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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.
Fresh update on "mls" discussed on WTOP 24 Hour News
"In Laurel that's 86 in downtown Washington and we're brought to you by Long Fence save 25 % on Long Fence decks pavers and fences 6 months no payment no interest financing terms and conditions apply go to www .com .LongFence WTOP at 4 10 money news 10 and 40 past the hour let's check in with Jeff Claymont if you've got a HELOG a home equity line of credit or a lot of credit card debt it keeps costing you more the yield on a 10 -year Treasury today hit a new 15 -year high just shy of 4 .8 % two years ago the 10 -year realtor was 1 .4 rising rates shook the markets today the Dow finished a day down 431 points the S &P 500 down 59 one and a quarter percent losses the Nasdaq down 248 that was 1 .9 percent homes in the DC region are still selling pretty fast as just not as fast listing service bright MLS is the average time a home was on the market going before under contract last week was 18 days that's about a week longer than a year Jeff Glabel WTOP news this report is sponsored by Whole Foods Market the Food Whole Festival is happening now at your local Whole Foods Market save on gourmet delights like curated wines and specialty cheeses now through October 3rd coming up on WTOP
A highlight from "I Would List My Home, But I Can't Find A Home To Buy!"
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money, and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Listeners, have you ever heard this before? Have you ever heard a prospective seller tell you, I would happily list my house with you, but I can't until I find a home to buy. Boy, is that ever a conversation ender. Yeah, I would list my home, but where's all the inventory? You know, sellers can go online. They're searching all the time. Everything they see is pending. There's not a whole lot popping up. I would give you my listing, but where am I going to go? Now, here's the thing, with record low inventory nationwide, realtors seem to be hearing the same thing day in and day out, which we just said, I'd move, but where would I go? For most agents, unfortunately, that's the end of the conversation, simultaneously ending the possibility of taking a new listing as well as facilitating that buyer side. After all, nationwide inventory is at all time lows and according to Altos research, it bubbles up between 400 ,000 and 500 ,000 actives. When you take the pendings out, we're still at least a million listings shy of being in a balanced market. Okay, does not include all new construction, number one, but number two, here's something I want you guys to keep in mind. Your sellers who want to obviously buy something else once their property sells, whether it's more expensive or less expensive, they are, guess what, not worried about the interest rate. That is not what's holding them back. What's holding them back is the lack of something to choose to purchase. That's what their issue is. Why is it not the interest rate? Because most of the sellers in your marketplace, half of which have homes with no mortgages, roughly speaking, and the other half have mortgages where they have 50 % equity. So virtually all the prospective sellers that you're working with don't really care too much about the interest rates because they're going to have so much money down, their payment is not going to be that significant anyway and or they could buy the interest rates down. Do not get stuck in the emotional mental mud believing that this market, especially with sellers, the slowdown is rate driven. It's not. Now, first -time buyers? Yes. I agree. First -time buyers, they are definitely having a mortgage rate payment shock issue and to that, it's just going to get worse because rents are going to increase. So all the while they're hoping and praying the mortgage rates decrease, their rents are going to increase and a lot of times those first -time buyer types are going to be stuck in a long -term renting cycle which can last their lifetime. So we've done lots of podcasts on that, how to present to those types of folks so that they can essentially move themselves out of payment shock and into the reality that housing is expensive and it's not getting cheaper. You might as well own the house yourself versus basically renting it. But again. With regards to the first -time buyer question, but this podcast we're really focusing on, I would list with you, but I'm not convinced that there's anything to buy. I'm not going to sell it just to be homeless. So don't just answer with, yeah, there's really nothing on the market. I mean, everything in the MLS is already pending, Realtors. Stop saying that. I'll put you in my search widget and we'll watch for something to pop up together. I'll drip on you. I'll drip on you. Okay. Well, that's one method of maybe someday possibly finding something for your would -be sellers to buy. You can't end the conversation there and expect to actually do any business. Market forces are working against you. Rates are higher. Inventory is scarce. Add some inflation, the specter of possible recession and overall uncertainty. And now you've got a transitioning market. And if you're just going to roll over and say, well, yep, there's nothing to buy. You're done. You're not actually in real estate when you talk like that. But it's all those points amplified because when is the last time you went to any source, any media source, and they were making you feel optimistic? Never. Never. Right? I mean, everything including alien visitation is now essentially making the headlines. It's discouraging people from feeling optimistic. So you're going to have to understand that most people don't listen to our podcast and don't know the importance of having media -free mornings, media -free days, media -free lives. In other words, purging all that stuff. So you're going to have to remember when you're talking to folks that a lot of times you're going to have to help them move past their hesitance that's being constantly reinforced by their friends, their family, the news media, and all the rest of it. So just keep that in mind. Well, you do have a choice to make. You can either wait for the market to bounce back or you can create your own opportunities by being more proactive. We prescribed the mantra, hope for the best, but plan for the worst. Assume you're not going to wake up to three and a half percent interest rates and double the inventory. That is not going to happen. Back to our conversation with that would -be seller client who won't list with you because they don't want to become homeless. Here are the top five solutions that go beyond waiting and watching for magic inventory to arise. Okay. Good news for all of you. Some of the notes from today's show are down below along with the opportunity for you to explore becoming a Harris certified coach. We informally talked about it two days ago and we have formally now decided that we are going to open up our Harris certified coach certification program again. So if you're interested, and we have not done this for two years, but if you're interested in not just learning how to be a real estate coach but have a real estate coaching business, make sure you click the link below in the show description and fill out the form. We highly are selective who we have as a prospective real estate coach and yeah, it's owners. The process is not just simply by, you know, you're not just going to buy a certificate. You actually have to earn the right to be a Harris certified coach. Our name is on your certification and you have to assume we're going to take that very seriously. So the link to become a Harris certified coach is below or you can just go to Harris certified coach .com. All right, Julie, these are the top five solutions. Solutions to when they say, that's an objection, I would list with you, I would move. But where am I going to go to? Okay, top five solutions so you can still take the listing. Number one, consider building a home instead of chasing after the scarce resale inventory. There are several advantages to this option. First, many builders are buying down interest rates and using their in -house financing. The buyer can lock in a better rate this way, thus giving them lower payments. Next advantage, the house is new. No rehab for them and no inspection nightmares for you. It's all good. Your client can get their home on the market a couple of months prior to the completion and not have to move twice. And finally, when your client builds, they aren't having to compete in a bidding war. It's all good. Now your points were mostly geared towards production builders, but if you're not having a market with a lot of production builders, the big, you know, Epcons and well, I mean, you know. MI and KB homes and all the big ones, right? That's fine. Just go to a builder and most of the country, there are builders that build ones and twos and threes houses here and there on your land. Align yourself with those guys. You can have the same result. Very well put. You have to go look for it. Be proactive. Okay. Number two, consider. And again, these things, these five things are playing into your conversations so that you can counsel with your sellers who your buyers are would be sellers. Maybe they could consider buying first closing and then listing the previous home. Don't assume that your buyer seller prospects won't or can't utilize this option. They may have a down payment saved that's not actually in their home equity. They might use a bridge loan to borrow their equity, close on the next home and then sell the old one. You don't know if you don't ask. The advantage is that your client can make a non -contingent offer, secure their home and deal with their old house later. Make sure that you know lenders who offer bridge loans and understand how to explain this option. There's a lot of those out there. You should at least run it up the flagpole and see if it makes sense. But a lot of people can purchase their next home without actually having to sell a present one. The underlying point of Julie's point number two there was don't assume that your perspectives on finances and risk is the same as theirs because you're not going to approach the perspective seller about purchasing something with all their options. So let them know. You have several choices on how we can move forward, Mr. Seller. Here's one, here's two, here's three, here's four. Which one is best for you? That's the point of this podcast is to have those conversations instead of saying, yep, there's no inventory. We'll just drip and wait for something to drip on you. I mean, what is it? 30 % of all the home sales are it's our new construction, right? And that's going to be at least 50%. It's 30 % and rising for sure. Okay. So number three, and so, you know, some of these, these five possibilities, it also goes to how the seller's mindset is. Are they somebody that has no problem buying first and then selling second? Are they a little bit more risk adverse? So this number three goes to that point. Consider selling first, then renting for a while and taking time to look for the right home. The advantage here is that the seller has cashed out their equity and is ready to pounce on the right home, but without the pressure of organizing closing and possession dates. Who are your go -to leasing agents? Consider both traditional rentals, short -term vacation rentals that may consider a lease, as well as apartment complexes. Many have some great amenities that could work for a short - or longer -term lease while you help your client find the right home to buy. Again, you don't know if you don't run it up the flagpole, do you? Okay, number four, consider getting the seller's home on the market now, but make the acceptance of an offer contingent on seller finding suitable housing. The buyer will probably want a specific time frame, but you can usually get 90 to 120 days to secure the next home for your seller who is now a buyer. Many buyers in today's market are just anxious to find the right home and will be flexible with the seller's situation. It's still, in most places, a seller's market. The advantage to your client is that they won't have to move twice, and you've negotiated for them enough time to look for the next place. A seller lease back to that buyer, the new owner, is another way to handle that. Just depends on the time frame. Okay, so let's give them the sticky details of this one. So if a lot of your buyers are putting enough money down and are paying cash for the house, they can easily do lease backs to the seller. Yeah, they're just happy to get the house secured. And the seller's happy to know what money they're going to have for their next one. So they can do lease backs that might even last a year, right? To Julie's point, they're just happy to have the house. And so you have to have these thoughts bouncing around your head, otherwise you're not going to be able to offer these different options to your prospective sellers. That's right. Well, that's why our coaching clients get a copy of this, so they can turn it into a leave behind when they have these conversations and use it for their scripting. Well, look at that right now. Combine number four with number one, right? Someone's building, it's going to be done in say 12 to 18 months. You can then basically put their existing house on the market, obviously sell it, have the sellers receive the proceeds from the closing. They become tenants of their former house that they owned.
Fresh update on "mls" discussed on WTOP 24 Hour News
"You by long fence save twenty five percent on long fence decks pavers and fences six months no payment no interest financing terms and conditions apply the our good afternoon to just play ball if you've got a he locked a home equity line of credit or a lot of credit card debt it is costing you more the yield on a ten -year treasury today has hit a new fifteen -year high just shy of four point eight percent two years ago the ten -year world was one point four percent but i was at its low for the day it is down five hundred points it's a one -and -a -half percent losses of the five hundred is down seventy that's more than one at the nasdaq is now down two hundred seventy four points a two percent loss homes in the dc region are still selling pretty fast just not as fast listing service bright as mls the average time a home is on the market before going under contract last week was eighteen days about a week longer than a year ago chipotle mexican grill is testing robots to make burrito bowls and salads to speed up the process two -thirds of chipotle orders are for bowls and salads it already has robots that make tortilla chips jeff clabel wtop news this report is sponsored by service titan service titan the leading software for the trades helping is business owners see an average seventeen percent increase in revenue the first two years get two free months plus a one thousand dollar gift card details at service titan dot com coming up on wtop a special report with our own neil augenstein as he marks his first year battling lung cancer will check in with neil for an update journey it's two twelve here's john d simone president of cyber security intelligence and services at the end and rtx business october cyber security awareness month and this year marks its twentieth anniversary each october work government industry come together to raise awareness about the importance of cyber security as individuals there are a handful of easy actions we can take to increase our personal cyber security such as enabling multi -factor authentication using strong passwords and a password manager updating our software and recognizing and reporting phishing to improve our digital security but for our nation to be secure more we'll than take that our country faces a critical need for cyber security professionals that is why raytheon partners with the national cyber security security alliance sponsors a national collegiate cyber defense competition in the u .s. cyber games to promote individual cyber security and provide college students and young cyber security professionals with hands -on experience that can't be found in the classroom programs programs like these are critical to developing our future cyber security workforce and protecting our way of life learn how raytheon guards our nation from cyber threats at rtx .com slash cyber this is the lunch rush at your local deli orders are flying in on the phone and in person order for nick so is it possible that fast internet can help your business outrun the rush it is with comcast business up leveling your speed with gig speed wi -fi powering all your devices and fast downloads and uploads powered generation 10g
A highlight from Real Estate Agents: 6 Top Income Destroying, Time Wasting Mistakes
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one and Julie Harris. We are back. And today we're going to be talking about six of the worst income wrecking mistakes agents are making in today's market. But before we get to the first point, I think you have a really great story from our friend in LA, Federico. Yes. Who is not making the deal wrecking mistakes. In fact, this story, I hope the listeners pay attention because it's going to wind a whole bunch of things together. That's right. So we're starting off by telling you the story of what happens if you don't make six of the income wrecking mistakes with this story. And then we're going to get into the weeds as far as what you need to be avoiding. That's right. Okay. So this is a text from Federico who lives and sells in Los Angeles. He says, hi, Julie. This is hot off the presses right from maybe a couple of days ago. Federico says, I just finished showing clients a new construction community while the build rep was showing us the model, a lady walked in and asked if she could listen in on the build reps presentation. She communicated that she and her husband were looking to downsize and was asking the builder how the financing would work. Okay. So let's stop just for a second. How many of you listening in Los Angeles believe that there's no new construction around? We could just start with that point, but moving forward, uh, during that conversation, I asked her what her situation was and asked if she needed the funds from the sale of her property in order to close on the one she might be looking at. That led to the build rep stating that they would only finance her if her current home was in escrow. So there's a lot to that too. Which by the way, that's probably the build rep not really knowing anything about how to, you know, sell a house using financing because the reality of it is, is the builder wasn't actually using their own money. They were using a mortgage broker and she probably still could have worked that deal, but she was looking for the easier deals of people that had no home sale contingency. That's right. And we're using kind of a lame objection handler. No, you can't do that. Exactly. Which positions our friend Federico listening. That's right. Now, when the build rep exited the room, she thanked me for helping her articulate her points. This is the walk -in potential buyer and asked if I could email her all the information for the new build to which I responded that I was the agent for the other couple in the room, but that I would be happy to help her. That led me to, led me to asking her to, uh, how soon she needed to go on the market. When she responded, uh, we are still decluttering. I don't know where to start or how it all works. I asked her where the home was and what they were asking and asked when I could stop by and see it since I may already have someone. How many of you guys would have gone for the appointment right then and there? Think about that. She answered, that sounds great. We need to declutter first. So I won't, it won't be possible until at least later next month. Let me also work on my husband as far as the new purchase goes and then we can schedule an exact date for you to come by. I got her contact information. Another mistake that agents sometimes fall into. I got her contact information and stopped the conversation since I did not want to be rude in front of my existing clients there. When I left the showing, I called this lady. There's the immediate fallback, uh, follow up. I called this lady back to continue the conversation and to schedule a tentative day and time to go look at the property. She said that she and her husband will be going on a short trip and that we can circle back after my trip. We'll only be gone for a week. During the call, she asked me what commission I would charge. By the way, people don't ask that if they're not serious, do they? Okay. She asked about my commission to which I said, that's a great question. I actually have a flexible fee. What's the best email for you so I can send you a little bit about me and my team and about how we work. That'd be the pre listing package. That way when we meet at the house, we can focus on the items that are most important to you. Also part of the script you learned in premier coaching. It's a textbook. Totally 5 ,000 % textbook. She gave me her email, thanked me for helping her while at the new construction and expressed that she was excited to have me come by their house. There you have it. Now certainly by the way, dad, on what you said with regards to the people asking about commission that quick, 99 % of the time when they ask out of the gates like that, it's because they've got another agent in their back pocket, which it probably isn't a professional agent in the sense that maybe it's somebody they just know as their neighbor or uncle Bob who basically lists the house every thousand years or something like that, who will probably do it for free. That type of question was that the agent, I'm sorry, the seller was looking for a reason to take uncle Bob out of the equation because she really liked Federico and wanted to do business with him. Most importantly though, to your point, he used the scripts that we teach these guys to use in premier coaching and that was one of the obvious scripts that we use that you learn when you're presenting the pre -listening pack and the listening presentation. All this was woven together and what we're trying to express to all of you, so hopefully you're all understanding, is there's opportunity everywhere. You just have to go where the opportunity is and quit waiting for the opportunity to come to you. Which leads us, Julie, perfectly into point number one and remember guys, these are the top six income killing mistakes that agents are making now and frankly in a lot of cases have normalized. That's right. So point number one or mistake number one, and we're also going to have some action steps how to fix these problems ASAP. Mistake number one, playing the waiting game, waiting for the market to crash, waiting for interest rates to come down, waiting for inventory. Waiting doesn't get transactions into your pipeline, nor does it help your clients and prospects to achieve their goals. You must take control of your day, your week, your month, your quarter, and your year in order to defeat the waiting game. Say this at least 10 times, if it's meant to be, it's up to me, and then take control. We're going to give you some action steps here. All right, so first action step on this mistake, accept the fact that there are zero indicators that the market's going to crash. Zero. Remove it from your head. While there are some price ranges in some markets this year where it's set to, I'm sorry, where there are some price reductions is what that should say in some markets, this year is set to close with between five and 9 % increase in home values. I wonder how many people actually know that. I mean, with all these headlines that are supposed to basically make you think there's a housing crash, do you all know that real estate in the mainland United States is increased in value by at least 5%, in some cases around 10 % year over year? So yes, despite the headlines about prices falling, home values have still increased. That's right. Now, low inventory, stable demand, lots of new construction, and rising prices are not indicators of a housing crash. Those things do not exist in a housing crash. Now, if any of that changes, you can hear about it here, we'll let you know. So it's important that we remind them that we are at, what, a 20 or 30 year low for the number of mortgages that are in any sort of distress? Yes. It's like less than 3 %? It's less than 3%, a historic low, and that includes all of the forbearances and things that happened around COVID. That's all baked in at this point. Do you remember all the people that were, you know, of course, these real estate prognosticators were trying to sell you lists on how to get into REOs and all this other stuff? How they were saying, oh, you wait until all those people on mortgage forbearance, all those COVID mortgage forbearances, those houses are all going to default. None of them defaulted, did they? You see how there are some people, guys, who only think that they can make money, only think they can help people when the market's going one particular direction. So what they do is they wait around and hope and pray that the sky falls so that they can be right. And that is, I suppose, a business model. But the reality of it is you can help people make money no matter what direction the market is going. You don't just have to wait for the direction that it's been going. For example, a lot of you, to Julie's point, were waiting around for their interest rates to lower, waiting around for the mortgage stuff to clear, become easier, inventory to increase. Stop waiting around. There's inventory everywhere. It's not just where it's like what Federico discovered. It's hidden, in essence. You have to go to where it's at. You have to go to where the market opportunity is. Stop waiting for the market opportunity to show up on your computer screen. Yes. And when you go to new construction where he went, especially in those price ranges, go where the buyers are looking. You will also find listings. That's right. OK. So again, we're back to the waiting game. So you said that. So we have to drill down. Because I always have to remind myself and you that we have people that are maybe listening to us for the first time ever. And yes, this is the number one Listen To Dilly podcast for real estate professionals in the United States. Tens of thousands of people downloading it. But for the one person that's discovered this for the first time, defining what Julie just said, if you're going to, as Federico did, go look, essentially show buyers or go to a new construction area where the new construction is, say, $800 to, say, on up, chances are the person purchasing one of those new construction homes, they're going to have a house to sell. So that means that probably realistically 90 % of the buyers, air quoting here, that are interested in new construction actually also are sellers. But how many of you think like that? How many of you think buyer or seller? You can't be both. Always assume that your buyer is actually a seller and where you focus your energy is on the listing side of things, because that's what's going to be the juggernaut to them moving forward with any, you know, like they're not going to buy anything but to sell the home most likely. So you can't, if you just focus on the buy side of the conversation, you're never going to get to where the real opportunity is on the list side. Once you have the listing, you will obviously sell that house, well, we've done studies on this, you'll sell an average of six other houses off one listing. With a buyer, you will sell a buyer a house. So open your mind to the opportunities that are all around you. Stop thinking and stop sitting around waiting for, you know, something to change. You're the change that needs to happen if you're not liking your, you know, your project, your your momentum right now into the new market. Yes. And you uncovered another mistake, which is assuming that, you know, it's just it's another buyer. I already am up to my eyeballs and buyers and there's no inventory. So why would I want another buyer? You're missing the point. Buyers bring listings and in those price ranges in the right range, you can get buyers who have a listing that are less expensive than the new construction and more expensive than the new construction downsizing. You can actually work both ends of that. Well, it's a frustrating it's frankly the wrong way to go about it. If you're trying to sell a buyer a house and try to find them the right house, the perfect house, all the rest of it, yet they have a house to sell. I'll give you a little advanced coaching here. None of them are going to emotionally commit to purchasing something unless they happen to have the cash to pay for it, which is unlikely. You know, they're not going to have the cash without the sale of their current home. So they won't emotionally commit to anything until at least their first their existing home is listed for sale, let alone in contract. So this is the type of, you know, thinking you need to adjust towards and realizing that the best opportunity is always going to be on the listing side of the business. That's right. So here's the thing back to a point or mistake. Number one, waiting around. Well, what about interest rates? Interest rates will eventually get lower, but are not likely to go below five and a half to six and a half percent, maybe even for the rest of your career. What we just went through is not the norm. So stop wishing for the old market and embrace the new market. Now, that said, there was an interesting there are some political hubbub that's floating around about the fact that, you know, different politicians are starting to lobby for the idea that there's going to be I told you about this. I heard that crazy permanent 30 year mortgages at three percent, which I mean, it sounds great, right? Even if it were four percent, it would be pretty interesting. Well, yeah, they're going to sell like 100 year bonds and finance it and the whole thing and that could stimulate something. Oh, my gosh. But it's also going to well, so let's think about this. You're going to massively increase demand. And what that's what is that going to do to the cost of real estate as well as inventory available? Right. So you might have a low interest rate, but, you know, the four hundred thousand dollar house you're interested in buying is now worth two million. So anyway, I would circle the wagons back probably to new construction if that happens. We'll see. We'll see. We'll monitor that. OK, so the weighting gain. Learn about several ways to achieve a lower rate and a lower payment. What rates are higher than a lot of people want? Refer to last week's podcast about three ways to achieve lower mortgage interest rates. Learn about what the builders are doing. Many new home loans are closing today in our times where rates are over seven. The new construction loans are closing the mid five, five and a half range right now. So take action to find out where in your market is that actually happening? All right. So mistake number two, there was a lot wrapped up in number one, number two, expecting your buyers to send you what they want to look at versus finding the right homes for them yourself. We've done so many podcasts. I know, but this is such a mistake. You know, yes, we know that buyers can find listings online. There's five million different resources. But what happens when they take them to you? Isn't it already in contract? Aren't there already multiple bids? And then you believe there's nothing and you wait for them to go discover something. It is not their job to find something. And furthermore, well, let me get in my points. I probably talked about this. So get and use the buyer presentation, which drills down on specifically what your buyer clients desire in their next home. That can be a mistake is not knowing the specifics. What is a deal maker and what's a deal killer? Are both people on the same page? If you're working with a couple, can you handle objections like I want to wait for rates to come down or prices to come down or both? We talked about that previously. Now, once you know what they need, that they are motivated and they're qualified, it is your job to find them the right home. Think out of the box. Refer to our podcast series about how to find inventory. So, for example, consider changing the type of property, single family to maybe a town home or a condo or vice versa. And the price range, in fact, sometimes going a little bit down market can actually find good alternatives, expanding the geographic search or looking at new construction. And there's a counterpoint here. I've been working on this with coaching clients, OK, which is when a buyer does send you that magic listing. I got to see that. They're really juiced up about it. And that's the only thing they sent you today. OK, so why that one versus everything else that they saw? Ask them why that one and then have two or three backup houses set up. You can always cancel showing appointments. Right. Because what if they're wrong? What if the MLS pictures didn't have the power tower in the backyard? Have another plan. You have a showing appointment. Go sell something. Does that make sense? It does, of course. But I mean, I just we could talk forever about this point because there are so many different places where they can go and look for homes that are officially for sale. But really, I was thinking if I are coaching somebody right now, this you're gearing a lot of your points towards too many buyers, basically. Yeah. And your last point, I really like because you're in essence saying, well, make make it so that the buyers are working with because there's never a true have to buy buyer. There's always want to buy buyers. In other words, there's never a buyer. There's buyers will always change their mind. That's the problem. They're always going to say, I'll wait till next year to raise the fall, wait for pigs to fly, whatever it's going to be. Whereas if you're focusing on a listing, the sellers actually have to sell usually for financial reasons or, you know, whatever it just overall right now, obviously you're going to make more money and have more leverage and freedom if you're focused on being a listing agent. So what would happen if you decided to actually become a coaching client, actually follow our system, actually build up to your magic number of listings, which for many of you is maybe five or seven listings, sometimes depending on your price point, might only be three. And the only buyers you work with are those are the sellers that want to buy something. In other words, stop working with buyers that don't actually have homes to sell. Start valuing your time more and you'll get far better results. But it's also going to force you to become a far better listing agent, far better, you know, proactively generated for the sake of listings. And you're going to get vastly better at prequalifying because you're going to be, guess what, choosing who you're going to work with. So if you're finding yourself emotionally and financially burning it at both ends, it's probably because you just don't have any standards. It's probably because you're working with just about anybody. You're willing to pay referral fees. You're buying all your buyer leads. You're not really running a business, guys, in the sake that, you know, you're going to have any kind of, frankly, security going forward. So really pivot your thinking and ask yourself, would I rather be a really amazingly strong listing agent or buyer's agent? Every single one of you want to focus on being a listing agent in a lot of ways. You have to kind of choose because the buyers will suck up all your energy and your time. Now, if you want to transition from being one to the other, go back to the fact that, you know, you need to prequalify better. You need to actually ask those buyers if they have homes to sell. Depending on the price point, you're going to discover that most of them do. And then guess what you do? You pivot and focus on the listing side of it because that's when you're going to create the leverage. Joining our premier coaching program is free. The link to join is below, along with all the notes from today's show. So just scroll below and you'll see if it's on YouTube, Spotify, Stitcher, it doesn't matter where. Scroll down their notes for today's show. Yes, Julie and I create outlines for every single podcast we do. For you. We do it so you guys can go back and you can read what we said. That way you can actually implement what we're asking and suggesting that you do. And while you're there, do join premier coaching. It costs you nothing. The link is right there below. Or you can just, frankly, go to premier coaching dot com or text the word premier to 47372. All right, Julie, let's roll up to mistake number three. Mistake number three. Yep. All right. Not having enough leads in the first place. Speaking of lead generation, if you're struggling with lead generation, it's time to get some help before it's too late. Now, more than ever, it's critical that you generate more leads than you think you need in order to do the business you need to do. To your point that no buyer ever actually has to buy. So you have to overdo your lead generation so that you can find those listing leads in particular. Well, if you want to sell, for example, if you want to sell 10 houses in the next six months or maybe it's the next 60 days or next 30 days. And normally, let's say you are you know, let's assume that you're somewhat efficient and you know, you have a ratio. Let's say, for example, if you have 10, well, let's say you have six seller leads, you know that statistically three or four of those are going to list with you in the next 30 to 60 days. You're going to need to double that in a market like this because people are there's going to be a lot of a lot of headwinds that you're not necessarily going to be able to control, mostly with lack of inventory. So you're going to have to pace out your expectations and increase the number of contacts and increase the number of leads you're working with. But it always goes back to really drilling down the leads you are working with. Otherwise, what you're going to quickly discover is that you have hundreds, if not thousands of unqualified, unmotivated, quote unquote, leads, and none of them are doing transactions with you. And why? Because you're not taking the time to go in there and prequalify them. If you're one of these agents who have falsely believed that the way to win this game is by having massive amounts of leads, I challenge you to do this. Go in, grab our seller prequalification script or our buyer prequalification script, which turns into the seller prequalification script, and call every single one of your leads. You'll discover many things. Number one, the ones you've been dripping on for a long period of time. Some of them don't even know why you're messaging them or have never even seen your messages, let alone know who you are. Number two, some of them already transacted months ago, but you didn't call them. So they didn't transact with you. Number three, you're going to find people that are actually motivated and they're waiting for you to call. You've been treating them like a buyer and sending them home buyer tips and all the rest of it through your drip campaigns. But now because you have them on the phone, they'll actually commit to working with you. You've got to stop being passive with your life, but especially with your lead generation. Well put. So that all goes back to not having enough leads in the first place. So sign up for Premier Coaching with our Harris certified coaches because they're going to start by asking some specific questions like, where did your past five transactions come from? Was it luck and hopium or did you connect with those clients through a proven system or strategy? If it was a proven system or strategy, why did you stop doing it? How many leads do you actually have in your pipeline? To your point, what your story, you were just saying, what I was thinking is a lot of agents think that they're leads, but they're just contacts. They're just people in your database. Why are you calling them leads? You don't know if they're a lead or not because you're not talking to them. Now you also might have a lead conversion issue versus a lead generation issue. That's something that the coaches drill down on. Where are you spending money to generate buyer and listing leads and what is that conversion ratio and how many contacts are you actually making daily where you're speaking with a decision -making adult about real estate? That's just the beginning of great coaching questions to drill down on why you might not have enough leads or appointments. Well, where you're spending money to generate buyer and listing leads. I mean, obviously it was assumptive, right? In other words, she's not suggesting you spend money to generate buyer and seller listing leads. Uh, but she's suggesting that you actually go in and question, frankly, uh, whether or not that money that you're spending to generate leads from those sources actually makes any sense because we know you're doing it.
Fresh update on "mls" discussed on Real Estate Coaching Radio
"So that will be sitting on the kitchen counter. That way when the buyer's agent comes in and they're being skeptical about price, and the buyer's being skeptical about price, and maybe even they're thinking, well, they're going to just negotiate just for the sake of negotiating, they're going to see the appraisal sitting right there. They're going to know what the appraisal, a professional appraisal, or a recent one thought the property was worth. And obviously they're going to say, well, why would the seller take any less than what the appraised value is, considering this appraisal is only 90 days old? And I'll tell you what I'll do, Mr. Seller. I'll cover the cost of the appraisal and reimburse you at closing. Now here's what you're going to discover. Hopefully you understood the whole technique, because what you're doing is you're removing a whole bunch of objections. You're not going in a combative mode with that seller. But here's ultimately what's going to happen. Not once will the seller agree to do that. But they will list it with you at somewhat of a compromise on price. But what you're showing them is you're allowing them to win, and you're giving them an opportunity to move forward with you in a non-confrontational way. Remember we told you guys yesterday, a lot of psychology, you see what I'm doing here? And so here's what you say, Mr. Seller, listen, I appreciate the fact, again, that we're going to put the house for sale at 1.85, even though the market is suggesting it's worth 1.75. Again, I'm completely an advocate of your property and the price. I completely agree and understand and appreciate where you're coming from. But let's do agree to this. After two weeks or 10 showings, adjust accordingly, but don't go past 30 days, agents. After two weeks or 10 showings, if we don't have a written verified offer on this property, that we will agree to reposition the house on the market so that it correctly reflects the market's expectations. Now what we'll do today is data is this, in two weeks it's this. So in the next two weeks, depending on the market activity, showings, no showings, feedback, no feedback, then we're going to adjust accordingly based on what the market activity is to the price that the market is telling us it needs to be positioned at. You notice what I didn't say in all of what I just said? I didn't say lower the price. I didn't say my price. I didn't say my CMA. I didn't give the seller any reason to hate me. Or not hire you in the first place. Right. And I'm allowing them to have the win of listing it at a slightly higher price and then you're putting an end date when the price is going to be adjusted. Now if the market and your market gets really a lot of, you know, frankly downward pressure on pricing, then what you're going to need to do is get a price reduction form signed when you get the listing contract signed with that date in the future with a new price. But generally speaking you're just going to have to have the understanding and then do right on the listing contract so the seller has it in front of them that the price will be reviewed for repositioning on this particular date. Okay so just so you know, you went way advanced on that and some of them are having their head spin that you could possibly get a price reduction signed at the same time you take a listing. Holy cow. People actually do that. Most of you are not in a market like that just yet. There are probably some of you listening where you have had a lot more inventory. You know, excuse me, Austin and Dallas are being particularly hit with a lot of price reductions right now. So if you live in those areas and you're seeing a lot of price reductions and a lot of competition, more listings coming on the market, then maybe it is time for you to polish your skills that way. It's something we teach in Premier Coaching. You don't have to figure it out on your own. But don't be afraid of actually becoming the best version of yourself as a real estate practitioner guys. Don't be afraid of learning the scripts and skills because it gives you an unfair advantage in the marketplace because you know how to do things, say things that other agents don't. And ultimately isn't this what's best for the seller? You know what's so funny, our coaching clients often will hear things when they have been competing and they want a listing. The seller client will say, you are so much more professional. You took so much more time with me to explain the strategy. I can't believe the difference between you and this other agent I talked to. One of our clients said that the competing agent's plan was to make candy wrappers and to put them out throughout the neighborhood and do one open house and that should do the trick. Well, let's be honest, it may have been damn good candy, Julie. Well, I didn't ask. I'm not sure how candy sells a house. Exactly. But you know, neither was the seller is the point. And so the agent got hired. So, uh, last but not least for today, and we'll have more points tomorrow, pay for two years of a home warranty for the buyer. For years, you guys were deleting the home warranty on the buyer side because you didn't want to have one extra thing for the seller to shoot down. Well, now if the shoe is on the other foot and you're the listing agent, what's going to make the listing stand out, pay for one or two years of the home warranty. Make sure it's included in the comments. This is a pretty inexpensive perk costing about 450 bucks for a year of coverage with most warranty companies. In many markets, it's not offered by the seller. For years, it wasn't even asked for by the buyer lest they lose the bidding war. So make sure you put it in the MLS comments. If you do offer this incentives incentive, I would do that one on top of some of the other things. And I would especially use that if my listing was maybe older and had older appliances or something that would potentially be an objection during a showing. I probably shouldn't say this, but I'm going to say it because, you know, it's, it's, well, they should get a commission on that. And don't they, doesn't AHS, for example, I don't know about all of the, I mean, we used AHS for years and yes, you should, I mean, why not? And it flows through the escrow title company, right? Yes. And I don't know what the commission is nowadays. Do you? It used to be 60 bucks, but I don't know what it is now. It's gotta be more. Somebody can put it in the comments. Right. Yeah. Put it in the comments. But yes, when you sell a home warranty, you're the one that initiates the sale, then you're going to get the commission on that sale. In addition to your, you know, real estate commission, in addition to your, hopefully you're charging your processing fee and all the other things we teach you in premier coaching. Yes. Okay. So a couple of other caveats to that, especially my higher volume, higher unit, uh, listeners, when you use the same home warranty company and you do multiples in a year and you have some issue that gets shot down, preexisting condition, no, we're not going to cover all of that cost and you call them, they will look up how many warranties you have sent to them and many times they're going to help you out on those unique situations. That's number one. Number two, I don't know about all of them, but I know with American home shield, when you're taking new listing, you can put in place that listing coverage at the time you take the listing. This is super important. And also advanced. Advanced. But say, so drill down on that. So you can actually, when you list the property, you have the seller, um, you, you put the home warranty on the house. I don't even think I have to pay for it then they just have to pay for it closing, right? So it doesn't cost a seller anything to agree to put a home warranty on it. And then the home has an AHS warranty on it while the property is listed. Then you have the property inspected and if there's any things that are covered by the home warranty, as there's all the inspection, the home warranty will cover the cost, will cover the repairs to the property. Yes. I mean, honestly, even, and they don't always cover a hundred percent of what it is, but who cares? A dollar is more than spending that dollar, right? So it can offset some of those things. That's, I really like that one on houses that are like 10, 15, 20 years old, where probably there's nothing wrong and something unusual might come up. They can't say it was preexisting conditions. But look into it. If you call your, uh, warranty rep, they'll walk you through that. And all of this is on the FAQs on all the different, um, warranty websites. Again, this is in the category of stuff you guys haven't had to deal with because who wanted to include a home warranty seller didn't have to before. And why would a buyer ask for that? Because they could lose the deal over it. Exactly. So again, you are listening to the number one, a real estate agent podcast in at least the United States. You're learning things that other agents don't know. How do you notice now that you're feeling more excited, you're feeling more motivated, take this information, get off your duff, step away from your keyboards and go out and find a seller to frankly, you know, show off your new found information, your new found knowledge. Or apply all of these things to your existing listings. If you don't have showings on your listings today or this week, you have a problem. You do. And by the way, we do have in premier coaching, you wrote this years ago, but what is it? The seller's 12 week communication plan. Yeah, exactly. And the seller's 12 week communication plan is just what it says. It tells you exactly how you should be communicating with the seller for the first four months of having that listing. And it's not too late if you are now three, you know, a month into your listing or even three months into your listing, apply the seller communication plan urgently. The number one reason a seller is going to fire you is because, well, a, you didn't get these properties sold, but b, because you didn't communicate with them. You can have a listing for a long period of time. Let's say you're just in some loopy market where things do sit on the market for a while. Price, condition, location, whatever is working against you. But if you communicate with that seller and you follow our 12 week seller communication plan and they actually believe that you're actually doing what you promised you would do, they won't fire you. Yes. I'll give you my best example ever in all of my coaching calls, which is many, many, many coaching calls over the years. 100,000, 200,000 at this point. And I remember this because a client's name was Taryn, I can't remember her last name now. She lived in White Plains, New York, right? Kind of a bedroom community to, um, you know, New York City out in the country. And she had a listing, I kid you not, this has got to be an all time record and I don't recommend keeping it this long, but go Taryn for actually making it to the finish line. Not one, not two, not three years. She had a listing for nine years off and on. Okay. Now, so what would happen is they would try and sell it. This was in one of those areas in New York that had just massive property tax and there was no way to argue it down. That was always the feedback. On top of that, it was a little bit out in the country. Every time it would snow, it'd be hard to get to the house. So they listed in the spring, try and sell it that year. And then by the time we got through the summer and it was snowy, they'd take it off the market because they knew they wouldn't get any showings anyway. So started at 2 million by the time she sold it because she had good communication is the point. That's why I'm tying it to our last point here. Great communication. Talked to the seller. They talked about the property tax issues. She got feedback, put it down, finally it closed for 1 million, listed at 2, nine years later sold for 1 to the buyer that finally saw the value in getting, you know, what the house did have going for it. Got over the property taxes because now it's going to be valued at a million. And she got to the finish line. Why? Because she had good communication. The point of being a listing agent is to have the listing when it actually sells. That's the big secret, by the way, of being a successful listing agent, have the listing when it sells. You know, I was thinking as you were describing that, that seller probably paid like a hundred grand for that property. They're probably still fine, right? They're still just, yeah. I know. All right, guys. So listen, that was today's show. Thank you for keeping this number one listed to daily podcast to real estate professionals in at least the United States. Please do scroll down, use the notes below. Join premier coaching at premier coaching.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.
A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days! (Part 3)
"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 is part three of how to make a hundred thousand, well, at least a hundred thousand dollars. That's right. In the next a hundred days. So if you've not listened to the first two parts, please go back and listen to them. They are labeled correctly. Same title. And one says, guess what? Part one. The next one says part two. Make sure you're listening to these sequential shows that we do because we really do try to build one on top of the other. And the sequential shows actually take a heck of a lot more work to write. They do indeed. Yes. Speaking of writing, our notes for today's podcast are below. Just scroll down. You'll see the actual notes that we're using. And obviously Julie and I embellish them a lot as we start telling our stories and yeah, so they're down below. So scroll down below. Whether you're on Spotify, Stitcher, iTunes, I think we're on 30 or 40 different podcast listing platforms or on Google or on just everything you can possibly imagine. This is the number one listen to daily podcast for real estate professionals in America. So yeah, we're everywhere. But scroll down, read the notes and follow along with us. And by the way, when you are reading the notes, one of the first things you'll notice is an easy way for you to join Premier Coaching. It costs you nothing and you can have immediate access to the first 30 days of Premier Coaching. And that does include a daily semi -private coaching call. What a perfect time of year right now for you to join Premier Coaching. So positively absolutely scroll down, read the notes, click the link, join Premier Coaching. If you are driving around and you don't want to scroll down, but you can't send a text, you can always text the word Premier to 47372. You can always just text the word Premier to 47372 and you will also be able to join Premier Coaching that way. And remember when texting message and data rates may apply. So you have two options, one just scroll down and click the link, join, or two just text the word Premier to 47372. Alright Julie, let's jump in right where we left off yesterday with point number seven. Yes and we'll be presenting a total of six ways for you to get to or exceed that $100 ,000 in 100 days. And before we get to point number seven, again this is the third part so get caught up if you missed the first two sections here, I have a quick shout out to many of our Premier Coaching members as well as nearly all of our elite coaching members who already have at least $100 ,000 in their pipeline. So if that's you and you're listening, why not add an additional $100 ,000 to your pipeline over the next 100 days and perhaps have your best quarter ever? So that's a little challenge for them. That's a fantastic suggestion because it really goes to the fact that in this market, what you're experiencing today, this is true in all markets but this one in particular, what you're experiencing today as far as financial abundance and as far as deal flow and financial security and all these types of things that everyone wants, if you're experiencing an abundance of that or a scarcity of that, it is all due to what you were doing 90 to maybe 120 days ago. That's a normal market cycle but in this one it's probably more like six months ago. Because a lot of times what happens is even if you get an absolutely top tier, perfect wonderful buyer, there just isn't enough for them to choose from and so they're going to take longer to purchase something than normal unless of course you take them to new construction which is our next point. But the moral of the story is that you're going to have to start getting in the habit of thinking about how you can take care of you in six months. Think in terms of what is it that the future version of you will be celebrating the current version of you for having done. Think like that. Never stop thinking like that. It's interesting also, I think, Julie and I have done some podcasts on this. Humans have and you've done most of the research so you can backfill one of my gaps. Humans have an inability to actually project themselves into the future in terms of actually visualizing what they're going to be experiencing but we can almost, with a complete 4D clarity, think back into the past. It's very hard for someone to think of anything other than just living for the moment. That's how we're all seemingly hardwired but we can't easily go back and think about the hardships from the past or obviously the wins from the past. But you're going to have to get disciplined with thinking and putting yourself into the future, especially in a market like this where the sales trajectory is a little bit slower. That's right. It's funny that we can remember with clarity into the past that probably a human survival technique based on a lot of the stuff I read, psychologists actually studied your brain waves and your brain functionality looking into the future. They said, imagine Tim five years from now and then they studied that versus other thoughts that they put into people's heads and what they found was when you're imagining anything about a year to more than that, your brain looks exactly like it does when you're asked to imagine a stranger. It's like it's totally foreign to you. You mean when they're doing like scans. Yeah, when they're doing scans and so the conclusion was it is probably because we can think about present pretty well and maybe even tomorrow and the next day. That's kind of a survival technique and we refer to the past to try and make those comparisons. Well, if I did it that way then I'm going to get this result and yet the future seems to be such a hard thing to do. And really one of the things, when Julie and I were, though we weren't, I think is articulate and certainly Julie didn't have all this research done back when we were in our twenties, we are absolutely terrible at projecting ourselves into the future and really all, it's almost impossible in modern society not to, I think be seduced into living for the moment for sure. Yeah. But what we would do is we would game ourselves and we were, for example, in our twenties we were starting to buy rental properties and we would try to have ourselves in contract on a rental property pretty much at all times and make it so that we had to save the money for the down payment and so we were always forcing ourselves to be broke so the money that we would have otherwise spent on having a hell of a lot more fun, frankly, in our formal years, we were putting that money towards buying rental properties and I cannot tell you how happy we are now that we actually had that discipline. Did we do it year in and year out? No, but we did it more often than we didn't and that's the same discipline that we've put towards a lot of other things as we've gone forward because, frankly, we're like everybody else. If we do not have widgets and wadgets in place to force us to do it, we don't want to do it, we don't want to do it at the highest level, we won't do it and so just, I want you to hopefully realize that there's nothing wrong with you if you're not liking your financial situation presently because it's just simply for the fact that you need to start realizing that there's momentum. There's two types of momentum, positive momentum and negative momentum and you might, some of you, as Julie pointed out, a lot of our coaching clients are experiencing amazing high levels of positive momentum. You're making more money, having more success, you're having an amazing year and others of you are the exact opposite. It's all because of what you were doing in the past and so if you're not experiencing great momentum right now and any important health, wealth, education, all the things that matter to you, you just got to start pushing that rock up the mountain ever so slowly and over time you're going to start seeing the benefits of that. That's just unfortunately the way life works. I wish there were shortcuts, I wish there were easy buttons, I wish there was some secret that all of us could just learn and make it so that we could just get what we want today but it doesn't work like that. Well, we're helping them with some of those secrets on this podcast series because instead of guessing and wandering around in the wilds of real estate and speculating, trying things out, waiting for results to come in as many things are in real estate, instead we're giving you the drilled down point by point how to actually make $100 ,000 at least, adjust accordingly in the next 100 days or less. So point number seven, how are you going to go about doing this? Well, point number seven, small and medium sized builders who are building homes on spec. Well what does that mean? This means they are speculating, that's where that word comes from, that the house that their building will sell. There are many iterations of this, all of which we teach you in Premier Coaching, we've also had podcasts about new construction, but what's working for our clients lately is to identify buildable lots and take them to the small builder. You sell them the lot, you list the spec home, you sell the spec home, you can even bring the buyer and then you lather, rinse, repeat. There's lots of different versions of this from normal single family stuff to small multi -families, lots of action in new construction and I was just listening to a podcast about new construction this morning where they're just charting, you know, builder sentiment is through the roof right now as a result of higher interest rates and lower inventory in the resale market. So if you're not having conversations with builders, really of all size, small, medium, large, track home, luxury, then you're missing out on at least 30 % of the opportunity that's there now. Well Julie and I are involved in a development of a new condo development near downtown Austin, Texas. I don't even remember how many units, is it 50 or something? I think so. 60 or 60, yeah. And if you were looking at the pictures and I posted some of those pictures on Instagram, it's at Tim and Julie Harris, you'll see these are basically going to be, I think, deliverable maybe yet this year if not into early next year. And that's going to be a lot of inventory that most agents don't know about because those aren't in the MLS and there's no marketing and advertising that's being done for those. If you're in Austin, you're looking for a beautiful condo that's going to be near downtown, just message me on Instagram and I'll connect you with our exp royalty partner that we help secure those listings. But yes, there are lots of new construction developments and Julie, this is also worth pointing out, the spec homes and whatnot do not make it into the MLS. You're not going to be able to get a list of specs. Now some of the larger builders will literally have a list of specs you can ask for, but don't be surprised if they're not being publicly marketed because a lot of the new build reps are going to want to have those as sort of in their back pocket. So if someone walks in, a buyer walks in and is desperate to want to close on something, the build rep will happen to have three or four homes that are just ready to go and they don't want to let the resell agents know about that because they need those in their back pocket to make a quick sale. So you're going to have to work the new construction of things. We see no reason why new construction won't be one of the biggest segments of residential real estate for at least the next 10 years. It's going to be extraordinary. Yeah. And you know, the new build reps generally are realtor friendly. Some of you still have stuck in your heads when the market was super overheated and some of those new build reps said, you know, no commission for you. We don't need to be dealing with realtors. Most of that has changed now. Maybe not a hundred percent, but it's probably 85, 90 percent. I can tell you, Tim, that KB Homes, Lennar, Toll Brothers, all of those guys do have spec homes, but you have to go meet with them, get on their mailing list, talk to them regularly, prospect them regularly and get into their center of influence. Go meet with them is the key thing. So what's the recurring theme with everything we tell you guys to do? Get off your butts, step away from your keyboards, one foot in front of the other, and go have conversations with real humans because in this marketplace, as strange as this is to say, you will have an unfair advantage because most everyone is believing they can just hide out behind their keyboard and buy leads. Point number eight. Point number eight, flippers. Sure, they might sell the home on their own, refer to the previous for sale by owner points, but flippers often will list with you so you can bring a buyer to them before they're actually finished with the flip. This helps them because they can flip more homes in less time, a bird in hand so to speak. Meanwhile, while you have it listed and they're finishing it, the house generates more and more buyer and seller business for you. It's a win -win for everyone. Okay, so we're going to drill down on this point really quick. This is probably one of the worst times ever to be a flipper, depending on when you bought the property. You're probably dealing with a whole bunch of pressures that are going to make your potential profit be eviscerated. So don't be surprised when you find some of these flippers that have purchased other houses that they planned on flipping that they would probably like to sell out of without having swung a hammer just because they need to get rid of it because they don't have the cash flow. A lot of these flippers were paying for the construction and even the purchase of these properties using hard money loans. Hard money loans now are well under the double digits from what I've understood. So yeah, flippers and all the fix and flip shows, I imagine those are going to be under a lot of constraint in the foreseeable future. That's definitely true. All right, point number nine, probate. We should talk about this more. Not many agents prospect probate leads because they don't understand it. Well, probate is simply the process of selling a home after someone passes away. The court appoints an executor of the estate who can sell the property. If keeping the home in the family is not an option and the executor or executors wish to cash it out, well, that's a listing and by the way, a very motivated listing. Sometimes they will reinvest the proceeds in real estate. Sometimes it's just the listing that you'll sell, but either way they need somebody caring and competent to get the job done and of course that listing is going to generate more business for you. Probate is great, frankly, if you're very analytical and you just want essentially business to business relationships because there's not, once you have the relationship with the attorney or attorneys, there's really not a heck of a lot of sales skills necessary because at that point you're just part of the attorney's process to get the property sold and this is something you're going to have to put a lot of effort into when you're establishing relationships and obviously then keeping the relationships, but we have had lots of coaching clients over the years that have done quite well for decades just off probate. Absolutely. And again, it's an example, just like builders are one relationship, multiple opportunities. You know what I'll do is if you remind me, I'll put in the link to our source for them to get probate leads into today's show notes. So if you can remind me of that, I'll put the link in the show description below and you guys can just click that link because there is a company we know that we'll provide you with all the leads for, you know, basically going and knowing who to call, what to call, the attorney's phone numbers, the properties, the whole nine yards, so you don't actually have to learn how to research it. You just make the phone call and use the scripts. Point number 10. Point number 10, your professional center of influence. When was the last time your favorite lender sent you leads? When was the last time you asked? Whom do they know who's getting pre -qualified right now to buy and has a home to sell as well? Stagers are also great to know because smart sellers call a stager first. So refer business to stagers and ask for leads in exchange. So your professional center of influence goes, I mentioned lenders and stagers. That's also your termite guy. It's your, you know, the person that sold you your cell phone, your professional center of influence. They might not be a past client for you, but you send them business typically all the time. They should be sending you business as well. The funny thing about lenders is I bet you 20 or 30 percent of all the people becoming real estate agents are former lenders. Are lenders. Yeah, for sure. Well, they were lenders that aren't lending because the lending industry is kind of, you know, plateaued. There is no more refinancing going on. Exactly. It's gone to nearly zero. And so you guys are all becoming real estate agents. Welcome. Point number 11. Yes, we are ex -lender friendly. All right. So investors, join your local investors club. You can find it at meetup .com or private Facebook investor groups in your town. You'll know who's looking for what property and which investors are likely to sell. This will also give you insider information about pocket listings, which you, which can benefit your buyers. We always use meetup .com as an example because you don't have to use Facebook, but really Facebook is essentially replace meetup .com as sources to find private groups. Focus on the ones, always we're going to say this, where you're going to be meeting people in person because a direct human face to face value to be like contact is always going to be more powerful than anything digital. You can send a text or message somebody on Facebook and completely forget about it in a minute. But if you have like a three or five or 10 minute conversation with somebody in person, that person's going to be bouncing around in your head for an attorney, right? So, well, again, I'm going to say it for the third time on today's show because it's really that important. You understand all of the stuff in real estate and in life works better when you work it. So that means you're going to have to learn how to actually have face to face real conversations with folks where you don't come off as a pushy salesperson, where you actually are saying things that are valued to them that results in you generating your real estate lead. That's the reason you joined premier coaching because that is where the unfair advantage will be. I know everybody wants to convince you that you can brand or buy or market or advertise your way to success, but you know what? Those in that space that are marginally honest will tell you that that's not true unless you're willing to wait forever, even then forever may never happen. So the reality of it is, is we focus always on proactive lead generation, which is enhanced by passive lead generation. But when you get good at the proactive lead generation, which is the, you know, essentially having direct conversations with people, you have probably will never be seduced into spending the money on the passive lead generation. If you're thinking, well, I can skip ever having to learn how to have direct conversations with people. I'm just going to buy my way, brand my way to success. You will go broke. So I mean, there you go. We need to patch that together. That's a whole bunch of B's branding, buying leads, buying broke, becoming broke. Instead of the seven P's, we'll have the seven B's. You and I can make some work on that. We'll work on that. Yeah. All right. So number 12, last but not least door knocking. And remember we did have an entire podcast series about this. This is not at the top of the list because it generally does take more contacts to take a listing, but it is still effective when you're consistent door knocking can help you become more comfortable speaking with people about real estate. And many times you will be at the right place at the right time. And indeed take a list from being there before you go door knocking, choose your neighborhood wisely. Does it turn over much? What's the average sale price what's currently active pending and recently sold what's being built around the corner from the neighborhood. Is there near new construction? Become the go to neighborhood specialist and use good scripts at the door. Like we teach you in premier coaching, start with your own neighborhood since you already know it well. You'll probably be most comfortable there and then you can expand from there. And again, refer to our recent podcast series about door knocking and for more help, be sure to ask your Harris certified coach, premier coaching members for additional support. It is a very hot topic right now. The main thing and listen to our three part show or maybe it was a four part show we recently did. Yeah. But the main thing with door knocking is that you have to go prepared. So for example, when you're door knocking the, and we give you tons of scripts and ideas for this, but the gist of it is, is you're letting them know about market activity. A new house that sold, a new listing that happened, something or something or several things. They don't have to, it doesn't have to be your listing or your broker's listing. You're just letting them know what's going on in the market. But you have to be prepared to have that person that's standing in front of you that you just knocked on their door tell you that they're thinking about selling their house. And you can say things like, for example, we're working with a lot of buyers in the area and if you, do you or anyone you know are thinking about buying or selling, I sure would appreciate the opportunity to help these folks out. Things like that, all of you can say, and you will be shocked how frequently that person that you're staying in front of, because you just knocked on their door, says, you know what, I'm not thinking about selling what my next door neighbor is, boom, you got a listing lead. Guys, that's how simple the business is. It's all about you doing the real work of real estate. If you're wondering why the current version of you is experiencing abundance, it's because six months ago you did the real work of real estate. Or, if the exact opposite is true, well, guess what, that's true as well. So please keep these things in mind, guys. We are telling you the fluff free, no BS way to succeed because of this market. How many of you are paying attention? Well, 15, 18, maybe 20 ,000 of you will download the show today. Another probably 17 or 20 ,000 will consume it on YouTube. How many of you actually are going to be doing the real work of real estate? Well, I know how many of you will be. It's the same percent that always will do the real work of real estate, which is only about 10 or 15 percent. But the rest of you, why would you not choose to follow the path that's been proven for decades to work for everyone? Why? Why would you do that? Why would you make your life so miserable? Here's another motivation, a motivational thought for you. Again, I know you can't project yourself easily into the future, well, just set yourself up for little awards, little surprises, little somethings to keep yourself motivated along the way. So if you make five contacts today, whatever your treasure map says, or ten contacts today, give yourself a little present or surprise for doing it. All kinds of little gamification of your own behavior until you get into the habit of actually having these, of doing the real work of real estate. It is about doing what you don't want to do when you don't want to do it at the highest level and being okay and understanding that just the emotional acceptance that if you want long term levels of ever increasing success, you have to do what you don't want to do when you don't want to do it at the highest level. And I realize some of you that's like fingernails on a chalkboard, but it's still the truth. It is still the truth. It is. You know, one of the best ways they can give themselves a little mini reward is when they're in premier coaching and they go to the daily live sessions with the coaches, one of the things that they do is share challenges and victories. So when you just had, maybe you just had a door knocking victory or maybe you just listed your first expired, it is actually very encouraging and motivational to go there and get that support from fellow agents who are going through the same thing from the coaches who say, keep up, right on, lather, rinse, repeat, go do it again. You can do it. Go you. Because we're not immune to the fact that a lot of these guys, when they're out there, they're building their skills. You can have days where you feel like it's really tough, like real estate, you know, I don't know if I can do this and then you have a victory and you go to those sessions and everybody says, you know what, I can't believe that I just had a similar victory. We can do this. And then you stop thinking that the market is so difficult and the changing markets kicking your butt. You're surrounded by like -minded people and by coaches who encourage your success and say, yeah, absolutely. You can have the best quarter ever. You just have to have the patience to understand that everything you want in life is going to require more effort and take a hell of a lot more time than you've been probably led to believe it would or hope that it would. And that's something, I mean, that is really, I wish I knew that when, uh, you know, you know, I got married 32 years ago and we started in business together like 30 years ago. I wish that I'd known that I would have been a lot more patient with things, frankly. Me too. But here's the thing, even though it will take longer than you want it to, it'll still take less time than if you don't take action. Yeah. You know, it's funny I said that, but at the same time you and I did sell over a hundred houses our first year. That's why you were laughing. I know. And between a hundred and 200 homes every year for almost 10 years. So I guess my lack of patience actually may have worked for us. It does. It still does this day. You know, it's funny you were talking about always keeping us in contract on rental properties. Well, we still are on those big projects. Yeah, I know. We do do that. Well, it's a habit though it is, but it's creating a false sense of, well, back then it was a real sense of scarcity, but it's creating a false sense of scarcity because you and I don't work really too well with the carrot. We work great with the stick, which is how most people are. They just don't realize it. Well, they don't want to admit it, but we work, you and I, we keep ourselves motivated by the fear of loss of what we already have.
Fresh update on "mls" discussed on Real Estate Coaching Radio
"Yeah, so we're letting the cat slightly out of the bag. A paw just popped out upon the bag, right? Yes, but we're very excited about that. But for now, join Premier Coaching. The link is below and if you love this podcast, which we know literally tens of thousands of you do because you listen every single day, you will not believe the value that is provided with Premier Coaching and you can join right now for absolutely zero for free So join Premier Coaching. The link is below. Jules, we have a ton of notes to go through today. Yes, we do. And this is a two part podcast. I'll do some today, some tomorrow. So here's the big question, listing agents. Do you know all of the unexpected ways to sell your listings faster? Remember that your mission is to make your listing or listings stand out amongst the competition and guess what? There's competition. Last week, nationwide inventory rose by 15%. New construction is 31% of what's available and builders are throwing all sorts of incentives at buyers. With some builders, a buyer can close at a five and a half percent, 30 year fix. That's not even an adjustable, that's not a buy down. Five and a half percent, 30 year fix. That was from Toll Brothers. I got it yesterday. Yeah. You told me about that. So here's what Jules is explaining, hopefully you're understanding in case you don't because we always have to remind ourselves, there's a lot of first time listeners, the builders will take some of the money from the purchase price and they will buy the interest rate on the mortgage down, making it so the interest rate in this example is going to be a point and a half to two points lower than if, say for example, that buyer had been going to their local lender to try to buy a house that is a resale home. Now why does that give the advantage to the builders? Because the builders are selling a new home which will need no maintenance, which comes with a warranty, where the payment is going to be the same if not lower and the value of the home, in other words, what they're getting with the home, aside from all the things I just said, is sometimes more than the resale. It might be bigger, not in all cases, I know, but it might have more amenities. But the very least it's going to be new and the payment is going to be in many cases lower than if they were buying a resale that's listed at the same price. That means new construction, especially these big national builders, have a ridiculous advantage in your marketplace. Make sure you know that inventory, what's available and we've done countless shows on new construction and a lot of drill down also in Premier Coaching. That's right. So here's the question. Why would a buyer choose your listing versus the one that's for sale down the street because guess what, now there's one for sale down the street. Why would a buyer's agent choose yours to show today when there's five other choices and why would somebody buy your listing when there's all that new construction with builder incentives? You have to compete against all of that in many different ways. So we're going to talk about 11 different ways to sell your listing fast, we'll do some today and some tomorrow. We're going to do five today. That is instead of or in addition to a price adjustment, do any or all of the following. These are mix and match. So number one, the seller can contribute $10,000 or $5,000 towards the buyer's closing cost. Kind of depends on what price range we're talking about. This can help a buyer buy down the interest rate just like what the builders are doing and lock it in at a potentially far lower interest rate than the going mortgage rate. You can lock it in on a 30 year fix that way. This is paid at settlement and flows through the title agent or attorney closing the transaction. This can actually impact the buyer's payment more than the price. And you can refer to our podcast called three ways to achieve a lower mortgage interest rate. We did that a couple of weeks ago. So what were you? Well, I was going to say in post, I mean, you're saying position it so that that's an alternative to a price reduction or in addition to one. Well, the more aggressive way, frankly, I think the way that all of you should be considering doing it is not waiting around until you need a price reduction and doing it up front. So when the buyer walks in the door and they're looking at the house and they love the house and let's say there's a house down the street because there's 15% more inventory for sale. So they're looking at your property, the one down the way, but you, the smart Tim and Julie Harris coaching client has actually gone to the effort of already meeting with the lender, asking the lender what it'll cost to get the payment down to X amount. How much can you buy the rate down? The seller will have to contribute this much to the buyer's closing costs and buying the mortgage rates down and all the rest of it and all that math is sitting on the kitchen counter. So the buyer walks in, it doesn't matter if the buyer is already working the lender, don't cloud your mind with extra details that don't matter. The buyer is going to see that the payment on that house, if they buy that property because that essentially is coming with an attachment. I mean, you know, truthfully you can have that lender work with you on any property, but in that particular example, the seller has already agreed to buy the rates down, already agreed to pay the buyer's closing costs. Don't you think that gives you an unfair advantage in the marketplace? Okay, so what you've just done there is let's just say that I'm a highly qualified, highly motivated buyer, right? Which is more serious these days than it used to be. And I'm looking and you're looking, you're my buyer's agent and we find five homes that basically meet my criteria, give or take my price range in my neighborhoods I want. But one of them says $10,000 paid for buyers closing costs at closing. It's in the MLS description. It's in the lender notes attached to the home brochure on the counter. Which by the way, you're then going to tell them what the monthly payment is, but make sure that's coming from the lender, not from you and make sure the lender's got all the disclosures. Of course they still have to qualify for that. Exactly. But that's going to make it so that buyer is going to walk in. You guys get it, right? I mean, imagine if you are looking for a house today for yourself and one house, the payment is $3,000 a month and the next house, the payment is $2,000 a month and you like both of them the same. Aren't you going to buy the one with the lower payment? Of course you are. And not only that, but because you're putting it in the MLS description, I, the buyer's agent who's looking out for my buyer client, I'm probably going to want to show that first and top of the list versus just an also ran with the other four that meet their criteria. So you just said something, let's give them, make sure they're understanding. So don't put it in the, so there's two comments, two sections in most MLSs, right? There's the, uh, you know, agent to consumer, the flowery description that you hopefully using chat GPT to write for you. And then there's the agent to agent comments. Put the interest rate information, but make sure you're doing it legally. Uh, make sure, you know, asterisk, whatever you're going to do to make sure it's clean. Maybe put an actual, what was one of the pictures when the buyers flipping through the different pictures that are available for the house, put the actual printout from the lender showing what the payment would be with the interest rate being bought down and then, you know, disclose it. Okay. Just being very clear about that. But do put in the agent to consumer comments about the, uh, buy the sellers offer to buy the rate down with the payment would be. That's right. Exactly. Because you want to be number one. You want to be, have people clamoring to show that property versus letting it sit on the market and then waiting and maybe trying this later. Don't do that. Do it up front. Okay. Number two, seller could pay for one year or maybe two years, depending on the cost of buyers, homeowners association dues. Again, paid from the sellers proceeds at closing. If the monthly HOA is $300 and maybe a $3,600 HOA credit from the seller would be better than a $5,000 price reduction. It would at least make your listing stand out in the MLS, perhaps do both instead of a $10,000 reduction. Okay. So you can combine things, right? And that definitely, you know, a buyer is going to feel that that's $300 less a month that they have to pay for the first year they're in the house. Well, let's build on that again. This is versus a price reduction. Now Julie's getting into a little bit of the weeds, but all of these things up front are going to make your listings more competitive and you don't necessarily have to up. You won't languish in the market. You won't have to deal with maybe price reductions, but let's say they live in an area. Most neighborhoods have some kind of not just association fee, but they might have some sort of little country club or they might have something like that provided that the country club will allow you to do this while the seller do this. Might pay the dues for the person to join the club or something like that. You see a lot of those types of perks in the luxury market, um, you know, just things that you can add. Again, that your mission here is to stand out to buyers, agents who are deciding what to show and to stand out when somebody, you know, the buyer themselves is on roller.com or whatever they're looking at, what do they ask their agent to show? Okay, so you're working both sides. Number three, what you could do, seller to pay for one year of property taxes for the buyer paid at closing by the seller. Similar concept to what we just talked about, but it depends on how much we're talking about. If the property taxes are too much, the seller isn't up for that. Maybe a six month tax credit could work instead. And you know, you could combine one or two of these things together and do a little price adjustment if you've been on the market for a while or do these upfront keywords being if it's been in the market for a while. So if this is a weird listing, maybe it's an expired that has just sort of some oddball things about it. You want to definitely do it, Julie just said, and combine these different things to make the property more competitive. Again, put yourself in an emotional state of walking in a house with your buyers. The buyers are looking at they like the house enough. Let's just say it's only a six out of 10 matches most of the criteria. Let's say it's a little bit further than they want to drive and let's just say there's some, you know, issues with condition, just whatever. But guess what? No property taxes for a year. The seller is going to buy the interest rate down. The payments $1,000 less than it would be. I promise you they're going to figure out ways to compromise really fast and that's the kind of things with the property they're going to want to buy. You're trying to get them to have an overwhelming feeling of having to say yes before somebody else does. Okay. Now number four, I know you guys aren't used to doing this because all you had to do is be available and it would sell. Times are changing. Number four, if the house has condition issues, consider offering a decorating allowance to be escrow to closing by the seller for the buyer. Always get feedback on your listings. If you've got a listing that's sitting and you're getting showings, get the feedback. I know you guys are not used to having to ask for feedback.
A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days! (Part 2)
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back and today is day two and thank you for all the really wonderful comments on our show this week. We're talking with you about how to make at least $100 ,000 in the next 100 days. And so remember guys, ultimately this plan is going to require you doing what you don't want to do when you don't want to do it the highest level, but you can do it. Your is mindset going to be a being of service to other people and focusing on, for the next 90 days, accomplishing the goal. Now some of you, and what we're focusing on today, are the specifics of the numbers. So we're going to help you break down exactly what you need to be doing every single day and we're going to give you some suggested lead sources that will get you frankly the results the quickest. All of our plans and our primary focus of our coaching business. Now obviously we teach you guys how to build teams and market and social media and all that other stuff, but we also primarily want to focus on listings. That is really the heart and soul of a real estate business. It is the way that you're going to get the most leverage in real estate, it's the way you're going to have the most freedom, the most consistent cash flow, is being a listing agent. And there is a huge demand right now for listing agents with skills as many of you are learning in the marketplace because all the rules have changed. Effectively 24 months ago that rule of law got tossed out, tossed into the fireplace and the new rules emerged. Some of you have yet to discover the new rule book, hopefully you're discovering it listening to this podcast. So Julie, let's jump right back in where we left off yesterday. That's right. So this is the plan. How are you going to get to the goal? The goal is $100 ,000 in income to you in the next 100 days. We talked yesterday about based on the average sale price in the country, that that's going to take you eight listings. Why eight listings? Because the listings will generate buyers and other listings. So if you want to drill down on the specific goal, it's to get and sell eight listings over the next hundred days or less. But if you're listening to this and you didn't listen to yesterday's show, just so that you're going to be able to get a lot of benefit, the assumption was that the average sale price in the United States is $400 ,000. The average commission in the United States is $12 ,000. I know it's going to be up or down, adjust accordingly, and eight times 12 ,000 is going to equal roughly $100 ,000. That's the premise that we're working off of and we're making that assumption. Now, if you're in a marketplace where Julie's got coaching clients whose average sale price is over a million dollars and they're making an average of $30 ,000 per sale. Adjust accordingly. Adjust accordingly, right. And on the other end of the spectrum too, there's some listeners, maybe it's going to take you 12 or 15 listings, but that's okay. The point is to have a specific goal. So we're using eight because we have to use something and we used it based on the average that all of you are dealing with. Okay, so how are you going to go about doing it? This is where you take notes. You can scan down and get our notes right in front of you, but a lot of you guys like to write it down. So should we be, listen, listeners, this is really important. Why did we, why are we exposing some of you or in many cases reminding you of the same primary lead sources that we want you to focus on? Because that is where the most urgent business is going to be found. We do talk about in Premier Coaching, the passive lead generation, but you're going to find the consistency of cash flow and all the other things that come with consistent cash flow from focusing primarily on being a proactive lead generator and then reinforcing the proactive lead generation with your passive lead generation. And I'll just give an example before Julie gets to her first point is that, for example, you're going to call your centers of influence and past clients. Now if you want to enhance that, maybe you mail them. Maybe you mail them a newsletter. We've had lots of coaching clients have had a lot of success with that. Maybe what you do is you load them, you get all their contact information obviously and you put them in a Facebook campaign and those people that are your centers of influence and past clients are also getting daily videos or weekly updates from you about what's going on in the market. Just those people that are in your list are going to be exposed. But you cannot just do the passive stuff expecting to get the results that our statistics say you will unless you're doing the proactive stuff. And if you have to choose, dear listener, between making the phone call and having the conversation that we teach at Av and Premier Coaching or doing the digital media, the social marketing and all the rest of social media marketing, all the rest of it, do the phone call. It's going to get you the result the fastest. And cost you nothing. And cost you nothing. Okay, so that leads us to our number one lead source. We're going to do six today and we're going to do six tomorrow. So point number one is number one for a reason. You all have them, your past clients and sphere of influence or center of influence, otherwise known as your database. Statistically when you have regular and real conversations with your list, 10 % of your list will either do business with you or refer business to you each and every year. What would happen if you committed to speaking with 100 % of the people in your database this quarter? Don't get mad when another agent lists your past client if you're not making this effort. It's average of 10 % because if you're in a marketplace where the homes are primarily people that never sell, I mean look in your MLS for statistics, you're not going to get a temporary, and that's where your center of influence past client is, I mean like where you grew up, frankly Julie. Those people never move. I mean ever. Okay, they're in those houses for decades, right? But if you're in another area like Austin or something and you're focusing on some downtown condos, where people are younger and their family formation age, they're in their late 20s, early 30s, well you're going to get a lot more sales velocity out of those markets. So again, you've got to adjust accordingly. The way you can lean into the facts is learning how to use your MLS. Choose your centers of influence and past clients. That happens sort of organically, but you might find yourself in a marketplace where there isn't a lot of, frankly, sales momentum, where there are not a lot of sellers, where there isn't a lot of opportunity. So what should you do? I respectfully would suggest that you might move or, frankly, it's going to be a lot harder for you to build momentum. You're going to have to expand your horizons. This is something that we work with our elite coaching clients on a lot because we have to drill down and get to know them and know their market a bit. And it's okay. They can expand what they're doing. They can join different memberships, organizations, you know, upgrade their friends list. You know what I'm saying? Well, when Julie and I were selling real estate, we did not like our average sale price because it was the average sale price of Columbus, Ohio. And we knew that if we were willing to travel half hour or 45 minutes away, we can have sale an average price that was at least four and sometimes six X more, over a million dollars. So it took us three or four years and we got tired of beating our heads against the wall. We had to sell hundreds of houses to make the amount of money that we wanted to make every year to accomplish our goals. Or we could sell less than a hundred houses in this other market. Duh. So that's what we did. And you just took out a new elite coaching client. So shout out to Jennifer Wells and Hilton Head. If you guys have any business coming or going there, she's your girl.
A highlight from Real Estate Agents Proven Plan How To Make (at least) $100k In 100 Days!
"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 in today's show, tomorrow's show and the day after that the podcast is all about how to make $100 ,000 in the next 100 days. By the way, I added at least $100 ,000 because in some cases, frankly, this plan that we're going to be giving them over the next three days is going to produce way more than 100 ,000 because they're blessed with an amazing average sale price. So Julie, thanks for putting this plan together. Let's just jump right in. Yes, you got it. All right. So let's see four facts for you to know. First of all, first fact, the average sale price in the United States is just a bit higher than 400 ,000. That makes the average commission about 12 ,000. And this means that you need eight deals to gross 100 ,000 and about 10 deals to net 100 ,000. That's about two transactions per month. They're over about a 90 -day period, give or take, 100 days we're using. There are people who will absolutely be buying or selling real estate in the next 100 days, but the only question is whether you will be the one to list or sell the next homes in your market. Now, Julie added that little caveat in there about it was kind of a mindset point. A lot of you are listening to the news too much or you're believing that there's not essentially thousands if not millions of people in your local market, depending on how big your market is, that are actively looking to buy or sell real estate. If you want to really cut through all of the malaise and the bad information and the misinformation, just look in your MLS to see how many transactions there were in the last 30 days, and you'll be absolutely amazed. And I remember when Julie and I were selling real estate in Columbus, Ohio in the middle of the winter, that's when most agents would stop selling real estate. They would just say, well, I'll call you back in the spring, Mr. Seller. Well, we always drilled down starting in the end of, really, generally speaking, into third quarter, into fourth quarter. And we'd always build our inventory. Now, not all of them would want to have active listings through the holidays, but those who did or didn't, it doesn't matter. The point was is we were working when others weren't working. We got the benefit of that in the spring. So as you're really focusing in on primarily your mindset about the opportunity that's in front of you, don't do anything other than look at the market for the wonderful, amazing opportunity it presents for you. And if you're finding any reason whatsoever to not believe that this is the best market and this is the market you've been waiting for, then you need to tune out whoever or whatever it is that's making you think that way. Because it's not true. Guys, look, the bottom line is this is probably going to be, for many of you, the best real estate market you can possibly imagine because of the fact that all the fluff and the froth is out of the market. And you can lean into the skills that you're listening to and learning from this podcast as well as our coaching program. Very well put. Fact number two, when you list two per month, you will automatically attract buyer business as well. So we want you to focus on listings. Again, our mission here is to show you how to make at least $100 ,000 in 100 days. And leading with listings will give you both listings and buyers. That's kind of a little interesting thing. So for every one listing, there's a buyer. So in other words, there's as many buyers as there are listings. Well, reality of it is there's probably 10 buyers for every one listing. But why not focus on the listings? Because a lot of you are addicted to buying buyer leads. You buy it from pay -per -click. You get it from Zillow. You get it from all these different sources. Buyer leads are easily obtained when you have a listing. Different studies that have been done, our anecdotal information tells us that on average for every one listing, you're going to do as many as four or five transactions. Why? That seller is going to become a buyer and buy something. Maybe you're going to double in that listing. You're going to list another house in the neighborhood. It goes on and on. But all that added opportunity comes from being a listing agent. And you don't really get that from working just strictly with buyers. You sell a buyer and maybe you get a referral from them. Maybe you don't. Maybe they list the house with you when they are ready to sell it. Maybe they don't. They might not even buy. Yeah, exactly. Or the buyer just decides to stay put, keep renting, or stay in their existing house. That's right. So fact number three, it looks like you have more time than you do to do these eight to ten transactions.
A highlight from YIKES! My Real Estate Listings Aren't Selling, PLEASE HELP! (Part 2)
"Welcome to Real Estate Coaching Radio, starring award -winning real estate coaches and number one international bestselling authors, Tim and Julie Harris. This is the number one daily radio show for realtors looking for a no BS, authentic, real time coaching experience. What's really working in today's market, how to generate more leads, make more money and have more time for what you love in your life. And now your hosts, Tim and Julie Harris. Three, two, one, and we're back. And Julie, today is part two, and we're focused on the 15 reasons why your listings won't sell. If you did not listen to part one yesterday, well, obviously you want to start there. And the intent of today's podcast and yesterday's, of course, is to give an immediate boost of motivation and direction for those of you who have listings that aren't selling. But for those of you who have no listings, here's the idea. Use this information when maybe speaking with a prospective seller who happens also to be an expired seller, because when giving this information to them, they're going to immediately realize that you're more professional, giving them maybe the exact reasons why the property didn't sell. Another great idea is use this information for your social media. I can see a lot of you guys making this into little short videos or obviously just all kinds of different posts. You can use this for about anything, because guess what? We're giving you our notes. They are waiting for you. Just scroll down. If you're over on iTunes, Spotify, if you're on YouTube, it does not matter. You just scroll down. Our notes are there. And when you're there, make sure you guys join Premier Coaching as well. Click on over. Check out Premier Coaching. You can join Premier Coaching for free, and it does entitle you to a daily semi -private coaching call with one of our Harris certified coaches. We know you love this podcast. This is the number one downloaded real estate, daily real estate podcast for real estate agents in at least the United States. Might even be number one in other countries. I don't really bother to look. But the moral of the story is this information is just training. We do our best to do a great job training you, but this is just training. So if you love this podcast, you won't believe the experience you have when you join our Premier Coaching community. So make sure you click on the link. Join Premier Coaching. Now, if you are not able to click on the link and you want to join, maybe you're on desktop or whatever, that's fine too. Just go to premiercoaching .com. All right, Julie, let's pick up where we left off yesterday at point number eight. Yes, these are all reasons why your listing may not be selling. I think it's also a good checklist. You could look at this as top 15 things that you don't want to screw up when you take your next new listing going into it, right? So lots of different uses for this content. Point number eight, the listing could be in the wrong pricing segment. For example, if you're listed at $509 ,000, you are possibly the least attractive listing for a search from $500 ,000 to $750 ,000. That should be, and anybody experienced when you look at $509 ,000, you know it should be $499 ,000, to make it the best option for somebody searching, say, $350 ,000 to $500 ,000. Now some would argue to just price it at $500 ,000 even that way you capture both of those types of searches. What's your opinion on this kind of strategy? You know, honestly, it depends on the price point because you can do bigger swaths of because obviously, well, I mean, maybe not obvious to everyone, but upper -end buyers will be searching in much larger price segments. In some cases, guys buy over a million dollars. Someone might look from a million to two million or something like that, but I would say in the normal priced home, say anything $450 ,000 and less, you need to make it so you're priced as accurately as possible. When Julie and I sold real estate, one of the things we'd do is we'd bring with us, and you guys should do this as well, from the MLS, essentially what we'd do is we'd say the house was $400 ,000. We would take maybe from $250 ,000 up to $650 ,000, and we would show them where they had the highest probability and what price segment to sell the house. Because sellers obviously always want to overprice, I mean, who doesn't, right? So let's say the market's saying, remember, you're not saying I'm saying, you're not saying my CMA, you're saying the market is saying that the house is worth, say, $499 ,000. Well, it might, or rather, it's worth $499 ,000, but the seller wants to put it up for $525 ,000. But if you look between, say, $500 ,000 and, say, $650 ,000, maybe in the last 90 days, there were only eight houses sold in that price point. Whereas if you were to look, say, for example, $350 ,000 to $500 ,000, there may be like 30. So if you drill down, you show the seller this actual information, you can explain to them, Mr. Seller, that extra $25 ,000 is actually less than the probability of your house selling by, giving my example, what, $3 ,000 to $4 ,000. So you definitely want to put it in the right price segment. And here's the nice thing, Mr. Seller, because your house is really truly exceptional, I definitely understand why you think it's worth $525 ,000 in this market, just despite what the CMA is telling us. But when you price it at $499 ,000, someone's going to see that overwhelming value, and they actually might, because we'll have multiple offers, that house, your house, might actually end up being at $525 ,000, but we have to capture those buyers to begin with. We want to be the first thing that they want to see. We want to be the house they're dying to see before anybody else can get to it. Exactly. And we want to make it so that when they walk in that front door and they see the house, because you've positioned it correctly, that they are like almost panicked because they need to somehow make an offer immediately. That's the emotional response you want from a buyer. That's right. Okay, now number nine is similar, but with a little twist. The listing might look clearly overpriced when compared to its competition. For example, if there are 10 listings that meet a buyer's criteria and your three bedroom listing is priced as if it's a four bedroom, you're always going to look overpriced and go to the bottom of the showing list. Now let me edit that, or not edit that, but let me add to it, okay? When Julie and I were selling real estate and some of you were in similar situations, you might be selling real estate in an area where there's mostly four bedroom houses. Now somebody had the bright idea of building a three bedroom and what would have been the fourth bedroom turns out to be the loft, but if you don't put in the, if you list it as a three bedroom, you will get no showings. So you list it as a four bedroom and then in the public facing description and in the agent, private description, agent to agent, you tell them that the loft could be the fourth bedroom and then you also want to get an estimate to make that fourth bedroom into a loft. But these are, again, little nuanced differences that if you don't get this right, you're going to have a listing that doesn't sell and guess who's going to end up selling the listing? The next agent who lists it because they know what I just said is a way of getting more showings. Now Julie, I think this would be a good time for us to give them the biggest closely guarded secret ever. Sure. You're already giggling and giving it away of real estate. So if you guys want to be successful as listing agents, I'm going to give you the biggest secret right now. Whatever you're doing, stop doing it. Turn the treadmill off, pull over the side of the road, okay? Put the glass of wine down, whatever it is you're doing. The biggest secret, how you can become an amazing listing agent. Here it is. Wait for it. Wait for it. Oh, no, no. I'm still making you wait. Now you're frustrated? All right, here's the answer. Have the listing when it sells. Yes. Be the listing agent when it sells. Some of you are in marketplaces where you're seeing listings that have been listed once, twice, three times the charm. Well, have the listing when it sells because it turns out that all the previous listing agents were overpricing it by 25 grand, negating or essentially removing the 50 or 60 % of the prospective buyers, and you just simply price it at $4 .99 and you sell it in 22 seconds. Everybody who's ever worked expired listings know what I'm saying is true. Sometimes the tiniest little, almost silly, stupid things that people overlook are the exact reasons why something won't sell, and that's the exact reason why you will be the listing agent when you will have the listing when it sells, thus you will have learned the secret of being a successful listing agent, have the listing when it sells. And then you get to put your sold sign in the neighborhood. All right. So point number 10, the listing has a confusing floor plan. Well, you might think this is not something I can fix, but for example, a modern home in a colonial area or split levels or anything unusual for your market needs to have extra staging so buyers and buyers agents understand how the floor plan can work. If you can't tell what a room is supposed to be, the home just won't resonate with a potential buyer. That one's a hard one because there's lots of different versions of that, and sometimes staging, you know, sometimes it just needs to be vacant. Let me just wander into this one, all right? So some of you are selling in homes in areas where the houses were built in the 50s and the 60s and the 70s. Now a lot of you are going to have these really truly bizarre floor plans, like, I mean, what were they? Conversation pits? Stuff like that, yeah. And like some of you guys, you don't even know what a split level is and you're blessed for not ever having to deal with that, but here's what a split level is. You walk in, you're in a foyer, and there's a staircase that goes up and a staircase that goes down, and you must choose. You have to make a decision right now because standing there, you're only standing in the eight by eight foyer. Exactly. You have nowhere to go but up or down. Now you, be careful that you don't bring those, so like, for example, if you're in an area like that, typically split levels don't sell as fast, and agents will sometimes not want to show the split levels because of their personal biases. Well, it turns out that the buyer that you're working with might actually love the fact that there's very clearly defined informal living space and formal living space. That's how Julie and I always split, you know, marketed split levels when we had to deal with them, frankly, is because downstairs is a completely segregated area from the upstairs, which means, you know, it's more of a fun place to be with your family kind of thing. Or it could be a Zoom room or a home office or, you know, you have to be creative. You have to help somebody understand how to use those types of houses. Right, exactly. So, yes, that one's always interesting. But also, Julie, you said confusing floor plan. And when you guys take your appraisal classes, you're going to find out there's such a thing called an obsolete floor plan, but, you know, so it's devalued for the sake of an appraisal. And you'll see it reflecting in similar homes. They're just not selling as fast. They sell for less money. It's your job to understand all these things so you can show the seller the facts about the market, which, by the way, 99 .9 % of the sellers already know all this stuff anyway. I may be telling you. Point 11. Point 11, the listing has negative feedback that never gets remedied and the price doesn't improve to reflect that. Repetitive, negative feedback. That is a major thing that causes listings to expire. Assuming they're getting feedback. Assuming they're getting feedback. Now, here's the thing. Sometimes, again, we go back to the seller, most of the time they know that because it's been bothering them. It may be even the reason that they're moving, right? So you have to remedy negative feedback and that gets back to using showing time and doing your own research and asking, you know, you guys haven't really had to call the previous showing agents to ask them what their buyer thought because before the answer was, well, we want to buy it along with the 10 other offers you were getting. You haven't had to do this, but now if it's sitting, you have to be proactive. You have to find out which of these 15 things is the problem. By the way, the house might be fantastic, but it turns out the sell, the neighbor always comes over and jawbones with the buyer and the neighbor is a little bit, let's just say unbalanced and they are essentially in the buyers. Exactly. There's all kinds of weird things that happen. All right. Point number 12. Number 12. The listing has too many personal items like family pictures, degrees on the wall, specific artwork or collections. These things can distract the buyer from focusing on the property and how they would live there. Remove all family pictures. That's rule number one. Remove anything that it's to it. Just listen what Julie just said and you can explain this to your sellers. They don't, when someone walks in, you guys do this too, and someone's got their degrees up on the wall. Someone has their family pictures up on the wall, anything like that. People are just going to go and want to look at the family pictures, right? They're just curious. Do I know this person? They're nosy. They're nosy. Yeah. And you know, there's other things too. Like, you know, when we lived in Texas, it was fairly normal to have mounts on the wall, you know, animal animal heads and that was mostly okay in Texas with most people. But there's areas of the country where maybe that's the one person in the entire state that thinks that's cool. So know your market. Think about what you just said. So Austin, Texas is like basically a California light as an essence, right? So Austin wasn't always like that. So if you had gone, if you had been in Austin, say 20 years ago and you'd went, walked into someone's house and there's most likely going to be some sort of head on the wall somewhere. I mean, you know, just this elk, deer or whatever it is. Well, if someone's from California is, is moving to Austin and they walk in and there's, you know, again, somebody's hunting trophies up on the wall, chances are that's not going to work for that particular type of buyer. You guys get the point? Yes. I think, I think it was, uh, it was either in or some somewhere I came across, uh, last week there was just a fun little story that was, it was like top 10 showing fails. And the top, it was, they were interviewing luxury agents and one of them said that they had this listing where the seller had a collection of snakes. I kid you not. And the seller, because there were so many of them, insisted that he wasn't going to relocate what he called his snake room. Now they were in cages, but still, isn't that going to creep the buyer out? I think so. I wonder exactly how many you have to have for it to be considered a collection. I don't know. I mean, it's like, it's more than, it's gotta be more than 10, but it's gotta be like less than 50 because at some point they're not staying in their cages. No, but you know, I think I, maybe a bonus point to this would be anything that kind of potentially creeps somebody out. Right. People have like, um, you know, just collections of stuff that they really like, but maybe not everybody really likes. So Julie and I had an unofficial rule, of course we never tell the seller this, but it was our internal joke. So sometimes you come across the listing, because you made it up. Sometimes we'd come across a listing and maybe it wasn't expired, maybe it wasn't, but let's just say the seller was not doing themselves any favors, uh, when they're in the house and they just let, you know, they didn't live. They didn't clean their house. They did just whatever. And it was, and some of these were really, really expensive listings. Like some of them would be like a million, $2 million. And they were just not going to ever sell it because they were the problem. So Julie and I had an unofficial rule, it was called, it was like our plan, you know, here's our 14 point plan to get your property sold. And then like an invisible ink was point number 15. It was removed the homeowner and all of their stuff and all their stuff. So, so if we walked into a listing appointment, um, it was especially an expired. And it was obvious that the seller was the problem without telling them or hurting their feelings. We would say, Sue, you have a new home that you're moving into. When will that be? Let's get that move. You know? Right. So we'd put the cart before the horse in some cases that would end up, guess what? With their listing actually selling. Yes. Now related to this, sorry to go down bonus point land here. I learned from our listing with Oscar that you'll remember too. When the seller's prequalification script, if, if you're talking, if the seller says to you, the home is fully renovated, you need to ask in what year, because if you recall Oscar and his wife, God bless them. Great people, super nice, sweet, you know, older couple, they had renovated somewhere probably around 1968 or so. But it was awesome. It was amazing. It was like the nicest wallpaper with, you remember the velvet fleck shiny stuff. No, no, you guys got to get, understand what we're saying here. It was kitschy as hell, but I'm sure it rocked at the time. Yeah. I mean, I could see people walking around with their white bell bottom pants and their high heel shoes. And boy, Oscar and his wife really loved that because you know, that was probably kind of like their pinnacle peak earning where they put their heart and soul into that rehab. And it's not something that you're going to say, you got to remove all this. You're not going to say neutralized Oscar. So ask at what time they actually rehabbed or renovated. Okay. Number 13, the listing has obvious detriments like bugs, dog hair, cat box smells, a green swimming pool or other off -putting things that are making the buyer run away. You can either price it to reflect the condition or fix the condition. And sometimes you're going to have to do both. It just depends on what it is. So remember listeners, we suggested to you something like showing time or just have a little survey that you leave in the kitchen for the buyers and the buyer's agents to give immediate feedback to the seller. You don't have to be the one telling them negative feedback. Matter of fact, it will not work in your benefit to give them negative feedback. They certainly most will be insulted and they'll fire you. So delegate that to digital systems or allow the buyers and the buyer's agents to give negative feedback or all of the above. When Julie and I, one of the things we teach you in our listing process is when you're meeting with the seller, you ask them how they want the feedback. Do they want a digital showing time? Do they want some sort of asking the buyer's agents and the buyers to fill out a survey when they're at the house or do they want somebody to call and get the feedback? And usually what they would ask for is the call. So they want somebody actually calling and then surveying the buyers and the buyer's agents after the showing and then calling them back and giving them the actual information. This is a great way for you to get price changes as well because what will often happen is that you're going to essentially, because you're delegating this to somebody else or to a digital system, the market is going to be continuously letting that seller know that there's a price condition location issue or all of the above. And they're then going to be more receptive to lowering the price versus you just calling out of the blue and say, time to lower the price. You guys get it? Well, they hate that. If that's the only thing that you're saying, that is not a strategy. And this is all, these are all the things, these techniques that we teach you guys in Premier Coaching. Point number 11, 14, sorry. Point number 14, the listing is a lower than expected buyer side commission. This is something that we need to be careful of because ultimately these are the types of things that are being litigated right now, but really at the end of the day, you need to be offering a co -op commission that's commensurate with whatever the market expects and in some markets essentially where things are becoming harder to sell, and I realize it's not very many markets, but where it is, it also behooves you to offer a higher than normal market rate commission. Look what the builders are doing. They are, you know, exactly. Or you could also offer things like, maybe it's not even a higher commission. Maybe it's going to be simply offering to pay the buyers closing costs, like buyers points, pay for the home inspection. We did a podcast about 11 ways, 11 creative ways to sell your listings. This is, you know, kind of a twist on that, but you can refer to that where we talked about maybe instead of a $10 ,000 price reduction or, you know, something else, you could do $5 ,000 towards buyers closing costs, or you could pay the HOA dues for a year, something like that. Do the math. It does not always have to be expressed as a commission percent. So point number 15. Number 15, the listing agent simply isn't proactive or effective at communicating with the seller. Ooh, that's a nice way, nice classy way of saying they're lazy. I know it's more words, but it means the same thing. When there's competition in the market, you must have a proactive strategy for being the listing that wins, being the listing agent that wins. Now, I wrote, you know, when there's competition in the market, but really you need to do this no matter what's going on in the market, you've got to be really great at communicating with your sellers. That's why in Premier Coaching, you've got the seller's 12 -week communication plan, for example. Remember, one listing should equal at least three or four different transactions. That seller is going to buy something. You're going to get a listing from the neighbor. Maybe you're going to sell the listing yourself. There's so many different opportunities that only come from working with sellers, but the way to approach all these relationships, all these, you know, essentially what you're doing is you're applying for the job of, you're hoping to get more work, right? So great work is going to create more opportunities. More work only comes as a result of you having done a great job for somebody else. Hopefully you're understanding what I'm saying. So when you're positioning a house to put for sale, when you're doing the marketing, the advertising, taking the pictures, writing the descriptions, helping the seller to, you know, position the house so that it correctly reflects the buyer's expectations, all of these things, what you're truly doing, in addition to obviously getting the property sold, is you're going to make other sellers in that marketplace, they're going to want to most likely list with you. And remember as well, this goes back to the don't be lazy point, a lot, depending on the price point, you're going to have a lot of buyers calling in that property and a lot of those buyers are going to have houses to sell. This is the, ultimately, we talked about this yesterday, we talked about this all the time. I get the benefit of funnels and I get the benefit of all these passive systems, but the agents that are winning now are the agents that have zero boundaries between themselves and a prospective buyer or seller. You do not want to be dripping on people, you do not want to be putting people in long drip campaigns in a market like this. You need to pick up the phone and call them or make it so that when they call you or text you, you call them back, you know, furiously fast lead follow up. That's what's working in this market. The obvious answer is getting to the client first, that's how you're actually going to make the most amount of money helping the most amount of people in this market. That's right. So work to eliminate these 15 potential issues, especially those of you who are sitting on your own listings and they've been on the market a weekend, two weekends, a month, two months. Why aren't they selling? Go through this checklist of 15 potential reasons. You probably have a combination of two or three. You probably can help the seller's house overcome that, help the seller overcome that. But if that's impossible, then you must price the home to be more competitive. It's no longer good enough to just be available in some markets. Depends on the price range. If you're the only home on the market for miles around, you can get away with more. You guys know that. But now we're getting more inventory. Buyers are more skittish. There's less FOMO in the market. The investors have left. The flippers have left. You have to be more proactive. The home you're listing has to shine and be the clear choice for any buyer who sees it. Now I want to point something out. You guys have just listened to the past two days on 15 points on how to basically get a listing sold, especially if it's not selling. How much more confident do you feel, having essentially had these ideas shared with you? This is just real estate training. A lot of you are feeling educated, motivated, and now you're going to use this information urgently to get into action, and go you. But the real actions you guys should be taking is join Premier Coaching. It's the next natural step. Join our Premier Coaching community. You love this podcast. We know you do. So now take the next natural step and become a Premier Coaching client. The easy button is to scroll down, click the link in today's show description, or if you'd like, you can just go to premiercoaching .com. We'll talk with you on the show tomorrow. This podcast is a part of the C -Suite Radio Network. For more top business podcasts, visit c -suiteradio .com.
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.
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.
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.
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.
"mls" Discussed on ExtraTime
"The technical director of villa de incredible performance. Again, we can't emphasize that enough. We've sort of harped on the Austin side because we're an MLS podcast and we talked about MLS teams and in our world, that's the big story. But Archibald said it. This is the first time this has happened in the modern era of this competition. They did it in the DR, they did it against a team that is obviously much fancied. I think the odds, again, we're bad about plus 2200, Austin win, I believe. Wow. Plus 2200 for a violette win? Yeah. So huge. I mean, the books are saying there's no chance, essentially, that this is going to happen. Yeah, you give us the money and we keep it. That's what they're saying. And then they are decisive decisive winners. And honestly, better across really every part of the game. Credit to them. What is the chances? What's going on with this second leg? Because I know there's some issues with the Visa. So I had heard about we heard about this before we ever played this first leg, that there were going to potentially be Visa problems. The rumor was that we were just going to cancel the time. The technical director of violette said in a press conference after the match, and this is via Twitter. It's from an account that's covering the team. Now, so I can't speak, this is not fact, fact fact. This is just sort of the conjecture and some of the context afterwards is that currently there are 12 people eligible to travel for the return leg between the players and the managers. So I've heard some people say, again, this is mostly conjecture. We'll have to see when the actual facts and reports come out from Concacaf in the clubs, that they're looking to perhaps maybe even delay to try to try to get those visas, but I hope
"mls" Discussed on Real Estate Coaching Radio
"Effective advertising you can do. Get permission even from the new owner after it closes to keep your sold sign up for a week after closing. Keep your home brochures in the box, but change the message to a compelling message like good news. I sold this home in XYZ neighborhood in less than 24 hours. Bad news, there's 5 more people wanting to live here. Call me today to see if I already have a match for your home. And some of you in some markets, you can actually, if you brought the buyer dual listing after the listing agent removes their sign with permission, assuming it's okay with your MLS rules, you can put a sign in the front yard stating that you're the buyer you represented the buyer on that particular house. And we have a lot of coaching and training on this, but another move is going to be, when you sell a house to somebody in a particular community, obviously, then you're going to go in there and you're going to, with the seller or the new owner's permission, you're going to do a housewarming party for them. You're going to invite the neighbors. You're going to go out and let the neighbors know you're the one that brought the buyer. You guys get it. Be proactive. That's what all of this market is about. That's what being successful long term is about. Doing what you don't want to do when you don't want to do it at the highest level. You guys think that what you're looking for is on the other side of the click or a lead funnel or some sort of call to action. It's on the other side of you having direct communication. The more of a buffer you put between you and the actual consumer, the less likely they are to ever do business with you. So whatever it takes for you to have a direct conversation in any market, but especially this market is going to result in you winning far more than not. Point number 8. My number 8 is simple and then we'll do number 9 quickly
"mls" Discussed on ESPN FC
"Probably the best. You have a lot of fans there. Last time I went a couple of years ago. We have to go to pre season all the time. Be game over the weekend. Hosting chibas, we thought, chibas are not for real, right? They can not be digressed at el volcan. Wrong. This is the way the game started. El tiva sepulveda with a deflection and it's early in the game hurt and it's one ill for chiba. Cisneros all alone, debug from that range is not going to miss and then guess what? Now welcome back Victor Zayn. But they were all over the first half. Yeah, first half, probably the first, the best 45 minutes for chibas in the season on the pound of each. This is minute 34 and is Ronaldo cisneros. Former Atlanta United player. Yeah, first goal of the season for the number 9, a goal and an assist. Early in the second half and then you can just come back, a little deflection here. Why do we manage? It's been massive for T bus. Knowing that it appears in tortillas, didn't start. Big deal. This is the 84th minute handball, coal by the ref, meat with onions, converts from the spot, but it was too late. And surprise or surprise. Chibas played week one at railroad, won that game one now, and now week number 9, they beat the elbow can. So is it something nothing or everything that she has actually defeat both Monday teams playing as a visitor? Well, it's something absolutely. You don't just beat number one and number two, respectively in the tournament and not think it's. By the way, you beat them in their place. You beat them at their house. And one and two monterrey and tigres are the new money teams in league I met. It's also two of the most luxurious teams in the Americas. That's not my opinion. That's not your opinion. That's just simple math. It's a luxurious roster they invest a lot of money in those teams. So to beat those teams and the way you did, outlasting monterrey in the first game, spectacular performance from wacho Jimenez to outperforming them in the first half in a volcan and then weathering the storm in the second half and picking up two very impressive away wins, this is something to hang your hat on. Absolutely. Yeah, it is something, not everything because
"mls" Discussed on ESPN FC
"Fans. That is a great thing. Yeah. Complaining about their fans, not being as real as your fans because maybe your fans booed you or because maybe your fans got a president fired and got somebody else in place. That's not something necessarily do you can say is a great thing. You can say it's good that they care, but to compare it against Atlanta United and what they have, that's where he misses me with that. I love Jim Curtin. That's all I'm going to say to start my point right here, but I think that was lame. That was absolutely lame. On cult four. If there's a rivalry between organizations, Philly and Atlanta, that's totally fine. I'm here for it. I love Ryan Reese. I love managers taking jabs at other managers. The story fine. But you get a peek your battles because he could have picked so many other things about the Atlanta United as organization to go hard at that they don't have their own stadium that the turf is terrible. It costs a lot of sad, long-lasting injuries that they have spent a lot of money in players and the results are not there. He could have picked a lot of different things. Not the fence. Well, he knows exactly what he's going for. He's by no means a dummy. This man's not intelligent people and Major League Soccer, but what I'm trying to say, he knows exactly what he's doing. And if there's one model that's the exact opposite affiliate. Exactly. Exactly. So he knows exactly where he's going with this. Yeah, but that's why I said it's just linked to go at the fence. Because by the way, to your point, I think it speaks volumes of the fan base that is just not the locals that go there. If the party is great, that's exactly what you want. That is a league, right? As an entity. That is exactly that to one that your product, even though the results are not great for Atlantic. If the party is great, and you have 50,000 people spending the spending $200 of food and beer. I believe it was 60,000 this weekend in LA. So think about this with losing seasons that they've had after Tata martino. They've been able to not only keep their fan base, but generate new fans with losing seasons with poor results. And spending a lot of money on players. That speaks volumes of what they're doing right and you should applaud that. All right, we'll stick to Atlanta United. Gonzalo Pineda is the manager, right? And he was asked about the differences between coaching and league IMA keys and Major League Soccer. Now granted, he's never been a manager or a coach in Mexican soccer. After he retired from playing in Major League Soccer, he stayed at Seattle Sanders as an assistant, and now is the head coach at Atlanta United. This is what he had to say to the quote, I don't think there are many young Mexican coaches getting the opportunity out there. I think their processes are cut off extremely quickly. Right now we can see that it's barely week 5. And already two coaches are out. That is not very common in Major League Soccer here. They give you time to work and for a young coach, the short term kills you because they want you to be in the tough places in four games. In
"mls" Discussed on ESPN FC
"Chance to showcase and platform themselves with this experience so I'm very happy for them. And let me just finish by saying people are always going to find something to complain about. That's what they'll do, especially online. It's very easy to type away and thank you. Hey, I said my piece. Very easy. It's very hard to put out an experience that people want to watch and I think they're heading in the right direction. So we got a chance to call MLS games together for together for several years. And we all know what it's not easy. It requires a lot of effort by a lot of people. So the first thing that I would say is the product was just fine. That was good because they have people that know the league that have broadcast the league before. Some bugs. They have nothing to do. It's fine. Subtitles. It's bound to happen. Doesn't mean you should excuse it, but this is day one. Listen, that wasn't built in a day. We do TV. We are very, very lucky to do what we do, right? It is a privilege to do what we do. And when you work at this business for so many years, for whatever many years you've given here, if we're like, four years over 5 years already with ESPN 6 7. All right, this is going to be my 17 year ideas BN. So whenever we're watching, we can tell, right? Oh, like a black spot or the audio or the bug or the saddle here. I love the fact that you have people that love the league, broadcasting the league. The no, the league really will. To me, that was huge because they know how to, I don't know if the right word is promote because it's not your job to promote. That's what he's going to get. But just to be respectful of the product. That's what I was going to get to if I had to nitpick at anything is that this is a league creating a network. After the platform, MLS is paying the talent, MLS is paying for the production, apple's the platform. So we got to give it a chance, but let's not fall into this trap where we're promoting the leak so much that we're selling it. They're there because they want to see it. They're not necessarily because they want to buy a Jersey or have to be reminded of where to get this Jersey or commercials. When we talk about the red sun type show. But it's going to get better. That's what I will say. And I will repeat Rome was not built in a day. Now, I have just one more thing to say, and you know what I come from with this with this thing that I'm about to share. The set in English, slick, nice. Clean. Beautiful. Now, for my guy, Tony Kirk, who I love, I grew up in this business with. Returning to the U.S. after spending one final years in la
"mls" Discussed on ESPN FC
"Wasn't Dennis the closer? No, there was nothing. Or a relative of Dennis. But they made up a nice little song for Santiago. It was absolutely crushing it right now. We will have a discussion about him. Potentially being the best Mexican of the moment later on in the show, but potentially. About how you doing, my man. I'm doing okay. I had a great weekend. Tons of soccer, and I'm ready to talk about it. Yes, we'll talk Mexican soccer as well. Mexican stars. We're going to have a we're going to have to talk about uterus. What happened at playing chibas? Does that game say more about what's going to say something? The giant killer. Oh, well yeah. Yeah. Played twice in one season? 6 points, not bad at all. Also, yes, talking about Mexican players. We will discuss who is the best number 9 right now available for the U.S. men's national team. We have someone who played actually in that spot, talk about he'll bring a ranking for us. Make sure to download the football Americas podcast, whatever. You get your podcast and you forgot to say how to set. And I'm not gonna let you. I'm not gonna leave. I'm not gonna leave. Leave him be, let him do his he's watching, you know. Right now. You know, he's a watcher. He's got bigger fish to fry. He knows we love him. So shout out to the whole family watching over there. I would love to bring you some MLS highlights to start a show. As for now, I'm just going to say we can not do that. But however, still negotiating the
"mls" Discussed on ExtraTime
"If you're not 99 a season, less than a hundred bucks or 15 bucks a month. I'm telling you, if you're listening to this show, you're a sicko like us. You just love the league. There will be free games over Apple TV every week. You're gonna want it all. Just pay the 99. Just pay the 99. I swear, at the end of the season, you're not gonna come back to me and be like, oh, we be, you know, you cost me 20 lattes over the course of the season. I wanted to have. I see your, I see your no one creates a straw man better than Andrew week. Spend 15 minutes segment on this show, debating a thing that no one disagree with is 11 a.m. too early for a brown liquor special right now. Well, it is a brown bed. Get yourself get yourself an ice cube, man. Walk away. Do you think it an Irish? Okay, let's get into the show. Jersey promos we're still doing it. Because we love them because they gave them to us because we're going to wear them all season long. I'm still in the process of dropping into DMs and emails of all the PR directors in the leagues. I'm just like that. I'm wearing these Charlotte. I don't know what I can do. We've already hit a lot of bingo cards. We're going for blackout boys. We're going for blackout. I got the Charlotte's crown jewel kid on, which is a nice one. I really like that one. All purple here with your like Charlotte, I'm gonna call it the Queen city blue. I don't know if that's officially what it was in the release and the marketing write up, et cetera, on the crest and the Adidas three stripes and the ally partnership on the front. Mint. Is it mint? Mint blue? All right. I shouldn't make this one. It's gonna be four hours long. Let's go. I influenced you, so you're trying to get all the details right now. What is sir minty say? You're watching, you're gonna get memeified this year by producing Anders. So the purple and the pink, I think it's a choice. It's a risk. It's a little avant garde. I don't really know what avant garde means. It's just a nice shirt weaving. Okay. What's going on? Are you just working? I just read MLS Reddit drag me for my attire. This would have been very easy and I think it's Carolina blue. I don't think that all of Carolina would go along with that. Yeah, I don't think that's Carolina blue. I think it's mint. Okay. Purple. It's a nice blue that corresponds with Charlotte and the MLS club there. What I do love about the ride up on the marketing side is this is about redefining royalty. Which I kind of thought the whole point of royalty is that it's not to be redefined, but we can work that out on the back end. We'll take that offline. Dave, what are you
"mls" Discussed on Real Estate Coaching Radio
"Ask for them to sell you, provide for you the old expires as well, go back like 12 months because you'll find that yes, in some markets, there's a fair amount of competition for the new expires, though most agents aren't frankly wise enough to call their mailing them. But if you go back 6 months, 12 months, there's no competition for those expires, and a lot of times those guys are going to be very amicable and amiable to having a conversation and almost to the point where they're like, well, I didn't realize the house appreciated this year. And yes, I do still have to sell it. And if it expired last year, whatever the reason why that didn't, whatever the reason the seller originally put the house for sale, that reason is still there. Very rarely outside of investors do people just flippantly put properties for sale. No, in the meantime, their net proceeds have increased in most cases, right? So especially if you can get an old expired list and you can from your MLS, but if you can get it from red X as well, the first half of 2020 is fantastic. That's a great honey hole because remember, we had all that question about what COVID was going to do. A lot of people took their homes off the market. Some of those weren't expired, some of them were withdrawn. Those are people who for sure over the past two years have built up more equity. And if their motivation is still there, well, that's a pretty happy phone call to get. Well, yes, you can get the information from the MOS, but you can't get the sellers phone numbers. That is absolutely correct. And that's really the secret sauce and going after expires. Some of you have to talk to them. Well, yeah, a lot of hairs with some of you guys are going to make the mistake in doing. You're going to say, well, I'll just go to my MLS. I'll get the expires. And then I'll research every single, you know, I'll use city data or whatever and find their phone numbers. Why would you want to do that? That's so time consuming. And besides, they're going to get you expired expired cell phone numbers, they're going to get you all kinds of content. It's totally worth it to massive time savings. Here's the fun part of it. I didn't mean to belabor this point. But the way I'm sorry, red X works, is you're going to turn on your computer in the morning. It's going to tell you how many expires there were in your particular market. And you'll be God smacked when you learn how many there actually are. And then it's going to give you all the phone numbers and contacts. And then if you choose to, you can actually have them automatically dial the phone number for you right there on your computer.
"mls" Discussed on Real Estate Coaching Radio
"Out of contract at many different points of being built for many different reasons. Now, if they don't already have someone set to buy it, this is an off market new construction listing, you will not see that in your MLS. And I just thought of, of course, another point kind of related to this. Point number 5 a 5 a, 5 and a half. And that is to talk with the listing agents who are very dominant in your market because they probably have, I know they have because I talked to them all the time. A list of people who would be just what you said. I would normally list, but where am I going to go? You can control that entire transaction, build in time frames, have lease backs, do everything that you can't do when you're competing and losing out when you network, and maybe you are one of those agents. Good for you if you are, but network with agents who you know typically do have listing inventory. So let's give them some advanced coaching on this last point. So you will discover that not very many build reps will take or not many builders will take a home sale contingency unless the house was like two years or the new construction is for like a year or two years out. All right, so that's not that frequent. But let's just focus on this. If they took, if they went into contract and new construction, but they were not contingent on home sale, I guarantee you there are contingent on fancy. And I bet you follow me here. The financing was contingent on home sale. So the buyer, the builder accepted a non home sale contingent contract, but did accept a contingent of financing contract and the financing was contingent on guess what, the home sale. If the house didn't sell for whatever particular reason, you know, obviously they're going to want to that builder is going to want to get that property sold. That loan officer is going to want to make sure that property gets sold. Nobody gets paid unless the property gets sold. So not only are we suggesting and point number four that you work directly with the new build reps, you want to work directly with a new build reps preferred lenders. You want to work with the in-house lenders that the new build reps might be using. Again, you're going to have to do some real work. I actually just have another point. And I'm going to say it now even though it's at a sequence, but it's still worth doing. And back in the housing crash, we coached all of you guys to go directly into your local banks, go directly to your bank managers and ask them specifically who handles the potential distress property in your community at that particular bank. And many of you are able to become listing agents for asset management companies or directly for those banks. That will still happen, but it's happening in a different way now. So a lot of times there's two different kinds of loans. There's obviously the loans that the bank will service, but essentially it's a government loan. But their servicing it. They're collecting the payments, their names are on the website when you log in to see your mortgage balance, but their servicing the loan for somebody else, but some of these banks, a lot of these banks, especially in the upper end, non conforming loans, they portfolio those loans. In other words, they lent their own money, so their servicing their own accounts. Hopefully if you guys don't understand what I'm saying, just keep all these thoughts in your head and you can fill in the blanks later, this podcast is 30 minutes, but you hopefully are understanding this concept..
"mls" Discussed on Real Estate Coaching Radio
"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" 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..
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
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
"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..
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.
"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" 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.
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.
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
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
"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..
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.
"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.
"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..