup Roster

MLS Is Back After Eventful International Break

Everything you Need to Know About Buying From a Wholesaler

"mls" Discussed on Real Estate Coaching Radio

Israel Evicting Palestinian Families and Letting Jews Move In

"mls" Discussed on Holding The High Line with Rabbi and Red

"mls" Discussed on Holding The High Line with Rabbi and Red