10 Episode results for "Premier Dash"
Podcast: How To Finally Stop Procrastinating. | Tim and Julie Harris
"Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie. Harris. Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand. Authentic, real time coaching. Get ready for flood free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts Tim and Julie Hairs. Three to one, and we're back Julie Welcome to today's PODCAST topic that we're going to be covering the next few days is a topic that you have. Chosen based on the feedback from a lot of the questions and just frankly from decades of coaching experience and what we're going to be dealing with is specifically the seven types of fear we're in Milwaukee you guys through just the concept of the fact that really fear. At the end of the day, there's two types of fear and I'm not going to drill down on this now because we're gonNA, get to the first. Sort of the way that fear manifests in the form of procrastination but there's really an essence guys you'll learn to the series that. Are, GonNa present to you. Is that the fear that you experience when you do experience it is psychological fear and the nice thing about psychological fears that you can actually do something about it. You can change it you can actually choose not to feel the fear well, rather you can't choose to feel not fear feel the fear or not. That's easy for me to say but you can choose how you react to the fear ones you feel it and that's what we're GONNA be talking about this week. It's incredibly important. You guys drill down and stay focused because we are going to explain to you the cost of not moving past. The fear a mechanism having ultimate control of you. Okay. We're not going to be talking about anything spiritual or anything will or anything pseudoscience were GONNA? Be just dealing with straight up how to drill down get past feeling fear practical tactical stuff and I would challenge all of our listeners to just accept the fact that every single one of you has at least one of these fear factor's going on and some of. You may have more than one that are sort of working together against you. So do take good notes and of course, most importantly decide what you're going to do about it. Right. So before we get to the first point in the first point is procrastinator which is near and dear to Julius heart because that's fear manifestation that's plagued her and chased her most of her life and all of us do differing degrees. So before we get to the first point, might all of you if you're not in the free coaching program, there are still an opportunity for you to enroll. All you have to do is text the word survival two, three, one, nine, nine, six, text, the word survival two, three, one, nine, nine, six if you're one of our friends in the great white north money was kind. Enough to let me know yesterday the texts mechanism does not work in Canada. So you're going to have to go to the website directly to enroll and to do that it's simple. Go to Premier Dash experience dot net. It's Premiere Dash Experience Dot net but for everyone else other than those of you in Canada just text the word survival two, three, one, nine, nine, six, so. Julie. Let's talk about the procrastinator. Yes. So by the way, don't procrastinate texting get on that. Okay. So all right. We're talking about fear but the the first tenant is the procrastinator and you might put a slash next to that It's also known as a perfectionist, but procrastinators often obsess over the end product or outcome of whatever they're doing and they insist on being perfect. There's a perfectionist isn't coming in because of this they tend to spend too much time planning and researching instead of simply diving in they hold themselves back from even getting started in the first place. Now in real estate, these are the getting ready to get started to someday possibly take the first step if the planets are in alignment and the sun is shining, you've heard this before. Or an aversion of that, right. These are the agents who spent a year or at least months on their pre listing packages always tweaking and over engineering everything instead of getting it done and using it, I would put a lot of stuff in that category you might think of. You know some of them have wanted to do some videos and they've got a system but because they're not perfect at it, they get stuck and they never use it listing package. Sorry. Listing presentation by our presentation doing proactively generation of talk topic that's coming up. Yeah. Okay. So these are the you read my mind. These are the same agents who role play endlessly, but never call an actual prospect because quote they're not good enough yet on the script. So for Pratt procrastinators, what's the cure out of that second I've got four points of cure to the procrastinating the getting ready to get started crowd. Most of you guys listener are procrastinating, and again we're going gonNA focus on the things that you know our wheelhouse in your wheelhouse, which is being successful real estate business owners is what you guys are all spiring to. If not already, and the procrastination thing is not you cannot be a procrastinator and be successful in real estate or anything else of that matter. And July said a lot of really critical points and hope you guys were listening to getting ready to get started is where most of you guys are virtually all aspects of your lives you think about that be honest with yourself be introspective with yourself. Thing of all the things right now you're you're getting ready to get started to take seriously takes the next level. How many in Your House Hound little unfinished projects do you have in your house? How many? How many different things have you promised that you're going to get done this year that basically just been procrastinated until the cows come home but more importantly how many of you are actually doing the things that are actually going to lead to? A paycheck and you're not doing them because of the fact that you're procrastinating feeling like you have to learn more know what to say, and that's just all your ego. That's your ego trying to protect itself, and we're GonNa talk about that more and the future days that are to come their own the next five or six days. But the reality of it is that the procrastinator is the easiest thing to identify it's also the most insidious and destructive of. All the manifestations of fear. 'cause you never do anything. Yeah and in fact this, there's a lot of psychology to this is well, this is actually the first stage of mastery which is known as formulation formulation is the getting ready to get started to someday do something you're thinking about your planning at your tweaking at you're studying at you're doing a survey on facebook about it. Okay. So then you can't get to concentration which leads to momentum without doing this. Hey. Stand up i. have to read this. Here. All right. Here we're doing little office reconfigure as well. Okay. So what is the cure number one? It is important to push past that fear of starting getting written word when we switched your screen. Sorry. Okay. Getting started may feel like a big hill to climb. This is a quote from a psychologist, but you cannot edited or revise something that doesn't exist. Right so this is where you get stuck massaging something that actually hasn't been executed. So be careful not to place energy into a perfectly finished product instead use it. To troubleshoot an outline or an initial push, this is where agents get stuck. They don't actually learn anything because they're not actually doing anything. They're thinking they're doing something because it looks like work. I made sure I quoted the Right Person Sheryl Sandberg of facebook famously said done better than perfect. Actually you know it's funny. I was the one that tells you. She said that he actually was quoting somebody else. So she has competed that maybe it needs to know she she's the most modern famous person to have said that actually. Just wait at the end of the line I know what you're talking about. Julie's Super Energy knows exactly what I'm talking about Oh I. See looking at your notes. That's right. I told you a tool. Yes. So but delays to that point though with regards to the whole done is better than perfect concept that in itself right. There will be a revelation most people but I do want to loop this back into proactively generates versus passive just to drive this point home the problem with what everyone else is telling you guys to do for the sake of building your allstate business is that you will never actually you're always going to have A. Reason to procrastinate you're always going basically have there's no way to perfect what they're asking you to do. There's no way to actually ever get to some sort of psychological point where you feel completely comfortable with saying it's good enough because it's constantly changing look at I mean I'll use. This is a stupid example, but it's a good one look what happened with Tiktok what look what happened with all these different things with technology that you? Guys were being told by suppose gurus and coaches and the real estate industry investor time in. But look, you don't get business from it because there's no business to be had its all time wasting activity. What we ask you to do has a very discernible start nettle and finish what we're telling you to follow a system. What we're asking you to do in our coaching program does have a very predictable duplicate -able result whereas all these. Other things don't, and that's something you have to keep in mind because if you are a natural procrastinator as a new fall prey to believing that your future in real estate is dependent on your ability to be a social networking influence or whatever gimmick they're trying to sell you. Then that's going to make it so that you're procrastinating tendencies of combined with those bad ideas are going to never result in you ever actually taking any any. Real momentum in your business and Jillian I are working on might even end up being a book but we're R. We're at the point where we feel very confident that the failure rate for agents has actually increased since the normalization of all this digital stuff basically as a primary source of lead generation and what we have determined and what we're trying to you know. Absolutely, drilled down on using NAR statistics mostly as the number of the amount of time agents spent basically how long the average lasts in the business and what we think we've discovered so far that since two thousand seven, the average agent in the businesses like they're failing significantly faster thirty percent faster. And we can only surmise that most of them are going out of business at real estate carrying a bunch of debt from having basically been suckered into buying all the gimmicks how about that for a shot between the eyes as I don called truth. So if you're wondering why you're struggling, it's not because you don't have the aptitude or the intelligence. So the desire the motivation you don't need to work on your mindset. You just aren't doing the thing that's going to put you in a position to help people and make money. It's not there's nothing wrong with you. There's something wrong with the path you're falling. So for most of you that should feel really great and understand that if you were like nine percent of everyone out there who your natural procrastinator. The defense mechanism at the end of the day but if that's who you are and you're trying to basically make social networking work, you're never the worst combination of a behaviors. You can actually ever exhibit if you ever hoped to basically be successful well, it's pretend work. Basically, you know it looks like something that's going to result in something and yet it's just a former procrastination. So let's see point number two. What is the cure for this for are perfectionist procrastinators in real estate there is little, which is actually perfect. You're dealing with people you're dealing with contracts with houses with inspections, you're not going to have perfection but. As I said in many my perfectionist clients be perfect at the things that do matter right clean contracts follow a specific process be relentless in your pre-qualifying and let the rest go. This actually comes out a lot in our coaching and premiere when agents get into some kind of difficult situation. The answer is always do what the contract says and this means that you can't negotiate intact. You can't do goofy stuff like that. There are some things that you can exercise that perfectionist muscle in, but it's not much real estate. You GotTa let the rest go. Point three realized that taking the first step is the most important and that the steps after might not even be what you think. So spending time guessing at what's next just waste time if you were to go back and interview yourself, you know week one of having your license and asked that beginning licensed Tim, you know what are the steps to enlisting your answered be completely different than after you had done ten actual listing appointments, right? Let alone after twenty or thirty or fifty thousand. Thousand I mean for sure. Yeah. Definitely. To over engineer guessing when you haven't done the action is just a waste of time. So basically, everything you've said so far as far as kicking the ass of this procrastination problem really is just falling approving plan, right? Yes. I mean at the end of the day, that's it and we have lots of them the seven steps listing. Process the pre-listing package, the scripts etcetera, and the procrastinator who with no. But if I'm reading this and I have, let's say a undiagnosed procrastination problem. So to try to make it sound medical here though certainly not physicians. But if I'm reading through these things and I have an undiagnosed procrastination issue and that's become who I am I am the procrastinator by procrastinating I never. Make my else self uncomfortable because I've never actually putting myself in a position where you know I could hear the word. No, it's just never had. You know there's all kinds of psychology they come that reinforces being a procrastinator. The last thing I'm going to be one it'd be told to do is follow a proven path because then I'm going to have to let go. Of this wonderful crutch I've had all my life call procrastination share and you're going to have to be accountable. That's right which is not something of normal procrastinators going and that's why the next point number four is really critical set specific but attainable goals, right. So if you're working on the treasure map which you get when you text three, one, nine, nine, six, texts survival. Thank you have your treasure map, which is your business plan you're going to get that and you're gonNA look at it go. Gosh this is pretty robust I'm GonNa have to do some work here. Give yourself one week to complete it do the first part, my financial picture being clear about what you have to earn in real estate. Don't just look at it and get overwhelmed and say, Oh, well, I'm not GonNa do this because I don't have time to do every single page. Perfectly a must you the first page of your points there Julie which is the first time seeing is we'll tell you my mind went as well as that. You're I know I know is that your? With. This is all against spending around this like when I when I sponsor somebody at X. When we bring somebody into our XP royalty family if you guys want to talk to Julian up during our XP family, just feel free text me directly on my cell phone, which is five, one, two, seven, eight, Oh two, oh, six, five, one, two, seven, five, eight, Oh, two Oh, six if you're just curious and you're just getting started. Text the word e P. Two, three, one, nine, nine, six, and we'll text back a fantastic nine that video that walks you through all the reasons why you want to join espn answer all your questions. So if you're ready to join today just text the word I'm sorry just texted me directly at five one, two, seven, five, eight, Oh two oh sex, and if you want to just if you're esp curious just text the word. P. Two three, one, nine, nine six. But here's here's what I was going to tell you is that every single person I've ever talked to when they join the XP, and they realized the potentially XP has specifically for sponsoring agents. That's where their focuses, which is not everyone but most people they get it is they always overcomplicated and overcomplicate to a level that is just absurd. They don't WanNa accept the fact that there's a proven path to fall. They think their egos tell them that they. have to create these complicated bundles and this and that, and the other thing. They don't just want to again adapt to its there and follow the path that's there for them to follow. They don't WANNA realized they don't want to accept the fact that it's I don't WanNa use the word easy. It's not easy but they don't want to accept the fact that they don't have to create anything. They can just fall in the footsteps of others learn what to say learn how to say it. Learn what to do how to do it. The whole thing is right there in front of you. If you want to get into, ESPN start sponsoring agents you know and yet ninety nine point nine percent of all the people I ever talked to they immediately try to over complicate things in the same thing happens when people get into real estate yes absolutely they do they start listening to all these social networking gurus quote unquote they start doing all this complicated crap with thinking they need to. Create Bundles on branding and learn all these really pseudoscience terms and just frothy and all what. So in your opinion, why is it? The People? Everyone wants things to be more complicated than they have to be I think a lot of it is lack of business maturity and exposure to the fact that there isn't. It isn't easier path I would say more efficient path to just do what has been done before you. You know when we got into real estate, there was no coaching but we were. To follow people who's proven path work but my question is why do people in your opinion drill down on this? Why do people want things to be more complicated than they? Are I think it is a creative avoidance so they don't do anything. So it's more procrastinate is so so there you go. It sounds like perfectionism, but it's really progress. So by making things complicated, you're creating more of an excuse not to do the real work of. Everybody uses it. So it seems acceptable everyone else right because they're not doing anything. More seminars more webinars, more jurors, more podcast, more everything to listen to because you've got, you're getting ready to get started and you need to make this really complicates system. So ultimately, what is the people that act like that, which is virtually everyone what what is it? They're trying I mean look how many people you know if you google some of the biggest search terms are essentially about different workouts in. This the other thing it's like it's not that complicated guys this stuff has been out forever. It's not that difficult lots of people that sell stuff that you want it to be complicated. So why they're multi. System what's in the psyche that wants to be complicated? That's a good question I work and I think I think people hide out because they you know ray they get intimidated by what they think is a bigger process Fear of the unknown is a big thing fear of success. I think is just as strong as fear of failure because what if they actually do follow that system and somebody says, yes, and what if somebody says no, it's all the stuff that's made up in your head the what ifs when you don't actually have anything to compare it to. Say you know this doesn't work after making three phone calls I think people are more bass than that and I'll tell you this having thought about that question longtime because as coaches I I mean you constantly run up against that. You want the immediate if guys listen this, enjoy getting this notes but the simplest answer is always the truest answer. Right? The first answer you guys from remember. From taking tests. The answer's almost always see if you can't figure out what it is. Right. So the simplest answer is always almost always the correct answer when you're trying to decipher something but our egos for some you know obviously undefined reason wants to they want to make it more ego wants to make it more complicated. But here my opinion is the reason people ultimately like to have things. Be More complicated is because it does create a socially acceptable way for them to procrastinate. It does create a long term thing where they don't ever have to learn to do what they don't want to do, and they don't want to do it at the highest level and you know using our favorite example. Basically, you can say you know prospecting, for example, you sworn pledged throat on your dream. Board Goal Board everything the you're going to basically pick up the phone and start calling for sale by owners but you haven't you maybe have made this pledge that beginning of the year and what did you do use the coronavirus viruses your excuse you used all the other crazy things that have happened this year you're trying to perfect your script you're trying to role play you're trying to this. All this through varying degrees of procrastination. But those things that you procrastinate have you ever noticed they're also the things are going to put you in a position helped the most people make the most money. The quickest have you guys focused on that or realise that's true. How many of you procrastinate picking out what version of Kito Diet or whatever that you're actually GONNA do books you're GonNa read podcast you're listening to all websites you're going to just because you don't actually want to start doing what you don't want to do when. You don't want to do at the highest level because you want to stay in the formation phase as long as possible because you're creating your plan that way you can tell people you're working on losing weight. You're not. You're just basically reading a bunch of stuff trying in watching a bunch of videos trying to procrastinate ever actually having to go to the gym and make yourself uncomfortable or ever saying no to the third helping Pumpkin Pie right is this makes sense Pumpkin Pie that's not nice. I know I said just a buggy. been put Pumpkin Pie spice on your coffee. This morning I saw was yesterday. By the way they checked. But but but is. This we're talking about it's elaborate avoidance and you know what's funny about this? Let me let me do this last point and then I'll make a coaching story. This is this is this is gonNA hurt out warning. Related to. Done is better than perfect. Perfect is the enemy of good. Where does that thought come from? Well, I looked it up aristotle and Confucius and other classical philosophers propounded the principle of the golden mean you guys can look that up but which counsels against extremism in general. In this case, we're talking about perfectionism, the Paredo principle or the eighty twenty rule explains this numerically. So it commonly takes twenty percent of the full time to complete eighty percent of the task. While to complete twenty of it takes eighty percent of the effort achieving. Here's the important part achieving absolute perfection may be impossible, and so as increasing effort results in diminishing returns, further activity becomes increasingly inefficient in other words the harder you work on something to make it perfect the further away you're getting from that, right. So in other words Aristotle, Confucius want you to stop getting ready to get started and get to work. Here's The interesting thing that happens coaching clients. And you can I hear this on. Mostly on for sale by owner, I was saved by owner and of course, expired called basically anything that activity that would result and you potentially hearing the word no is what really saying. This is real world. We hear this every week several times on the Premier coaching call. Okay. So let's say I was a procrastinator before, but I've decided that I'm going to actually take the first step and do something about it and I've listened to the coaching and I'm not GonNa put all this pressure that I'm GonNa make one hundred expired calls or anything like that I'm just going to take the first step today. So help me God I am going to call five chooser category Feren by owner. expired. Whatever and Lo and behold what do you think happens I get an appointment and I go to premier and we have the victory lap thing that we do in in premier. So they can share their successes and they always end the same I can't believe how nice that for sale by owner was I had the best conversation they were so great I've got an appointment and I'm sure I'm GonNa get the listing. You and I are always like well, what did you think was going to happen? I think talked to you about this one hundred percent of the time but they're always like so amazed that that's how it but be job they took the took the first step but right but drill down on that. So guys, you're all positions again, you're all guilty of basically procrastinating doing the real work of real estate and the reason you're doing it ultimately is because it's not fear it'll work. It's the fear of you not basic of your ego thinking that it can't handle the actual situation where you might hear the word no, or will the seller might ask you a question you don't know the answer to it. So you continue to spin around the toilet bowl forever mentally. And emotionally and financially never get anywhere, and then you're always beholden to buying leads. You're always beholding to basically the next shiny object I. went around the bend on today's show to premiere my parting thought his fear is not profitable you have actually give me two minutes. Okay. Have Time. So so here's something I. Want You guys all to be very, very resin of so zillow and this is no surprise to any of you guys who've been attached to Julian I for a long time we have never been zillow fans and the recent we've never been zillow fans is because essentially everything that they did was not in the best interest of the industry on a whole was basically the best. Best interest of agents who are low skilled and didn't want to learn how to generate their own business that is the bottom line and what zillow swore they would never do. They have of course done and they're going to continue to do yes. They're opening up a fifty state brokerage but even gets worse how many of you have come up on? A steady Diet zillow leads because you've only been the business sense of effectively the last ten or twelve years when Zola's been around to sell you a leads you've never learned how to proactively generate we generate and what's happening in those intervening years. Yes. We've always told you not to buy leads Gary Taylor Gary. Keller. Told you not to buy leads from. Anybody. With a conscious who sincerely cares about you guys told you not to buy leads to learn skills, develop yourselves. You still did it. You made zillow worth eleven or seventeen billion dollars, and now what they're doing is they're basically the then some of you guys said, oh I've had been selected to receive zillow listing referrals from there is buyers well guess what they're taking that off the table to unless you join their brokerage and you can pretty much surmise they're not going to be paying you hardly anything in terms of salary salaries, an agent Ed, zillow wherever the hell it's going to be called. Julie's got to go to premier. So I mean that's the thing I'm GonNa make sure you know to tell the. Screen. Okay. Good. So thank you. The podcast notes days. Yes. I do as well and Julie is going to rush off to her office now and you're literally hearing the door open and close to go to premier. So if you guys are not attending premier every single day you are. You have access to that program at even through the Free Coaching Program. And yes, go ahead and jump on. Premier and definitely tend every single day and joined the community and participate. But let me just around the ban on this point. I. Was Making About Zillow they as a business has certainly. Kicked they executed better than anyone else ever has as far as like a startup better than I, think anybody up until the X. P. They zillow's executed higher level XP ultimately going to be seeing I think is the ultimate Real Estate Tech Company but that aside so what you're seeing zillow now is getting into the real estate brokerage business. Of course, they're going to get into real estate brokers, business those agents out there who have only known how to buy leads from Zillow and other sources. You guys are all going to be essentially on your heels if you're not already and it's just going to get worse and again I know it was. About eighteen twenty four months ago. Some of you were so thought you were so fortunate 'cause Zillow and you to start basically getting their listing referrals even though they had a thirty five percent referral fee and now those listening referrals are going away and now and there's another report that came out on today that effectively says that agents are wising up and they're not they're decreasing the amount of money they're spending on buying leads why? Because the quality of the leads that they've been buying from the big portals are basically crap. So what we're seeing is the end of a mega trend if you want to call something that lasts ten years of megatrend. That what you know anybody with half a brain could have told you what's going to happen. That's just the bottom line Jillian I been talking about it forever we talked about in our book we talk about in thousands of podcasts you go back and you listen to all the way back. Ten Years Julia, telling you not to do that because we knew that this would happen. We knew that there be a whole bunch of agents that never learned how to generate. So they always had tolerate and. I mean tolerate what the you know whether the gimmick that they were you know trying to pursue was going to continue to work and there's another article I mentioned this the other day on again inman. That talked about the fact that you know there's a Tiktok. Sort out and I really don't care. But how many agents out there listen to some guru tell them they need to dance around Tiktok videos, and then all of a sudden tiktok basically might not be relevant anymore. How many of you guys have invested tons of money in SCO and all these other things just basically have the tech company change a couple of things in their algorithm and all your years of work. Quote Unquote have basically gone poof and now all of a sudden you're left with. No source of business that is the problem with buying your business that is the problem with being a passively generator that is the problem, and I'll tell you the other problem is those companies take all of your profit. So not only do you not know how to do the business yourself not only are you always dependent on buying your business but the profit margins in your business or terrible when Julius. Nyerere in the business in the ninety s and into the very early two thousands that I think we sold our last house and I don't remember what year two, thousand, or two, thousand one. The profit margin most business most teams and brokerages were decent not great but decent. The best most profitable agents have always been agents and focused on just being listing agents with maybe a few assistance. You know the ones you don't know about because they're too busy basically working and investing their money and they become many of them have come from the most wealthiest agents in the history of our industry because they focused. Primarily, being listing agent but the rest of these agents in the rest of these folks that only come into the industry brokerages, office managers, agents a probably ninety eight percent of all of you listening have not been in this business for maybe maybe five maybe ten years very few of you have been in business for even three years that just statistically true when I'm saying so you don't know that this whole buying. Thing has just essentially been a trend, a trend that's coming to an end in if your not adapting to what comes next, which is learning how to be a proactively generator, your career will inevitably come to an end to because again, you're constantly going to be looking for the next pretty shiny object hoping and praying that's gonNA solve all your problems guys you have to learn to be independent. You have to learn to basically be a proactively generator. If you WANNA last and business, this intuitively makes sense to every single one of you but this gets back to the topic for today, which is the first of the seven fears we're going to be sharing with you guys. Know, it's about procrastination. Why are you continuously procrastinating what you know to be true. What are you expecting to have happen? You just hope and pray that basically you're able to make ends meet for another year maybe another two years isn't the stress of living that way isn't that burning you out it doesn't make real estate fun. That's for sure. It makes it a little bit of a curse doesn't it? How much better will you feel about yourself and your business if you knew how to proactively generate if every single day you walk up you Had, a specific schedule, your following you did specific activities every single day at specific times, and you got very predictable duplicate -able results. Then you had very predictable duplicate income of which you then start having financial certainly freedom, and then you can essentially save up and reinvest that money and then create your you put yourself in a position where you're rich and rich by definition according to Harris Rules are book is where your money works for you and you only have to work for your money. Guys don't make it so complicated it's not the. Path forward for everyone it's very simple. Our Egos in people trying to sell US crap us to believe that it's complicated. It's not. You know it's not if you want to know how to lose weight, read the book that came out I think in the seventies by Dr Atkins there is it's low car, but look all these different iterations that have come ever after that low car. That's all this other stuff is right looping it back to we were talking about weight loss, and if you WANNA earn more money and you actually want to not. Just, earn more money but increase your your essentially profit learn to do business exactly like we tell you to do it, and then you will, and then you're GonNa get to the point where you will and faster than you think you'll get to this point. You'll laugh at all the gimmicks used to basically fall prey to it'll be entertaining for you as it is for night to see all these craftily written pitches to agents where they're trying to convince you that using fear of missing out if you don't subscribe to this or by that or. Whatever right all the gimmick trail. That's really what we call it remember the yellow brick trail. Julian. I call it the gimmick trail. So when you choose to get off the gimmick trail, you choose to do the real work of real estate. Then you start having more choices and how you're gonNa live your life, and how you're going to be able to essentially the experiences you're going to have in life the money you're going to be able to help other people with donate maybe if you choose to or just all these things only comes on the other side of doing what you don't to do when you don't. Want to do it at the highest level. So hopefully, this makes sense to at least some of you. I know statistically, it's only going to appeal to maybe three percent of you but for the three percent that are listing in the fifty four different countries that listen to this podcast every single day as always thank you for continuously make the making this. The number one listened to daily podcast Barrosa, it professionals in at least the United States. Hopefully, we'll get to the point where we can say that for the world but in the meantime you guys have a fantastic day and we'll talk with you on the show tomorrow. This program has been a presentation by Tim Liras Real Estate Coaching for more information on the real estate coaching and training programs. visit our website at Tim and Julie Harris Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching. Radio Tim and Julie. Harris.
Podcast: AGENTS Listen NOW | Breaking News, How To Apply For Bailout Programs
"Three two one and we are live. So we're going to start as promised broadcasting more. We're GONNA start putting more community information you know just to keep all of us connected through this historic time on facebook. Facebook wives. Were going to be pushing out more podcast content. And that's what we're doing now and I'm going to start including pictures of where Jillian podcasting from where we live in Puerto Rico. I really do appreciate all of you. That are sending us Prayers about Puerto Rico. But the fact is I'd rather be here than just about anywhere else. What about usually thank? Yes as long as we don't get sick we're good. We just found out that they're six. Icu BEDS in Puerto Rico so to Jewish. Nobody gets sick but yeah so we're going to start Doing these extra podcasts. Entering around the community that we live in. And we'll start taking pictures of where we podcast it from that day just so you guys don't have to worry about us so this podcast like some of the others that we've been doing recently are not our typical presentation style. Podcastone happened during the week. The once. And we're actually doing this one late Sunday afternoon We didn't want already today and You guys got that one earlier this morning but this one is gonNA probably hit the Website in all the normal syndication portals like I tunes and Stitcher probably a later today or tomorrow. It doesn't really matter. We're not really GONNA be that Crazy about scheduling. We're just going to do them. And we feel like doing and so Jillian. I just took a scooter ride around. We should take electric electric scooter. Scooter around our community. And we're just checking things out. How people are settling and and it is kind of interesting. There's virtually nobody on the road. Everybody there are people at the beach. Were A lot of people wind surfing and a lot? Of course we all travel by either scooter by foot bike or golf cart. You don't see a lot of cars around here not in this not where we live. Yeah so event Jillian. I spent a lot of time last three days researching and writing because as we promised. We're GONNA come out with a a survival guide. That's probably not going to be the final name. The final name will hopefully be something a little bit more interesting in case you guys are hearing strange noises because we are outside birds. You know parrots frogs frogs. Yeah this time of day you'll start hearing the cokie frogs so just remember that. We're not in our studio but yeah what we're going to be doing is we're GONNA be releasing a three part white paper three-part guide. We haven't come up with a good name for it yet but the three parts are. I knew you were going to ask you that. And your personal personal protecting profit right. So it's going to three parts and this is this your survival guide to get through this historic time. So the part one is a personal part. Two is protected and part three is going to be profit part three prophet. It's GONNA be frankly. We have written that part yet. But that part's not going to be Relevant for probably as much as another God I open does not this long but a year eighteen months. But we're going to be telling you in the third part where all the different areas are. You might be able to profit from but in the first part which we're all end right now. It's called the protect Portion of what we feel. It's going to be the three days of this process and the protect portion and this white paper is going to be available. I'll tell you guys right. Now we can go And here's something I probably was going to. I was hesitant to release this. Start talking about this until June but because of the Obviously this plague that we're all living under. We're going to go ahead and do it this week. So there's a big announcement money all of you guys know. Now what am I talking about? We are rolling out a version of our best selling premier coaching product. In by Virgin. I don't want you to be unclear about this. It's a it's probably maybe fifteen percent of what's included in the premier coaching product And Premier Coaching Program is Something that all of you need to seriously consider but in our what we've been thinking about is how can we help the real estate community right now because most of you guys are gonNA panic mode? You're already in panic mode. What comes after panic mode is action mode so the three part white paper that you're GONNA be getting your hands on. It's going to be available for download here. It's not there yet. It's going to be there in the next couple of days. So if you hit that website and it's not there just trust us that we're going to post it up soon as we're done editing it but the on and we're going to give you some ideas of what's in the first part protect here in a second so once you guys to write this down. Stop the best web address ever but here it goes. It's Premier Dash experience dot net premier dash experience dot net premier dash experience dot net. Ross going to be sending out on text messages to everyone with links so they can go and Get Free Access to this website where it's a portion of our coaching program. You'll see what's available and what's not you'll you'll see what's normally included in the premier program versus this Premier experience program and but it really does matter for you. You WanNa go there right now. Go ahead and the registration is free. No no strings attached. And we're going to be giving. You is the content. That's on the website. That's waiting for you including this three-part plan but Julie and I are also going to be giving you a very high level Coaching call every single day. And they're very high level. Coaching calls going to be Included for free And it's alive coaching. Call at semi private so you can talk directly with the coach and work your way through some of your real estate needs transactions and frankly a lot of mindset stuff now another product enhancement. We're doing many product enhancements right now for our premier program Coaching clients and by the way We're not raising prices on anything. Matter of fact I just mentioned a free program so you could argue that. We're actually lowering prices. So here's the next thing for premier coaching members which a lot of you guys are thousands of you are. We are enhancing that product by a significant margin. And here's what we're doing with got where you're going to be getting in addition to the daily semiprivate audio only Coaching call that. You've been receiving for years. We're also going to be including a facebook live question and answer. Were all go in basically take the conversation that started on the audio only on the question answer portion on the Webinar format that we've been using and then you can take that over to the live facebook presentation Julie Myself and our other coaches are going to be there answering your questions and again we're going to be? Sometimes the questions can be real estate related some of them are going to be mindset related because what the experience that all of us are going to have over the next say you know six to twelve months to maybe even you know eighteen months pitting who you believe is going to be life changing and we can all get through it together all going to work together with each other and share ideas and you know. A lot of us are going to eat little pick-me-up solo shots of Vitamin B. If you will and so. That's what this that's what we're going to be doing. Enhancing the product in addition to that Premier coaching members. Ross going to be adding all new short sale material. Going TO BE ADDING ALL NEW OREO MATERIAL. We're going to be Upgrading all of the BPO Master. It'd be a PPO cashflow program. All those things are going to be available to for no extra charge to all of our existing premier members and it does not matter. If you're if you've been premier for years you're still going to get access to it at no additional charge. All this stuff is this product enhancement. And we're going to be rolling out the live video conference call starting on facebook. Hopefully starting this week set means if your premier member you can have access to two hours of basically up to two hours of semi private direct contact. Coaching calls which frankly is something that everyone needs. Every I've been personally reaching out to my friends. I've been reaching out to old coaches Jelena. I know I've been reaching out to people that I know. And Trust and ask them what they're doing. Ask them what they're thinking. I need this connections to all of us do. And here's the best part. I didn't mean to make this into a commercial but it is worth mentioning. Here's the other enhancements that we're making to the program if you don't have the money right now to become a premier coaching client. Because here's how the Premier Coaching Works? If you were to enroll in Premier coaching today. And you are you know basically pay yourself. It would cost you twenty five hundred dollars in it. That's for six months but then you get an additional six months at no charge so basically. It's twelve months of coaching. But what we're doing now because of this is we're going to be doing something very special that all of you basically are going going to need. You're going to get a lot from the Pamir Dash Experience Dot net program but live. You'RE GONNA look into the premier program because that's essentially our full suite of Coaching product. In when you do that if you want to join that program you can. We'll find we. Were working with a third party lender. Who Allow you to finance the coaching program. It doesn't cost you any extra. Here's how Harris basically how that works. There's no interest if the balances paid off one hundred and eighty one days on. There's no payment for the first thirty days. You still get six months of service with six months free. So that's all the same It's not based on credit. It doesn't it. You don't even have it you know it's not. It doesn't matter what your credit score is doesn't matter they basically if you apply you get in one hundred percent approval for this program. That's something we've done for all of you because of the nature of what's going on in the economy right now we all of you guys need help. And that's what we're going to do so you basically can jump on board and get into the coaching program in the payment is something like what is it nine nine dollars or one hundred dollars. I don't remember yeah and the. Yeah so there you go so check that out and if you want more information than that too. It's available over on our website. Tim and Julie Harris Dot Com so bottom line is. We're going to do everything possible to help you make it through this with. Some people are now. The headline of the Atlantic. Yesterday was Economic Ice Age. You know so. We're going to all make it through this economic. Ice Age China's talking to Brad about two weeks we got there. It's a it's a race to see who can kind in those salacious attention grabbing headlines. And if they're coming of headline what like what I was thinking when i read that in the Atlantic. Okay they're calling this an economic ice age. What are they going to call it like two weeks from now? I don't know there's nowhere to go and that's it you're done you're done. Where do you go to shut halter? If you're the editor of the Atlantic the scarier headline that economic ice age I just just a Martin black page. We've got left Martians. Rb invasion alien soon. I think that's probably predictable. It's crazy so Jillian. I have been spending countless hours in the last few days entering calls and emails and helping you guys Essentially stay straight in your mind so you don't essentially have to suffer financially and I've been I was thinking about reading you some of the texts. I been getting out. I'll summarize all the texts. I been getting no like a lot of you especially those in Premier coaching. You guys have some cash savings and your unclear what to do. You're talking about you know buying up some stuff that's on sale on stock market or looking for real estate investments. And you're talking about all these things. I don't want you doing any of that. Don't spend a nickel. Whatever money you've got I want you to protect it. And that's the first phase is protect. The last phase remember is going to be profit and so you need to protect now she you can make it through it so just take the gloves off and just go bare knuckle here for you guys in a SEC. Just be really direct. This is going to be ten times worse than anything you've experienced before I've experienced you've experienced all of us are gravitating towards and I say this Julie says this you know we've kind of been through this before because I'm fifty and Julius not fifty. She's younger than me. I'm not supposed to hear age and forget. What are you thirty nine? Plus ten and I'm a year in two and a half days younger than you. Oh okay well so We like to think because it makes us how they probably false sense of security that because we've been through the things that other people are ages have been through. You know we've been in real estate for the past five whatever years since we're a college and and so we think because we've been through enough downturns we know what it's like in we're wrong truthfully were wrong. It's not like anything we've ever experienced before and I think I can encapsulate that point by the news. That was the basically is good breaking news right now. Is the government's economic stimulus package? I don't remember what the fancy word is. The government's better at coming out with better by the way. If you guys noticed the Democrats come out with way. Better names for their programs and the Republicans like the Republicans don't have any creativity for their economic stimulus packages when Obama was pumping out the economic stimulus packages and they had cool acronym midday news. Shaquille constantly. Well. But here's the thing you know. I brought up a bomb in that era during Matt Real estate crash economic crash the whole thing the total amount of money the government pumped into the economy was something like eight hundred seventy three or sixty three billion dollars. I'm sorry million dollars less than a billion dollars. Eight hundred sixty three. No no no no eight hundred sixty three billion dollars. I had it right. I gay so the governor that that's less than a trillion. Forgive me I was an English. Major ahead remember mathworks. So that's less than a trillion. In the first two weeks of this economic firestorm the government is already basically pledged to pump. And Are you waiting for it? Are you ready for it? Four trillion dollars. So that's how seriously they're taking this and we discussed this yesterday in our Sunday. Special PODCAST and we're seeing more evidence of it as more economists come out with predictions. They're expecting this to be a bigger of the hard stop of the economy is kind of a more of an impact than perhaps even nineteen twenty nine the start of the Great Depression just to keep that in perspective. I just looked this up. How many Zeros does it take to make one trillion? Just one trillion. That's twelve zeros. After the number twelve. That is a ginormous number. Yeah that is generous number So again what we're looking at here is we're looking at something that's never been experienced before on planet earth by humans as far as the economic ramifications of this. We've been reading lots of like we didn't fully understand in it's understandable that none of us really understand how intermingled intertwined the economy is. And you think about that for example New York City. Now is the epicenter for this thing in the United States. For this you know some people are calling the Chinese virus. Some people are calling it the corona virus. Some people are calling it. You know whatever. The scientists are calling. It doesn't really matter. Whatever you're calling. Gay New York senator. New York State looks to be the epicenter. Well if you look at the demographics in like La and New York Center in New York City and you look at all the small businesses and the medium sized businesses that are closed and are going to be forced to stay closed for months for months guys. Those businesses are not gonNA come back without massive government stimulus now before people start getting pissed off that businesses are getting economic stimulus and that the banks are going to be pumped full of money in the airlines going to be pumped full of money. Here's the difference and I don't think that any of us have any right to basically feel that You know we shouldn't have any resentment towards anybody getting any quote unquote free money or low interest rate loans. Here's the reason why because I own a business of you own a business. It's called your real estate business. A lot of you aren't from nearest near on your business. The government shut you down. The government should have to pay you for having shut you down. It's not like you took at an unnecessary risk. Can you did something dumb with Your Business. It's not like you actually made a mistake. It's not like you over. Borrowed over leveraged or too much took too much risk. They just showed up one day because of the virus said your shutdown. That's the reason I think that the stimulus without limit is justified in Chile. And I are definitely libertarian. Bending with regard star politics and our views on life but with that said in Libertarians. Def definitely like small government but right now. This is the point that this is like a national defense posture that the government should have the biggest job in priority that the president and the government has is protecting our country. That's like job number one. That's what they're doing right now. And as in wartime and trump was right saying this. Here's a wartime president. This really is war. I know some conspiracy. Theories are out there that this was somehow an organized virus that came out of China and I don't know maybe history will prove it's true. Maybe this was Chinese China's way of basically just you know releasing a global pan. I don't know I'm not a conspiracy theorist and frankly it doesn't really do us any benefit to waste time talking about it. I'm sure there'll be a billion in one books and movies written about it. They'll be one hundred competing. Hbo Netflix Specials. You know three or four years from now about it but for now we are in the protect stage. So in the protect stage guys. You've got a release yourself from any political Ben. Any leap political leanings. You GotTa Release Yourself from your tendency to WANNA wall yourself up and just Heidi through staircase and you need to go and hardcore protection in this white paper that you're GonNa get when you join the Premier Dash Experience Dot Net. Coaching program in. That's the only place it's GonNa live. I did tweet it out. Actually I tell you that I had Karen break it up into parts and tweet it out so you know that's another place it's going to live but it's going to be on. Premier Dash experience dot net sorry the url is kind of Wonky. We'll be tweeting out too. So all you have to click a link so you'll have to remember that but it's Premier Dash experience dot net on in the first part is protect enjoy. Can you tell them some of the things that are in the much? Yeah there's so much but you have to stick with that theme and you may feel like you're over correcting by all of our research and believe me. We have been just eyeballs deep in. We're not going to like alien abduction websites and seeing what they think or taking a facebook survey might be good. They took that off to the Atlantic simply apply for coaching that that was their website anyways. Different Okay so but but the point is that we're going to places like WHO and and Doing the real research and listening to podcasts of epidemiologists and looking at lots of economic forecasts and all of this kind of stuff real research not fringe type stuff absolutely more than probably anybody you know. Accept yourself absolutely. Do not want anything like a recession or heaven forbid a depression. That's not you know I'm looking for the right piece to this to say you know what it's not gonna be that bad but we have to caution you guys. It probably is and if you feel like you're over correcting you're probably right on task doing the right thing. So yeah are you holding yourself back on that because you already know her nurse session right. I'm trying not to have them have panic attacks. I guess yeah. That's not. Well I am ramping up into what you asked me. Which is the protect part about to tell them to call their mortgage companies and you know request that they you know the reality of it is right now as we are in a recession the reality of it is this is this is going to be a deep shark or session and it's not going to be a quick bounce back now it's not it's going to be a u-shaped type recession that's GonNa last month but we are in a recession when you have this much this many people losing jobs we told you guys yesterday than an La one of somebody we know third party basically it was a big credit card processing companies that he saw most essentially an average all this merchants purchases were down thirty six percent meaning that the revenue and through accompanies down by thirty six percent. So we're absolutely interest. Just just a what are we on day. Eleven or twelve here just the unemployment applications alone just this far into it show that it's a recession. If you only take that factor in you forget about I read something about restaurants this morning that they have all this unsold food in the freezers. You know what's going to happen with all of them. It's just a snowball effect so definitely recession possibly worse so stay in the protection posture. Like never before and again the point of it is Julie. Police get your specifics. We'RE GONNA learn about in the white paper okay. But don't hold back. Well let's start with the issue. Okay so all the yeah all right so I'll bottom line at Every single major mortgage company in the United States is or will be offering mortgage forbearance programs. Most of you listening are real estate. Agents in these mortgage forbearance programs apply it to more primary residences in vacation properties rental properties. We don't we don't know about commercial. Yeah okay So you're I imagine not commercial because they don't think the government loans. Yeah so your Job Number One. Is You need on this white paper we give you phone numbers and whatnot and we as we learn more and as we learn more refined details. We're going to be changing the white paper so it's essentially a living document unfortunately probably for the next year so But for now job number one is all of you are going to have to download the paper in read specifically about how to get your mortgage in forbearance. There's no here's the thing and here's the bottom line Every major mortgage companies offering it every minor mortgage companies offering it. Virtually everybody has a government backed mortgage of some variety whether you know it or not In every single one of you are going to qualify. Because all you don't have to be sick you don't have to have any provide any documentation you just s in essence have to request a forbearance for up to twelve months guys and there's no credit hit. There's no reporting to the Credit Reporting Agency will not count in any way towards your future ability to borrow on the interest payments and whatnot or put on the back end of the loan. But who cares for many of you? That's going to put an immediate cash in your pocket because that'll be a mortgage payment. You don't have to make so job number one is that and you should not wait you even if you look at your finances and you go. I'll be okay for ninety days. Don't wait you don't know what's going to happen in ninety days. Just do this and remember in order for it to not hit your credit. You have to actually talk to your lender and actually fill out there probably just one page forum and then you have to comply with whatever they say like you know some of them are doing it ninety days at a time you have to check in and follow what their roles are in order for your credit to get hurt and you guys got to watch out for the SCAMMER scammers. Seven the scammers haven't thought this through yet but you watch. The scammers are going to start sending out emails and Letters. Saying if you pay them one hundred dollars they'll get your mortgage preference for you and you'll never hear from them again so scammer alert and by the way. I'd have been telling all my all of our coaching clients. Thus the scammers are gonNA come out of the woodwork thick. They wait for markets like this any BEI trying to sell you lists of BPO companies are reo companies. Especially when they're asking you to pay them three hundred dollars or whatever. That's a scammer. Anyone trying to sell you a lead right now. This predicated on new paying money. That's a scammer. You guys have to say no to scammers in what we're going to be doing like we didn't know seven through really oh nine as come across. A verified scammer. We're GONNA publish it on our website again with agents experiences so that you can not make that mistake and we did that many times in the last recession. I'll tell you what we saw. People doing the scammers. They were basically just shut up shop as soon as they were added and they'd start under a new name soon as we found out about who they were they did it again. Most of these guys that were scanning were selling the REO information which by the way the host the REO train is not even being loaded. The station has been built for those of you. Think you confront run. The thing when that time has come I will tell you. I promise you Julie will be the first to tell you we'll tell you how to do it. It'll be part of our premier coaching program. But right now. The entire world is GonNa be delayed with regards to any potential future of foreclosures and and L and we think that there's a very good probability because of these really great programs I mean I think it's a great program where people can skip payments for a year. There might not even be a big surge in foreclosures. Yes well so staying on the housing topic related to that no foreclosure evictions until at least the end of April. I'm sure that that's going to be extended. So that's on the on the books already and then so the next category for looking at paying your bills on time staying ahead of this whole thing and be. You know how you're going to be affected. The next thing would be your car payment and your credit cards so most of the major car lenders auto you know financing also have similar programs to either do for balances skip payments. Put Him on the back end again. You have to call them. They can make arrangements and a lot of this is very fluid so we're going to be updating documents that we get out there to you guys if you're the name of your particular lender or lenders doesn't appear on what we're giving you yet. That doesn't mean they're not doing the program. We'll be updating it and if they say no to you today you know next week they probably will have their program together so keep on you know on task on that so definitely with credit. Cards definitely with With your car payments and so those are probably your three major expenses and if you get in front of that now and protect your finances. Now you're going to be thanking yourself sixty ninety days from now instead of freaking out and trying to put some band AIDS on some stuff. There's also going to be interesting and all this is available in that white paper guys. Julian are just sitting here and all like I said. I'll take pictures where we're sitting so we're not in front of a computer and by the way what a great bunch of things to talk to your past client center of influence your database about. That's true that's exactly. The next thing I was gonNA suggest is called. And that's perfectly excuse what you're saying in home put with step away from the net flicks and actually pick up the phone But that that's actually the second part of our three part paper. Which is you know. I've obviously preserved but right now we're talking about protect and so under the guise of protect You know we told you what you can do to do mortgage payment for Barron's and all the rest of it we are. We are hot on the trail of what? We're very I think is going to be an unbelievably cool program coming out from the SBA which all of you should qualify for and the SBA program from what we've been able to pick up and join. I both research this for like an hour yesterday. Trying to find out leaks because the government Senators Congress people loved to leak but we can't find any real good leaks about the SBA program. But here's what we did find that was consistent amongst all of the things we are reading is there's going to be an SBA program Small Business Administration Program. It's actually al already on their website. I gave them a link in the paper. Okay Mo- most yet Julie's ahead of me see go told you how will this is? So what is it? What's the deeper? We're sitting under a tree. Right now. Senator Right here and right away but I believe I believe it is fifty or fewer employees which is pretty much. Everybody listening Gosh I think it's up. They you know it's it's enough millions to cover everybody doing application It can cover a capital expenditure It can cover payroll they. They list out what that's four but it was not a very complicated process and You know they're actually calling it corona virus relief something or other zero interest for five years. I believe that's right. I hear you. That's for everybody but that's available products. The part I thought they had solved yet. Yes I think that was the part of their star game with some of the so the the MNUCHIN and in the treasury secretary. I think the big announcement that they're going to have once they pass the four trillion dollar meeting this afternoon about it. I'd probably ten year. He goes guys go But I love Julie outs me ignorance. It's wonderful I'm not even be in the top. They'd be out of the topic but no well but Juli seriously about this Well they should get something to cover themselves. Because you know unless you're sitting on edge I normally pot of cash which you might have been three weeks ago but if it was in the stock market. You're probably not anymore. You wanted to be very protectionist of your own financial situation that way you can take better care. That's where we're leading with us. We're not just going straight to profit you guys know. We're headed that direction. But we're starting with protecting you guys so that you can do a killer job helping all of your people all of your database. Your past clients are centers of influence your family. If you're freaking out yourself you do a terrible job for them. So we're we're thinking longer term for you as far as going back to the mortgage for barons thing if you get mortgage balances on your rental properties. We're not sure but we don't think it doesn't mean you can't collect rent. We're not sure if there's any parameter saying that if you have a mortgage forbearance that you the old sudden have to allow your tenant to not pay rent and I n besides you not even enforce that. But here's here's the point they're not gonNA be able to enforce it even if they come out as a guideline. I'm not saying you know scam anybody but just saying realistically they probably won't even come out this guideline. Here's the reason that we want you to do it. Is You need to ask for forbearance on every mortgage you have and you need to do it because your tenants probably won't be able to pay the rent so you need somebody to cover if you can get a forbearance on that mortgage for twelve months. Is that Tenet? Basically GETS THEIR FINANCES BACK IN ORDER. You guys have to think about the cascading effect of all the things that are going to be affecting your finances. Okay unless you literally have a lot of cash in I mean cash cash. You're going to be very very vulnerable and surprised by the things that are to sneak up. That's the nature of something like this so as far as the SBA program. The reason we're excited about it and again we're going to get more information on it as we want every single agent. Who's GonNa you know? Listen to us to apply for an SBA loan and Julie just rattled off all the things that she can. Just remember off the top for head that you can use it for but the reality of it is is. You're going to get a loan interest free for five years. You don't have to use any of the money you put that money in a in a you know your your savings special whatever your cushion and just keep it there and you can use it for whatever you want to use it. And when we get to the third phase of this pandemic when we're in the prophet phase of the recovery phase. Then you could maybe use some of that. Spa Money for Essentially expanding your business or buying assets or just whatever it is you WANNA buy right. I mean that's an essence how it works but guys remember a five year interest free loan. Even if you don't need the fricking money I promise you that does not happen. So you need to do everything in your power again. The latest information is going to be on the white paper every time. Julianne get new information. We're GONNA GO RIGHT TO THAT DOCUMENT. We're going to update it. We're going to get rid of the old one we're gonNA update it with a new one. So go to Premier Dash experience dot net and subscribe to that site. It's free And then yeah they're gonNa that's where all the latest information is going to be. Essentially that was like a half hour. I know there's a bunch of other things. We'll we'll get through them this week and we'll be updating them literally probably momentarily things are going right now so You know taken care of yourselves. Watch your own health. Obviously and be very fluid and flexible. We'll be talking with you guys all week about how how things are changing. You're still going to be talking to people making virtual appointments. It's how you go about. Things are changing so you know. Limit Your time in front of the news. One of our future points is spend more time out of the news than you do on the news. So that you're on the phone talking to people. I mean you might be talking to your tenants about how they can do a forbearance on their car payment so that they can pay their rent. You'RE GONNA have a lot of interesting conversations and that's why we're trying to educate you up front so you know what the options are. And you don't feel like you don't know what's going on. Lack of information is what causes people to freak out. We're GONNA make sure you guys are not in that situation to the best of our ability. That was kind of genius. Julius said I hope you guys were listening. Not only we wanting you to protect yourselves but obviously go and call everyone you know love and care about whether that includes your tenets or not and taking them into protection mode to yester- yeah well so you know you guys already have all this stuff to talk about low interest rates all the forbearance programs all that kind of stuff. But since you're going to be talking to your database you know seeing how your home and their home and your phone works. You can have lots of conversations. I posted on the Premier coaching. And I think I'll put it on our facebook page as well. It's actually sixty additional questions just to keep the conversation going into connect with people since that is your social connection. I read an article this morning about you know. We're all worried about the economics of this but also the social ramifications about physically being away from your friends your family etcetera and so some of these conversations. You know one of the questions was. What's your favorite movie? And why do you love that so much? And when was the last time you watch that just to be conversational with people and to feel connected because after all what you've got right now is time and your job is to connect and reconnect with your entire database. We'll talk to you about that later in the week. But I'm beefing up the things that you have to talk about that way. Your connection goes deeper and stronger and people will remember you for this six months from now. You know two years from now things will turn around. But they're gonNA remember who they were connected with when they were at home freaking out themselves because they're watching too much news. Some of the best text I've received from all of you guys I'm getting. I'm just during this recording. I probably have gotten I don't know yeah There's simple how you doing. Yeah you know and I tell you. That's really nice. It's sweet I appreciate it and we're doing great by the way that's the reason we're reporting back if you guys don't have to worry. Puerto Rico's not what you think. It's an amazing amazing. I owned amazing. People who are unbelievably strong have unbelievably Giving carrying beautiful natures and are on such a regular basis Confronted with some sort of just external threat between hurricanes and power outages and earthquakes. That they've gotTA hardiness to them. And I've never experienced before in my life I thought mid Westerners had good backbone. No Sir you come to Puerto Rico. These people are the real fricken deal and they are beside themselves to be to help each other in every way possible. Some of those carrying beautiful people You know it's amazing really truly is I feel blessed to be her so guys. Listen we are going to be keeping you completely in front of what's happening next. We're really putting a tremendous amount of time and effort into this. Do me a favor pay us back by spreading the word about what we're doing the real estate community in the entrepreneurial community on a whole please share our podcast. Send this podcast around as many people as you as you can post on your facebook page re tweeted. Do whatever you can help us. Get the word out on premier. Coaching members get ready. We're about to enhance the product or premier coaching program. Taking it to the next level the rest of you the free coaching program which is basically maybe twenty percent of the Normal Premier coaching program. But still it's a great place to get started is available at Premier Dash experience dot net Good over there right away. The site is ready to take new applicants. Premier Dash experienced in the meantime guys absolutely positively. Stay focused stay drilled down on the protection mode. You have to protect yourself. I by putting your face masks on. You're on first pun intended by the way and then we're going to give you the specific drill down. Step-by-step things you need because finances this is. GonNa last longer. Please stop saying and I'm going to stop saying it to this reminds me of September. Eleventh reminds me whatever not just like that. You've got to remove that thought from your head there is nothing. I thought that early days too you know and we were talking about. This feels a little bit more like nine eleven than it did. Two Thousand and eight and then like two or three days past like okay. There's not this is not like that and we have example after example. So you're in a new world you've got to have new thoughts and you've got to forage ahead. We're going to help you with that. We're we're having to coach ourselves to stay on that path. Y'All I mean I understand. I'm connecting with You Know Julian I really good friends with Sean Kokoska. And I'm going to be talking with Dan. Kokoska mom tiny to sell all these people that have been you know in the Real Estate Business in entrepreneur business longer than us with their kind of our mentors and all these other people that we know eleven care about where reconnecting with them. We went to know how they're doing. You know there are a lot of these. People are a lot older than us. We want to make sure that they're safe. Those are the types of things you do to fill your mind if you put yourself in a position of helping others and offering to be of service as our fellow Puerto Ricans do regular basis. That really does put you. It changes your mind. Out of this egotistical sort of fear mode and put you in a generosity mode or something that all of us need to be an and I have to the third part which Jillian. I haven't started writing called profit. I'll tell you one of the things I think's going to happen. Which really is exciting for me to to hope is true in this. This might be me breathing. Some my own opium is is the belief that on the other side of this. We're going to realize how stupid all of us have been for so long with regards to some of these political things and all these stupid conversations not hearing about anymore. It's like you really didn't matter if you noticed all the things that aren't in the news we're gonNA realize that we are country. We are one people we are under. God this is an amazing blessing that we live in this country when we do and we need to get back with remembering the greatest strength we have as each other. It's not our stupid government. It's not all these other things it's the people. It's the people that make the country special until we all decide that it's not and that we're not ensued. We started thinking and acting like that. You have what we'd been experiencing for the past really. It's more like twelve years. Thirteen years things have been happening in our country. Just been insane and maybe this is going to be the hard reset to get back with it back to what it means to be. Part of. What is the greatest country in the history of humanity? Which is the United States of America? That's what I sincerely hope. I sincerely hope we rediscover each other and realize that we're all citizens of this great nation together and that's going to be in the prophet phase which is unfortunately we're going to have to make it through the protect phase and the second phase before we get to the prophet phase so for now. Make sure you build your Walthall and you shore up any leaks that you have and you follow her advice to the letter with regards to your finances right now in their premier coaching members as content solve obviously available for you already. It's waiting for you Those of you were not involved in one of our coaching programs. Have just give you the gateway to do it. Good Premier Dash experience dot net. You guys have a fantastic day. Jillian anything you'd like to say these guys. I'm signing off. Don't wait take action right now and we'll have your backs through the whole way through. We'll get through it together. God bless guys.
Podcast: Listener Questions Answered | Seller Owes Too Much To List, HELP! | Tim and Julie Harris
"Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie. Harris real estate. Coaching. Radio is the nation's number one daily radio show for realtors who demand authentic real. Time Coaching Get, ready for flood free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts Tim and Julie Hairs. Got Three two and we are back it is October the twentieth I'm going to say it. Thank God the election's over in two weeks goodness. Exhausting Weird across the board. And I will be happy when there's no longer a contemplative issue in people's minds anymore, and then we can go topic. That's of course assuming the asteroid that's supposed to hit the day before the election doesn't actually hit but anyway, we digress, Hey, welcome to real estate coaching radio and we went to as always acknowledged and thank all of you in the fifty four different countries. Now that are listening to this podcast. This is the number one listened to daily podcast. For roasted agents, the United States, and because the fact that the podcast is now expanding internationally, we are setting our ambitions to have this be the number one listen to daily podcast this specifically targeted to Real, Estate Professionals Coaching, and training primarily in talking about the occasional bizarre topic just to keep you guys entertained. We're GONNA. Make that our global ambition. So I didn't talk with you about that beforehand. Is that good it's Okay that means you have to write another fourteen different books, Harris rules, and all these different languages you ready for that. Translate Button. Exactly. So Julie's topic today. She had the idea that we should answer some listener questions because we are getting. We look for these patterns, right? Our primary interest in Michigan life is helping you guys. Frankly, help as many people as you can obviously are in great livings have lots of profit wonderful lives, the whole thing, and we look for patterns in the questions that we get not just from podcast listeners but also patterns the questions that we get from a Premier Coaching members are are coaching program and when we start seeing the same question come up again and again and again. We feel compelled to answer it on the podcast because obviously we can help as many people as possible at the same time. So Julie wrote down Julius Obviously, the head coaching for our organization. So she wrote down some of the top questions that she's been getting our our coaches have been receiving and we're GONNA go through them. I. Think. Maybe two or three of those questions today. Big One today, and then we'll do more. We're going to drill down on when you're hearing all the time. Okay good. All right. Yes and I encourage you guys do email what you're dealing with. If you're premier coaching members of course, we're talking about it in the live coaching class every day but you can certainly email us Juliette Tim and Julie Harris Dot com or at Tim. And Julie. Harris Dot com everything's spelled normally. No DOTS. Or Dashes. This is a Premier coaching member, Mary Ann Foreman. So if any of you have referrals headed to Annapolis Maryland, Marianne will do a great job taking care of you. Her last name is F. O. R. E. M. A. N. She writes Julie, how do I address sellers who abused their homes as an ATM machine removing almost all equity who now went to sell higher than the market value and she gives some examples two, hundred thousand. Dollar appraised value who wants to be thirty five thousand higher than that for example, and on top of that has a two, hundred, twenty, five dollars a month Hoa that a buyer has to qualify for. So not only are they wanting the buyer to pay more, but also we have to make sure that that same buyer can qualify whether that's it. You know hundred thousand that wants to be a to thirty five or whether that's a million. That wants to be a million to fifty. The question is the same. This does come up quite a bit. How do you deal with the seller who's used their home as an ATM? Well, what does that even mean it means that even in a hot sellers market where most of your sellers have equity in their walking away with a nice fat check at closing probably spending that buying with you we do have these instances where people. Have, refinanced themselves basically up to the limit of what their house is currently worth. Now, how do you deal with it? Well, it's worth noting that happens in any kind of market guys not just hot sellers market and I know you're going to get to the meat and potatoes but really the first thing that hopefully, I didn't look at your notes, but the first thing was basically qualifying them for motivation right? Was that your first point motivation Or want to saw how by just shut up and let you talk. We can have a discussion about it. He's just that you read my mind we've been through this before. But to your point. Yes. This can happen in any kind of market hot sellers market buyers market balanced market doesn't matter. The point is the same that you have a seller who is saying that they want to sell, and we'll talk about motivation in a second, but they really don't have that much equity and I also see this comes up where it's a past client of yours maybe and Agents feel guilty about this like it was their fault that the person refinanced up. So drill down on what you just said they'll have to sell versus want to sell. So those are critical differences. Now, here's the crazy part of this is normally we would tell you to be weary of the want to cells because they're all going to have not motivated. They're not gonNA condition the house they might. Now. Allow showing they might be uncooperative might have unrealistic expectations from you. You know they're going to obviously not be very competitive pricewise but hot sellers market what we're experiencing. Now, what we're clearly inexperienced rolling into next year, you can get away with some overpricing and that's which brings me sorry to step on brand that brings me to our filters, right? Yep. So the question for Marianne was what do I do about this. Okay. So I want you to put this through like a question tree because we'll escalate what could be done about it. But the first thing is, are they motivated and and you're right even if they're not completely motivated, we might look out. So what are examples of sellers that are have to sell sellers just so we can go back to the meat and potatoes we don't. We have to remember tens of thousands of agents are gonNA listen to this more of the planet earth and over and not all of them have been listening to us for a long time. So let's draw down. That's right. Right. So a half to sell is what you again this is a little bit obscured because a hot sellers market you can be successful WanNa cells as well and what we've been telling most of you is less than anything that wants to be put for sale. So don't be overly picky. So just remember I told you that but as a rule, the listings that you're going to want to look for there are GonNa be your prime listening to the sellers where by definition, they absolutely have to sell and they'll tell you when you ask them do you have to sell sell the actually? SAY THEY HAVE To Sell, and the have to sell reasons will be financial reasons maybe they can't afford it maybe they can't afford to homes at once maybe there are being relocated maybe inherited it maybe there's there's something and Julie defined this perfectly in our best selling book Harris Rules it's when something external to the to them essentially something outside of their own forces. This is putting scituate putting them in a situation where you can explain it but that's the essence of it. It really up to them something else pressuring them whether that's because they lost their job or they're less employed than they were saying Marco that. Relocating divorce something is telling them. You've got to sell it some form of mild distress. Yes. Mild distress up to more escalated distress, but they're not just selling for fun. They're not just like seeing if it'll work out or not. Right. They've got to actually sell. Okay. So those are going to be generally more compliant were motivated I I look at it from this perspective somebody's going to make it commission helping that person might as well be you. All right now, what do you do about this? To, your original point, the first question in this situation, Marianne and everyone else listening how do you deal with the seller has used their home as an atm there's not much equity there and they want to be priced a little bit higher than you feel. They should be number one. Could you actually probably get them that price? You know the two hundred that wants To be two thirty, maybe you can't get to thirty five, but maybe you can get twenty nine or twenty five because the markets on your side, and this is a case where you're CMA will betray you because if you're using comps that are even some markets, maybe more than ninety days old, those might be irrelevant at this point there's a market in some markets as. Heated up so much even. Though we're basically in fourth quarter in the middle of October to exporting an election, they're still plenty of examples and snow story and fall, and the most the United States. The reality of it is it is still a crazy hot sellers market and it's probably going to be well into twenty twenty one. So again, you've got to be super careful of not talking yourself out of the listing just because my stepping on your retirement example of this, go for it. and. My heart truly goes out to this private coaching client whose name I want mentioned in northern. Virginia. You should mention the first name at least I'm not going to do that Derek. She's already beaten herself up plenty on this. Okay. This is an agent who typically cleans the clock of her competition but to this point she she was a little bit too adamant on pricing and this was a high. This is over a million dollar listing. Her fear was an overpriced listing that's not gonNA sell. She lost out to somebody that was a little bit higher and wasn't as hard on the seller about why they probably couldn't get the price they were trying to get. Now time will tell whether that prices achieved. Maybe it'll expire in our coaching client will end up getting an after all that will see the lesson in it is if they are motivated and we talked about in this case, you know they didn't seem that motivated, but they had spent most of their covert months selling all of their stuff online. So that's motivation. Isn't it Yep? So don't Overdo? In this is counter to a lot of our coaching in normal cell, you know a balanced market, but here's related to this is a let me give you an analogy to that. So there's dynamic pricing that Amazon does like when you guys are buying book when you're buying our book on Amazon, the price that Amazon's GonNa show me like for example, Julian, I don't buy our book at. A discount believe it or not. So our book we sold the Rights Store Book to a publisher the publisher if we want to buy the book is going to tell us to Amazon. So if we go to Amazon because Amazon basically tracks all of our buying and knowing essentially that we'll probably pay maybe two dollars more per book than say someone who has never gone Amazon is never purchased. Any books whatever so Amazon adjust pricing on every single thing you're buying based on your personal profile based on where you live bust base in your zip code based on your buying history. The whole thing but what Amazon is doing is they're adjusting the price in real time based on the actual market for said product what agents do and it's not wrong. Is There Justin Price based on? Past history of sales alone. Amazon's using Dynamic Pricing Airlines use dynamic pricing hotels use dynamic pricing. I'm only giving this to you as an analogy because in a marketplace like this, you have to think in terms of dynamic pricing pay attention to what is sold obviously. So appraisers, but you've got pay attention to this is something we tell you to almost always avoid paying attention to and you're doing. But in this market, you should pay attention to your pending 's look to see what's actually selling, and here's another thing that's really going to make as A. Hell of hard thing to get right going forward is the cost of new construction is going to go through the roof because the cost of building supplies has gone through the roof. So there's three appraisal methods. Right? You know this Jill lead you remember all your the one three brokers licenses. Cost of recreating the product, right? Okay. You have your resale, your normal resell com cma type and then you have some adjustments for condition and stuff like that. So you have to look at the big picture I guess you'd say holistically. And the other thing because things have escalated so much you want to call it appreciation or inflation prices are going up. And so one of the things that you look at his if you're comps ninety days old, you can figure out based on the rest of your calms month over month percent going up. So if you're using a ninety cop that says that house is worth two, hundred thousand but you haven't considered the fact that you're markets been going up two percent a month or something crazy you actually could be off on that. Now you are also being a little speculative whether it will appraiser not because is the appraiser using the same method you did too. But with that said, just put a clause in your purchase contract, the House has to. Appraise, above outer above the purchase price and whatever whatever. But the point is is that you won't live lost the listing in the markets. The market sets the value to a large degree. So you're you're the only sale that say thirty thousand over what the previous sales have been last ninety days. You're probably GonNa, have that have a hard time getting a price but if you're not, if you're one of twenty or ten, even that appraiser is going to have to adjust the numbers up because the markets obviously shifted. So these are the things that make it hard to price houses in this market but the point is that Julie's obviously making. Is Don't just get stuck in the mud and lose listing opportunities because you're trying to be right. There is no right in a market like this where the target is constantly moving and you might look out, you can still have the conversation with the seller that if after two weeks or ten showings, we don't have a really good offer. Then we're going to have to revisit the price and this is important that you go back to motivation to this. All motivation is always important. Okay. But if you have a seller that's motivated if that's the first and pretty much the main question if you're seller has to sell and you determined. That, they have to sell and they tell you that they have to sell in they went overprice it, overprice it, get the listing, but tell them when you take the thing Mr. Seller I understand completely why you feel the house is worth more than what the concer telling us and a dynamic market like this. It makes total sense to me that we're going to price above what the market is telling us. It's worth but we have to agree that after two weeks or ten showings that will reposition the House on the market to correctly reflect the market's expectations. Right I'm not using the nails on the chalkboard term lowering price don't say. You not cut. Racing trip. So you're taking the, you're taking it being optimistic cautiously optimistic you're letting the seller had the higher price everybody's happy and guess what the thing might sell, and we're seeing this happen with all of our top coaching clients all you know normal markets across the country and the most expensive of markets across the country. One of the top agents in the country that we have is on the east coast and his average sale price is probably I. Don't know four or five million dollars in his the average. How do I explain this? For a long time over ten years, most of the sellers in his market were losing sometimes twenty to thirty percent on their houses to what they paid. So these sellers were losing millions of dollars on their homes and now guess what in just this year in many cases now, these same sellers that would have lost money in the houses twelve months ago are now making money with multiple offers. So this is the kind of craziness that you're GONNA have to adjust to and. Don't get in over your head with trying to be overly analytical digging your heels in about price. Yeah. So that's that's point number one you might look out now am I suggesting that you price that two hundred, thousand dollar house at three, hundred, thousand? No. Within limits you might be right and you're going to give it two weeks or ten showings and see what happens. So let's say that we didn't achieve that higher price. The market has rejected that price point number two. If and when you now price at quote. Or lower than where you released it at does the seller break-even? Okay. Can you price it? So they at least get out clean or are they upside down and if they are upside down by how much upside down meaning that in order for them to sell the house to pay off the debt, they're going to have to write a check. By the way there are ways you can negotiate with the Okay. Sorry. How Julius prepared today. So so the point on number two and a lot of agents voices because they don't like talking about money, right so do a seller's net sheet. You should be constantly doing that she's you know as part of your CMA low medium and high. Then when you adjust the price to what you think is now the right price are they breaking even or are they potentially going to write a check now the concept of a seller writing a check to get rid of a house. Is Shocking to some agents like they cannot possibly fathom that this can happen, but you've got to know if so by how much and many motivated sellers rate. So they can't see making their next house payment next month or something like that or they've been relocated already bought another house. They'll write a check for five grand ten grand. We had a seller wants. To write a check for forty, two, thousand dollars in other words, those sellers sometimes write checks for more than the buyers are buying it, but they will do it. You don't know if you don't know the numbers and you don't ask now some of these sellers are going to have to be reminded the Mr Seller, this was a great product house for you to. Buy, it was a great investment. You've just already spent the money you pulled out you had the money, you pull the money out. So you've just in but what where you have a competitive advantage when you're listening to what we're saying to you is that most agents will have no clue what to do when the sellers in a situation of being on par with. Their house or more normally, they're gonNA be upside down by a little bit most brokers office managers agents have never experienced that because you guys have only been selling real estate in a hot sellers market. So you will have a competitive advantage when you know how to do it, and obviously in the podcast because we only have a half hour with you guys every. Day We're just touching on the surfaces of techniques of how to get these things done. So to avoid stepping on any more of Julie's points, Jelena so that was point number three is, will the seller write a check closing? Have you had that conversation if so for how much sellers will cash out a 401k if it's just a tiny amount of money those check For it you have to know what that actually means. If you don't know how to do net sheets, get help from your broker title agent and remember guys you can still join our Free Coaching Call Our free coaching program the Free Just Reminded Julius Actual Premier Coaching Session starts in seven minutes. So if you in Premier coaching, make sure you're attending the Premiere coaching. Session live every day, and the you do are you are entitled to the Premier Coaching Session even if you're in the free coaching program but obviously in the free coaching program, you only get maybe five percent of all the content that you get as far as a full-fledged Coaching member full-fledged coaching members get obviously far more coaching they get a lot of the pre. Listing pack listing presentations all the types of things that they ever possibly need to build their real estate practices but in the free coaching, session you the Free Coaching Program you do obviously get access to the daily Semi Private coaching call a lot of great content that we created just for you because of this market including the real estate treasure map day survival plan. They can grow rich for real estate agents, all these great products that you get four free just by simply texting the word survival two, three, one, nine, nine, six. So go ahead and text the word survival two, three, one, nine, nine, six. Okay perfect. So they'll they only now on point number four are we going to even start talking about maybe short sale maybe short payoff maybe spin the deficit amount into an unsecured line of credit. Okay. Agents will immediately freak out on my upside down. We gotta do short. Sale. I. Don't want to do a short sale. I don't know how to do a short celebrate. What am I gonNa do that's likely immediate freak out. It's only on this point number four after we've exhausted could you maybe luck out and get the price? Okay. No, we didn't do that. We priced it right now breaking even second price reduction now they're upside down now are we a short seller? Aren't we? Okay so I want you to talk about because I get. So avoid. Obviously. Most of the short sale situation is to be avoided for the most part because there is there are negative ramifications of doing a short sale to the seller a mainly, it's going to hurt their credit, and if they are just go down the host of reasons why you don't WanNa have her credit. The obvious ones are you obviously, we'll have to pay more interest on loans and such a but also if you have security rating, if you're Washington DC, Virginia chances are you work for the government if you`re In the military, a lot of different things are predicated on your on your credit score to mentioned you might have to rent before you can buy again. That's right. So that's the reason we always suggest the first line of defense for an underwater seller is to call up the bank and we teach Ed and the coaching program, and you can actually help the well, the seller will do this right. But the seller can call their lender and the lender will often depending on what frankly their credit score is will. Convert their underwater, the amount of money that they would otherwise had to have come up with in cash. They'll convert that to an unsecured line of credit like a credit card and they'll do that usually after one phone, call their system someplace in the banks the obviously don't talk about it but where you can get that done if a seller house. To sell a house and they can prove that they have to sell the house to the bank job real or whatnot, and their upside down by say twenty or twenty, five grand. It's relatively simple doubt that bank then convert that would have been negative equity that maybe the didn't even have that cash to pay off that loan but to convert to an. unsecured. Line of credit now again, and this gives you an unfair advantage when you're dealing with sellers that have this situation because most every other agent didn't know how to solve this problem and once you expand your thinking on this how many of you are who are smart in you're chasing expired listings are running across a lot of these listings that are. Expiring because of the fact that they're underwater in their house by a smidge like what I'm describing and they don't know what I just told you and you could show them how to actually convert that that negative equity into an unsecured line of credit and by doing. So you get the listing and you again because of your skill set in your knowledge. You will have an unfair advantage in your marketplace is the type of opportunity that a changing market creates for you. Do you have time for another point Juliette this we need to wrap it up but I wanted to just make a minor a point with that is that the mistake see agents make when they do a net sheet like they're getting ready to take a listing and they want to try this out, they call the servicing department and say hey. I got the situation. Would you consider doing an unsecured line of credit? The Servicing Department's going to say, no, make the payment because you don't have an offer in hand ready to have it listed and ideally have an offer because only then can the lender make an actual decision based on actual numbers? This is a mistake agents make why call the back and they said, no, just make your payment. Will you call them with nothing? What do you think they're gonNA. To say you know Julia was you're talking here's what this guy where my mind immediately went. Most agents went to talk about lead generation most agents think that's their biggest problem but the reality is that isn't their biggest problem. Their biggest problem is lack of skill set, and if they knew, for example, how do we just described most listens in their marketplace even the hottest of all sellers markets I got this is why we have coaching. Okay. Bye Go to premier. Coaching for your time today you later alligator. So most of agents when faced with that situation that we just described would not know what to do. But if you do know how to solve that problem, how often are you gonna run across that problem in your marketplace in a time where houses were increasing in value? There are a lot of sellers more than you possibly can imagine that have been borrowing against the equity in their houses and do in essence have. No equity, and those are things that are going to be coming up for all the normal reasons and those sellers are going to seek agents had the skill set to solve the problem. The answer isn't always a short sale most agents don't even know where to start sell as little to do one and the extra of knowledge that you get frankly when you a coaching program. We'd just give you an overview of how one way you can solve the problem. How many additional listings will get you per year. You know here's a funny thought when an agent comes across the seller in the sellers, not just as simple easy. One to three listing equity sellers got motivation or sorts those normal check boxes but they ran across the cellar. The has a situation like. What we're describing, how many of those ages don't even take the listening? How many of those agents when they when they're faced that problem go their broker office, Major Coach Mentor, and that Broker Office Manager Coach Mentor doesn't know how to solve the problem either or tells them short sale which then the sellers than faced with the decision as to whether or not? They were adversely affect. Their credit and you know all these things. You guys see how it's just an onion that just goes back layers and layers where the reality of it is if you knew how to coach the seller and how to call up their bank and how the bank and convert the negative equity and unsecured line of credit, it's essentially a credit card unsecured, right? There's no collateral against the. Loan most banks will do to provide the person actual actually has motivation and they had a good payment history. They check all those boxes. The sellers are GonNa find the bank will gladly issue them and unsecured line of credit, and then they can sell the house. Yes. They won't have any equity from the sale of the house, but there are suspended all in this scenario we're talking. About now, remember this is always, this also is going to be relevant when you run across sellers that Navy didn't spend all their money, but the only five percent down and let's just say because normal selling fees, they're going to be under water in the house just to cover all the costs of selling the house same scenario same solution. So you guys open your mind to the. Power that skills provide you don't be so seduced by branding and all these other lead generation gimmicks because they're real power, the agents that make the most money are the ones that know how to sell the most diverse problems at the other agents run from. This is where you can pick up lots of transactions per year and obviously then you can those people come your centers of. Influence and past clients, and because you actually were the night the in on the white horse and solve the problem that other people couldn't they will be some of your most loyal customers. So keep all this in mind. This is what we say this is what we mean when Julian air trying to impress upon you the importance of really perfecting your skills the last real estate market. Essentially which were trailing out of now was all about essentially who you knew. You know that's really what it was this new market. It's about what you know who you know still important. But who you know is going to require that you have a skill set that they can use, and if you don't, then you're not going to get the business. That's the change. The actual shift that's happening right now, and just the things we normally talk about on this podcast. Listen guys we always focused on whatever we can do to help your business go to the next level. Do the smart thing and join the Free Coaching Program. When of the things in the free coaching program is the real. Estate Treasury. Now, that is your fill in the blank business plan. It is not a wimpy one pager I, remember how many pages it is. It's basically a mini book that takes you through all the steps of doing a personal and business financial and business plan, of course. Goal settings in there and all that stuff to do consider texting the word survival two, three, one, nine, nine, six, and when you do, we're going to text you back link and you click the link you have to click the link then you sign up for the coaching program you could also go to premier dash experienced net premier dash experience dot net check out the coaching program it's free guys. There's no risk to you. You'll, and when you do that, you're going to be getting a call from our office and you're gonNA also receive or frankly if you WANNA have it, you're going to have a free coaching call with one of our new member coaches and Tell You about the premier coaching program as well. But the the free program is something old, you should be doing and I. mean. All of you listening in all fifty four countries. So if you if the texting service doesn't work in your country, just go to Premier Dash experience dot net go to. Premier. Dash. Experience Dot net in the meantime if you guys need anything feel free me five, one, two, seven, five, eight, zero, two, zero, six, five, one, two, seven, five, eight, two, six. Thank you and have a fantastic day. This program has been a presentation by Tim and Julie Harris Real Estate. Coaching for more information on three, we'll stay coaching and training programs visit our website at Tim and Julie Harris Dot Com. Remember to tune weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and Julie Harris.
Podcast: Top 10 'Hidden' Sources For Homes For Sale (NOT On The MLS) | Tim and Julie Harris
"Welcome to real estate. Coaching. Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie Harris Realistic Coaching. Radio is the nation's number one daily radio show for realtors who demand Authentic Real time coaching. Get, ready for flood free unfiltered, full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or. Hosts Tim and Julie Hairs. Three to what and we're back. It is October the twenty eighth Julie. Welcome to the PODCAST. Thank it's been an adventure already today. Yes, it has. So we are Jillian are fresh off a Lotta coaching calls and we always liked the podcast right after we've had a bachelor coaching calls because we are our minds completely forward deployed and we are one hundred percent focused on. Its agents all over the country that we are blessed to speak with on a regular basis keeping on top of what's going on in the market, and I'll summarize three points from all my coaching calls. Lack of inventory obviously a lot of people especially in the upper end are. Waiting till after the election for no particular reason no particular reason. But might as well throw that objection out there unfortunately, and hopefully that's going to be a short path and I'll tell you the other thing. I had several interesting phone calls again with people that are selling really what of our personal coaching clients at this point? So the essentially the highest agents in the country and the conversations I'm having with them are that they're seeing the properties that were hard to sell last year selling like hotcakes in these in a lot of cases guys are multi million dollar state type things, and they're also seeing a new batch of investor buyer you know people that are coming into. The markets that are purchasing properties as hedges against inflation or essentially not hedge against necessarilly, but banking on it. So with a lot of these you upper end buyers are doing is they're purchasing assets and getting out of cash, and I this is Tim baser diversifying simplest way of saying it. They're looking for places to put their money in anticipation of inflation starting to rear its ugly head, which frankly already has and we talk about this a lot in this podcast and just to summarize briefly as I possibly can even join Iowa Geek out about this stuff is you have inflation and deflation. So deflation what we experienced after the housing bust where things everything basically went on sale In the selling real estate, then you won't know what I was talking I I'm talking about, but it wasn't just real estate that dropped in price from CEO six to realistically maybe Oh eight. It was also pretty much anything that was cars were going out dropping in value everything. You could possibly imagine that that people could sell to raise cash they were selling race cash this go around what's happened. Is that because of frankly with the way, the Fed reacted pumping trillions of dollars in the economy and all these types of. Things that were controlled by the powers that be we're seeing inflation. So there was a very short brief drop of inflation right when Kobe was announced and then almost simultaneously the second bed just dropped jumped in and start printing money and the amount of time between problem and solution. was. Measured in days whereas before if you guys remember back in those seven, it was measured in months and months and months, and every single day there was a new we're coming out this program. So this problem and this program to solve this problem. Hope this big company went bankrupt and all that none of that sort of constant derive link that would further erode confidence happen this time around this time round pandemic it economy was going to take attack was going to take a a real huge step back that and we were in a depression for a very brief while and then the. Powers that be basically saved us from having to have a long pro long term, prolonged depression, which pretty much everyone is predicting, and now that the economy is rebounding, which is fantastic. But the moral of the story is that money that they printed produced going somewhere and it's going to go into asset classes that are beyond just the stock market stock markets, the easy Goto but beyond. That what I'm hearing from all my clients just to summarize are rapidly increasing prices on properties that historically have not gone up in value, and maybe some cases have been sitting on the market for ages and ages. The white elephant properties now are selling that is incredibly fascinating. So that will lead to more and more inflation. Now, inflation in real estate agents, mines is often completed with. Appreciation and they kind of act the same but appreciation in it's truest sense is when something you have, let's say for example, your house again goes up in value but everything else that you normally buy from milk and cars and clothes and college tuitions and gasoline they don't go up and cost. So your house you know of basically inflates or your house appreciates and you do have the sense of. Being Wealthier at least in the sense of your house is worth more right and the hypothetical spending power of that money. If you were to pull that money out through selling the house or you know borrowing against the house would still give you an advantage in the marketplace because everything else wouldn't have inflated at the same time as the House did well in inflationary times which we're experiencing now everything. is going to go up and cost. So your house will go up and cost. Yes but so we'll everything else that you have to buy. So you won't really feel that that at that of having the asset in this case, the house having increased in value. So you won't really get the benefit of it in additional spending power and where the rubber meets the road all this as if the inflation. Rate rises so quickly and it outpaces people's incomes and fortunately you guys in the real estate business don't have to really worry about this because your income goes up as the inflation as the cost of the real estate goes up because you are tied to the result of what the in sale prices. So you're commissioned obviously will increase along with the sale price caught a blessing from the real estate God's by. You guys understand what Tim saying is that you know that's your head. That's the only hedge is that your commission's going to kind of protect you from a little bit of that. But of course, even with those commission dollars, the amount of them that it takes to buy anything we'll also be right. Exactly. So if you're. A schoolteacher or really anybody who on a fixed income they're the ones that are going to suffer if inflation rate really gets out of hand because they're going to be in situations where they're not going to be able to Ford houses, they're not going to be of Ford the normal meat and potatoes type things in life because their incomes won't have increased all the while all the things that they need to buy one by. Frankly wealth increase. That's when you start having really horrible problem and the economy and also socially, and if you WANNA go back and again I didn't we promise we weren't going to get on this. But if you want to go back to when there the times greatest social unrest in sort of record history almost always because of some sort of financial pandemic, right which is what I'm describing. So if there's a bout of really If it goes up to six seven eight percent inflation rate. You'RE GONNA see a lot of people having legitimate fear and panic, and the flip side to that is where hyperinflation goes crazy and that's where you have a situation where. The old black and white images of people pushing wheelbarrows of cash to go buy loaves of bread. I don't think I haven't frankly spoken to a single person that believes that we're going to experience hyperinflation, but I also have not spoken to a single person. Out. Side of real. Estate. Real Estate. Some really really smart people were blessed to have his friends who are predicting that there's going to be anything other than inflation and they're not none of them are expecting there to be deflation. So I'm going with what people that are a lot smarter than us are predicting. So expect there to be a lot more inflation. Yes. So one of the things that I wanNA talk. About you were talking about what we're gathering from coaching calls and I would agree with that and I think not only are the harder sell things from last year last quarter actually selling, but they're also selling for good money. So and in lots of different places, still multiple offers but this creates another issue. Now, we have talked about this inventory issue off and on on podcast for years. But mostly it has been under the guise of the frustrated buyer's agents that can't find anything, and in coaching we have coaching calls all the time about this. We have premier coaching where there are already ready for you and we you know we have a list thirteen as decreed inventory. When you think there is none and I always pose the question you know if you were licensed today and I said, they are the thirteen ways to find inventory and I don't even think the MLS is on the list. Okay. So. You wouldn't think that was weird though you wouldn't think that was extra work too complicated or unusual, and that's the advantage. Some of our newer agents have because when I do the premier calls and some of the newbies I have a new question is is okay. You know it's interesting to hear the reaction that the grizzled veterans on the call have which has, Gosh. You know what I should be doing that I feel like I have to watch the. Hawk all day to find that inventory. Now, most of the time it has been because the buyer's agents are frustrated I. Now, I'm seeing a whole new wave of listing agents being frustrated why? Because they have just made their seller homeless or they are about to make their seller homeless or they not even getting that seller in the first place because that potential seller saying I would move but I don't WanNa do a double move I don't live in an apartment. I don't WanNa move in with family. There's nothing for me to buy and so when you hear that and you came to it and you go yeah inventories really low no listing. For you and I think that that actually is contributing to our lack of inventory is agents in ability to be creative about where to put their wayward sellers with our rentals and Columbus I get calls all the time you know from Agent Friends of ours that say you know what I just saw the sellers house they're building and it's not going to be done for four months. Will you do a short term lease? I love those because we charge a little bit more for sure short term lease and we're helping somebody out it's fine but that's just one tiny example of how to find inventory for people to move to. Well, I mean. The listing agent is my point. So we have let's share with them. The list of places to find off essentially we're I went. Off Market, where's where's the hidden? Well, so first of all, we have to accept the fact that there is hidden inventory. You just have to find it. That's point number one we'll start with mindset points. Okay. So my favorite Goto solution I think you'll agree with this is new construction point you don't have to compete right you can time things out you're watching the house go you've got. To flavors of that, you've got a SPEC home. There's not a lot of that right now because inventories low, but there are some well, let's use Murphy North Carolina's example, and we and I bought a cabin in the mountains and loving the fact that so many of you guys that are attached to that part of the country emailing and connecting with us. And yes we're GONNA have a wonderful little cabin in the mountains we're looking forward to it. But when you look in the unless there was nothing for sale, we didn't even bother calling buyer's agents I mean, why would you do that? So we look for basically listing agents that had multiple listings, but even in those cases, they didn't have a lot coming for sale. So we obviously followed our own. Advice, and then we started looking for builders. Now, there was no organized in Murphy North, Carolina website to go to where you can find all the builder SPEC homes for sale in some markets you do have that. So we ended up connecting directly with the new builders who we were seeing advertising that they were building cabins and whatnot, and virtually all of them had houses that were under construction, Jennifer. None of us, none of it was listed with agents you had to call the builders directly which we ended up buying a resale, but that's how the. WAS ON. Market let's US markets. That's microscopic marker Mayo, and it's one of those markets I think truthfully, that's going to be an emerging not micro Mart Kenney more because you have a lot of people that are going to start wanting to move further two hours from Atlanta but it's A millisecond from the world because their Internet connection and by the way the Elon Musk. You know what I? was called Five G. Donna's beyond g the satellite. Yeah. Forget the name of it. I. Sent you an ours darling startling. Yeah. So that actually he's he's a Beta. Testing it. Now, it looks like starlings going to go live sometime in the next twelve months or less in the United States, which means you can be in the most rural places in nine states primarily and have beyond five G. Internet connection, which is going to take you know. Effect places like Murphy, North Carolina and maybe where you live because people are going to start saying I want to move away from the high property taxes I want to move away from the congestion and I. Think there is a incredibly high likelihood that you're going to see these trends that have started because of Covid they're going to be amplified into the future because we probably will outbreaks of more social unrest regardless of who wins the presidency. Unfortunately, and that's going to be I, think as a result of a lot of things are happening in the economy with inflation because people are going to feel very frustrated and now you know it is what it is. It's unfortunate but it seems to be that's kind of a long term trend. Thus micro markets are secondary markets or even markets it would have been considered. You know out liars, rural markets they're gonNA start taking off because of the fact that people are not going to feel safe in cities and whatnot anymore. Cova vaccine or not what we're emerging into something that's going to be completely different. It's just that people are used to being virtual now, right? Exactly. Yeah. Virtual school virtual business all those things and then you add easy Internet right you're there. So back to our topic though construction just because it's not in the molest does not mean it doesn't exist you've got to find it now in some Of the country can use home source, dot com or new home resource put in your zip code, and it'll give you some bread crumbs to follow but even they're not every builder is listed. So you've got to find it and you know listing agents. It's great for you guys to have that connection because you'll know what's being built. If you're friends with the sales manager, the builder, they know what deal is falling apart to, and that's perfect for people whose houses you just sold relocating executives. You know that's an unintended spec home, but you can slide somebody right in there. It's probably Not An MLS, you're not gonNA have to compete. So top of my list is new construction. Now, you might not find it might not be in the right price range. So we have to do the rest of the list, and again, this is part of premise number two. Okay. So number two I think would be if we're talking short term housing, right so there's two conversations here. One is what to do with your sellers and the other one is a great resource for listening to pick up listings kind of related you can use your sellers as the excuse to be prospecting. My second one would probably be old expired and older expired who tried to get their price a year ago eighteen months ago you probably can get it for him. Now that's if you're looking for something to buy. Okay. So I would do old expired withdrawn temporarily off the market what happened with those sellers listing or temporary rental? Continue this theme is called the. Actually called the local for rent by owners. Now, obviously, a lot of properties that are rent that are offered to rent long-term. We're going to do with brokers we're not going to be very cooperative with you to. Purchase one of their inventory rental properties and remove the revenue. But if you go to the RB listings and all your markets are GonNa have this you're gonNA see a lot of these are managed directly by the owners, and if you were to call the owners up and ask if they'd be interested in doing term rentals, they're all going to say, yes, right wasn't They what phone numbers are easy to find? Yeah, and they're very responsive. They'll call you back you know and you could also ask them they'd be willing to sell and you'll find nine percent of the time that a lot of the properties that are in these vacation markets, which I'm surprised the of Vr be os that are just in the middle of nowhere USA. But you can find properties like that. Call Them Up, ask them if they sell the property or whatever whatever. So these are more places that inventories hiding, and this is not our official list by the way. But so I'd say point number four would be the other listing agents that actively listening properties not just the you never heard of. Arkansas Bright. So call up the other listing agents in any upper end market in particular. It is credibly important that you have a good relationship with the other agents because you can often talk like I know I was just talking to Brandon Jackson He's in North Carolina and he was telling me that in their market everybody uses showing through the MOS. So he can go into showing time ICAN actually obviously see how many showing his listings have, but he also see how many showings happen with all this fellow listing agents listings. So he has a listing for one point three million and he wants to send a report to the seller. Showing your listing had which in this case since last week was zero but then he was also able to show the seller that nothing in that same price had any showing. That's incredibly powerful through showing time again, which many journalists are using but in the obviously what he wants to do if he sees that one of his, let's say listing competent. Competing. Listings another property for sale price ranch had a showing or had to showings. It would probably make sense that he caught that listing agent and try to get them to show the listing that he has. It's not getting any showings. It could just be that that listing agents very efficient at converting their own buyer leads into their own showing appointments and navy. You know who knows where that's Only one person can buy that house gray might have two or three others that lost out that they can take to his list. So you have to be proactive with going after showings. So. That's another way to find hidden memory for sure. Again, depending on what price range you're in, you're gonNA find a lot of times that the cell or the buyers that you have that people that presented by they're also sellers which goes back to the reason Julie's tying this into how you can find somebody a place to rent if their house before they find something to buy. So our hope you're all, we're all vibe in here, but this is how you stay proactive and you're not just waiting around for something to pop up on the less if your solution to basically being successful real. Estate in a market like this is just waiting for new listing alert. You're going to go broke cat that's for sure that the cool thing about the VR option is that most of the time they're furnished so your seller doesn't have to Schlep their furniture in-and-out tour time talking about for rental rental it for just you know you have somebody that's waiting for what they're building, what they're going to buy alternately. So there are some benefits to this as well, but I'm going to sidestep here I think one of the biggest reasons that agents are struggling mostly needlessly right now is because they're not pre-qualifying. Leads back fast. Those. Furiously fast lead follow up and pre-qualifying any buyer that shows up on your radar assume unless proven otherwise they have the house to sell you're not asking the right questions in the right order and getting the right information out of them while you guys don't have a script, you have this little crazy system where you try to fake friend them and then maybe in the conversation you'll weasel out of them whether have a house to sell it just very unprofessional even get that far a Lotta Times because they're already up to their eyeballs and buyers that they can't find anything for. So why would they want to return another buyer call? You don't even know if there's a listing on the other end stop thinking of buyer causes buyers start thinking them as hidden sellers. That's the way to think about it are usually one more. One more because here's something that they'll all try to argue about for sale by owners they're Ernie, that's a hot sellers market I never seen any his bows. Okay. Let's because you're not looking hard enough. There are absolutely for sale by owners are longtime client and friend Federico La is actually not only prospecting in having really great series of appointments with for by owner, but it's over three million dollars, guys. Of course, there's for sale by owners. In the when we were renting in Murphy North Carolina, we'd gone our walks it from. A physical right on the street you guys just don't know where they are because you're so addicted to the MLS, right you can go to Zillow for free use their drop down there Kinda SORTA use craigslist you you know other there's lots of ways to find their systems that basically you subscribe to and they basically send you all the new expires in the for sale by owners every single day but look. The moral of the story is, are you actually going to do the work if we gave you a list enjoy around? The. fizz buzz because most agents don't call for sale by owners, you're less likely to compete rates. Your buyer will love you for they might not have to guarantee the appraisal difference for example. So back to you. Yeah. So all this enjoy great premier coaching session those if you were in premier coaching, which hopefully should be all of you. Remember we do have a free version of premier coaching. Now, just to be clear, you do get access to the daily Semi Private Coaching call which Julius. OFF TO DO AND Know and it's not always Julie we have thirteen coaches so it might be one of them. That's going to present as well but you do get access to a certain percent of the information that neuro from your clients get access to but not everything but the one thing you do get access to is the. Frankly it's the real estate treasure map and that's something we create years ago we always refining and upgrading it but what it is to fill in the blank business in life plan, and this is something that all of you should be working on this time of year. Especially, this is not some wimpy filling the blank one pager that you stick in your desk and forget about this is GonNa be something that's going to be. Your guiding light and you can go through and we suggest all of our clients that date built a treasure map, and then they leave it out someplace where it's staring at them, and then they can benchmark their daily progress against what their real estate treasure mathis telling them, what they're supposed to do and yes, this is helping you drill down on all your goals are the five areas of life that matter most spiritual educational physical Educational already said education I'm now forgetting to but you get the idea, right? For every goal you set, we're going to help you sat through the real estate treasure map an actual plan to accomplish the goal. So a goal is. Essentially nothing unless you have a specific drilled down plan and how to accomplish it, and that's really what we're doing effectively as coaching you while you're doing the real estate treasure mount, that is the whole point of that product. So make sure that when you join the Free Coaching Program or the normal coaching program that is your first you know absolute thing you must do because that's going to give you direction. Don't let somebody else. Tell you what your goals are you needed. To find what your own goals are otherwise what you're doing. You're essentially facilitating other people's goals and dreams and not your own. The easiest way to join the free coaching program is just text the word survival two, three, one, nine, nine, six, text, the word survival two, three, one, nine, nine, six when you're gonNA tax, you back a link, just click on the link and that's GonNa take you right to the sign up page. Now if you're in Canada, the text thing doesn't work. So, you're going to have to go to the website directly. Which is very simple. It's Premiere Dash Experience, dot net premier dash experience dot net. So if you're in Canada which about thirty percent of all daily listeners are and you WanNa Join The free coaching program you have to go to the website directly Premier Dash experience dot net otherwise the rest of you in the United States and most of the world just text the word survival two, three, one, nine, nine, six, two, Jillion are going to pick up tomorrow we left off today I hope what your understanding primarily focused on here is if you're going to be an agent who's going to just do the. Very minimum you're GONNA get nothing it was in a seller's market maybe the market two or three years ago they just by basically you know being friendly and senators of influencing and past client in everyone and dropping Pumpkin pies, you might be able to peel the transaction here and there. But in this new market, it's not going to be like that expand your thinking expand what you think that you're capable of the services you're able to provide your clients maybe expand your market maybe you're in a market that's not going to be it'll still sell, but it's not GonNa be where you WANNA be in. Essentially, what this new real estate accounts is evolving into pay attention to people that elevate you be incredibly careful who you take advice from. That's again something we tell I always a little bit. Saying that because I know that the skeptics out there are thinking of being self serving saying that, and of course, I am great. But the reality of it is is that all of us have made mistakes of listening to you read a book that inspires you or you listen to people that inspire you but they're inspiring you for their own interest not for what's Best For you because especially when you're just getting started in business and you're getting started in life, you know in your learning something new, you're susceptible to receiving and trying to integrate bad information into what your business plan is. So you got you have to be incredibly careful who you listen to incredibly careful where you spend your time because you can't get it back and let's Set that aside for a second, the real harm that comes from following these fake ideas and these wannabe coaches the real harm comes in that you act you degrade your own confidence in your own ability to actually accomplish anything. So you'll try to chase. Rabbits. Some great idea somebody told you about Oh it's the greatest thing since sliced bread, all these dumb video things that people are doing social networking things that are people are doing. You know it's insane to me that agents are spending so much time doing all this fakery at. To basically hide the fact they don't have the skills to actually provide services that people are willing to hire them to perform, and so they're doing all this branding, this mickey mouse all this stuff they're not doing the real work of real estate. Becoming the professionals they need to be, and that's the reason to failure one of the many reasons for the failure rate in this industry so high. So if I know what happens. So you guys start believing that all these things like I have to become the brand I have to become here's an influence or after become whatever they popular terms are, and then you do it and hoping and praying that's going to resolve the new being able to make money in your real estate business and it never happens and then what happens is you fail out because virtually nobody comes. To rotate with any money. Right. So then what happens is you run out of money you run out of money sometimes in debt from having votes on these gimmicks, and then what happens to you internally, you could have very well been a massively successful real estate professional who had turned lots of profits and invested that money into other things that create generational wealth for you and your family. But because you hitched your wagon to the wrong horse, you wasted a year or two doing gimmicky things believing that if you did it long enough that whatever they gimmicky things were what actually? Pay Off and you didn't want to quit even when your intuition was telling you that the gimmicky things were indeed gimmicky things you still stuck with it, and then you fail and then here's where frankly it makes Julian I very pissed off is that you then blame yourself and you should should blame yourself for not having quit when your intuition told you should should've have but ultimately we blamed the P put or supposed to be the gatekeepers to protect roasted agents, the brokers, the office managers, the people that are supposed to be there to build a tall wall to make. It so that people have as much opportunity to be successful as possible. This whole idea that you can get into real estate and you can somehow we've together your own master-plan and how to build a real estate success, a real estate business, and be long-term, successful and profitable. The idea that someone who does not have our business and sales background can magically put that together is a huge fallacy. It's a recipe for ultimate disaster. The reality of it is in this business there really is only one way to the top of the mountain that's going to get you there the quickest. You the most money, and it's unfortunately going, involve doing what you don't want to do when you don't want to do it the highest level, which means you're going to have to confront a lot of personal issues with regards to basically your expectations for yourself, but you can do it, and once you feel yourself in action than your mindset changes. Once you feel yourself in action then frankly your life changes and then everything every aspect of how you see yourself starts to pivot versus if you waste hours in years and decades. Goofy ideas and then you're basically you're grinding yourself down every single day because you're saying to yourself I know this gimmicky idea is going to work one day if I just stay with it maybe, and then what happens is your mind starts playing tricks on you. Then you start telling yourself maybe you're not good enough in some way maybe you're not disturbing enough maybe you're not good looking enough or smart enough or whatever. Enough. Right. So when you are on the wrong path, what happens is it your ego? Doesn't want you to admit that you're on the wrong path. Your Ego then starts to basically tell you that you're on the right path. You're just the wrong person and then you don't come back from that. That's the reason that Julian I are absolutely. So angered frankly in many cases by the ridiculousness that's allowed to basically exist inside the should be a places where agents are coming to learn how to help people and make money. So guys listened most of the things that you're going to be told what? To do in your business there, one hundred percent gimmicks they were put together by people that never sold state never sold real estate at a high level, and even if they did crank out allow transactions in some cases GIMMICKS DO TRANSAT, do result in lots of transactions that does not mean they had any net profit they spent all of their money to basically do the transactions one one. Pocket to the next. That is almost always what you see those two scenarios and guys. I know this from having you know coach agents forever and looked at a lot of profit and loss statements, and you'll hear these people it's fascinating to me, and I wish honestly I wish you guys I, Hope your inner skeptic is listening room saying you can go and talk to a top producing. Agent somebody who's got a big team who's got lots of this is the things. Everyone thinks they you know they're the greatest thing since sliced bread and then when you start talking with them and I'm not gonNA mention any names right. But US then start know quickly discovering that they have no money in other words they've been doing lots of transactions they've been doing lots of volume lots. Of attention maybe they've been on the cover of every website magazine that there is everyone thinks to the greatest thing ever but they have no personal net worth they spend it. All just do the transactions and just to be just to be famous and Jillian I talked about this on our show and our book all the time because at the end of the day the future version of you. You know here's she's going to look back and that version of you is to say, why didn't you just simply suck it up buttercup and do what you didn't want to do when you do at the highest level. Thank how much further you would be you know down the road now this is a future version of you talking to the past version of you. That's ultimately what Julie are all about. We are going to do our best to rattle your cage as much as you allow us. So the future version of you is looking back at the current version of you and saying, Hey, hey, bob good job. You know. Bob Pick up that phone and doing some of these things that these crazy harasses telling you do. Yeah. It wasn't the greatest thing ever it kind of sucked for a while but look what has happened as a result. That's what we want for all of you. You want that for yourself or do you guys WanNa make another tiktok video you know. So things I out there I just look at these things. These middle aged. Men. The ones that are the worst of realtors who are like trying to promote themselves on social networking doing things that they're you know teenage kids are doing and I just wondered, do you realize that the people you're making these? The people are watching this video they can't buy a house if they wanted to because their children because their kids, what are you doing? It doesn't make any sense I came across another story. We're GONNA put it on our website. This social networking stuff has gotten to be such a flake fast that there is a studio in L. A. WE talked about this Sunday podcast a couple of Sundays ago but actually found the name of the studios I promised. I would where you can actually rent for thirty five dollars an hour a to be inside a fake jet. So you can actually act like you're sitting on A. Fake jet in the air, and then you take a bunch of pictures of yourself or someone for you, and you can post those it all on your social. So you'll got some sort of you know incredibly successful person even though you're just faking. Same goes with luxury cars. Same goes with all the stuff guys. It's all fake and then you know the pictures get modified right? So there's all these APPs that make the picture look different and you know make you look different better taller. Whatever I mean, that's how that's what agents are being told to do by a lot of our competitors, and that somehow is going to get people to call. You does that even make any sense. When I put it out there like that does that do you guys see the insanity up that? Does that make any sense to you laugh at it because it is kind of funny and just don't do the same thing right? If you want something different than what other people are getting, you're willing to do other people aren't willing to do. That is the essence of doing what you don't to do when you don't want to do at the highest level. So listen guys. If, you're not in the free coaching program just text, the word survival, two, nine six, and you will be in the Free Coaching Program and the meantime make sure you've purchased our book the perfect stocking stuffer. It's after all I very festive shade of green, well more like Teal but you get the idea and it's available at Barnes and Noble Amazon. Every place you can possibly imagine and the book continues to be a bestseller got over four, hundred, five star reviews on Amazon. Thank you for all of you guys who continued Jillian is efforts to support you. Thank you for continuous that continue to sin everyone daily listen to podcast and our book obviously Bestseller Amazon we really do appreciate we it one, hundred percent I don't know how else Julian I could show gratitude towards all of you more than continue to podcast every single day we do it because we know we're helping you we get the e mails we get the tax you know all the you know all that stuff matters because it tells me that Giulinai are on mission. We are on target you know down range we're doing what we're supposed to be doing all of you and that makes me feel fantastic. It really does. In life everyone wants basically three things right? They want and this is not the normal order of things but they want something to do that base. That's a value, right? So they wanted to do something for a living for job that. Is a purpose, right? That's purposeful. They want somebody to love. That's the second thing everyone wants and the third thing that they want is they want something to look forward to and the essence of what drives every man woman are really those three things and so those are the things that are gonNA drive you as well. So consider when you're you know plotting and planning for your future for twenty twenty one, you start thinking in terms of a better version of yourself not just A. Slightly, upgraded version of yourself but maybe twenty twenty one is the year that you finally decide that you're going to absolutely kick the complacent version of yourself asked you're not willing to accept just having financial security for thirty or sixty days. You're gonNA look for something. That's truly exceptional. That makes it. So every morning when you wake up, you know you're being purpose well, you know you're doing something that's going to help other people that is really the driver. Is going to take you down the road. The furthest is when you're absolutely able to help other people accomplish their goals. So some people say and we don't agree vol you're passionate. The money will follow. That's not true. That's a lie. And Ninety, nine percent of time. But here is what true is true if your if your purpose is to be of service to other people and that ultimately is one of the core drivers in your heart. Then, truly guys that is a financial printing press because if you are in alignment with your highest and truest purpose which is being of service other people, then you will have to always be improving your skills and you will find the the gimmicks repugnant like we do. You will run from the silliness out there because instead you're going to drill down, YOU'RE GONNA learn how to become a better real estate practitioner for the sake of being would help as many people as you can get it. You see what Jillian are trying to be for all of you and frankly you are for us you know your Northstar you're you're essentially giving us the purpose. Hopefully, we're doing the same for you. So if there's anything we can do for you guys at anytime always feel free to text me directly five, one, two, seven, five, eight, zero, two, zero, six, five, two, seven, five, eight, Oh two Oh, six in the meantime you guys have a fantastic day we'll talk to you on the show tomorrow. This program has been a presentation by Tim and Julie Harris Real Estate Coaching for more information on real estate coaching and training programs. visit our website at Tim and Julie Harris Dot Com. Remember to tune in weekdays at noon for. Shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and Julie. Harris
Podcast: Experts Fearful About Spike In Evictions (and Foreclosures)
"Welcome to Real Estate Coaching Radio starring award-winning real estate coaches and number one international bestselling authors Tim and Julie Harris Real? Estate. Coaching. Radio is the nation's number one daily radio show for realtors who demand Authentic Real time coaching. Get. Ready for flood free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market. Or hosts Tim and Julie Hairs. Three to one haywar back. First of all, I want to apologize for syndication issues. If you can silence your phone that'd be great and we switched from a blog talk radio over to Pod Bean, and we had some syndication issues. Some of you guys were letting me know SMS that you weren't getting your new a show sent to you via itunes or whatnot, and hopefully we'll have all that fix today and thank you for all of you for letting me know the show I think now syndicated on fifteen different podcasting platforms. So if You ever have that problem I really do appreciate you telling me so I can it's hard for our team to police all those different sources when you switch your RSS. Code sometimes things go a little bit crazy again, highly technical weird nerdy thing. But thank you again for being patient and tell me about the problem Julie Welcome to today's podcast. It's quite an adventure around here we have a tropical storm which is giving a strange little monsoons every five minutes. With our child playing outside camp. Yes. What else do we have? Some interesting potential news. So here's what we're. GonNa do three parts like always part one is we're going to be. If Julie has anything or I have anything from our coaching calls today and part two are gonNA. Hit you guys with eight there's. One New Story I. Want you to be very very attentive to it's not something you're going to hear on USA Today or CNN, and this is really directly relevant to your real estate practice, and then the third thing is we're going to pick up where we left off yesterday telling you guys about I think we're talking today about the buyer prequalification script which Julie will have at the ready to read you guys in the second. So the headline today's urgent article is like nothing we've ever seen is the quote imminent eviction wave is coming to the states the eviction moratorium expired Friday nearly four months after the US economy effectively shutdown we know about that. And more than twelve million renters all behind him rent payments are now imminent risk of getting booted to the Kirk. So let's put that in perspective, right? So twelve million potential renters we started the year a million listings shy where we should have been anyway. Okay. So twelve million a lot even if not all of Joe Scroll down on there and there's a graph look at that graph. Yeah. Read that didn't really pay attention to. So we're putting us on our main website Tim and Julie Harris Dot Com but let me share with you. Some of these I've not seen this visual before it's from. Forbes? Actually. Graphic. Read. This is crazy. So forty percent of US renters now at risk of addiction. Share of renter households facing a rental short vowel and a potential eviction now houses relevant. Some of you guys are tenants, guys, leases, but this is the reason it's relevant because a lot of these houses are going to be in condos and whatnot organ become inventory for all. We're GONNA, talk about that in a second. So let me throw some numbers at you. I was just on a coaching call with Brandon Jackson and he's in North Carolina. So according to this info graphic forty-three. percent of all the tenants North Carolina of which we have sun are at risk of basically not being able to pay their mortgage or their their rent, and they're going to be affected, and then you go up to like main. It's thirty, five percent California. It's thirty seven percent Washington State Twenty eight percent Hawaii thirty, four, percent Alaska thirty seven percent. Florida fifty one percent you guys get the point here. So in essence, this is a shockingly large percent assuming this information cracked, right? Of tenants out there that are not gonna be able to make their rent now this for or I keep saying for closure moratorium or this. Is a mixing up all my terms from back in the day from fifteen years ago a during last housing crisis. But what you're seeing now is that the F. H. F. A. is. Overseeing Freddie and Fannie in the housing essentially the the governmental housing things that controlled mortgage rates in for the vast percent large the mortgages in the United States. So let's be clear about this the F. H. F. A. Does appear to have lobbied To make it so that in the cares act two or three or four or whatever on. Yeah they're going to make it. So there is going to be a foreclosure moratorium and an addiction moratorium. Now, if you're a landlord and you own one of these properties in one of these states, and you now are having a tenant who you cannot addict because there's an addiction moratorium in if there's not a foreclosure moratorium, you're GonNa have to basically pay for that tenant to live in your house for free because you're still going to have to make that rental payment. Now, what might happen is it some hybrid of the whole thing and who knows right like there? It does appear that the extended unemployment benefit from the government which. was six hundred dollars starting in April or whatever it looks like now it's going to be reduced to only two hundred dollars whatever over whatever your state pays. So that means that most people in an employment frankly some of you who are on unemployment are only going to be able to get paid not. You know you're not six hundred plus maybe one, hundred, fifty or two hundred bucks but going get maybe a total of like three hundred or four hundred dollars. So all these things are going to lead to a great deal financial distress with a lot of normal families frankly because how many of these people right now in these? intergraph that I just read and again it's from Forbes. How many of these people are going to be not only? They're not making their rent or the risk of not being able to make their rent if the more term to go away but they're also going to be facing hardships because of the fact that the unemployment quote unquote benefit that they've been getting every week is going to be great really reduced. So these these things matter and the reason that we haven't felt in our country yet well, frankly around the globe, the reason we haven't felt the true ramifications of this much unemployment this much disruption to the economy this much absolute financial devastation. There's more statistics that are coming out that something like fifty percent of all the restaurants that are. Had A yelp statistic did you hear about this on Yelp? Fire up the GTS Google and go Google Google yelp. Businesses Krona. Virus or something like that. They came out with a very interesting study that was last week where they an s instead. Of businesses closed very read that yeah. I. Did read that actually we should talk Turner. So percent of businesses closed on Yelp shut down for good during the pandemic rate. So if you read through that, what they're saying is at least fifty, five percent of all the small businesses that they have profiles on on Yelp aren't going to come back now. Retailers particularly hard hit. still closed beauty. You know that's like Sephora and Ulta in and stuff like that. Fitness also has been very much gyms. Let's see open table restaurant booking service. warned that one in four eateries won't be able to reopen following the pandemic. Down Ninety, five percent while that'll do it. So we don't mean make the sound like a doom and gloom show. The reason we're telling these statistics is because we know nobody else is, and if you're just perusing the headlines And looking at all the normal outlets for real estate news, you're never gonNA find this information in our job is not just help you guys look for opportunities today but look around the corner for you and look down the. Down Range for you and making sure you're not missing any opportunities that might be there. So how do you make something good of all this bad news and then you're real estate professional. So remove if you're feeling scared or threatened or if you're feeling like you're being backed into a corner right now, these facts that we're giving you, you have to pivot your mindset about this and look for it all this hardship as an opportunity to help people, and let's start with the obvious one. Okay. So let's be very clear if there is another. Extension of foreclosure forbear I'm sorry mortgage forbearance, which they're probably going to be, which means that frankly guys. If you have a mortgage right now that you can put into forbearance in the mortgage for balances have no Gotcha in them they you know there was a lot of bad information floating around ninety days ago. So, you can call up your mortgage company especially if it's Fannie Freddie owned mortgage government owned mortgage and you can get your mortgage forbearance and not have any balloon payment not have any you have no payment is except your property tax in each. Until the forbearance is over and it's relatively simple to get a twelve month forbearance. So unless you've got a bunch of savings right now unless you've got a bunch of paintings and your real estate practices really flowing well. Or. You have another source of income going into the uncertainty that certainly will be the first half of next year. I would absolutely put your mortgage in twelve months for barons. Now, there's no downside guys the unpaid balance, the unpaid principal imbalanced goes on the back of the mortgage. But even if you feel financially secure now just by yourself, that insurance policy of not having to. Make the payment if you don't have to make the payment and you still want to make the payment while you were you still can. So I'm just strongly encouraging all you guys do hope the best but be prepared for the worst. So as far as opportunistically you're GONNA see a lot of landlords that are going to you know mom and pop type landlords like frankly Jelena's. Few dozen properties. But if I'm having fortunately, very few of ours have mortgages. But if I had a bunch of mortgages and I saw a bunch of disruptions in my cash flow. So here think about this if I'm landlord and I have ten properties and I have ten paid, say ten mortgages and all the sudden, there's a mortgage a forbearance. So I don't have to make payments and then there's a addiction moratorium. So you're thinking well the downside to the landlord where I want you to think about this. So the ten it doesn't have to pay rent or at least they don't have to pay rent because you can't affect them. Right. So the tenant has upside there because they have no monthly payment. Well, then you're saying Tim, well, what's the downside to the property owner? They don't they're forbearance they don't have a payment either well, that's true. But what happens if? That landlord actually was living off that cash flow from that rental property, and that's the whole damn reason they had that thing to West especially, my older people right exactly. Got It. All paid off. That was their exit plan. Exactly. Who are also the most stressed out crowned over the virus in older s right and how about this? What if you have a paid off property and now you're in a state that has conviction moratorium and you have a tenant in ten and lots of tenants that aren't paying US still have to pay the property taxes. INSURANCE EDDIE UPKEEP THE UPKEEP Away just because they're in for a moratorium. So where how do you make good news that of all the seemingly bad news which trust me as Jillian I are definitely not looking at this person perspective is good news but from an opportunistic perspective, we don't sell real estate anymore. But if we did, I'll tell you right now I'd be calling landlords I would be I would be getting a list of every single. You know what would it be? Julie where property tax. Basically anybody who's a landlord and that's going to be absentee owner less that's going to be anywhere. You can go people are going to be offering properties for rent and you can do the for rent owner script for vacant properties. Exactly that is where the that's where we're going to start fighting inventory again, listeners. To save a bunch of cash should be first time buyers maybe it yeah. That's right. They will. That's right. They're living in there's a solution to. All that, and so there's no like in the credits not adversely affected by not making your mortgage payment through forbearance. The tenants aren't GonNa have their credit adversely affected by essentially living for free. You know you're going to see the R B O's that are gonNA come start to come unglued where people are going to you know all this. So if you guys are searching. For a mentor or you're searching for the good news amongst all the bad news, certainly will dominate the real estate headlines and trust me guys. It's not going to people aren't going to start hearing what we're sharing with you on this podcast, and then there sixty to ninety days agents general brokerages in general do not want to hear anything that sounds like what we're telling you. Just, is what it is. I'm not going to psychoanalyze they only want to. Breathe Hope I get it certainly easier and Less stressful talk about but as real estate coaches. You guys have entrusted to tell you the truth. Even if you don't WanNa hear it. We have to tell you what's going to happen next so that you're prepared for what's going to happen next because if we don't tell you what's GonNa Happen next and your Air L. prepared and we knew we could have saved you from that harm and we don't do it then were basically immoral assholes in which we're not so. So we're telling you guys all this and we're hoping that you then carry the ball into the endzone for yourself and your family but also the local landlords and whatnot. How many properties have you guys sold to Moma pop property owners and maybe they're looking for an eject button on the whole investment thesis and if you scale this forward, the states have all said that they're going to be. Raising the snot out of property taxes Julie Nice. I've talked about this on previous podcast and again, not being discussed anywhere. But thirty happening I have a stack of property textiles on my desk and it's already happening to us. I, look at that ago a- shirts worth that. Are you kidding me? They'll probably fight two or three of them right You know you've been talking about the foreclosure. Moratorium Fiction Moratorium the forbearance I really don't think you can have one without the other. You know it's not fair to landlords to you know have a eviction moratorium. If you don't have the forbearance were him are the forbearance opportunity, but it doesn't affect everybody nobody even knows about that first of all and so twin to that, I can tell you from having four or five coaching calls today already I counted up total number of active listings taken since last night spoke with those clients, which was a week ago about twenty four new listings amongst the crowd K.. And then I looked at where the sources are because like to know what's Workers Sheridan okay. More than half of them and I'm not trying to be doom and gloom here. But more than half of them are covered related and I'll give you the variety several divorce cases they can't take being lockdown together. I I'm not even making that up one of them's living in Puerto Rico actually Bobo. Okay So several of those, I think two or three, them were older people. This is really sad but true older people who already had other things like leukemia caught covert and they died creighton house has to be sold A. Couple of people who they're moving because of expenses, a couple of them because they're furlough was turned into unemployment. You know and none of these people were like behind on payments but you're saying still they're still being affected by more inventory we're saying the same. Thing different causes raves all so that you had this big sort of pandemic thing hidden march that economic shutdown April may June. Now we're starting to feel okay, we're GONNA get through it. There's GonNa be differing reactions to the return of the virus going to next year, but will you cannot. So however, Yours local stated municipality handles that those are that's almost a separate issue to the damage that's already been done. The damage already been done to the economy. That is what we're going to feel the long-term effects based on those calls. Yeah. We're already we're seeing it right? Not I mean, yes, it's coming but I think. Ned this week more than ever I'm convinced that it's it's the ramifications of those four or five months because remember when all this started government can't Britain well, and remember we started with okay. We can do this for thirty. Then it was okay. One quarter second quarter is going to suck people. Then we had to get through the summer, and now it's the year of dealing with this and I just don't think for most people at sustainable you take away the unemployment six, hundred dollar additional. You take away furlough is no longer right thing. And you scale all this forward and so the government. That did their best is going to continue trying to do their best with all these cares acts three four or five ten. The money flowing is never gonNA end, and by the way there is going to be a continuation of the. There is going to be a continuation of the other programs and we will be telling you about all the programs that you as individual practitioner whether you're inc or not are probably going to be eligible for all this information is going to be updated instantly second, we hear it it's going to be put on our free coaching program and the free. Coaching program if you guys want to belong to that it is like I said. Free or you'd get used text the word survival two, three, one, nine, nine, six, text, the word survival, two, three, one, nine, nine, six, and when you do we're GonNa text, you back a link and all you gotTa do is click on it and then the next thing you know you're going to be a member of our free coaching program which also includes a daily private coaching call but the first thing that's in the the. Free Coaching Program is going to be the ultimate survival guide which is broken into three parts in those three parts are Julie, we have. The first one was protect then we personal and then we have profit. Doesn't know his personal protective within Prophet. Who Cares you got close You'll get all of them right and so the First Section, is where you're supposed to be basically putting your own mask on first and you're supposed to be basically taking care of all your own finances and obvious some of this budgetary stuff. But a lot of it was the drill done information. You guys probably still need with regards the different SBA programs that are available that you know the PGA Pilon. We had an onslaught of people that listen to our advice on that and the PGA gave them a loan that will turn into a grant grants don't have to be paid back twenty, five, thousand, seventy, five, thousand. One hundred thousand dollars maybe only ten thousand all of you need to be acutely aware of those different programs and like forbearance thing we're strongly encouraging all you to at least have that frankly just take advantage of it because that's what it's there for, and maybe you don't need it. Maybe you're you know you're completely having your best year ever do it anyway because there's really no downside to doing it. There isn't and especially because there's a very clear path to having the initial P P P loan turned into a grant a grant doesn't have to be repaid. That money is going to be I think I heard Hundred AC- I remember the amount of money was a huge amount of money according to the press releases is going to be included in cares act for soon as that information becomes available soon as the qualifying information becomes available, we're going to tell you we did suggest that back in March what they were going to do and I don't holding still believe this is true is everyone that basically got a PGA long. Before is going to get a opportunity to get another PP loan and they're going to contact you and the reason they're going to do that is because the PGA loans were originated through banks and if the banks already have all your financial information, if the banks already have all your your your application was previously done, it's very easy for them and it's a lot less laborious for them to essentially offer to their existing. Borrowers. Another loan and I suspect. Forbearance if you've already got one, you're getting emails from especially the major lenders who have actually gotten it together since March and they'll say still experiencing Kobe related problem click here for an additional ninety days. Do you guys have to do all these things because you just don't know what the end of the year going to next year is going to be like and you're going to thank the February march of next year or May of next year we shared with you articles. Yesterday was talking about the fact that you know quarter logic who's now up their estimate as far as what they think the national depreciations going to be. There's more and more credible sources that are coming out. Other than core logic and Julian myself. That are. Essentially senior early warning signs. What's going to be a pretty substantial slowdown next year so pay attention and if all of us are on right next next. Next. Year is the best year ever who cares you'll then over prepared but please pay very, very close attention to what we're saying just text the word survival two, three, one, nine, nine, six all right anything else tools. So, you know that's a lot. That's a lot to digest but. One thing that I am talking to our League coaching clients about, and certainly our premier client is when you're seeing all of this stuff happen and you're taking listings because landlords, you're getting rid of their properties because people are afraid of covid or whatever. Okay. So these are different reasons than you saw when it was a super hot sellers market, him selling goes all the equity out and go by the next house you've got to protect your own. Mindset and not sponge all that up and not be glued to the TV watching all the drama you've gotta say. I'm GonNa, take what the market is willing to give to me. I will be my pleasure to help everyone solve their real estate problems whether those are happy problems or not. This is going to give me more inventory to help more buyers and move on. You can't let this become your excuse for not having a great twenty twenty. At the same time, you know refill the Cup we I'll tell you one of the things that our clients are doing. When they're in lockdown and they're you know they're not allowed to travel or whatever is they are doing stations. They're finding really kick ass bureaus in their own town and just going and renting a house in the pool or renting a house with a yard whatever and taking three day vacation. It's okay to refill. The Cup guys, you know we did promises guys, and we do have another six minutes left for us to start talking. Okay. So let's I'm going to you know what? I can't do this justice though, but I'm going to read the first three lines. Okay. I'll just do this also a conversion script, its prequel plus conversion. So it's a little bit longer than some of them are used to jotted down three things. All right. Well, you know. That's fine Julius. Julius. Moving off to premier coaching if you guys are in. Oh, here's a good announcement I've been talking about this, but I'm using peer pressure to get deleted. Do this. So starting it's. Starting August Julie we're going to be doing every single day. This is a pretty cool thing. Not The weekends. Every single day we're going to be doing for all of you that are involved in either the free coaching program, which is Premier Dash experience dot net. You can just go there and sign up you just text the word survival, three, nine, nine, six, or our full featured. Membership in Premier coaching every single day as you guys know, we should know you get a daily Semi private coaching call which Julie, every single day starting about five minutes now and sometimes other coaches as well. We've got fourteen coaches at workforce, and then after that what we're adding and this is what I'm really excited about and frankly I had to finagle. Jillian agreeing to do this, which you finally has starting in August right after. That you know it's basically a webinar essence. It's A. Teleconference, but after that, we're going to have another coaching session, which is going to be justice. And Julie is hosting that one four days of the week and it's going to be on facebook are a members only facebook page and I'm really excited about that because what we're going to then do obviously is be able to take whatever conversations may have started on the Audio version on the you know the the Webinar essence that happens every day, and we're going to then pass those conversations and hopefully all of you will be able to join us every day on. Both and frankly the conversation. So happening on facebook are going to be amongst our full memberships, which full members which is going to include a lot of people that are at some of the top producers in the country, and you're gonna be able to hear some of their dilemmas and you're going to hear Julie Coach through their challenges. It's one of the things that we put a lot of effort into and I know a lot of you guys based on your feedback. Love that that we're doing that every single day. So starting like I said, well, today right now you have as a premier or even a member of the free program you have a daily Semi, pray that coaching call, which lasts a half hour starting next month you're going to have that same coaching session followed by just remembers only the video coaching session on Facebook, which is nobody else is doing anything like this, and the reason we're upping our game every single way. That we can is because we know there's a big change in the market happening we know whether or not you guys realize it or not that you're going to need extra help you're going to need extra support you're going to need extra encouragement, and so we are positioning ourselves so that win that change really starts to take hold in your individual market and no longer deniable or even the people that were you shouting Jillian I down saying that we're just doom glimmers and. Blah by I mean, there's some hate speech out there against elite because the industry doesn't like us telling you what we say to you. And I'm not really completely sure why there is in past podcast but I'm not GonNa get on that soapbox. The moral of the story is is it doesn't matter. We're GONNA do it we know is morally right. We're going to we're going to do it. We know we can do was help you guys through whatever transaction there is in the market in which is going to be significant where unfortunately we're relatively confident about that I would say ninety six percent confident rating that next year we're going to be not an anomaly into a protracted recession no matter who the president is, but we're going to be. A significant housing downturn. And yes. If your position correctly which you still have time to do now, you will be able to help people you'll be able to maybe. You. Know Frankly, work in the distress space if that's something you choose to do you're going to. be able to walk into different situations with different sellers and have the education in the motivation frankly to help them through their varying problems, you heard Julia talking about that a second ago on the Premier Coaching session that she did where they're talking about the fact that there are already starting to experience different problems Jillian. I had coaching clients I'm not sure if we have in all fifty. States actually, I'm pretty damn sure we have in all fifty states and we haven't been Canada we have coaching clients in Europe Australia, New Zealand, and some of the challenges that we're starting to hear our universal no matter what the price ranges. So you guys got to be paying attention stay close I am sorry we didn't get to the buyer prequel script the headline about the forbearance. The rant rental addictions thing was. It was too important for us not to really drill down on that. Hopefully, you guys understand the urgency of realizing that even though it's going to be scary and sad, it's also going to create a lot of opportunity switch your mind to the opportunity, switch your mind to the how do I get hold of landlords now, which we're talking about in Premier coaching today, how do we get hold of landlords? What do we say how do we say these are all scripts that are in Premier coaching all of this information how you get the information how you get the phone numbers how you what you say how do you get hold of them and all that stuff you know what letters do mail? Can you get there can you find them on facebook and can you private messages private owners that might be in different states with rental properties? Yes. Yes and yes and those people need to be solicited by you so that you can then obviously. When it comes to these guys maybe getting why they're being landlords. To be all these disruptions to their cash flow but also you're looking at the increase in property taxes. Next year some of you are going to be able to carve out very profitable businesses just focusing on landlords who want to de Leverage out of properties in member we told you guys. On this podcast that it looks like the ten thirty, one tax exchange thing is going to be going away next year I. Believe it was a in Biden's actual. Essential financial plan or the one that they're carving out. It said specifically that they're going to go after ten thirty, one tax exchanges so that you're going to pay taxes every time you saw a property on the gain versus just moving that Prophet to the next property. Read this yourself guys listened to the podcast every day. So you're contacting a property owner WHO's not getting any cash flow because the. Addiction Moratorium, who still having to pay the property taxes in the Hoa and whatever else associated earning that property all the while his property taxes are going to be going up all the while. Next year is a good chance. He's not going to be able to flip out of that house into ten thirty one really good chance. He's going to put that for sale. Now, you guys listening to what we're saying this is how you create opportunity to help people despite or. Maybe. Because of the hardship in the marketplace, this is the mindset that all you want to seriously consider having. If you guys need anything, please feel free to text me anytime I always appreciate your feedback five, one, two, seven, five, eight, Oh, two, oh, six, five, one, two, seven, five, eight, two, six, a lot of you yesterday the day before dead text asking for information on XP royalty. That is the absolute smartest move that all of you guys can making financially right now. So do seriously consider texting just three letters e x p two, three, one, nine, nine, six, text, the letters e XP P. Two, three, one, nine, six, and when you do we're GonNa text, you back a nine minute video and that video you can then get all the basic information on the X. P. and we will have somebody call you back to answer any additional questions you might have and help you move forward with xp if you'd like to join the XP. If you're already passed the decision making process and you're just basically right there ready to step into the end zone and you want to talk to me about joining Jillian is group do feel free to text me directly on cell phone and this is my cell phone five, one, two, seven, five, eight, zero, two, six, five, one, two, seven, five, eight, Oh two Oh, six in the meantime you guys are a fantastic day and we'll talk to you on the show to morrow. This program has been a presentation by Tim and Julie Harris. Real. Estate Coaching for more information on the real estate coaching and training programs visit our website APP Tim and Julie Harris. Dot? com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and. Julie. Harris.
Podcast: Your Agent Survival Plan Is Here, Download NOW.
"Welcome to real estate. Coaching Radio starring award-winning real estate coaches and number one. International bestselling authors. Tim and Julie Harris Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for fly. Free unfiltered full-strength honesty about what's truly working to get you into action helping others and making money now in today's real estate market data or hosts. Tim and Julie Hairs three to one and we are back so I'm going to give a whole bunch of announcements the corona nineteen the Chinese virus. That whatever you WANNA call it. The news is coming fast and furious where going to be. Increasing the number of podcasts. We do from one to probably maybe three but probably two per day. We're going to be bringing on a whole bunch of special guests that are going to be designed in the guests are going to be like we're bringing on Rob Johnson for example and he is probably one of the nation's leading luxury real estate agents and he's going to be on talking about how luxury this market. We're bringing out a friend of ours. focuses on and it's really true expert. Probably the nation's leading expert on probate. We're going to be bringing on somebody about short sales on the whole thing. So what we're doing guys is. We are treating this as if we are. We have declared war essence and what we are on war footing. And we're going to do everything possible to give you guys as much valuable. Actionable information as quick as possible so that you can make money. It's incredibly critical. If you're premier coaching student you log in to harass learning every single day and attend these daily Semi Private coaching. Call every single day because we are giving the specifics of things you need to be doing now to make money. The primary focus for this week and probably into next week is going over our three-part plan which is called the agent. Survival guide part one is called protect now by protect. We mean specifically personal. Oh sorry Julie's right. Protect his part till okay. So Julie's right so it's called personal so personal is the first part that we're GONNA be finishing up and and really drilling down. The next few days and personal is really designed to show you guys how to put your own mass on first so keeping that in mind. The personal subject. It's all about money. It's all about essentially making sure that you financially can weather this storm. It's incredibly important that you remember what I'm about to tell you. This is going to last longer and have more adverse effects on our economy than probably what you want to believe. Okay there it is and we talk a lot on our main website. Tim and Julie Harris and the different articles republishing about all the different news. That's coming out about the expected. Unemployment rate you know all the things that are happening. But here's all I want you to remember. There are no comparable for what we're experiencing. You can talk about September eleventh. You can talk about the depression or the recession of. Oh seven zero nine. You can talk about whatever you want to talk about. But there's never been a time in. Us history wherein effectively all business? Just been shut down. This ever happened before and unfortunately many businesses that are being shutdown are going to be wiped out as a result of this which means the unemployment rate is going to skyrocket. That has a that's baked in at this point. Now the only reason that you'd even remotely see optimism and all this for some reason they come up with a cure for this virus and they come up with it really quick but they're not going to all the doctors and all the administration of folks and everyone else you listen to. They're projecting twelve to eighteen months and they're also projecting Jillian. I read over the weekend. We lip read a lot about the Spanish flu. About how what? These damn viruses have tendency to do. Is THEY'LL EBB and flow? So they'll essentially the there'll be a decrease. The number of new cases are being reported. And then all the sudden you'll start seeing an increase against people start. Stop taking precautions over the next two to three weeks. We're going to hear some truly crazy. Scary mind boggling. Information coming up from around the country as different municipalities different states. Frankly try to deal with the spread of the virus. You're gonNA see some absolutely draconian almost martial law type things happen and some of the cities where people are not paying attention and we just today New York City. Which is the epicenter of this thing? Now on the country which doesn't isn't surprising because the density of humans people are still going to. What's the park there? Julie Central Park Central Park. There's still going to central park and mayor in the mayor. There said I. This is kind of crazy. People were unlocked on your on the park. What's caught on and so central park is going to be shut down pretty much all over the country beaches being shut down anything and everything that people have taken for granted as well. I guess I'm just GonNa have the day off. The viruses closed everything. You're they're going to do everything and anything to sequester. All of us in our homes. It's going to be forced containment. And that's what's GonNa Freak people out that right. There is not a sustainable approach to the virus because Americans won't put up for very but that's what we suspects can happen everywhere but certainly in some of the major cities where people aren't paying attention we're hearing reports a if you guys start paying attention to any reports about military vehicles. We mentioned this the other day. Because I'm just Google military vehicles being moved on trains move by like the National Guard. They don't use trains to move their vehicles. They always do them on the road. So when you see A Big Group of Humvees passed you on the freeway. That's National Guard. But when you see a big group of military vehicles pass you on a train. That's the actual military and what we're hearing people start to report as they're starting to see military vehicles being moved to city centers on trains. Now this might be just be people freaking out and whatever. We'll have to pay attention to see happens but it does make sense that if you're in an area like Chicago and people aren't universally respecting the lockdown that they're going to have to probably put the military in place to get you to stay in your house to stop the virus toss off inflicted. Just stay home the laundry up we all you know or the faster. We all comply the quicker. It's going to be over with and you know I mean I had incredible attendance on my premier call today. Excuse me it's always a popular call you know everybody's having lots of questions one of the things that came out on the call and these guys said this on the by themselves unprompted was how focused they are Because they're at home and how they're getting so much done that they didn't do because they were driving around all over the place. Doing all kinds of you know semi real estate related things. The focus is higher so take advantage of the fact that your home take advantage of the fact that all of your past client centers of influence and leads our home and make us a good thing. Don't blow it by getting arrested because you're roaming around some park so the aged survival guide is available to all of you. We're not done writing it and frankly it's never been done because it's a living document as things come out from the government about different programs that you guys going to be eligible for four is real estate practitioners and we're GonNa talk about some of those today. You're going to want to check back with this constantly. We're doing our best to come up with the leading edge information about everything that's going to be relevant to you. We're not going to give you drilled on information this podcast because that would entail US giving us giving long links and phone numbers and addresses. And we're not going do that. So what we want all of you to do your premier coaching student. You go to premier go to the Harris learning site. We put up a new section called agents. Survival Guide everything that we're presenting every detail every factoid just there it's not to our usual level of Polish with regards to the document. It's a calling it a draft because it's constantly going to be getting updated but all the relevant information is there and if you're not premier coaching we haven't forgotten about you either. Here's all you've got to do because we really want everyone. Have this information. Just text the word survival. Two three one nine nine six text the word survival to three one nine nine six. And when you do we're going to send you a link and then you can basically get that information to. It is absolutely critical. That you listen to what Jill is about to present to you guys today because this is going to be the very information that is going to turn your life around and no we're not talking about centers of influence in virtual show. We're giving you more practical tactical information than we see anybody else. Talking about. Joel's yes okay. So let's get started here. There's six rules that we want you to follow rule number one. Assume everything's GonNa get ten times worse than you think. Well we talked about that. Do not use any financial comparison from the past thirty years. Not since one thousand nine hundred eighty nine. Has there even been anything remotely like this? And that includes things like unemployment you know during the two thousand seven and eight recession the employment peak unemployment peaked at just under eleven percent during the actual depression. It was twenty five percent. They're predicting it could be. As high as forty percent. There is no comparison rule number two. You must put your own mask on first meaning take immediate action to take radical steps to save your cash and your cash flow. We're GONNA show you exactly how to do that but do not wait do all this now. There's no downside. No cost no credit damage. And chances are you will be thrilled that you follow this guide for the next twelve months rule number three again. This is a working document. We're going to be updating this plan constantly if you want the latest updates listen to our daily podcast which is You're listening to it now. Listening to it now right there you can get it on. You can get it on Tim. And Julie Harris Dot Com. You can listen to subscribe on Itunes and that way I tunes. We'll push the newest show to you. Obviously stitcher and by the way guys please absolutely be recommending our podcast to every single agent that you know help us get the word out because this content that we're about to give you is going to be the very thing that's going to keep food and your kids bellies. Julie. Yes real number four and we're going fast because we have a lot to cover here. That's why we record them and post them. You can listen again. Rule number four hope for the best but expect the worst assume everything you did to generate leads et cetera. Over the past ten years. Aside from what's mentioned in this plan will not work in this new market. Everything has changed. Not We'll change. It has already changed. Rule number five over the next ninety to one hundred twenty days. The pain level will be at an eleven. So you have to be optimistic but not pollyanna the optimist who hopes for the best in this prepared for the worst we'll be the one who thrives in this historic downturn. We'll number six. Do not spend any money on anything without checking with us. I like the last crisis. This one will spawn a lot of scams by the way Timon. I've already seen and shot down two or three of them in the past probably two days. Reo Lists Scams. The son of a bitches lifts scammers are already out guys. So I'M GONNA bottom line for you. Do not be giving anybody any money to sign up for any OREO list or any BPO LIST. Those are scammers. Take your money. And then they're going to disappear. Do not do it and again check back with us and we're GONNA out as many of the scammers as we can find and it's funny. Jelena all you gotTa do to find out what the confirm. These guys are scammers. Find out who's behind it and just do a deep dive into Google. And you'll find sure enough these same scammers around back and seven through and doing the same thing many times with different names but it's the same people what they do is they'll sell the same garbage information you'll realize you got ripped off you'll try to charge it back. You'll try to find out what's going on. The money will be gone and then they basically relaunch a couple of days later under a different name in their own personal names and I attached to it and they keep on doing that. They did that last time to do it this time. So I'm going to say this. Do not give any money to anybody to put your name on any list and by the way the REO train is not leaving the station. Anytime soon. So if you think the next thing that's going to happen as a spike in notice defaults or if you think there's GonNa be a spike in reo activity or wrong and we're going to talk about that. That's right and under the rule of not ponying up your money for any you know Whiz Bang social networking magic bullet. That's in the same category. These things that marginally worked in the seller's market now we know lasted from nine to just now in twenty twenty will not work a seller's market makes every marginal ideas seem possible that was the market not the idea. Okay so be careful about that rule number seven now more than ever. You must do what you don't want to do when you don't WanNa do it. At the highest level for ninety eight percent of you that means learning real sales skills and how to generate your own leads proactively so those are the seven rules Tim. We can jump into part one now before we get to part one we are going to be talking about programs that essentially socialization of a lot of the things that Jelinek Libertarians. And we don't necessarily like the government interceding into our lives and I had a couple of texts exchanges going with people where there were sort of like saying well people who suffer and fail and businesses who suffer. Fail it coming because they weren't prepared. You're absolutely stone cold wrong in a bit of a jackass for saying that. And here's why because if you're you first of all back in the day. Oh seven throw nine when there were people that were essentially should been more responsible who were over buying houses who are doing Ninja loans. Who are doing all these crazy things just for the sake of basically trying to have a winning lottery ticket in the form of a house and those people went bankrupt. I agree with you. That should have been. That should have been a risk. That was their risk. That was their overreach and they should have been paying more for price for that but obviously the government bought different than that. So that's the reason a lot of people. All these programs came out of the government all these other types of things. Okay so do not compare what's happening now to what's happening then because here's the difference back then it was self-induced right back. Then you create your own problem. Now what's happened is we are in a kick ass economy and all of a sudden. The government said every single business effectively in the United States to shut down. That is not the small business owners mistake or fault. They did nothing wrong. You are a small business owner. You did nothing wrong. That's all of a sudden essentially kept you from actually practicing real estate. You're not doing anything wrong. You didn't make mistake. The government basically forced you to essentially effectively go out of business and as a result of that the government does. Oh you something they did. Take something from you. And they owe you something for what they took and they acknowledged that and they know that which is fascinating so these programs that they're coming out with are going to be far-reaching they're going to be expansive and Julia to get to the specific thing about mortgages. But here's what I want you guys to remember today. The Fed chairman said there are no limits. There are no upper limits to what we'll do to save the economy. There are no upper limits folks just putting that perspective during the last. Go around with this. I know seven zero nine. There was less than a billion dollars. It was a billion dollars. I'm sorry less than a trillion dollars so as pumped into the economy. Eight hundred seventy three million dollars or billion dollars kipling. Becky could that clear my head. Numbers are so big right but less than a trillion dollars. Already the government's talking about three trillion. We heard that last week but now we're hearing five trillion dollars which is twelve zeroes after it. Yeah so thinking about my high luxury agents. Don't know how to calculate that. Money's rose have you already figured out? What three percent of? That would be good question yourself. It's your mind wanders to re prescribe. He'll now to him whilst robin is interview. He probably twelve twelve trillion dollar. Mantra Open Greenwich Well. So when you're going through this and you're listening to what we're saying. Police set aside. You're judgmental some of you guys are GonNa take that stance already experienced that when we're talking about these programs kind of surprised that we're champion these programs. Well we are champion these programs because this is the thing that every single small business owner not just a real estate person needs to do. Because if you are selling real estate back no seven through nine in. The wheels came off the wagon. You know who is there to help prostate agents? Nobody there were no programs. There were no handouts. There were nothing coming from the government. And that's the reason. So many agents needlessly suffered. I'm not saying it's GonNa be a walking the walk down the primrose path. This time saying it's going to be at a pleasant experience but at least now there are some options in ways for you to save the media. Cashflow Julie Yes. That's right so I was just talking to Tom. About how fast getting posted which is right now okay so we are talking about three different very specific sections so today is personal. That's what we've been talking about. Why are we starting with personal? Because if you're not in good shape yourselves you're not going to do a great job for your family. Your past clients are centers of influence. Your active listings. Your leads you must take care of yourself. I so take care of your own financial house immediately. We're going to be watching every government program to learn if it applies to you so for example number one your mortgage you must take advantage immediately of the mortgage forbearance programs. A forbearance is a suspension not a deletion of the debt. This can help you for ninety days to up to one year bottom line. No House payment for up to a year and no credit hit. This is really an incredible gift that you must take advantage of. You can do this on your own. Personal residence as well as rental property station properties breaking news. This just hit the wires. Exactly about the point. Julie's talking breaking news is on. Cnbc the Mortgage Bankers Association estimates that a quarter borrowers request and are granted loan forbearance for six months or longer demands on services could exceed seventy five seventy five billion Klimov. Well above one hundred billion. What's you asked me yesterday? How the services can stay. Well the answer Julia. The government's money right number two and this is this is breaking news that could easily bankrupt the mortgage finance system again government bail out. Don't worry about it. The letter sent a letter late Sunday to the Federal Reserve chairman. Jerome Powell and Treasury Secretary Steve Mnuchin asking for cash sported mortgage servicers. Just what I just said. So here's what's happening Julius Point now and I'll summarize it we're not going to give you the drill down points guys. We spent hours researching all this for you over last weekend. Julie's probably got I bet she's got fifteen or twenty hours researching this if you want the document with the results of her research and you're in premier coaching just log in. It's sitting there waiting for you. There's not new tile or a new section called eight survival guide if you're not in premier coaching yet we still want you to basically benefit from this information so just text the word survival asks you are the Ivy l. text the word survival. Two three one nine nine six text the word survival two three one nine nine six. We'll send you a link back so you can basically join the premier experience which is essentially. It's about ten percent of our Neural Premier coaching program. But it's something we came out with just to make it so that real estate agents out there don't have to needlessly suffer. It's an entry level program. It's very very base level program. It's I'm not even going to remotely suggested. It's anywhere as in depth as premier coaching. It's not but it is. This information in particular is part of that program so go in. It's free so good in Texas where survival two three one nine nine six and we'll text you back a link immediately and you can grab your membership. Julie. That's right I remember this mortgage forbearance applies to your primary residence your rental properties. Think about what your tenants are going to be going through vacation rentals. The vacation homes were already immediately hit. That's already pretty much come to a screeching halt. So if you've got a mortgage on any of those it applies and then you can read a lot more detail. After you text that request but who qualifies you do not have to have the virus to qualify for payment relief. The relief applies again. They reiterate to any type of property. It's the homeowner's responsibility to contact mortgage servicer. If they're being affected now. This is the important part even though the press is going to just pound the daylights out of this because it is a pretty incredible headline that you can have mortgage for marriage for up to a year that does not mean that the entire country has just waved their mortgage payments. You have to call your lender fill out their form and do it. The right way to not have your credit effected. Don't just stop making your mortgage payment and think that you know it's all GonNa be cured for you. You have to make that call now. We've had some coaching clients already. Do this and they're reporting one. Call One person one form one and done to not do. This is not putting on your own oxygen mask guys. We don't know if that means that if you have rental property and you put it into forbearance for twelve months whether or not. I can't imagine they're not going to be able to prevent you from continuing to collect rent. I heard what I just said so. I'm not an expert that I haven't heard anything to the contrary but nope we'll we'll keep monitoring that post update so that means hypothetically you could put your mortgage on your rental property and forbearance and still collect rent? But here's the thing. All of you even. If you have the money to do this do not you could weather the storm just remember the storm could last a lot longer than you possibly imagine or have a second wave or have a second wave would be basically essentially. Let's say best case scenario. The virus starts to essentially Wayne towards like summer maybe fall. Well guess what happens. We're back in cold and flu season. So it's GonNa come right back again so the reality of it is you definitely need to put all your mortgages in forbearance. Yes you're going to have to pay the interest in the principal in the back of alone but no payment for the next twelve months and by the way that great tenant who's always paid the rent on time in your house in the house they live and has a small mortgage I if they stopped paying the rent. You're going to have to make that mortgage payment without the without the cash flow from them paying the rent. That's the reason we want you to put all your mortgages into forbearance get it over with and Julie. There's another report that just came out but we talk about it anyway. There's a new report that came out that they're expecting. This comes from capital economics. They they're saying that the there's going to be a projected at least a thirty five percent drop in home sales this spring. Whatever that's defined as and as Jillian. I predicted last week or actually week before that pretty much every no not pretty much all. The buyers are effectively no longer buying so the business has gone and Monet won't come back because they're not going to be recapitalized fast enough to get back in the business. You're caught a positive unintended consequence for all of you listening. You no longer have that to think about worry about her compete with done by. That happened. Quick didn't it okay. So related to this borrowers. This may apply to some of your spouses or family. Members or past clients centers of influence borrowers who are emergency responders or who work in the healthcare field can ask their payments on their mortgages or other consumer loans to be deferred for ninety days. The deferral does apply to both principal and interest in this case other customers affected. can benefit from their relief program. Okay now that's all about mortgages part to your car payments and credit cards and Julie you do have. Julie did list research all the direct contacts for most of the major banks around the country. And you need to get that report. So if you're premier coaching students they're waiting for you and if you're not just text the word survival two three one nine nine six and just because your bank. Your servicer might not be listed on Julie's list. It doesn't mean that they're not doing this pretty much. Every bank is every mortgage servicer. Is You have to call them. Julie didn't say this but it's incredibly critical. You cannot just missed your payment. You have to call them and go through the process. We're hearing and she said it that pretty much all the major servicers of streamlines this process do not have. It's this does not adversely affect your credit. It does not require any sort of proof of hardship. It does not require any sort of in depth documentation. But what will happen? Evidently is that they're going to start adding more bureaucracy to it. That's the reason everyone of you listening. And everyone of you have to share this podcast with many different people as you know go ahead. I'm talking about your centers of influence and pass to let everyone know to put their mortgages and forbearance every single one of them. Every single one of you must do that immediately. It can be your primary residence. -cation property or your rental property put them on forbearance for twelve months at the very least you maybe possibly make money off of it right. You can create your own cash flow but the very worst. You won't have to absorb the the mess. Payments of tenants decide. They can't make the payment to you. What are you GonNa do victim in a market like this in? You're still gonNA have to make the payment unless you put your mortgage forbearance. You have to do that now. The contacts are waiting for you on this form. Part of this is part one of our guide. And all you've gotTa do if you're a premier. Coaching student is just go to your normal website. Normal Harris Learning Portal and. Download it. If you're not a Harris One of our coaching clients just text the Word Survival. Two three one nine six. That's right and speaking of tenants. I've already had a couple. Coaching clients get ready to talk to their tenants about putting their car payments into forbearance so they can make their their rental payment so lots of conversations. Lots of reasons for you guys to be pounding the phone lines right. Okay so again. I don't have every lender in the universe listed here but I'll tell you tomorrow. Coaching clients are already sending updated phone numbers and what their experiences are. And we're going to be keeping this really updated so Next consider getting a loan from the small business administration immediately. That's right delays archaic. So let's do the SBA point last okay. One more complicated. But let's just summarize the second okay. Yep so the next thing guys is put. Julius touched on it. But we want you to do this too so number to put all your credit card payments and anything that's a recurring debt. Put It on Forbearance and again. It's not gonNA hit your credit. Make it so that you can preserve as much cash flow as you have. You might have a bunch of money in the bank. I know that's a minority of you but still some of you might preserve your cash flow because this report has three parts personal protecting than profit profit is the last one and we want you to keep as much as your powder dry as possible in the form of so that you can make you. Frankly can take advantage of some the buying opportunities. It will probably be happening at the end of this year the next year or for that to happen. You have to stay focused on the first part here which is personal and then we're going to roll into protect next. Okay Julia. I've another breaking news story late. I'm okay if you weren't you guys. Yep We're Julian are nutty about this all right so this one came out yesterday and it's really stupid and annoying but here it is. The New York State is basically passed a rule that says you cannot cold call now. I know that sounds insane. And here's what makes it. Extra special is that they don't define what cold calling is. So if you're in New York state we have put up the actual article the actual information on our website. Tim and Julie Harris Dot COM. Go there read the article. And maybe this is a good time for you to get your local boards orders to flex some muscle now living in New York state and I were to receive a notification like that I in the fact that they didn't define what the hell cold calling was. I would not stop calling my centers of influence my clients. I would not start. Stop calling everyone. I know love and care about trying to assist to them. Providing for example this information we're providing for you. I would not let some overreaching bureaucracy stand in the way of my ability to help people and frankly take care of myself and my family and you should have that same attitude so if you want to read the actual article in press release just go to Tim and Julie Harris Dot Com. Or if you're you're in New York state you probably were emailed it as well delete. Yes and I just got an updated list of a whole bunch more lenders which is fantastic as well. As some more financial aid resources saw posting leases while once I get these all crunched into undocumented. Good job And also somebody had asked me whether credit unions that hold mortgages will also be offering this and I believe the answer is yes and again. We'll be updating the information. Okay so that's a whole lot of stuff. Well this is the reason. The foreclosure train is not even the no. It's basically impossible unless you're a complete idiot and don't call them yes basically closures. Now I wouldn't think so because it wasn't self inflicted that's the main difference. Remember one of our rules. Don't try and make this time just like the last time because it's not even close that's right and it doesn't matter what you've lived through what your experiences were in the past. This is completely different. There's never been a time when basically the government is said no soup for you to the entire country right and that's basically what happened so as far as that goes jelly like. I said this this report that we're coming up with the agent. Survival Guide constantly being updated. So make sure you check back frequently and you make sure you're monitoring the latest Information Julian going to giving it to you as we receive it. That's right okay. Can we talk about the SBA business yes? This is exciting. It is now. I am researching something. I read this morning that you have to not qualify with other lenders in order to qualify with SBA. I'm investigating that because I've got some varying reports on that but here's the thing even apply. I gave them the link to apply for the SBA loan. Let's see let's be as working directly with the state governors to provide targeted low interest or no interest loans to small businesses and nonprofits that have been severely impacted the SBA has something called the economic injury disaster loan program. This is a new thing and provides small businesses worth working capital loans of up to two million dollars that can provide vital economic support. Small business helping overcome temporary loss of revenue that they're experiencing so might as well apply to it it's SBA dot gov slash disaster. They've got a lot more information on their website. So can we don't give them. That's fine but anyway even if you don't think that you need it you need to have that cushion because all of this is unpredictable again. We don't know if there's going to be a second wave we don't know you know what kind of new regulation of Real Estate. We don't know so Use Your texture code three one nine nine six nine six texts survival. Two three one nine nine six. The Julia was about start off your else but the fact is taking the next twenty minutes so text the Co just text. The Word Survival. Two three one nine nine six now. Let's talk about this. Sba loan here's what we know. Joey crack me if I'm wrong because you've been studying since Sam this morning so there's no interest for five years they say no to low interest but they're low interest is usually like two percent so basically no too low interest for five years number one number two. I think that the how are they formulate? And who's going to get the loan? How much they control. How do still investigating that because they have an actual application? I believe it's fifty employees or less which is virtually everybody listening to this. You can be your only employees. We think and apply for this so I will be updating that along with a lot of stuff so they can continue to ask for the updates. And we'll get we'll drill down on that. The point is this goes under the category of personal. Take Care of yourself your finances even if you don't use the loan knowing that it's there knowing that that's your parachute I mean. You guys need to be able to sleep at night so you can take care of your people and I think this is a really good move. I don't have to use the money either. So if you basically get the loan and you're not having a painting interest on it or you're paying really small interesting. Evidently we're have to find out as we get more information on this. You don't have to use the money you can just leave it in the account and then frankly what I would do if I had you know we might even do this. Frankly we don't need the money but to five year interest free loan if you can get a five year interest free loan every single is you should be doing. That's crazy not to and then again you know when we get the profit section of this whole thing once you've made it through because only the strong will survive through this year. This is going to be an interesting year. Only astronomer GONNA survive but we get towards the last phase which Julian are calling prophet. It would be wonderful if you have. The ability has some cash in reserve. And maybe you could use part of that. Spa One to basically build your business. Build Your Business Back Rehire? Least you'd have the option right okay. So next we have part four of taking care of your personal life. Your Business Expenses in that falls into five specific categories. You can cut some. You can negotiate some and those categories are technology so go through your credit card bill. Ask Yourself what tech bills you've got. You know you guys have been paying for some websites that don't never have generated any business. So what's the deal at that you've been paying for branding that didn't do anything for you. So technology than we've got marketing and advertising unnecessary broker. Fees and splits speculative items and paid leads. These are all different buckets for you guys to look at. So here's really. If you WANNA get clear in your mind anything at everything that does not lead directly to you putting money in your pocket. You need to cancel now. I know some of you are going to be freaked out about the idea that we're telling you to do some of these things because you thought they've worked in the past so we mentioned this earlier but there are a lot of marginal ideas that seemed to work when basically houses were selling themselves when you're in a seller's market all these crazy ideas come out of the woodwork. Most of which by the way have been coming and going about every ten years branding and all this other stuff. Big Teams expansion teams all of these models only work when great cashflow covers up the policies and the actual business model rate. So if you have money that's constantly coming. In from basically a hot sellers market you're going to have to really have coming to Jesus session with the fallacies in your own business model. And that's what's happened that's happened with all these tech companies. That's what happened with a lot of you. Guys were believing in some of these ideas. No one's going to be talking about artificial intelligence for a long time. No one's GonNa come on guys right. No one's going to be talking about these little gimmicky things that only those only happen in the vacuum of a seller's market. Now it's about survival now. It's about learning the skills that maybe some of you have never had to learn because the fact you've been you know essentially riding the wave of the seller's market those days are over and they're not gonna come back anytime soon just luck is the bottom line is. Is You have to assume that this is going to be worse. And we started out by saying ten times worse at least ten times worse than you think it will be. I realize that all of us is sales people because that is what we are like it or not. We're naturally optimus but the reality of it is is that optimism sometimes basically starts morphing into complacency. Because you don't want to allow yourself to believe that things can get a lot worse. How's it going to work out for you? Now when things do get a lot worse because they're going to get a lot worse even at the other end of this. Let's say we're talking a year from now on all. This is in our view mirror and we're all basically celebrating the fact that we made it through a global pandemic. I'm looking forward to that. But you know what they are still going to be millions of people that are essentially without jobs. The economy will not dance back. When you know Bob's rib joint who basically is operating on a less than a five percent margin when they go out of business and they burn through their cash savings you think that they're just going to open their doors again and six or twelve months they're going to be gone and that's what's going to happen with. Essentially the guys is shocking to say this but it seems like it's true. Sixty to seventy percent of all small businesses right now in the country are basically going to have massive cash flow problems. That's with the government's acknowledging and that's the reason that look like they're going to try to inject five trillion dollars back in the economy. You are a small business your one of these people you have to go to places in your mind in your heart and your soul where you've never had to go before so you can survive this on. The other end of this is going to be one of the most incredible opportunities to profit. But you have to make it through it. I want you to take seriously these things we gave you. We want you to you know. Leave no options. No boxes on checked whatever you can do right now to preserve your cash flow is what you must be doing. And then stay connected. Stay close to the people that are going to be giving you the information you need. We're GONNA TALK WE'RE GONNA coaching. I know it's called premier coach. And we'RE GONNA be talking about protect and protect something that frankly is going to. I'm seeing a lot of people. Disseminate information that's basically about doing virtual tours and things like that guys at the end of the day. Those are all real gimmicks. They're not gonNA work long term. That's not GonNa make so that you all the sudden you don't have to show houses anymore. That is not gonNA work long term. That's the bottom line. What you're going to have to realize is. Is that what you're going to have to do to make money during this troubled time is different than when you probably ever done before we're GonNa be talking to you about BPO's we're GONNA be talking to you about probate. We're going to talk to you. About different ways will put money in your pocket urgently fast. That's where your focus has to be but for you to survive this. You need to listen to the points that Julie just gave you and you need to stop the bleeding as fast as you. Can you need to go into triage mode? I do this right due yesterday. So if you WANNA start getting these reports from US. We're going to be coming out with these frequently. I want you to and you're not in your premier coaching student. First of all. What the heck you waiting for but you can just go ahead and text the word survival. Two three one nine nine sex text. The word survival two three one nine six. We're going to tech text you back immediately. A link so you can become a member of the Premier Dash Experience Dot coaching program. It is not the same as premier not anywhere close. It's maybe ten percent but the information we are putting their information presented today. We're not putting these reports on our website with this is only for basically members of the premier dashed experienced site or premier. We're not going to be giving information away like that because frankly it's going to be changing too quick and we need to keep it updated and I don't want to have a long trail of blog posts and website post that we have to go back and edit constantly so. This is how we're going to be doing it. It's easier for us to be able to provide you guys quicker information okay. That's what we want you to do. That's what you need to do. Please do us a favor. Spread the word. Put the word out about this. Podcast shared this with every single real estate agent. You know help us make it so as many of us get through this horrible time as possible. If there's anything we can do for you guys. If you need to talk with Julia I directly. You can always text me. It's five one two seven five eight zero six five one two seven five eight two six. Do not wait on what we're asking you to do because what's going to happen always happens when these programs are announced that happened last time during a seven zero nine. It's GonNa Happen this time is they're going to become quickly. Become overly bureaucratic as more people apply for the programs. They're going to be more. It's going to be more complicated. There's going to be is going to be more everything. Take action at all this. Now give yourself some financial breathing room. You guys for anything you know how to work. Reach out to us. We'll talk with you probably. We're GONNA start doing this. Podcast probably at least two or three times a day. If you need anything at anytime please reach out. This program has been a presentation by Tim and Lee Harris Real Estate Coaching for More Information Real Estate Coaching and training programs. Visit our website at Tim and Julie. Harris Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to Real Estate Coaching radio with Tim and Julie.
Podcast: How to Make Money NOW | Whats Working Now, Lead Gen, Winning Listings
"Welcome to Real Estate Coaching, radio starring award-winning real estate, coaches and number one international bestselling authors, Tim and Julie Harris. Coaching radio is the nation's number. One daily radio show for realtors WHO DEMAND AUTHENTIC REAL TIME COACHING! Get ready for flux, free, unfiltered, full-strength honesty about what's truly working to get you into action, helping others and making money now in today's real estate, market data or hosts, tim and Julie Hairs. Three to one. Hey, we're back. It's Monday July twentieth. And thank you for all the great feedback. On the series we started last week and the title of the shows that we started last week. Earliest the content the what we're presenting on is called. Never ever say these things to yourself. Don't say them out loud. Do Not Pollute your friends and family will. Keep. Don't even let it happen in your own brain stuff. You're not allowed to say to yourself anymore. These are the Tim. Angeles banned words and phrases list. Basically we do our best to prevent ourselves from saying these things, certainly people in our family, but also all of our coaching clients, and hopefully all of you guys as well because when you really think about some of these phrases that you say you just say them without thinking, but what you don't realize you're triggering a whole bunch of subconscious thoughts. Thoughts that go around with whatever that nasty little thing is that you just said yourself rather thought about yourself that limiting belief then has a tendency to manifest into other. You know more pernicious limiting beliefs, and then you basically spend days weeks months wondering where all the time went, and you don't have anything to show for all your efforts, and you're always just someone who feels like a victim like you got left out like you don't have the advantages that other people have or you don't have somehow the. Education all these other limiting beliefs you have about yourself, so go back and listen to the past podcast starting from last Tuesday I believe and Gillian I are going to pick up where we left off on Friday and also please do listen to our a Sunday debrief shows. There are the shows that have a tendency to give us. The most positive audience reaction and feedback seemed really liked those shows where Julian I just sort of vamp about where the hell we want to talk about for sometimes for an hour, sometimes two hours, so do go back and listen to this Sunday podcast shows. I think they're the ones that where we allow ourselves the most freedom to talk about whatever release on our minds, because during these weekly shows, we're trying to put ourselves in the mindset of really being coaches and focusing on how we can help you guys. Be drilled down. What the heck are you doing, woman? Steps malfunctioning anyway, it's okay for Saint Louis. Yeah of course all your I watch whatever or malfunctioning. It's because it's getting ready for the upgrade cycle. The happens at the end of the year. If you ever noticed that your computer, your iphone, they all start having you know glitches about the same time that they're offering the new shiny models. Of course, that's the way it works, so yes, go back and listen to podcasts and again there is a difference in the I think the nature of how we do the show Sunday versus. During week were drilled down. We're hoping you guys to hopefully educate you. Motivate you and get you into action whereas on Sunday. We're just kind of showing. Some of you guys like the chilling version of US better I think I like the chilling version bus better. To what do you think I prefer the Green Parrots flying over? We do we do the Sunday show outside, so always have a noise pollution to contend with. What yeah that's seriously. In the top one of palm trees, though are you serious? I'm watching I thought you meant. They had Macaws actually in as pets now they're flying around. The huge car looked like they had one of each different colors on each side. There pumped neighbors here or do you ever part? Wow, where'd you see? Did you see someone told you but? Wow. That's cool, yeah. I tried to talk. Juliet getting Macaws as pets, but that she daloa research and showed me that the things can probably outlive us by good bit to that might be a bad idea. I got enough. As. Well so July you just before we get to our first point picking up where we left off on, Friday you. Just had a bunch of coaching calls. And you also did our premier semiprivate group call. And again, if you guys are not in the Premier coaching program, there's two versions of it. There's the free version which is called Premier Dash. Experience Dot net, and if you want to get into that program, just text the word survival, two, three, one, nine six text, the word, survival, two, three, one, nine, nine six, and you know full disclosure, the free version obviously is a vastly scaled-back version of the one that you get when you become an actual full fledged member of premier. Coaching, but premier coaching members and the premier members do get a daily semi private coaching. Call now. The premier members starting hopefully in August are going to start having not just the daily semiprivate. Where they call in, it's like a Webinar type format where they can ask questions and have their questions answered by Julie or one of our other great coaches, but starting in August. We're also the premier. Members are going to get an enhancement. They'd cost nothing extra. Where after the usually forty five minute to an hour long webinar where they get their questions answered in a lot of agents. Attend just to listen just to hear what other questions that other people are asking. And then they learned from that, but then after that right after that we're going to be doing live on our members. Only facebook page. We're going to be doing a live continuation of the semi private coaching. Call just in video, and that's just for the full fledged member so. This is coming to you guys free. We are doing a huge upgrade to the premier coaching. Things that you guys didn't even ask for hadn't even conceived. We're adding a whole marketing suite. We're adding all kinds of amazing things. That I think you guys are going to be really impressed with we're adding. A whole bunch of new communication tools this all kinds of stuff. I actually don't want to spill the beans because I'm looking forward to announcing it hopefully in August or September. August September October timeframe somewhere in there we should have everything done, but yeah, so lots of cool things happening. We are doing our best to enhance what we're doing. Because of the corona virus, and hopefully you guys are thinking along the same lines. Opposed essentially hiding under your staircase in waiting for the next report, whatever states had a spike in increase in this the other thing. Zombie, apocalypse, they're. Predicting next we are focusing on how we can be of. More service and do a better job for all of you. Guys. That's we are practicing what we preach. We're absolutely positively focusing on the worst. The news gets the scarier. Some of the headlines gear thinking okay. How can we help all of our podcast? Listeners are coaching. Clients are book purchasers. How can we help all the literally? The tens of thousands of you guys that tune into us every single day. Get through. You know obviously what's going. Going to be very challenging economy, that's where we focus and I'm hoping you guys pick that up and focused your same energy's along the same lines, because if you're focused on being of higher level of service, dear your buyers and sellers and everyone else in your community. Then you're going to be wanting to do the same thing. We're doing naturally so if you're in alignment with your highest and truer purpose on this planet, which is being of. Of Service other people, which by the way it absolutely is the next natural thing for you to do after that say to yourself. What can I be doing to actually be a higher and better service other people? What is it that I'm lacking? Where's you know? Where's it? We can actually do or if you're an individual practitioner. Where's that? I can actually do a better job service to people and that's where coaching comes in. That's what we're. We're all about so you guys see how all of us. Even though there's tens of thousands that will eventually listen to this podcast were on the about our mission. It's ultimately to be of service to other people, and along those lines Mrs Harris talk about some of the things that we're topics on your all your coaching calls, but especially the premier coaching call I would say that overall I'm seeing evidence of the beginning of a market shift. Not Everywhere but evidence by cases like well I've had this listing that I thought was priced right on the market since April I've had seventeen showing. One not very acceptable offer for various reasons. Do you think it's overpriced? Okay and I go back to according to a are two extra ten showings. If you don't have something workable, you are overpriced. You missed the market regarding price. And it's not just that case I've had several where the commentary was seems like it should've sold by now. What do I do you know? A lot of these agents aren't used to having long term relationships with their sellers. So that's one thing I have had several individual calls with agents reporting inventory, rising one of which said it. Oh, just over the weekend rose by roughly twenty percent. Wow, so you know these are maybe early. Early, warning sign remember what market Gills. Northern Virginia Wow, that's a hot market to hard market, and now the same age also reported multiple offers on several her listings over the weekend. In still things are slowing fairly quickly, and probably much of that inventory will burn off, but the point is that it didn't exist until now well, that reminds me not to get you off your train of thought here, but that reminds me of what we. We saw back in like. Remember what it was like an OC really was maybe later stages of Oh five. Oh six! Oh, seven! The markets would do that. They were going through. These ebbs and flows these the market would sell off all the inventory. Things would be selling in microseconds with competing offers then all the sudden, almost like the next week. There'd be a crap ton of inventory, and then it went through the cycle of building. Building and then selling off building sewing up until then one day it built, and it didn't sell off I. Remember that because I remember specifically Las Vegas would fluctuate, was vegas nine thousand listings and fifteen thousand listings, and then it would fall back in the nego-. Go up the markets that Jillian I. Watch our San Diego. We Watch LAS, Vegas. We Watch Miami we watch Columbus Ohio cast mostly. We have reynolds there and that's were from. We sort of watch Seattle, but not really because it's such. Certain parts of La not all you watch the markets where we have a high concentration of coaching clients. Because, we want them to stay drill down and our commitment to them. Coaching clients is we're looking at the horizon provided. They're always looking at the next step because we don't want them to lose out on opportunities YEP. We also watch Austin to another diverse market some of these markets, though it's kind of fascinating are going to be somewhat REC- recession resilient right? They're not going to have the same effect as safe for example. Market that doesn't have a real diversity of employment opportunities like Vegas would be the obvious. I mean Vegas well okay, so that goes to getting I'm sorry. Get Your train back on your tracks. With other things, evidence of things changing a little bit would be higher inventory requests for price reductions, scripting agents being confused why something that seems like it should have gone right away hasn't. I'm starting to see more cut appraisals. That's where I wanNA talk to you on our choice. and. That comes in a couple of different flavors. I mean the obvious one is it came in under appraised value going to do about it? If that's a couple of grants that can be solved pretty easily, but I'm seeing larger amounts and a higher frequency of cut appraisals. Then we also see a phenomenon of buyers that had gear. Quote guaranteed the appraised difference that didn't they'd have to do it and they were rolling. You know there were speculating and now they're like what you mean by that much so lots of. Of Different negotiating and strategy going on, and I think it really depends on your local market. Your local price range and you know to subject properties are not the same so early warning signs. We told you guys how we pay really close attention to the BPO's. We pay attention to be more than we do not defaults because notice defaults reporting is totally and completely monkey with. It's not to be trusted, so we pay attention to the BPO's BPO's or one of the only get I. Guess what you would call A. Data Point, that is not reported on any sort of government report. There's no index for it right, so nobody knows what the nose defaults and the reason that we know to pay attention to it because again back in late. Oh Five! Oh six! We start the. Slowly increase, and then they just spiked now along those lines I wrote two things down Julia was talking the next thing that we look out for, and you always see this as well is cut appraisals and like Julie, said if it just a couple of grand, no big deal, the viral just probably make it up, or the seller will reduce. Right, but the banks, and here's how it happens. The banks are going to start getting real sketch about the property values if they suspect the market's going to be going in the opposite direction, so watch for the Appraisals Watch for banks, starring to basically get real gun shy about loaning on houses, and so if there's an appraisal issue you know there's going to have to. You'RE GONNA have to learn how to negotiate through. That doesn't just mean the deal is dead. Means that you need to have the skill set to put the deal back together, and sometimes it means the seller takes the hit and the buyer pays. Pays a little bit more you know we've had. We've coached agent. Sometimes we're the where the numbers make sense. Maybe the split four way seller buyer in the to listing agents who are the two agents messages. Don't let the deal right. All the cases that I've heard so far today yesterday the deal lives on great. Okay, and so, but but these were primarily with experienced agents. Okay, said that have seen this before. Don't give up so fast and have pre coached their clients because these mostly storage. Marcos and clients have pre coach their clients that hey you know what we need to have planets this happens. Yeah so write this down. This is not this is not an official Harris rule, but it may be should be. Some money is better than no money and as we enter if you're seeing an appraisal issue on one of your closings. And you're the listing agent. Just remember. Some money is better than no money. And if the numbers make sense, you might want to get it back together because the first offer might be the best offer, and that's another kind of funny thing that people don't even say anymore, but in a normal market let alone America that's transitioning like this one's going to be transitioning very obvious way. You're going to definitely see that to be true that your I offer is going to be your best offer so the next thing that you can also pay attention to, and this is something that the markets. Markets are really worried about is come march. You're going to see a potential for a guy. Remember last March when the mortgage markets freezed up I was reading my notes wrong so last, March when the mortgage markets freed up. That was because are they froze up sorry because they were worried about the fact that the essentially the economy was going to take a turn, and they're worried about having back stops in the loans. They're worried about essentially having to take losses on these loans, and so there is now a movement in in place from internal of all these big mortgage servicers eight. Different acronyms Julie. HFA fha exactly so the prediction is happening. Remember I told you this that if the. For when the forbearance is, start running out and the enhanced. Remains out this week, so those of you who know people are on enhance unemployment. That's gone this week and it does not look like there's any real you know movement a foot and they had the the stimulus proposals to increase or include or Continue on any sort of enhanced unemployment, so you're gonNA probably mostly see people that were living off the unemployment. The hints unemployment mostly they're now going to have no income or not enough income to support a house payment, and so those houses are going to have to start going into some form of the obviously a distress sale. The distress sale starts out as basically a seller needs to sell, and you need to learn how to pre qualify that seller and actually get the real root motivation out of them if they are and. And this is the unfortunate thing with mostly sellers will do is. They'll call you. They're not going to have jobs, and they're not going to make the payment, or they're gonNA. Have some ability to make the payment for a certain amount of months as in two or three. Maybe because they're borrowing the money, but they want to price it to yesterday's market because for them, that's all the money in the world, because guess what it might be all the money in the world whatever equity they perceive, they stalled in the house. That's. That's already happening. Already getting reports that so they're going to overpriced the house and they're gonNA actually then basically run through the savings and their ability to make the payment, and then they're going to basically be a true distress sale, so they're distressed. Shall we say Stress Sale? But soon as they run out of their ability to make the payment, or no more people willing to lend to them then it's GonNa. Be a distress sale. That's the cycle you as a real estate professional helping someone say you know essentially you're willing to. To help people maybe help save as much of their equities possible. In some cases, you actually might be able to help them. Save the House, too, but you're GONNA have to learn that coaching. You need to pre qualify them to actually help them. Understand how you know. What the importance of them selling quicker. What the market's going to be like sixty nine days from now, but you need to pre qualify them and be willing to ask the hard questions, so you can actually be of service to stop right there for yes, Ma'am! Weakness in our batch of licenses these days K, they are not accustomed to having those conversations with sellers. They're not accustomed to having conversation about you know. How long can you sustain the payment? Tell me about your situation about. Let's get out now will we can preserve what equity exists because the longer you wait in the more money you spend, you could end up as short sale, but if you sell now, you're not a short sale. You'RE GONNA have to pay some fees. If you miss some payments, you're going to have to make the bank square, but you still have equity left. The market run-up. Okay, so agents are not used to having those conversations y'all need to sing. Here's what you're going to be a closing you, so you guys need to think about what you just said. Yes, the sellers are as position where they can't make the payment. Okay, yes, they're not going to. You have the big check that they hoped they would. Because they're selling into what's going to be a down market, but the reality of it is, is they? They a lot of these guys are going. Going to make the mistake of just basically bailing on the house or panicking and you know essentially not putting the House for sale at all. They're just going to not know what to do. You need to be able to help. Excuse me conversations with them. Were you make it very clear Mr Mrs? Seller. This is how much you're checking. Be at closing if we sell it in the next thirty days if we sell it in the next sixty days ninety days, and I can't really forecast. Then uncertainty right I can't really go beyond that, so the reality of it is is this is the check. Give or take that? I'll be able to help. You have from the sale of this property if we price it correctly for this market, if we price it in such a way that it meets the market's expectations, if we price it there and we show you how to do this in coaching, we show you. You, how to use the data to show them literally how to price the house and it's not just a bunch of bullshit graphs. It's actually stories. The stories are what you're going to you. Know I. I'm holding myself back from telling you guys pricing stories right now because you got because Julia wants to get to the next point, but just the concept of telling stories. We talked about on today's Premier Co you did. It's funny because that's another thing to. Deal with. which is this when you're delivering? What will probably be stressful news and in this case actually we're talking about buyers having to do stuff that they probably don't want to do to win, but it's also sellers pricing it in such a way on your coaching. Call today. You're talking about it from the buyer's perspective. There's a lot of different places in real estate where you can use this concept. The concept is stop making it about them. Because when you tell a story about what happened to someone else like their neighbors down the street or your past clients, or what have you? They started listening to? Because it's not about them. You've raised ego. This is another level of skill that a lot of agents haven't used yet. Okay, so the the case that we had was you know buyers having to lose a a house two or three times. TIMES, because they get outbid because they're not willing to do what it takes, you also have this scenario when you're asking the seller to take a price that. Maybe they didn't think they were going to get. It's a little lower than they thought so it's not about them. You tell a story about you know Joe and suzy down the street that we're in the same situation just last week and And boy. Are they glad to be in contract now? So a Julie's telling you. Is We really when we harp on the whole idea of skills? That's what we're talking about. The ability basically deliver information in such a way that they're willing to listen, and there's a lot of phrases that we teach you and coaching to. They're no. They're just different things. You can do to make it so that. That you have permission to tell them something. Don't necessarily want to hear and one of my favorites is Julie's it. Okay that I tell you something you might not WanNa hear even if the something makes you a little bit mad. Maybe even a little scared Dwight permission to tell you something like that. My listening to you now right exactly so you have her undivided ego free attention for not long. Right for not long, maybe fifteen or twenty, maybe thirty seconds, but that point you've been able to make your point that point. You've able to cut through. Your fear of being rejected, and they're in your fear of how they're gonNA react to what you have to say. Remember ultimately, you're there to solve a problem now. Even an upmarket we're houses are selling themselves. You're there to solve a problem, but now you are. Really there to solve a problem, and if you don't go equipped, if it's the toolbox thing, right, you walk into a sellers house in the market that was let's say pre vid. The PRE COVID real estate market and you didn't really need even to walk into your toolbox. In most cases. Basically you could just walk in with. Less throw a spitball price and you'd get it and now what you're dealing with. To walk into the Sellers House with a full toolbox of all kinds of different tools. It's not just enough to walk in the House of the toolbox. You actually have to know how to use the tools. You have to be able to not just know how to use the tools that you have to know how to how to identify what problem that House has. And what tool you're supposed to use, so you might know how to use a pipe wrench for example, but if you can't actually get whatever wherever the. The leaking pipe is you're not gonNA. Solve the problem. This is what this is. The reason that in this market different types of agents skilled agents are the ones that clean up because they're the ones that took the time to learn wild earning, and that's another critical thing. You guys make this mistake. Everyone makes this mistake. You know I'm going to learn about the different things. I'm supposed to be doing at the gym I'm GonNa. Watch a bunch of videos. I'm going to study a bunch of things knowing how to. Learn about diet nutrition it. You know so when you actually going to go to the gym. Lose the weight Oh. No I have given myself six months to study when I was supposed to be doing now. That's a huge mistake that keeps you fat and unhealthy. So the move is to learn while you're earning, actually learn on the job that's going to force you because the pressure of actually having the transaction to learn faster, and that's what we're here for. We are your coaches. We are going to get you through this. The shifting changing market and don't be scared of it because of the fact that markets like this create more opportunities, and fortunately or unfortunately depending on your perspective, the opportunities are often created for a different set of agents, and if you're. If you're an agent now. Who is riding high and you're having a great year and you're kicking butt and you know you're thinking to yourself. Why no it all I promise you. You're the one that's GONNA. Take in the chin the hardest. The one that's actually going to put yourself in a position where you're going to lose ground where you're gonNA, have trouble. How do I know this? Because you're the type of agent? The one that says right now I know it all know what to do. You're the type of agent that's going to call me this time next year and you're gonNA. Say I wish I would. Would have listened. I had so many coaching calls from New coaching clients last year I'm sorry last year in two thousand and seven about not so September of two thousand seven is when Julian I say the housing crash actually started because that's one of the first subprime lender actually failed think it was called. New Century is in southern California, and then the domino started to fall. Fall, but the market says well as two thousand eight. No was way before that, and where did actually really start to to show itself? The market correction wasn't oh six. That's where Julie I really started to see it, so we're now telling you officially without a shadow of a doubt that the same early warning signs are now I'd say middle warning signs. They're not even early. Early anymore and they're absolutely happening, and they're absolutely going to affect your marketing differing levels, so be prepared, and don't be afraid and be ahead of the curve, and if you guys want to join the free coaching program, just text the word survival, two, three, one, nine, nine, six so July. Let's get to our next point. Okay and lost track of what number we're on Suzanne. Screen and right about here unless she talked about the up above the milk. No I think we stopped. Presentations canned presentations okay. Okay, so, whatever number were on? We have There's a couple of flavors of that's my education level whether that's high or low, won't agents use both versions keeps me from succeeding, so you can. You can say well. You I mean I. I was a bartender before real estate, I don't know if I can hack this or you can say and we actually have a real honest to God rocket scientist from the Jet Propulsion Lab is a coaching client, right? It'd be easier for her to say well. I mean I'm way to educated deal with this well I mean. There's different flavored rate. Much education or not enough education, and here's the wonderful thing about real estate your education level. I hate to tell you all this with a lot of education. It does not matter because you are an level playing field, and that's one of the things I love so much about real estate. We literally have people that graduated from the most elite Ivy's Ivy League schools with NBA's. NBA's and PhD's. We have former jet pilots. We have yes, Legrand I'm talking about you if you're listening, we have all kinds of amazing people and you know what when they get into real estate, they are literally operating at the same exact level as just like Jillian I got into real estate. I mean when we got into real estate. We gone to Ohio State University. Studied English. We're just going for whatever guy there. The quickest and we had a car cleaning and detailing business. We look like we're about twelve and thirteen. We did we had no previous experience in real estate? No previous training in anything that we had to do in our first year in business, we sold one hundred and three houses. Because you all have the same opportunity, y'all have to take the same with continuing ed credits. Nobody's going to get ahead of you and education real estate, but you all have the same opportunity when when a for sale by owner puts their sign in the yard. The phone numbers there for you. It's there for me. A lot of people and Jillian are. Associated the XP delays and XP agent, and if you WANNA, talk to us about joining E. EX team. Please feel free texts me at five, one, two, seven, five eight. Oh Two! Oh six, so again I'd love for you guys to speak with me about joining our team and the numbers five, one, two, seven, five eight. Oh two. Oh, six, but on the workplace facebook group with the. The XP, it is fascinating to me I'm starting to see a real bifurcation. Just reading the post of the agents who are embracing the fact that this is a new market that they can now learn, and they can earn at the same time. They don't have to wait for someone to tell them okay. Now it's your opportunity to become a listing agent sold enough houses to buyers. Buyers, they know that they can forge their own path and I see. It's not a lot I. definitely see there's know as we've been telling you guys that always happens during a market ship. There's a new generation of agents that are starting to figure it out. Hey, guess what I might not have. All the tools in my toolbox at somebody else might have been born with rate. Rate, but I know I can work harder. I know that I can basically get my skill set up. I know I. can you know not ignore the physical? When I drive by every day? I can actually make the phone calls to. Other people aren't willing to make it's. Where are the core saying that Jillian I do our best to pounded into everyone's conscious minds, not just sub-conscious. If you want ever-increasing long-term levels of success. The key is to do what you don't want to do. When you don't WanNa do at the highest level in other words you can actually earn millions tens of millions of dollars in this industry. Because you're willing to do at other people aren't willing to do and you're doing when you don't WanNa do it not just when you feel like, and you're doing at the highest level which you know requires you have a skill set. That's one of the core reasons, so many people get into real estate. Your snickering i. you just gave me a flashback. You're talking about carrying incompetent agents skuld agents win. At Call Premiere that one of our coaching members didn't open house. Somebody came in and said. Can you help me my listing agent? I'm not happy with them right now. This is a new one. And coaching client of course is trained to ask lots of questions. And she said we'll tell me more about your situation. Maybe I can help you and they said I. Kid you not, they said you know. I signed a contract at the end of April a listing contract at the end of April. It's still not in the molasses best I can tell. And I don't know. Is this normal? My listing agent asked me to take pictures and send them. Like really like. What are you going to have to pound the sign to? I mean that's that's like serious lazy. They have a sign and in worse than that. Because our age was asking what to do about it and I asked. Do they have a broker or God? Help us. Are they their on broker? And of course they're also a one person. Show their broker that's. Listing you to fail failing rage, you know like how lazy can one person get first question is what is your listing? Expire though just the record, right? That, that's just crazy so anyway. Don't act like that. All right, so this is I think I similar. Thing that you're not allowed to say. That, whatever that may be listing or transaction or type of deal is out of my league agents agencies that all the time. That's not my cup of tea. It's out of my league. It's above my pay grade. Whatever what you're really saying is not willing to learn how to help that person. So you know, walk away from that potential commission. That's up to you, so here's gets Baloney to say that I enjoy. You'll have to remind me if this is a Harris rule, especially in a market like this, you're not allowed to say no right in a market like this. You have to say yes to every opportunity, say yes, and then figure it out and what you're going to discover. Discover the more transactions you do, the difference between selling, gazillion dollar house and selling one dollar house. The difference is virtually nothing. You think it's a huge big chasm of allergies you watch HDTV, and you think that somehow you're supposed to basically have these magical interpretations of design and Art Deco, and you somehow are supposed to know the difference between federal and Georgian, and you're not no know. Not Critical anyway, exactly what they're actually wanting and the reason that they'll hire you because guess what they want. They want the property sold or buyer. They want to buy a house, so don't be intimidated by it and don't talk yourself out of business. So when Julian I sold real estate, we would have sometimes really expensive houses, and we'd have occasionally really you know died dodgy houses because we always said yes, we fought to not let the marketplace and by marketplace. I mean mostly the other agents pigeonhole us because that's one of the things is going to happen like you are upper agents that we have personal coaching relationships with. With there were maybe their average sale price last year was safe for example, four or five million, and now you know we made it so that the market absolutely understands by essentially marketing awhile cases calling doing different things that the market. No, the guests wet now lead you sell. There's more expensive ones, but you also sell wants for less than a million. Otherwise, the market's going to buy again market. The competing agents are going to just say. Oh you don't WanNa hire him. Enjoy because all they sell expensive stuff. About anything in this particular price range, that's the reason you have to always say. Yes, and you have to remind your market that you sell it all. What was the old saying from the nineties I? Sell it all big and small. Well. That's really true, so you're the Harris rule is if they are motivated, you have to say yes. It's my pleasure how my help you. If they're not motivated, they're probably overprice it or if they're buyer unrealistic expectation so barring those two things. If they're motivated and they have to sell, you have to help them. Okay, let's maybe they're crazier, abusive or something unusual. I, hear it all the time. You know I I would take that listening Gosh. It's just so ugly and I say for you're not buying it, are you? You know if the sellers motivated right exactly cares exactly so go five minutes out of your normal area. You know so I had roles. You know that they have built up I had this conversation in new Dell this all the time. Coach our coaches. You know look for this issue. If your sale price if your average sale price is essentially within a stone, strove the cost of the house you live in. You're creating that reality because what you're doing is you're being fearful of the houses that are more expensive than yours. This is a real plague. It's a mindset issue primarily, so explain to someone how you help them. Push through that when you find that to be a recurring issue well, it's almost all you're right. It's almost always going up. It's almost never going down. Although occasionally, agents will get themselves into a neighborhood, they're not that comfortable with in a lesser price range, so take. Take somebody with you and figure that out, but with regards to going up market, the Thames right whatever you live in is your comfort zone, plus maybe fifty grand either side. Okay, so this is fear of the unknown and lack of exposure, so go preview and work your way up the price range now. Yes, in some of your areas, you'd have to preview only online, but you can still become familiar. You can go to new construction. What does the new construction home for two million dollars? Look like in your market. Is that custom semi custom that means parts of coastal in California? You don't even get air conditioning for that, so it depends what is. Accurate and appropriate for your market, the more familiar you are, the more likely to this is one reason why agents don't even sell new construction because they think it doesn't exist. That's lack of exposure. You can fix that on my tag. On another point. I wrote all these points, but I'm GONNA. Write another one my luck. My real estate brand is not a luxury brand, okay or something like that in other words, your perception as is that the broker you're associated with doesn't have the prestigious broker that brokerage brand would require. To get a list of a particular house now that is mostly the misperception of new agent. Anybody is experienced knows and I all of you guys who have a lot of pride built into your brokerage, and you're supposed branding the guys. I'm sorry for running about to say so. Give me a little bit of levity a little bit of a what would be the word leeway, thank you. It doesn't matter because ultimately people lists with people that they know, and so the only thing that really matters is is you as a listing agent? That's the reason you get the listing. You will or won't get the listing because of you not because if your brand and you you listen to some of the interviews I've done with some of the top producing agents. The Nation I always ask him the question. When is the last time they got a piece of business, buyer or seller? Because the brand they're associated with. They always laugh because they know that isn't the way it works so these big legacy real estate brands that have been around forever that news. Ages are fooled into thinking. We'll matter when they when it goes about them. Building the real estate business, it usually takes about a year of mostly overpaying commission splits for them to realize that not one that business came from the broker, not one that a business came from the association with the brand at all came from them in the sweater. There are also the reason you're going to keep the listing long enough to actually sell it. Don't forget that point two, which means you will be the reason that it sold, and then you advertise that one. One. Thing leads to the next dozen. You could be some no name realty as long as you're doing a great job, then you're fine, so don't get stuck with that myth, and of course you know agents that have the fancy brands we'll try and perpetuate that to against them well, but that's the excuse right, so you might say I'm with you know meat and potatoes brand. My broker meat is not something that lists a lot of expensive stuff, and so you're going to actually talk yourself. That's going to be your excuse not to go after. Unbelievably cool listening just expired in that neighborhood. You WanNA spire to you're GONNA. Use that as your excuse not to chase that because Oh, I don't have a fancy enough brand. I'm here to tell you. I'm going to tell you this again. It does not matter and you know it doesn't matter in your heart of hearts when you're in an interview and you're competing for a listing very rarely. We'll ACELA. ACELA drill down on whatever broker you're with it. Just it hardly ever even happens anymore unless you make it a thing. If you're using some sort of canned broker presentation, it's all about the broker. It's not about you. You're doing yourself a disservice, and you're never going to get the listening, so you need to learn how to actually sell the services you provide. You need to learn how to sell what? What your use your unique selling propositions are. If you don't have any than use ours that are in the coaching program. That's the whole point of the Coaching Program Coaching Program as close to his turnkey, real estate practices. You can possibly ever hope to get and start out by joining the free coaching program, just text the word survival, two, three, one, nine six, or if you WANNA, skip the line and. And you just WanNa go to the normal coaching program in you WanNa, just become a premier coaching member now just text the word, Harris two, three, one, nine six, and you'll get priority and we'll call you back right away. We'll help you get into the coaching program next point Julie All right. So this is what I call the skeptic point, and it goes like this I just can't trust anybody. I can't trust. That's this is when you guys go searching online. Do facebook surveys to see whether something that you know. Maybe we mentioned on a coaching. Call is actually true, so it's the skeptic in everyone I. Think it's easy to do that right now. In today's political climate, but not trusting anyone you know. How healthy is that for you going forward whether that's in business or personal or social? You've just got to ask better questions right, so it's okay to maybe be a little bit of a skeptic, but not to the point where it holds you back. What would you add to that? Somebody well I mean, but that's another reason to procrastinate right it's here's the thing I is. This is true I've never met a rich skeptic. Handcuffs moving forward right because you're just looking for reasons to procrastinate, you're always looking for reasons to say no. You're just one of those people that essentially as always going to try to be right. It's a big ego thing. You know what it really is is basically it's an ego thing trapped in your fear of success, maybe failure who knows what, but it's preventing you from being a service to other people. It's preventing you from accepting the fact that you've got essentially learn the skills necessary so that enough people are gonNA WANNA. Do Business with you. That's the simple equation of life. If you're not getting what you want, if you're not having the riches in life air, you define that for yourself, your family, and whoever else you take after it's because you're not simply helping enough people. There's a direct correlation between the money you make, and the number of people that you help. That should seem self evident. That should seem incredibly obvious so if you're not earning enough money, it's not because someone's taking away something from you. It's not because somebody's prevent you from earning. It's not because of your race creed or color, not because of your education, especially in real estate, right? We've talked about that forever. I mean there's definitely going to be a direct effect on where you live. If you live in an area where maybe houses aren't going to be selling quick or maybe not selling off. Doesn't mean that you can fix that right, but you can even fix that. You could move I. Mean we did it so the moral of the story here is look for the things that you're saying to yourself and actually questioned whether or not their true so July. Let's just round the bend at that point. Now there's there's an interesting process i. know you write about this in our book like when you're trying to ascertain whether or not something is real or not true or not. Aren't there three questions? You remember spring that on me and I think that goes. What is my belief? Why do I believe that to be true isn't actually true what I'm believing and who would I be if I dropped that belief, you did it good job out of the caverns. The must be caffeinated, yes. But that's your filter. That's your question tree. Say those things again. What is it so you define what it is that I believe so let's play. That you know, phys Bose never sell their stall overpriced. They're nasty people that hate realtors okay. That's okay probably. Right so. Is it actually true? What's my evidence? Door not visible, and they were mean to me I. Actually know this is what I was told that. which is even worse right now? Somebody said that I had lunch with an agent that they've been around for while Bob in my office, said he knocked on a door, nineteen, seventy seven, and the person swore out. You don't WanNa. Do that only new age. It's try that that's all the evidence I need this. Young, right? That's what you're hanging your hat on. Really okay, so that's that's why I believe it is because I have some scant piece of non evidence. That was prevailed by somebody. That actually has no experience by the way you're choosing to believe, so you actually don't have to do it. You don't want to. Confirmation bias that you don't want to do when you don't want to do it. So that's the reason you choosing to believe that right? Want it to be true, you'd rather go and listen to how you can rents move facebook or instagram ads, and then you won't have some you know the you won't have some fear of rejection, right? You can play work so the third thing. Okay so then. Who am I because I believe that where I'm somebody that I'll never call a fiscal I'm just gonNA ignore. That spoke entirely I mean that I'm so many who always be dependent on buying leads I'll be someone who complains because I'm not getting any leads for my or somebody that believes someone that really has no business, even remotely giving me advice, somebody that's GonNa fall victim to that time and time again I'm somebody who? WHO believes that Basically my success is dependent on what other people are willing to do for me versus what I'm willing to do for myself. I'm going to keep myself in this constant state of dependency opposed to realizing at the end of the day. It's all about basically again here. It is fourth time today's podcast doing what you don't want to do when you don't want to do at the highest level there are. No shortcuts to what all of you guys want? There's long periods of boredom misery, self-flagellation you know, and that's the reality of it, and you have to learn to master those things that cause you the discomfort, because on the other side of that they're still discomfort I'm not GonNa lie to you, but it's not as intense, and then you start getting the payoffs, and so that brings us full circle. Who Am I if I? Stop believing that all crap now to learn. Some scripts got actually pick up the phone. Oh, I must come to terms with the fact. This is a viable spoke that I should stop ignoring. Feel temporarily stressful to me. You know what we need to host. Show on this four points you knew. Write that down because you. If you take it through like someone saying and you see this all the time I'm not a salesperson. I don't consider myself a salesperson. Salesperson People Yucky. Let's let's drill down and let's get to where we get to the truth about what how that. Actually with the output of having that set of beliefs are or you know, and we're getting to these points and are the series working on now. Rich people are evil or more. Money doesn't make you happy, or there was a survey I read that, said the average person making seventy five thousand dollars. A year family, making seventy five thousand year is just as happy, if not more happy than multimillionaires, which by the way is impossible to be true. So, guys, this stay tuned. Stay focused. Stay drill down. We're going to continue where we left off today tomorrow I didn't realize Julia women so far over the half hour. That's okay unusual for a Monday you know what it is timing or caffeine input perfectly. So. Guys listen if you want to talk to us about joining our XP family, please do consider texting me directly. At Five, one, two, seven, five eight two six meantime, thanks for making this and continuing to make this number one listened to daily podcast. Thanks for keeping Harris rules at the top of the book charts on Amazon and Barnes and noble anything. We can ever do for you guys. Please feel free to reach out. Oh, and by the way, yes, we're willing to zoom conferences for your brokerages were really zoom conferences for your team's. Wherever, and however we can be of service, you guys. This is what we're all about. Hey listen if you listen to our podcast anytime any. There's over two thousand shows on itunes on stitcher on just every possible podcast listing which you can think of go ahead and just hop on over and listen. Do, please consider giving us a five star. Review on Amazon and on. Itunes don't give us a wimpy four and a half or four star. You know you want to go ahead and give us a five star review especially on I tunes that helps out a lot with the algorithms which we always appreciate you guys are fantastic day. We'll talk the on show tomorrow. This program has been a presentation by Tim and Julie. Harris Real Estate Coaching for more information on the real estate coaching and training programs visit our website at Tim and Julie. Harris Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening Joe Real. Estate Coaching Radio with Tim and Julie Harris.
What The Top Agents Are Doing NOW | Updated Info, Agent Bailouts Programs
"Welcome to real estate. Coaching Radio starring award-winning real estate coaches and number one. International bestselling authors. Tim and Julie Harris Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for fly. Free unfiltered full-strength honesty about what's truly working to get you into action helping others and making money now in today's real estate market data or hosts. Tim and Julie Hairs. Three two one. Okay we are back with a lot of talk to you guys about a lot of new information. That's come out in the last twenty four hours so pay attention at find you. We're GONNA. We found all sorts of information about the interest- interesting unintended consequences. Some of these government programs. But Julie's got a lot of headlines. She's ready to share with you a lot of which many what you guys are going to be very excited to hear about Julie. Yes so this is a very recent update as of last evening. The Senate passed the deal to replenish corona virus. Relief funding as expected at won't be voted into place. Until probably tomorrow. So this is your last chance to get your ducks in a row and be ready to rumble on this. So under the Senate agreement that P P P. That's the paycheck. Protection Program will receive another three hundred ten billion dollars a new cash while the L. That's the economic injury. Disaster Loan Fund will receive an additional fifty billion. Remember that the first round which disappeared in about two weeks was three hundred and fifty nine billion. This is slightly less at a new three ten. I would expect it to go. Probably about instantaneously. Let's see the bill sets aside an additional sixty billion for funding for small and medium sized community banks. I guess they weren't included before. So if you're using a community bank and they said no before now you get to apply because they've been funded the. Pcp ran out of money in about two weeks. And the idea was running on fumes. Shannon mcgann. Nar's top federal advocate so. Remember guys those of you. Who are being all weird about this Eh. Ar is telling you to do this. We're telling you to do this. These are two of the most extensive rescue programs in the nation's history so Let's see quick guidance. For what to do I have four very specific points here number one if you have already applied for the E. L. Economic Injury disaster on. That's when you apply for on the SBA website. Okay so there's got to keep these things straight if you have applied for the SBA is processing applications. That are already in their system. On a first-come-first-served basis you do not need to reapply it. Remember guys all. This information is available a lot of you either. You didn't listen or you didn't apply the information we gave you. We have done the research for you know which banks are. Basically going to be the most likely to get your pc through with giving you all the paperwork. We've decoded all the former for you. And we've done all this for Free. So the free coaching program that every single one of you need to be jumping on his called Premier Dash experience but the quickest way feud activate. Your membership is just text the word survival to three one nine nine six texts towards survival. Two three one nine nine six now. Listen GUYS THIS FOR RE COACHING PROGRAM. And we give you our ultimate agent survival guide that survival guide is broken into three parts. The first part is called personal then. It's called protected and then it's called profit. The personal part is the part that all of you need to be absolutely positively getting done as fast as possible. That's where you apply for all these programs. Jewish telling you about which we'll give you a lifeline. These programs are less really designed to keep you and your small business alive until the until frankly you know what happens next because the bottom line with regards to what's happening now is. There is no playbook there is no lived through this before there is no. This is like the last time. We're completely uncharted historical times. So really what's going to happen next? You don't know I don't know so you got it absolutely grasp but whatever lifeline government throws at you so in this particular case all these programs are you're eligible whether you're a W. Two or a ten ninety nine so just text the word survival two three one nine nine six in addition to that you're also entitled to attend a Daily Daily Daily Semi private coaching call. And we give you all the information to do that and we give you a lot of good real estate scripts and tactics and things like that that are designed for this market all for free. Just text the word survival. Two three one nine nine six now premier coaching students do you do know that this is also include with your membership but this is essentially maybe five percent of what you get is a full-fledged premier coaching member but it is a great way for all of you. Guys were sitting in homes looking for the next netflix special. To be released. A tiger king is over. Now let's move on. Let's get back to education right so focused on what you need to learn now and preparation for what might becoming next Angelina and talking about in a second. The cost the literal cost of being an optimist. We're GONNA talk about that in a second so joy ahead so the first thing was if you've already applied for the economic injury disaster on the L. through the SBA you do not need to reapply. Please do not be like the cat pounding on the on the keyboard that you see on facebook. That's just constantly applying and re applying and hoping that that's what the trick is. That's not the trick if you've ever applied you applied now if you have not applied for the ideal check back with the SBA application page which we give you when you survival two three one nine nine six but check back at the SBA application page wants the additional funding signed into law. Which is expected to happen tomorrow? I don't know what time tomorrow so be frosty on this. Then they will reopen applications. As soon as it passes now I would fully expect based on past experience for their website to lock up possibly crash and cause you to have to go back got it. We've had many of our coaching clients. Report this and then it took them maybe two or three hours in some cases to actually get through and get the application actually filed so give up with that said they probably should apply at two different one or three different one on this one. Not on the you're talking about the. Oh you're talking about the SPA OKAY. At the ideal. Yeah but on the P. One. Yes which is next. Go ahead okay. Sorry Julie that's okay so if you haven't done it than do it starting tomorrow watch the website and don't give up if it crashes on you have to get this done because the money is going to evaporate. Okay if you've already applied for a p that's the payroll protection program through an SBA lender so the first one the ideal is on their web on the SBA website the SPA lender. But if you have not been approved yet you must check with your lender to see if they are doing a cue or a line of applications during the lapse where they ran out of money. Or if they need you to reapply when renewed funding comes through. This is not streamlined yet. So not every lenders. GonNa give you the same answer you have to check with whoever you applied with with the VP. Where is your application in the queue? Or do you need to reapply okay. Did they just shut everything down in throw out? You know when they ran out of money or do they have a Q. Already set up. Depends on the lender. Okay now if you have not yet applied for some crazy reason because we've been telling you about this for a month now but let's just say you lost your mind didn't apply it okay. So if you haven't applied for a loan yet through an SPA lender we give you the application. It's not hard. It's just a couple of pages. Have your documentation ready to provide to the lender? It's very light documentation if the employees a payroll document for independent contractors. Have Your two thousand nineteen ten forty or ten ninety nine if you have an existing relationship with an SBA lender. You should go to that lender I once. The program opens but be prepared to try multiple lenders. All of which you can search from what we give you by texting survival. Two three one nine nine six. This is the one that is the one where you apply to multiple lenders not the SBA website okay. Why do you apply to multiple lenders? Because they all have different cusworth of people and one of them's going to grab your file. They're going to put a number on it and then the other lenders will not so. This is just the smart thing to do and in fact even. Npr's told you to go to multiple lenders do. It doesn't look guys. Just do all these things the SBA P P P will turn into a grant seventy five percent of the loan for payroll including if it's your own payroll so just every single opportunity. You have the you might not think you need the money now. But aren't you going to be glad in sixty to ninety days when you have this money that you've got this money you will be now. Are you gonNA talk about an appointment next? I can talk about the article that you and I were looking at now. We'll we'll talk about that in a second. I want to talk about better quits hilarious. All right so we're GONNA talk in a second the unintended consequences of all these programs in a very real real way from a small business owners perspective. So there's downsides to all these programs we're gonNA tell you about in a second but the next one is remember. I know this is crazy to say in here but apply for unemployment. Your state will maybe have different slightly different rules but from I understand the cares act as telling every state to basically give unemployment insurance even to people that are ten ninety nine's and the cares act will pay you even as ten nine unemployment insurance. Most people getting unemployment. You're listening getting unemployment. We'll probably make on average about seven hundred and forty dollars a week on unemployment up to around a thousand dollars a week unemployment. So if it's you and your wife that worked in a in a business together and you guys are both essentially effectively unemployed. Yes that would mean twice as much per week. It's incredibly important. And you apply for all these programs again. Even if you don't think you need the money you can always just put the money in a bag. You can always just say that you could always just give it back in the future if you have some sort of issue with it but the most important thing is. Is You apply for this money. There's every reason to believe and we're going to talk about that too on today's podcast. The things are not going to be anywhere near normal. Whatever you deem to be normal until there's a vaccine and there's not going to be a vaccine for another year so in that in this interim as we're all kind of crossing this bridge together between the old world and the new world we're GONNA have to essentially know that we have to get the other side. There is no turning back. We have no choice. And that's the mental image. I want to give all of you. GotTa Cross fast. You can and use as many of the programs available to you as you can so we can get over to the other new world together all right so you want to read the article or summarize it yes okay. So here's an interesting unintended consequence. And it's you and I were discussing discussing this before. We started so we'll kind of made in next. Let's talk about the update the forbearance which is also another client. You okay okay all right. So here's an article about somebody who got one of these forgivable loans but her employees did not take it the way she intended Jamie Black. Lewis felt like she won the lottery. After getting to forgivable loans through the paycheck protection program one of them was four hundred. Seventy seven thousand and the other was forty three thousand eight hundred one for each of the spas that she owns in Washington. State as a lifeline. She could use as intended for payroll and other business expenses. She had halted the pay for thirty five employees including yourself at The Oasis Med spa and Salon in Woodinville and another one in Washington state in mid March when non essential business in Washington closed due to the corona virus pandemic. So what happened when she had a conference call with them to run? The you know to talk to them about the payroll protection. She said it was a firestorm of hatred about the situation. The animosity is an unintended consequence of the two point. Two TRILLION DOLLAR CORONA virus relief package. Why because they're making more unemployment than they were from her at the spot. That's right and so they actually did. The math and a lot of people are making more money now than they were at work and it to get an appointment guys. There's essentially all you have to say you're fearful of being affected by the corona virus. Or you're just there's a whole bunch if you have a kid at home you qualify for employment. Under this government cares act and so this Gal's employees. Her former loyal employees were mad at her because she was able to raise money to put them back to work and go back to work. You know that's kind of interesting twisted. But the line in the article which relate I mean. It was really amazing which she said effectively. What kind of strange world is this where I have to compete with unemployment insurance for my employees? I mean these are the consequences that come programs like this is just really. I was checking my thinking. You know how does this affect our listeners? For example people who are real estate professionals? Well okay so. Let's say that you are doing that. And you're making more unemployment than you were at say working at the SPA with a quote real job. Well remember that unemployment doesn't count. Say if you're trying to qualify for a mortgage so real this back into people who you know. Here's the argument for you. Know the real estate market should be fine because there's pent up demand as soon as there's more inventory buyers will just snap it up. What about buyers who used to be employed are now living on unemployment? Who No longer qualify. So you've got to think a couple steps ahead here guys of how you're going to be affected. I thought they were some interesting stats on this team. In the in the great recession which you know of course many of us lived through and we remember the days when unemployment was super high. Well that was eight point. Seven million jobs lost in the Great Depression from peak to trough the entire great recession. Eight point seven million. Well now we have unemployment claims of twenty two million just in the past four weeks so if you look at those numbers alone that's why we are giving you cautiously cautious optimism. That you're of course going to be fine through this but protect yourselves from the consequences of what's to come. That's why this is important. Well so we're GONNA talk about that in a second Julia. But let's let's wrap up the forbearance thing. I still get a lot of questions and listener emails about that. They're still very confused about that. We've been talking about this every single day on the podcast guys. Oh yes this is well yesterday. I think we reported on the fact that part of the reason if not perhaps the whole reason that lenders were being very inconsistent with how they were treating people requesting for balances that was because they were freaking out about their own liquidity right. So if I lend you a dollar that's taking a dollar off of my plate that I might need to pay the servicers for people who are already in forbearance so they were and I think some of this is they weren't particularly well scripted on how to handle this it was just rolled out and then they're all trying to figure out how to deal with it but the good news is that they only have to pay back. Four months worth to their investors to the servicers have to pay the investors regardless of whether the servicers got paid so they were coming unglued about the fact that all this uncertainty was going to be for ninety days for six months for two years. We don't know so. They went into conservative mode own. We're basically telling people know you got to pay it back in a balloon payment to have some people go away and not have to do the forbearance so now they only have to do four months. This is going to be good. It's not gonNA be instantaneous but I think this is going to see a bit more streamline Jill. You're forgetting the punchline. Basically what they're saying they're putting in place people able to do twelve month for Berenson because the lenders are not held responsible for anything beyond the four right. Well Okay. So that is that is. The punchline is now they should be able to more streamlined. This and say yes. And you don't have to do these other crazy things that they're trying to convince you of and by the way the cares act was a law that says the mortgage lenders had to basically give everyone twelve month for balances that they sort of ignored and now essentially what's happened is they've they've gone back renegotiated now. The lenders ignore it anymore. Most of you are able to get Maybe three months maybe six months for balances easily in the last three weeks with no balloon payment not payment at the end no interest accrued the whole thing. Now all of you should be able to do at least out of not twelve months for balances which opens up the opportunity for you to save even more money again. That applies to your first home. Your second home you run up properties. I understand the commercial. The commercial industry is mortgages are trying to do the same thing guys. They're destroying to stop the dominoes from falling whether they're not they're going to be successful or not. It's who knows the thing that that variable that no one can really quite wrap their minds around and there is no way to really understand What's happening a large scope? Everyone's so excited and jubilant about opening up the state's again we did a great article and Tim and Julie Harris Dot com where we're talking about just that right. I mean people are sort of like this sense of relief. They think it's over but it's not over. We're going to be going back into a world. That's going to feel completely abnormal until there's a vaccine in the problem ultimately with that is you're going to see. Essentially all aspects of the economy with no exceptions are going to have to radically change and make it through between now when there's a vaccine created we can argue the semantics of was conspiracy was. This created is political. Hype is it doesn't matter none of those things really matter at the end of the day because you can't do anything about it and what matters is how you react and that's what the question. I asked Julia today because I can see. Some of you guys like to treat optimism. And here's the question I have for. All of you guys inherit is ready. What is the cost of being an optimist? Okay what is the cost of being an optimist that that's something I think? It's very counterintuitive question. Because everyone says you have to be an optimist. Optimism is the only way to go through life. I'm not disagreeing that you have to essentially be a have a good mindset. Have a good approach to life. You can't walking be walking around like the world's coming to an end not suggesting that but what there's a cost to that isn't there when you're a small business owner. What do you not doing if you're being optimistic Ono Tim? I don't WanNa hear what you enjoy are saying you guys are to doom and gloom. You're talking about you know those damn facts. I don't hear any facts and you're talking about unemployment and you're you're talking about the potential of a recession or a depression in your targeted. I don't WanNa hear your you know. We've we've received some comments like that but the reality of it is is there is a cost to you guys being taking that approach to the facts that were presenting to you. You're not wanting to hear the facts and these are not our opinion that were offering you weren't Or not look. We're not saying to you that we hope things go this way or that way on me. Truthfully we hope things get a lot better than theirs. V-shaped recovery but I don't see how that's even possible but some of you are holding onto the hope that there's going to be some sort of snap back in the economy and in housing and you're saying listen I just don't think about the darker side of things because I'm an optimist. So optimism is almost like this this religion right and so if you're an optimist and all of a sudden you have to start adopting these other ways of thinking at least that's what starting to form in the not just the real estate community but the economy and the whole country. No no no no people that think like that on the negative side. They don't fall in line with my political beliefs. Oh the people that think this way aren't guys. Get it you sensing that starting to happen. There's a cost to it and I want to ask yourself. Julian are GonNA talk about it. We'd neither one of US prepped. For this but I have a feeling. We're going to think the same thing what's the cost of being a quote unquote constant optimus. Julie. Well the cost is that you don't realize that the facts that are out there you know. There's a saying that facts. Don't care about your feelings that you can feel optimist all you want to and we encourage you to. We don't want you to be doom and gloom and get depressed in get into that whole Malays with the problem. Is that if you're not looking at the actual facts. You're not being accountable to anything. You're just counting on your feelings running on Hopi. Him and you know what it's great when you're right but when you're wrong it's it's like a mack truck headed for you and you're just looking at the birds in the tree as you stand in the crosswalk as my friend the president of XP Day. He said you know the world is full of flat squirrels. You know basically basically squirrels. It didn't get out of the way in time they got ran over. So here's the thought for all the costs you become flax girl that's ultimately what the cost is so if you're listening to what we're saying and you're hearing what we're saying and you're thinking somehow we have a hidden agenda. I got news for you guys. We don't everything in our world is the same as yours. It's tougher it's harder. Everything's more of a challenge. We've had essentially in our own coaching business. We've had to go about an reapproach everything and update everything. We had to double down everything. We're telling you guys were doing ourselves in their own personal lives. That's the bottom line. We're not sitting this whole thing out. We're frontlines and this whole shit. Joe Just like you guys are but look we are naturally optimus. We wouldn't have been the people that we are done what we've done with our lives if we weren't optimistic but we understand that there is a cost to basically becoming pollyannaish optimistic. Somebody that essentially only wants to hear good news and that's a lot of you are addicted to your thinking that it's some sort of special spiritual mindset thing that your brain and your thoughts you're like so entrenched in this idea that there's some sort metaphysical alignment with you. Know it's hocus pocus guys with your results in your life. The things that drive the results in your life are you're thinking is certainly part of that but it's your actions that matter so if you think by essentially reading things that don't make you feel happy you're GonNa Somehow to attract unhappy things to you. You've been sold snake oil. You've been sold an absolute lie. That's not how the world really works. The world really works and rewards those people who take action so let's keep it really practical tactical if you're somebody who essentially is in the religion of optimism. Okay and you're actually saying I don't WanNa hear bad news. I want to believe in a v-shaped recovery. What does that mean? You're not doing? What actions are you not taking that? Maybe the future version of you wish you would have taken right. This is what a coach is supposed to do. A coach is not supposed to just make you feel good apart. Coach is supposed to make you see the. You're blind spots. Look for the things that you're not seeing so that you're not blind. Blindsided become a flat squirrel. So what are the things that you're not doing if you're essentially preaching at the altar of optimism? Well you're probably not doing anything other than what you have been doing for the past ten to twelve years during a hat seller's market which is probably counting on repeat and referral business probably counting on your social media and saying to yourself. Oh this is just a temporary bowl. It's going to be a v-shaped recovery. I'm going to wake up one day and you're probably being reinforced by the fact that you see some houses selling fairly quickly still at a decent price. So you're reinforcing by finding the little morsels that are still reinforcing. It's called confirmation bias. Okay but you're not taking action to do anything different to take advantage of what the market actually is willing to give you. You're not looking ahead. You're not keeping an eye on sixty nine thousand one hundred twenty days out. You're just you know trucking along everything's GonNa be fine and you might even be doing some things that are more destructive than doing nothing like looking for political reasons to to reinforce your ideas and spending too much time on facebook and instagram versus. Actually doing the things that agents who are not acting like that in our embracing things. I give you a quick example. Okay tons of new builder inventory with great incentives. I've had reports all day. Long in the builders you know what the builders are saying. This is great advertising. Take your clients to never lived in completely clean new construction. I had that was great. You know so that they're thinking well versus sitting around saying you know. I'll do the what I used to always do. So if you basically are believing that the world is going to stand back and everything's going to be the way it was that means that you're not going to be doing things now educationally for yourself to learn how to survive in this changing market that me Georgia sitting on the sidelines waiting for everything to return to normal. And you're looking for other people doing the same thing. So you're forming this. You know essentially this future for yourself that it's going to be underprepared that's going to cause you to perhaps have some very bad experiences financially whether these lending programs in these handouts from the government last for four months six months or longer than that personally. I think they're gonNA last at least through the end of the year because the election year. But even if we're wrong about all that there's no downside in you taking the approach that Julie and I are prescribing Jolla view which ultimately is way too encapsulated is hoping for the best but preparing for the worst. You guys are spending too much time in the hoping part of things and not doing anything on preparing side of things which means you're most likely going to suffer in the near future. You know I was listening to great interview with Brad. Inman he was interviewing up. Her first. Name was Pamela. She's a broker of Corcoran in New York City. Obviously a very sophisticated classy lady and Brad always does a great job on his interviews and she said something which you know she obviously has to come off as an optimist exit real real estate. People salespeople are supposed to be. We're supposed to be optimistic. But she said something which I thought was really telling she said we were hoping our summer market was going to be our spring market. Now we realize that the summer market the fall market might be the summer market. But now actually what we're starting believe is there's going to be no market at all this year. New York City. Well that's called being honest. That's called telling her agents the right thing so they can prepare. Yeah well that's looking at the facts and not hiding out right so when you get into the I mean this really does go back to your stages of grief rate so what. She's in his acceptance. Here's what we see is probably occurring when you are in acceptance you can make decisions and maybe those decisions are hoping for the best but absolutely planning for the worst. But at least you're accepting that you've gotta take action. You've got to do something about it. You know what we're talking about is their four stages which are some version of denial anger bargaining depression. You can only do what you're supposed to do for yourself your family your clients. You're an acceptance. And she clearly is. She's looking at the facts going. Hey you know what maybe? We'RE GONNA kick. This can down the road for a little while. But what can I be doing? What can I control in the interim of whatever you know? Essentially we're facing down as a community. You know all of us together. And by the way it's not just real estate agents small business owners and it's not just small business owners. This is GonNa Affect every single human on planet earth but as far as our countries concerned there are no real safe industries. There are no real safe jobs. Everyone from white collar jobs high paying white collar jobs city workers state workers. There's articles coming out that states and cities are starting to lay people off. This is a real thing and the unemployment numbers are probably going to eclipse twenty percent. There's never been unemployment this high in our country that does not just fix itself. That is not tim and Julie being a pessimist as Tim and Julie. Telling you the truth. People do not buy things when they're not feeling. Guess what optimistic. They're not feeling optimistic about their futures. They're gonNA keep their powder dry. They're not gonNA spend their money. They're going to be very close. Essentially very garden prudent with the risk that they take in virtually anything is going to feel like a risk until we have a cure a vaccine for this damn thing and then maybe even beyond that there's going to be some uncertainty as things start to patch together but the reality of it is in this market in every market and this is what really matters you guys totally get in your heads. There are always going to be people that have to sell and not necessary fewer buyers for sure which creates a nice buyer's market but there's always going to be people that have to sell there are always gonna be people that even with forbearance they're just not in a position to keep the property and it could be all kinds of different reasons as the months progress and as you guys start to see. The JILLIAN is our approach to the way to think about. This was more accurate than maybe some of you wanted to really believe including to be honest with you ourselves. I mean Julia night. We're checking ourselves on some of these things we're thinking because holy crap that's not how we how we. WanNa come off all of you. I mean we've written to Harris rules. That thinks spoiled optimus right that bestselling book our podcast. From two months ago I was scanning titles of what our topics were two months ago man. I miss those days. That was easy so much more fun but the reality of it is. How can we with integrity? Tell you lies about what we think is going to happen next. And All we're doing is reading the news stories to you. All we're doing is giving you the facts. We're cutting through the political mickey mouse up which you're right some listeners. You guys know it's thick out there. We're just focusing on what's going to put you guys in a position to thrive in this market but before you to thrive you have to learn to survive the way you're going to thrive is you're going to do all the things we suggest you do. In the ultimate agents survival guide just text the word survival two three one nine nine six and you have to do the things and the personal section. Sap But after that listen to your coach or maybe where your future coach learn how to be a listing agent? That's right so what are people doing. Now it's not just about your past clients centers of influence that would be people who are stuck in the old world k. We're not saying don't talk to your past clients and sphere and your database. Of course you should be doing that all the time in any market that is your foundational spoke but you cannot rely on that. You've got to be doing things to keep money in your pocket like BPO's for everyone it's good for you on so many different levels not the least of which is getting paychecks in the mail all the time. So we've got to start with that. What else are you doing this proactive? Look back at your past week. What were your actions. Were you glued to the news all day or were you actually burning up the phone with your headset on most of the day. So I think that's what it gets down to Tim is is what are you willing to do? That's not exactly the same as what you did thirty days ago. And so what we teach you to do is what you don't want to do and what we hope to have you do through. Our coaching is get you to do it. When you don't WanNa do it and through essentially our experience. Coaching what we know how to do. You're going to be doing it at the highest level and that's been more true now than ever the long-term ever increasing levels of success. No matter what is going on the market with interest rates. No matter what is going on who the president is no matter what is going on with the Zombie Apocalypse. Whatever you WANNA call it whatever drama you WanNa bring. It's all about doing what you don't want to do when you don't WanNa do. At the highest level. I got news for you listeners. I would say in the past month. There's been about fifty percents podcasts. And we are telling you guys this news that we didn't I do ever and we had to talk ourselves into it and Jillian I would look at each other's notes prior to the show and we'd ask ourselves what are the unintended consequences of that and we realized some cases the things that we are going to tell you would bring some Haidar way but we asked ourselves. We didn't even have to verbalize it because we're thinking the same things. Can we live with ourselves if we don't tell you everything that we know to be true and we couldn't we just want so we're going to tell you things and we're going to do what we don't want to do whether we don't want to do it at the highest level. Now that said a lot of we have agents that we're talking to right now. Coaching clients. Who are taking action. Who are giving us some of the best reports back awesome ever the competitors Ross Sleep. That's true that is so true. You know these are listings taken and many of them are still selling fairly quickly and I gotta tell you by and large is so interesting to see. I almost feel like this is a market listing purification type of thing where people who are selling now are absolute have to sell sellers. They will price it right. They will stage it. They will allow showings. They will do what they're told to do. Asked to do okay. Which is really awesome for you as an agent right so I think I see those selling. I see them being taken. I see people being very grateful for the advice. That smart agents are giving them which is to protect the re the equity that you have in your home now by selling it now unless you plan on keeping it for quite some time to protect your equity and to sell now. Get you out of worrying about the unintended consequences. The future the uncertainty of the future the massive unemployment numbers get while the getting's good. We've got a little bit of leeway here. Julie CanNot Stop Herself from going into coaching and wants to start giving you guys scripts. It's okay that's what you are my dear. You are the head coach. So guys bottomline text the word survival two three one nine nine six if you WanNa just skip to the front line and you know. Get behind the red rope and you want to get into the coaching program immediately. Just text. The word education is that right education. Yeah Education two three one nine nine six techs toward education. Two three one nine nine six. And you'll get an immediate call back from one of our new member coaches and they'll get you enrolled in their premier coaching program. The future is about becoming a powerful listing agent. The past was about virtually everything else that you guys have essentially normalized. That is a fact you find. You cannot literally come up with a way of arguing against what we're saying that more than ever being powerful competent skilled listing agent. Now is where you're going to essentially find job security but it's also where you're going to be of the most service to folks that have to sell their home that people in the real estate market. Who are the best have to sell sellers? Those are the ones who teach you guys had to go after. That's what your future is going to be. That's how you're going to be immune to the ups and downs in the marketplace. So on every one of my coaching calls today my private ones. What I've told all the news you know we've been telling them this in some of them have been slow to react and some of them now after this past couple of weeks. They're seeing that what we've been telling them is accurate. They're starting to see significant. Slowdowns are starting to see their in May and June dry up. They're starting to see all the normal things that happened. That we've been working people would happen. Even our coaching clients who pay. Jelinek privately coached them. Still are a little bit but headed sometimes hard headed about listening but now they went to listen so encapsulating what? I've been telling everyone here. It is whatever your magic number is of less things you have to have at all times. Multiply it by three. What are the number of contact so you normally if you don't know what the real estate magic number is that's included in the free coaching program. It's a number of listings. You need at all times to meet or exceed your expectations. Just text the word survival. Two three one nine nine six and you'll know what that's all about your fill in the blank business plan but yeah so if they're normal number of listening to all time we'll say ten now it's thirty if it's five now it's fifteen which means that the number of contacts they have to make decision-making adults is also the same so if normally they have to make five lists contacts day now they have to make fifteen and for the ones that are really ready to go to the next level the neural while the old rule that now they're finally starting to listen to. Is that your goal is at one. Prequalified listing appointment a day in the best time ever to actually learn how to practically generate in our entire career of coaching is now. I've never seen a better time to proactively generate than now. Everybody is at home hers. I can't have that little objection anymore. I can't reach anybody and you're running into more motivated sellers than you ever could possibly imagine and and this is maybe being too competitive for some of you but the agents your going to compete against. Don't do not know what to do not know what to say and they're going to be losing listening opportunities that are going to be losing their things. They're going to essentially not competitive with you. You know what to do the greatest fortunes or the greatest essentially. I'll I'll stick with the word the greatest fortunes of history in history the the wealthiest families even to this day have always been created during the greatest times of change. We are in one of those now. So don't look at yourself us. Oh my gosh how I been born on this just horrible. I can't believe it's happening to me. That's okay one way to look at things or you can look at things realistically using the numbers using the facts. Take a breath. Okay go through the Greek Greek of the stages of grief right get to acceptance and then what you gotTa do is start. Applying the things that we're teaching on the coaching program and start essentially doing the real work of real estate. And then through this and on the other side of this you guys are going to have completely different trajectories that you could possibly ever imagine. Jillian saying as we wrap up I was going to read. Them are minimum standards too so that they know Roy around here. Of course we have our normal daily minimum standards of PODCASTS and coaching calls. And all the things that we already have set in the schedule that we never rescheduled so that goes without saying but in terms of doing what we don't want to do when we don't WanNa do it. Well we have Protein smoothie which I have to say that is under my things I like because you make that for us and I really appreciate that. Even though it's not the most yummy thing in the world protein smoothing we both do supplements. We walk a minimum of six miles a day. We do one hundred push ups. Thirty Burke's purpose google that they're horrible Two hundred squats one hundred crunches daily guys squads. Today I've done about half of them. I have some work to do on that. And of course the miserable Burke's yeah the bird in the six miles you know we. I think that's very cathartic for us to talk about all things. We've had to research all day long and you know the protein smoothies aren't very good because there's protein and stuff in them no because we can't get any NS. We live in Puerto Rico. We live in Puerto Rico guys. Nobody can get bananas. You can't keep an annus. I mean this is clearly. The Times guys confirmed source for grapes though. So this is oh boy. So he's happy so listen listeners. If there's anything we can do for you if you want to have a private coaching call with me about joining on our team over the X. P. I would encourage you to do so. Brokers agents does not matter text me directly five one two seven five eight. Oh Two oh six. Just text me and let other private conversation for the rest of you for those of you. Who arranged to take action now in when essentially just joined the coaching program and Stop Getting Ready to get started just texted education. Two three one nine nine six for those of you are in the middle. You're still trying to decide what you WANNA do right. You can go ahead and just join the free coaching program and just texted survival. Two three one nine nine six in the meantime you guys are fantastic day. We'll talk on the tomorrow. Did you have something you want to say? I saw grabbing your honor. I'm GonNa just get to work you know. Don't be stuck in. Denial an hoping v-shaped recovery. You've got you know I. I really believe that being on the phone. Eighty percent of your day is the cure. It is because it keeps you off. It's simple it. Keeps your mindset pure? Yes yes God. Bless guys will talk to you on the show tomorrow. This program has been a presentation by Tim. And Julie Harris Real Estate Coaching for more information on the real estate coaching and training programs. Visit our website at Tim and Julie Heiress Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to real estate. Coaching radio with Tim and Julie Harris.
Podcast: Your How-To Be A Listing Agent Blueprint Has Arrived (Listen Now)
"Welcome to real estate. Coaching radio starring award-winning real estate coaches and number one international bestselling authors. Tim and julie harris real estate coaching radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for flood. Free unfiltered full-strength honesty about what's working to get you into action helping others and making money now in today's real estate market or hosts tim and julie hairs three to one and julia back. It's the day before the election. I don't know about you. But i'm really glad when that's over the sigh of relief from everybody no matter how it goes just because it's going to be over exactly so listen guys. Of course we're not talking about politics. Were talking about helping you guys to get into action so you can help others and make money through selling real estate and one of the topics that we like to well to topic. We are always talking about on our coaching program. Coaching is of course. The listing process. If there's one thing galina are known for its teaching you guys had to be powerful listing agents. Raise your hand if you're not seriously interested in becoming a powerful listing agent. Raise your hand if you just want to work with buyers the rest of your life raise your hand if you would love to be listing based real estate professional so that you actually had leverage in your allstate business in your life. of course you would. That's what we do and we are doing a series of topics on this very subject. It's our favorite subject that we ever talk about. Because it's the one thing that will get you the closest to a sense of freedom in your business and consistent cash flow that you're ever going to experience julie. Welcome to today's podcast. Thank you and we have started this last week. The listing process rules were. I want to be really clear about this. This is in the harris. Rose book which you can get at barnes and noble or at amazon This is kind of a precursor to rule number nine which is be the best listing agent in your market. So you can't be the best until you have a process you didn't tell them what the topic quest listing process rules listening process rules in their nine or ten of them right. I don't know. I rewrote the book. We did the first five last friday. Yeah and so yes. I wanna remind all of you when you join our free coaching program. Which all of you can simply by texting the word survival. Two three one nine nine six. You will be getting access to a very frankly. It's a fantastic coaching program. For all of you guys array put your one foot in front the other towards twenty twenty one and really learn how to become powerful listing ages. Not just that obviously but all the other things you need to learn to be successful entrepreneur a real estate business owner but the program is free it does include a daily semi private coaching. Call now i to do a quick announcement for those of you who are in the upgraded premier membership. In other words. you are paying member of premier coaching. Not the free membership We are upgrading. Awad the services we're gonna be offering you it'll cost you know additional money specifically starting as soon as possible. We're going to start doing a second coaching session. Every single day for those of you who are in the premier coaching program. Not the premier dash experienced coaching program. From your experience is the free one. Premier is the entry into our coaching but the premier coaching program is our most popular coaching program. It's the one where we give you every single aspect of your You know everything. From listing presentations describes to pre-listing pack checklists. A marketing ideas. Everything you can absolutely ever will need no matter where you are in your success ladder. You're a brand new agents. Perfect of your seasoned veteran. It's perfect we've proven. This system work all market conditions and all price ranges so the mirror. coaching product is something were extremely. Frankly proud of a lot of the book. Harris rules is based on the evolution of that program. It's taken us about twenty years to get it to where it is and we're upgrading so we're upgrading it again for those of you. Who are in the paid version of premier coaching. You're going to be invited hoping to have this done this week. We shall see. Julie has promised not to resist a bigger. She's going to be doing these from probably monday tuesday wednesday. That's right so what we're going to be doing is you're going to if you're premier. Coaching your grinding. Be getting an hour worth of coaching per day. Not just half are and the second half hour is going to be so. It's going to be the normal. Coaching session is this now. And then the premier members the full full fledged premier members. You guys that are going to be going to our private members. Only facebook page where you will then be interacting with your coach annual. Then be continuing the Essentially the semi private coaching sessions. But the best part of that is you'll be able to integrate a closer with your other fellow real estate. Coaching client Members all over the world and. I think i'm really excited about. That's gonna be great for community building but also great for you guys to start realizing that you're not alone in this strange new world in which we find ourselves and you forgot to mention something because our in premier experience you guys that are in. The introductory program can upgrade anytime. There's right it's not like a time limit. You have to be in there for so you can upgrade anytime you want to. But you won't be if you're in the free version. You won't be getting the benefits of the upgrade program. So just so you know. I didn't want anyway upgrade. I didn't want anyone to be surprised. You're left out. That's the reason. I was getting you guys along breath. The explanation of the changes were about to put in place So if you're in the premier coaching Look forward to all this changes and upgrades were. We've been frankly working on it for about six months too long to make it so that everything will flow smoothly. And i'm sure there'll still be plenty of places where we could have done it. That are but in the meantime in the meantime we will be offering guys more for no additional cost. But if you'd like to join the free coaching program just text the word survival. Two three one nine nine six text the word survival two three one nine nine six. And when you do you are entitled to a free coaching. Call with one of our new member coaches were. Of course they'll be giving information and had upgrade that free membership in becoming a premier member but the easy the easy step right now is just text the word survival two three one nine nine six and also i've got another announcement and then giulio get turned next point. We are looking to add people to our new member coaches staff now. I want you to be very clear. This is a sales opportunity. This is a sales job primarily following a script. This is where you're going to be helping people self discover that premier coaching the program for them. It's not a high pressure sales job. It's it's basically coaching people through aunts asking questions and getting their answers and then most people are a good fit for a coaching program. Some of them are but if they are then. It's going be your job to help and joined the coaching program. It is a sales position. If you're interested in joining our sales team as a new member coach please go ahead and text the word what is at resume. Two three one nine nine six text the word resume two three one. Nine nine six We anticipate a huge growth spurt in the are coaching business over the next six months and we really do need a lot of really great qualified motivated. Energetic and enthusiastic folks to help us do so. And i've always found frankly. Some of our best. New member coaches are Real estate people previous reuters. That frankly were from your coaching members. Those guys you guys have become some of our best sales people. So if you're interested in joining our team and working directly and julia nice. Coaching business text. The word serve. I'm sorry text. The word resume two three one. Nine nine six yes. You can work from home. you do. Not have to relocate right. You can just use your headset. you do need a real estate license. Though just to be clear you do need a real estate license so go ahead and text the word resume two three one nine nine six all right so back to our listing process rules. We did the first five. This is about the process before you start really working on your relisting package your actual presentation this is kind of like the mindset ramp up to build confidence and help you know what to do when you get there so i'm not going to repeat the first five questions. We did that back on october. Thirtieth all right point number six of the process in the in the next several points. Him really are more about how to handle yourself how to prepare for success at the appointment versus like this is what should be in your pre-listing package. This is just about the process. Getting you ready to be competitive. So point number six. And the this. I actually have recently revised because the point was have a firm confident handshake. But you know we're not doing that anymore so this is going to be no ahead of time so you're not awkward about. Are you this bumper. Are you an elbow bumper. Are you a like the kids are learning this even at school. Are you a wave in the air because that can be kind of awkward and weird especially when you're on the doorstep of somebody you don't know actually i liked the awkward and weird is creating some entertaining moments where people are starting struggling throwing your hands elbows trying to figure out how you want to say. I'm enjoying it can imagine when they go up to the door. Like what am. I gonna do have a plan for that. Okay all right so number. Seven also seems kind of like you. Everybody should know but stand up straight when you're meeting people sit confidently at the presentation On this agree we agree with your mom and your grandma or whoever originally made this point to you. Hunting are slouching. Isn't just bad for your posture. It's bad for business. The sub-conscious message you send when you're in a less than perfect posture is lack of confidence. Lack of trustworthiness and sincerity uneven body. Language sends a message of indecisiveness. Do you see a curb or a straight line in your back stand up straight correct uneven shoulders or an uneven front end profile. That's not really an image that you want to portray. It's a moment of truth to work. Not tilting my head and standing up straight and you do need to be actively aware of this. I think one thing that helps them. A lot is to only stand up in your office. We're standing up right now and have a mirror in your office and start seeing how you actually look when you present. Do you look like somebody that your prospect would respond to or do you seem like you're little bit under confident and you know odd about things not to drill down too much on this topic. But i'm a slump right. Just 'cause so used to looking down room typing. And so i've got one of those deals that basically pulls looking for right now. The office goes back braced yet but it basically pulls your shoulders into alignment. What's the brand name is that. Yeah i got that are you. W e oh yeah. It's just this little velcro deleo you put on your shoulders polls your shoulders back. But there's been actually a lot of research. I don't want to step on your coming points about ski. What you have to how you hold your body to look confident. i remember. Julius nyerere originally researching all this book couple years ago. We are studying all the ways. Like james bond when they're teaching. When they're teaching. Daniel craig had to stand by james bond. There is little sam. The stanley james bond. It was shoulders back legs. You know basically standing at a posture in that your legs were. Maybe your feet were couple. Maybe a part things like that. And whether it's in the cycle the psychology behind that knowledge just shows all the obvious things confidence and the rest of it but it also plants you on the on the ground better so that you're more agile. You look more. You know all these attributes that you wouldn't have associated you literally is. I mean i studied this music right at your literally supposed to try to do what you just said that. You are planted in the ground. You know that you that you imagine that you're like a tree with roots in the ground that you're that stable and that's a confidence inducing thing yup and Blood flow overall posture. Yeah but people are attracted to that and if everyone around how often you see somebody that doesn't have some sort of slump or head tilt or some you know weird pasta issue and another one. My ex points okay. Well so if you are the one with that issue you'll stand out and look different. Just because you're not looking like a hunchback basically right okay so related to that number eight fidget free. Don't annoy the prospect okay. Budgeting is displayed in many ways. But they say the same thing you're uncomfortable watch for it in yourself as you watch for it in your prospects you know what when you see it. This can be during the presentation. It could be playing with your hair. This is the one that drives me crazy. People that tapped foot incessantly. I see him a lot at the airport. Because everybody's a little nervous. But don't be foot tapper scratching folding your arms messing with your tie checking your cell phone touching your jewelry. It's all fidgeting and it sends the wrong message that you are uncomfortable. So how do you expect your prospect to be comfortable. How do you fix it. Why you should have a strategy that you deploy when you notice that you're doing these things and notice and say to yourself. I must be uncomfortable. Take a breath. See an affirmation to yourself. Set your hands on the table or in your lap. Don't crush your arms but you can put your you know. Calm yourself down. Feel your feet planted firmly on the ground. Think of a role model for your presentation style. You mentioned james bond. Audrey hepburn is my favorite because she never was actually trained to be an actress and in one of her memoirs she actually rights and she became an actress pretty young age she was thrown into it that her number one way to become her fear and having the back of her head that she didn't know what she's doing was to just dress. The part point look like the character. She was playing and she talks about how much that helped her out cells. Let me just you. You have you personally and i have something like this to your shoulders when you're under stress. Yeah you get your shoulders creep up now that i keep stress between my ear and my shoulder right and so that's where a lot of people that do to mostly on my left side. So here's a little so that's all happening subconsciously. Right you're not consciously making yourself being these horrible position so you start developing a problem with your posture. But when you start feeling those pains realize that consciously notice the pain and realize that it's probably because you've got some stress that's building up inside of you so you do you enjoy going to walk you through this. There's some procedures you can go through calming exercises where you can start basically making so that you're not just going to be a victim of your subconscious strauss music. Excuse me i always would say. I'm confident and competent. I've practiced for this moment. Okay so that leads to kind of a direct point. Excuse me in the book tip. If you're not using a pre listing package and a proven listing presentation. you should be insecure infinity. Okay sorry to be that direct but you know go to the root cause thing about that because again i go back to music because i you know. How much more nervous are you when you have a big piece. You're gonna play or a solo or performance if you haven't frigging practiced i mean. That's i didn't do very many of those gigs. And that's why didn't really like sight reading that much. but you have actually practiced rehearsed. You've gotta pre-listing package. You know your scripts you've done the prequalification you followed the podcast about. Don't go if you don't feel so you know what their price is going to be. You know you've done a really kick ass. You've called to confirm the appointment. In other words you follow the The actual seven step listing process which we've had a podcast five peasley while it's proper previous planning prevents pitifully poor performance. Okay so proper previous planning. You can't skip that part and expect to shine and that goes back to what we teach you. Guess where the coaching program will circle. Teach you how to practically generate. We teach you how to basically prequalify. We teach you how to basically present. We teach you how to negotiate. We teach how to do all things. Necessary listing ages. And here's open your mind to this. You do not have to wait for some sort of special letter from the president. Saying it's okay for you now to become a listing agent. You don't have to stay in the business working with a whole bunch of buyers until finally those buyers decide to put the house as you sold to them up for sale. You don't have to go through that long arduous decades experience that so many people think they're supposed to be allowed somehow allowed to start listening houses you can become a listing agent. The second you get into real estate and if you find yourself essentially overly beholden to working with buyers maybe this is a good opportunity during these last couple months of twenty twenty to really drill down and open your mind up to the fact that if you want to truly have leverage in your real estate business and we need to explain that if you know for you to really truly have leverage and your estate business you really do need to be a listing agent. So what does that mean that. That's what we're doing these rules in these points. But what does that mean. However to have leverage well from being a listing explains okay and we talked about this actually in america few years ago So if you imagine you're you're working with a buyer okay. And let's say that that buyers qualify. They're actually going to buy. That's still probably one transaction. If you're lucky they'll repeat and refer but it's really just one and it might not even be that because what if you know maybe you're buyers. Va or you know. They're not competitive. Right let's say instead you have. One listing that one listing will spin into multiple listings. Probably in that neighborhood with not very much time sometimes even more practical than that if you have five listings or three lists had thirty listening if you have five listings or thirty listings or whatever Or three doesn't matter list. That means that you have a house listed with a sign in your yard that is basically signs in yards are always will be one of the best lead generators there ever was because guys think about it you have a billboard in a residential community in front of the house you imagine what coca cola would pay for that same real estate space. Same sign space. It's extraordinarily valuable and when you integrate something like one eight hundred home hotline dot com onto your sign. Your signed becomes an absolutely generation machine. But here's the point of all this guys if you have multiple signs and multiple neighborhoods. You have lead generation. That's going on constantly and it's free again at eight hundred home. Hotline dot com. It's free user brochure box. Do the things we teach you into premier coaching. But those less things are getting shown by agents to their buyers on during working hours are during non working hours during the weekends during the evenings. When you don't actually have to do the work you the house as you. Put him in the allot. Mls you price them you spoil the seller's with high levels of customer service like we teach you do premier coaching using mostly automated systems by the way then you can basically wait in For the offer to come in for the most part you don't necessarily even have to work with buyers. Most of our top listing agents have gotten to the point where they only work with buyers that are sellers that have houses to buy their best. Repeat clients choose. They hand pick when julian i sold real estate. We got to the point where we had so many listings that we only work with. Maybe personally maybe two or three buyers each and these buyers would be frankly a great sale price and we want to spend time with if they weren't like that we refer the buyers off so he would still generate gobs of buyers but we got to the point where we are just sending the buyers to other agents that weren't even part of our quote unquote team for a referral fee for twenty five percent dot a couple of things egg cash flow from the referrals. But it also got us more time for personal stuff but also more time to go after. Guess what and that's what we did. So if you have a listings based business you have leverage leverage coming from the fact you have other agents in your marketplace houses for you and your best efforts have to obviously be focused on improving your skillset so you can then take more things you guys get the point here and i want you to think just on a macro level this is one of the most amazing things about real estate for no money in essence you can go out and you can have millions of dollars of inventory that when it sells you make at least three percent on her two and a half percent or six percent or seven percent. Whatever sells for normal business. If you wanted to open up a business where you selling things. And you're making a margin off of them. You would have to invest gobs of money right into the merchandise it any business where you can basically sell something and not have any carrying costs for what it is that you're trying to sell extraordinary and then again if you're focused on becoming a listing agent imagine how it how your life feels different if you have five listings if you have ten listings right now. You're listening to us on your device. You're probably thinking about your buyers. You're probably your mind is bouncing a bunch of different places. How much calm or would you feel if you had three listings or if you had five listings knowing that those listings. We're going to sell not because you're going to get paid and other agents. Were spending their nights and weekends to sell your listings. It's extraordinary yes. And i'm going to illustrate this with perhaps one of my favourite emails from a coaching client. Ever and this was. I think she might have barely been in her second year. Okay so she sent me an email one evening and the coaching client lives in upstate. New york this was in the winter. She said i just wanted to let you know. I've never felt this peaceful about my business until now you the winter the winter and i said what's brought the sun she said. I just realized that. I'm sitting here in my living room with a fireplace on a yellow lab at my feet. Well i've got my twelve listings out there and other agents and i feel sorry for him. She said because i used to be them. Okay other agents are out there having to shovel their way to the doorstep having to switch boots and switched snow tires on their car and they're the ones there she said something like. I almost feel like they're my employees. Because i've got the inventory. Jason sexy right. It was awesome. Wasn't golden wasn't a yellow lab feet and a cup of coffee. And i thought she gets it when i i thought you know. She's she's finally feeling it. In her case it took her ten to twelve listings to get to that point at all times but it was like this big aha moment that everybody else is working in the snow while she's cozy cozy and has some peace. Well this with you. Because i've got to get to know. This goes back to the point that we made in harris rules and we talked about all. The time is the reality of it is is when you work with buyers. It's physical labor. Julius described it. And if you're living in a place like we're only used to sell real estate in columbus ohio. That's you know that's a real deal especially when the weather gets bad right it just you know. It's not something you if given an option you'd wanna do work with and the cold climate or working with buyers member. Physical labor have a good premier coaching especially working with buyers on the evenings. And you give up your weekends and you're gonna work with buyers to think about it the buyers who have jobs and whatnot which is all your buyers. They're going to look at houses with you when they're not at work. Which means it's going to be the time where you were normally get to spend with your family. So you're gonna have to give up your family time. Give up nights and weekends because of the fact that you're working with buyers and you don't know how to work with sellers you've not yet perfected the art and science of becoming a listing agent. That is always going to keep you in a place of beholden of being beholden and. Here's the other thing is very fascinating about working with buyers because ultimately and this is a psychological thing for real estate agents. but it's true there was never ever been a buyer who's not purchased a house Just based on the merits of the house. So working with buyers physical labor but working with buyers is also it's more of a you know a social interaction it's not really skills-based into the business that's the reason of buyers attract so many agents that don't have listening skills that don't have sales skills. Maybe a lot of new agents are attracted to buyers. That totally makes sense because it's the low hanging fruit for the most part and again because it doesn't it does require your time. It doesn't require a lot of skills. Were as being a listing. Agent is a skills based into the business. So if you wanna the listing agent. Here's what you get you get inventory then. Obviously you can you. Frankly have all the other agents in your marketplace sell rio. You work in normal working day you can set your schedule is a listing agent. So you have a start time in an in time and that you don't work on the weekends as a listing agent. What we teach you in the premier. Coaching program is to basically focus on the activities. That are the frankly things you should never. Delegate proactively generation pre negotiating and negotiating proactively generation pre-qualifying and presenting. Those those things you can negotiate every. I'm sorry i did it again. You can delegate everything else in your real estate practice except those three things so if you are terrible everything else that's fine. Just get really good at proactively generation pre-qualifying presenting those three things and you will never have any problems financial problems anyway as a result of basically the lack of cash flow. Because here's the it's called the real estate magic number as part of our real estate treasure map to give you guys a concept julian. I sorta figured out after having done tens of thousands of nine hundreds of thousands of coaching calls. If you're looking for essentially one number that's going to give you financial security. This is how you do it. And this is part of the real estate treasure map. You get the real estate treasure map for free when you join the free coaching program. Just text the word survival. Two three one nine nine six are basically. Just give you the top level view of this. There's a little bit more matriculation. In math that's necessary to figure out the real number but you'll get the idea if you had. I'm going to pick a number don't you know don't cut me off in the niece's business i numbers maybe two and your market. Maybe it's old huge number or maybe it's a small number. Just keep your ears and eyes in mind open okay so if you had ten listings at all times and ten listings all times and let's say you live in iowa of all places okay where we have a lot of coaching clients so in iowa you have ten listings at all times. Your average sale price is probably going to be three hundred thousand dollars. You're in anki. Lots of new construction. So let's call it three hundred thousand dollars so and anthony iowa you again. I wanna coaching clients and know the market. We know the market there if you sell like cvs ten listings in all times. Pretty much on autopilot. Just out of the mls. You're going to sell three or four those houses a month. So if each of those listings were worth say for example nine thousand dollars because the listings six percent and you're just getting the seller side right. You're getting three percent of the three hundred thousand so you're getting nine thousand yet ten listings at all times. Let's say four sell per month just by putting them in the in that is how the markets work for a long time. You're gonna make an average of thirty six thousand dollars a month. You guys get that. That's the power being listing agent. Now let's say maybe live in one of these markets where the average sale price is a million dollars. And let's say you didn't are great. You know lot again. Clients and the coast and florida and new york miami and california case you guys and this is for you so if you have an average sale price of million dollars and if you had let's say four listings that's it and you only had one of those listening sell per month or two of those listening sell per month adjust accordingly. You would make if assuming it a six percent listing. You'd make what you know thirty to sixty thousand dollars per month. That's what you can do when you have listing so if you want to have consistent cash flow you have to get up to your real estate magic number in the real estate. Magic number is a number of lessons you need at all times in meter exceed your financial expectations and obligations and once you determine which can through doing the real estate treasure map. That's what you work. Towards. that is your northstar. So what do you do you. Basically you will have this rule in your business and that it says that you have to have the x number of listings at all times. Let's go back to ten right you have to have x. number of listings at all times. Your efforts in life especially in the morning are geared towards getting and maintaining ten listings at all times when you have three or four cell that means the following month you have to take at least four listings. You guys get it. That is the discipline. This is how you have consistent cash flow and doing it the way i just said it. I mentioned anything about branding or buying leads or fancy website your drip systems or any other this other stuff that you guys get distracted by. Sucks your prophet. I did not. Because being listing agent being a powerful listing agent it takes skills it takes discipline. It takes a schedule. It takes all the things we teach in the coaching program. You can obviously read about these. Things are book harris rules. But when it gives you an exchange because you have to give something up you have to give up your wanting to not be held accountable numbers. You're maybe not winning a schedule. Your you may be like the little tiny objects because their creative endeavors view. The distract you from doing the real work of real estate and i get it but for those of you. Professional want to be in the business long term who wanna make consistent prophets who wanna frankly with. Those profits. Reinvest that money and become rich. I just gave you the formula. So how much better would your life be if you had ten listings. What would you be doing right now if you had ten active listings. That's a fascinating question. Isn't it so if you had ten active listings. Would you be doing any of the things in your quote unquote real estate business. That you're doing right now. How many of the things that. You're spending money on right now. If you knew how to get to maintain ten listings at all times. How many things would you stop doing. That's a fun question. Isn't it because the answers revealing because what it tells you is that you know the things in your business. That are not making money but are just distractions from what you should be doing now in your defense many of you don't maybe you're listening to julie knife for the first time you've not read our book. You're not in one of our coaching programs. This is you know you're being exposed to the truth for the first time but now that you are once you hear it you can't hear it. You know what i'm saying. So you've heard me tell you a formula a very simple and it is simple. And i'm not oversimplifying it in the essence of it. But you do have to know your days in the market. You have to know your average commission you have to do all those things and we teach them coaching. But once you grasp this concept that essentially your magic number of listings would determine what that is is your ticket to freedom then all the you start thinking more like a business professional then all of a sudden you're measuring your months not by the insecurity of having inconsistent flow from working with buyers but you're measuring your month by consistent cash flow. 'cause you're listing agent. So here's the biggest difference between why you don't want to chase buyers over sellers. If given a choice now all you work both but what we would suggest as you put your best efforts every day towards being listing agent. And here's the bottom line reason why i love it when people try to argue this. It's always entertaining. There's no such thing as a buyer that has to buy specially in a market like this. There's no such thing as a buyer the has to buy a bear can always rent now. I always have somebody will say. Well what about somebody did attend thirty one tax blow. No they don't have to buy it. They can just always pay taxes so all buyers can not by they can stay put they can keep leasing can stay in their old house. All those things are true. No such thing as a buyer that has to buy be clear about that in your head. Now let's look at the other side of it. There are droves of reasons why a seller has to sell so. If you have a choice. I mean think about it financial reasons of the obvious ones right. Maybe they have to relocate for a job. Maybe they're in the military. Maybe they inherited the property. Mary maybe it's you know. Literally there's dozens of reasons why seller has to sell and we teach you to pursue the most motivated sellers. And we teach you how to go after that business and for the most part those leads do not cost you anything you just have to know how to proactively lead generate that business so if you have know what you put all these pieces together now okay so if you have you know ten listings at all times. How do you feel every single one of you. Maybe the number actually would be twenty or thirty depending what your sale prices or. Maybe it's only five so don't get stuck on the number but every single one of you would feel better about everything. Imagine how much less stressed you'd have knowing that you've got your nights and weekends back all right so there's that now think about that now if you have a choice between working a buyers and working with sellers and buyers can always just go back to doing what they were doing before. There's no such thing as a truly motivated buyer not like there is a truly motivated seller in. You can work with either. You know sellers that have to sell our buyers that want to buy because all buyers want to buy. They don't have to buy if you have your choice between working with highly motivated sellers or wishy washy buyers. That can change their mind. Depending on a whole bunch of things get ready to start hearing the excuses. Were gonna wait till after the holidays from all your buyers but if you had a bunch of sellers had to sell. They don't care if the holidays they gotta sell the house. You guys get the point every single one of your choice. Choose sellers right. We can drill down delina for hours about why you'd want to be a listing agent. But here's the real bottom line reason why there's actually less competition on the listing side of the business because fewer agents especially in the last ten years have learned how to become listing agents. Most agents have essentially fallen prey to this sort of buying by hamster wheel and they will stay on that hamster wheel because nothing's going to give them off because they're dependent on that they're trapped in this ecosystem. Where if they stop working with these buyers and stop buying these buyer leads. They're going to not have cash flow for them to basically pet it and try to learn how to be listening ages though. This is the perfect time to do it a time of year rather to do it That would in their cost too much. Fear and consternation in other words they would be fearful that they would lose momentum working with their buyers and such they would lose cash flow. Right you guys getting us down. The answer is if you're in that situation as an agent whose prominently working with buyers. You have to learn how to do both and then move towards being a listing agent but yes it's going to require more work and more time but then on the other side of it. You're going to be free so guys. This is what we built our coaching business to be. Our books are podcasts. Everything we've ever done and said has not been around gimmicks or we. Don't talk a lot about tech trends and branding and all this other stuff. We talk about what really matters. What really matters is what i told you so move. All your best efforts mentally and emotionally and financially towards being a powerful listing heated. It could not be any more clear. If you're going alleluia. tim. I totally get it. Thank you for saying it again. Thank you for reminding me guys listened to stay skills based business more so than ever. The past business was definitely who you know the new industry this new essentially twenty twenty one is going to usher in what you know era. Who you know is going to be replaced with what you know. And if you don't know what the market requires you to know. Then it's going to be lights out for you as far as you real estate business. It's really that simple and jillian. I think we're confident enough to say with one hundred percents certainty at this point that the failure rate for agents in other words how many agents are in the business then manner time since getting their licensing at licenses and then failing out of the business that time has gotten shorter not longer in other words in the last ten years because i think in this is where we are hesitant to actually make this conclusion. But we're there because of all the gimmicks because of the institutionalized silliness that has become a real estate industry because people are focused on the wrong thing. Because no one's telling agents the truth about basically the fact you have to be a listing space business. And you have to do what you don't want to do. And you don't want to do. At the highest level. It takes skills and it takes effort all the things we say business approach to rotate business. And most you know who else is telling you guys this besides julian. Ibm totally of total. Nobody the failure rate for agencies increased in the last ten years age is getting licenses or failing out of the business faster than they ever have before. Because of all this gimmick all these gimmicky social networking video things. All the stuff has caused agents to not realize that they need to know. Is the skill set that we tell you guys to learn and as and what's happened more of them are failing they're getting into business and frankly more people are getting in the real estate business. It's become a very sort of a. I don't know it's funny. How it real estate agents. There used to be a usa today. Pull that would come out every year. I don't think they do it anymore. Probably stopped longtime ago. I bet you it stopped about fifteen years ago but it always be. The least are the most respected professions. The least respected professions and at the bottom of the list every year was like real estate agent attorney used car salesman. If i remember correctly you were always sort of like competing for who is the worst on these. But i bet you roll stages climbed way the heck up because all the tv shows because being in a real estate agent now has become a very the perceived glamorous thing and all these arrests of it so there's more people getting into real estate but as a result of that there's more people looking to sell these fresh licensees goofiness. There's not ever going to actually make it so they can stay in real estate. So guys doll fall. Prey to the silliness. Don't fall prey to the goofiness. Learn and listen to what we're telling you because it's the truth on the other side of you accepting the fact that it's your job to become the best version of yourself as a listing agent as a salesperson once. You've accepted that. You're not a mentally and emotionally arm wrestling with it anymore. You're actually going to feel this massive sense of relief and beyond that you don't have to wait to feel that way Work notice how your emotional change as you become. More of a listing agents as you become more of a listing agent then you create leverage. Then you start having consistent financial results and then you start having the business. You always hope you'd have so guys. Listen if there's anything we can do for you. You can always reach out to us. We love the honor of being your coaches. If there's ever anything we can do please feel free. Text me directly at five one. Two seven five eight zero two six five one two seven five eight zero to six in the meantime have a fantastic day. Enjoy we'll talk with you on the show tomorrow. This program has been a presentation by tim. And julie harris real estate coaching for more information on the real estate coaching and training programs. Visit our website. At tim and julie harris dot com. Remember to tuning weekdays at noon for upcoming shows until next time. Thank you for listening to real estate. Coaching radio with tim and julie harris.
Podcast: Breaking News, SBA PPP Program REFUNDED | 12 Mortgage Forbearance
"Welcome to real estate. Coaching Radio starring award-winning real estate coaches and number one. International bestselling authors. Tim and Julie Harris Real Estate Coaching Radio is the nation's number one daily radio show for realtors who demand authentic real time. Coaching get ready for fly. Free unfiltered full-strength honesty about what's truly working to get you into action helping others and making money now in today's real estate market data or hosts. Tim and Julie Hairs. Three two one. All right Julie we are back. We've got a lot to talk about. We're never really fast paced hard hitting podcast don't do So I want to start out alive. You guys well by a lot. I mean less than twenty emails tax. Where you guys are asking us to comment on the social unrest. That's taking place around the country. We told you guys what four weeks ago five weeks ago. That is inevitable. That was going to happen. I'm GonNa tell you there is no. We'RE NOT TALKING ABOUT. It is because it's not related to enter in a direct way. It's not related to what our mission is and frankly guys it's not related to yours is is your mission is either and you've got to be really careful and I know it's tempting. I know it's very tempting to go down of the conspiracy theories sort of you know left leaning right leaning alter this in the conservative added the whatever whatever and the new world order and I see what you guys are doing. You're paying way too much attention to stuff that falls into the bucket of what we call mental masturbation in other words. It's fun to think about. But you can't really do anything with the information and you're now seeing I think in a lot of ways the fragility of most people's mindsets so they're you know they're government locked down taking away my civil liberties. I'm going to go show up at the county courthouse with my guns and I'm going to my second amendment. I get all that saying it's right or wrong. Enjoy YOU'RE NOT GONNA be casting opinions one way or the other on that but I'm suggesting to you is not ignore it but don't think about it because it has nothing to do with your ability to help other people buying and selling real estate in has nothing really to do with your ability to take care of your family or do the things that are necessary for you to essentially thrive during this historic time. So that's all I have to say about that. Julia Guan attack on anything. Yeah well it goes under the category of control what you can control. Take care of yourself take care of your family and take care of your clients is very simple right. I mean at the end of the day guys. There's only three things in life you can really control. You can control your health to a certain extent. You know you can control your environment. He can control your finances in the more time that you spend trying to control those things or anything beyond those three things. You're making a mistake and the best place for you to make sure there's political insurrection is still we're doing. We're making so that Jillian. I don't lose control of our own household from our six year old so I'm less worried about what's happening in the center of Missouri at the courthouse that I am worried about Zoe. Essentially overthrowing US and Jillian. I being duct tape and left in the closet. Because she didn't get her newest Barbie guys it. What I'm saying here it can happen or to French. Bulldogs deciding the only dog food. It's guys I mean seriously. Don't allow yourself to go so far your head or your skis and again. I appreciate that stuff. It's interesting it's fascinating and I know in some ways we invite that sort of thing and you guys you know thinking that. Jillian are secretly watching all that stuff and paying attention to it. We just watch it from the edges. We're not getting into it. We're not spending time thinking about it because it takes us it. All of us only have so much I mean we might be alive for a certain amount of hours per day and weeks and months and years but really during that time. How much do you really have to be drilled? Down and focused as I've gotten older even though Jillian I or do we are falling our advice. We are controlling our environment. We are controlling our health and we are controlling our finances. You know I'm telling you the older you get the less real usable time you have. Because it's harder to stay focused on something intensely for a long period of time and on the outside I might add a good day. I might have five hours right. Can we really productive on most days? From the really honest. I got maybe three and those. Three hours after the PODCAST. Do My coaching calls. I have to make sure that everything's operational at the highest level in our code research. Forty million things for our this. I mean Jillian. I've been spending way more time than we have in life. I think all the time. We've basically were spending so much time on this content and researching this guy's because it is easy to get sucked into fake news right and I know some of you all Tim. You're being political. No I'm not fake. News comes in all forms. They kness comes in the stuff. You hear from Welland intending meaning people just on your facebook groups. They're giving you bad information about something and one of the things that we're going to focus on today as the mortgage forbearance thing because a lot of you. Nobody was really overly critical or nasty towards us. But a lot of you thought we are not giving the best in the pure information out about mortgage for balances. And were we telling you exactly what the cares? Act said you're experiencing or you were wanting to ask us about wasn't what you are mostly experienced individually is about what you were reading and see there you go. It's that was the fake news. You are believing in your believing the fake news more than you're bleeding. What was coming from Jillian? I even though when we say something we always try to tell you where our sources so you can do the research on your own if you're just going to be essentially a essentially a rug and you're gonNA lie on the floor and you're just GonNa wait whatever falls on you falls on you. You're never going to be an independent thank you. You're never going to be able to make your own decisions. You're always going to be susceptible to somebody else's ebbs and flows right so take our information take information from other sources and make your own decisions but really at the end of the day. It's better than a time like this. To have fewer things to think about the more things to think about your key to having a really pure and good mindset is simplicity literally not inviting other things then this always in this goes back to being media free and media free is one of the best ways it's essentially a cure all for all your mindset issues so if you guys some of you have gone way too far down the rabbit hole some of these fringe theories and the problem is is even as the market starts to come back. You're not gonNA come back because you're still going to be stuck in the fringe theories I'm not saying just to be clear that there's not validity and some of the things that you guys are sharing with us. I'm not saying that some of that stuff isn't true what I'm saying is what difference does it make to you. What difference does it make to your family? None you guys have to survive through this and then you can thrive the reason that all one of the reasons that all these things are starting to happen is because this is what always happens when there's cracks in the ground when this cracks in the ground things start growing up otherwise couldn't grow through and some of those ideas. Some of those ideas are malicious. Some of those ideas are going to cause you to basically pivot in just a slight direction like right now Julie and I are doing our best to keep you guys on the straight and narrow but if you start you know essentially gone and just an ever slow slight degraded change your course just slightly when you scale that four or five ten years. You are completely lost at sea by yourself. And that's what happened after the last housing crash. A lot of YOU GUYS. A lot of people in general not just real estate professionals. They never came back. I mean it is not an unusual thing for Gilady beyond premier. Coaching which she does every day. We have part of our premier coaching program. Guys as you have a half hour to an hour of actual semi private coaching call head coach. Julie she's been doing this. Call yourself personally because of the crisis and we're running to make sure you get the best information. Now you know going forward. What she's seeing what she hears but she's basically all these people that never quite got over the last crash that ended effectively in two thousand ten over a decade ago. So you guys are still stuck in that mindset. You're still stuck in that way of thinking. You never allowed yourself to completely come back and now something here is here again. Which is probably going to be about a thousand times worse on a lot of ways. Then what happened before and you still haven't really completely pivoted back in the right direction from last go around. Yeah it's like they've been hit by a stun gun some of them. And so I get that uncertainty makes you feel like holing up which is reinforced. By the fact that you've been told to hole up okay so you do have some things working against you. One of the things that we're going to be doing a podcast on soon is specific ways to retrain your brain and keep you out of that potential negatively and feeling like not doing anything Versus actually getting to work and to the clients. I've said this yesterday. They were the ones that have gotten out of their own way and have worked through the five stages of grief which is really what we're dealing with the grief of what used to be denial anger bargaining depression. But once you're an acceptance. We get coaching members that are having their best quarter ever. Why because they took action earlier. They took it quicker. They're talking to you. Know not just their leads but things like old expired builders that are all descendants of inventory that they now need to sell that they thought was going to close in two months so the ones that are not spending their time on the doom and gloom and are instead being of service are already being rewarded for it. So that's what I was thinking right. Okay so let's dive deep dive into this two things that we really to get across when today's show number one stay connected. Stay really keep your world of influence. The people you're allowing influence you keep it small and keep it tight and be highly selective. That's that's something you can control. That's something you control. That is an essence. Your environment remember we said and that's since you can control your health you can control your environment. You know your home how clean it is. How organizers this and your chances well also within the second bucket of environment you can also control the people that you allow environment mentally and physically and so. That's really where it comes down to really being very selective how smaller group of real imaginary advisors don't constantly be looking for more information to Essentially full time where you should be putting your effort right. Now is learning how to thrive in this new market. That's the reason that we have our coaching. That's the reason we have our coaching program. As far as I know. Jillian is coaching. Program is the only one in existence literally combining all of the necessary tools to thrive in this new market. Yes all the distress stuff. But also we're going to primarily focus on teaching you had to be competitive listing agents. That's really where that's always where our heart and soul is as real estate practitioners but also coaches. We're going to teach you how to be a listing agent because here's the power of being a listing agent when you're listing agent unlike working with buyers. You have control of your time you have control. Basically you have leverage. The listing creates a leverage for you. Where if you work with buyers you're the buyers leverage when you have a listing and you have ten listings are twenty listings. There's some of you are going to have as a result of this market. You then have all these other buyer agents that are out there using their nights and weekends. Essentially helping you earn money. Where if you look at the amount of time you had to spend actually the secure that listing and we teach you how to do everything. Proactively generation pre-qualifying presenting negotiating the whole process. That's where coaching programs focused on. When you actually apply those things we teach them to you what you'll quickly discover. You'll never WANNA go back to primarily focusing on and you'll be right there with to lead. I talk about the fact that you can't believe that people are doing all these silly things like branding worrying about facebook ads and worrying about trying to become. I WANNA learn more about video biz. You're gonNA realize how simple the business actually is if you focus all your energies on listings. There's not a single one of you right now. The can't understand that. So here's what I want you to do. You Guys Want To move forward coaching program. I made it so simple Julian. I've worked so hard for you to make this a no brainer decision. You Can Actually Join Our coaching program. Today the coaching program is only. It's basically a hundred a month and if you can join the coaching program you can. You don't even have to have any money K. You could finance it through this lender that we're working with. There's no interest if the loan is paid in full one hundred and eighty one days. There's no payment for the first thirty days. Most people pay off the loan within one hundred and eighty one days. It's not credit based it's not income based. It's not anything base. If you want to be in the coaching program you can be in the coaching program. Look at it and it is our stimulus program for you. That's right okay. So we're taking the rest so that all of you don't have an excuse not to join you. Don't have to use your credit card. You don't have to use cash in the coaching program is a year basically at six months. It's six months for three thousand dollars but if you finance it like I said it's around one hundred bucks but we give you an extra six months for free so when you join our coaching program. You actually get a years worth of coaching for what amounts to one hundred bucks a month and most people pay the loan often six months. You guys get what we're getting at here and that's what we're gonNA teach you how to do. It's it's the binary stuff like working with the banks doing all that sort of cash. Now stuff that all you have to know how to do but really on a grand scale. It's teaching how to be the most powerful listing agent for marketplace. I'm talking about the again the pre-qualifying the generating of leads the pre listing pack the actual listing presentation high-level skills that most of you don't even know you need to go after listings this way. You're gonNA feel comfortable and confident when you think about calling expires when you go after some of the other sources of business that we teach you and the best thing about this is once you have the skill set. You don't have to ever be beholden to somebody else to provide you with leads. You know how to go after essentially listings yourself in most of the lead sources we tell you to pursue our free. They don't cost a nickel. You just have to pick up the phone and make the call in other things. We teach you how to go after the business. Once you learn that you're actually on your way to being free not just financially but mentally because you know any day you can pick up the phone and you can create a listing lead. You don't have to wait around for someone to send it to your hoping praying influence decides to sell you guys. Get the difference in our approach. It's called being proactive versus being passive. We're all teaching. Had to be proactive. You want to learn more about our coaching program. I strongly encourage you to take action on this right away. Text the Word Education. Two one nine nine six when you text education. Two three one nine nine six. You're going to be given an opportunity to schedule coaching. Call with one of our new member coaches. And they're going to call you back immediately and they're gonNA answer all your questions and get you involved in the coaching program. If you WanNa talk to me about this directly could also do that. Just text me at five one. Two seven five eight. Oh Two oh six. But the quickest way to get the headline is just text. The word education two three one nine nine six all right. Let's talk to them. What's I yes? We have lots of different headlines to make sure that you guys are aware Evan. We've done tons of research. Try to bring youth just things that affect you. So one of the Great Consternation has been the inconsistencies of. How lenders are handling for balances. Those that you guys have requested as well as your friends. You know your past clients. It has not been all that consistent we have an excuse me ranging all the way from Click here answer six questions you're done here's your forbearance you know. See and four months six months whatever it may be. That's the easy button quite literally. Some lenders have the easy button installed on their websites. When you log in to look at your accounts on the other end of the spectrum we have servicers. Who are saying. No you've got to do the balloon payment or no. You don't qualify because of this that or the other thing I think some of that is. Ill informed because this was really. I try even though. It's very counterintuitive and difficult for me to feel for the lenders based on some of the things that we've seen happen but you kind of have to feel for what they're dealing with with processing all of these requests and I doubt that the people who answered the phone of had all that much education on how to handle it that said it's been very inconsistent in. There have been some lenders in. Here's why they're doing it. They're trying to protect their own liquidity. So you're you're seeing two things. They're trying to say no to some people who maybe they think don't need the forbearance or maybe they're so slammed they don't want to deal with one more request then. They're also tightening up their lender standards which we had talked about on previous podcast. All of this is specifically because when they don't have forbearance when they don't have mortgage payments coming in they can't then pay their investors as easily and they are obligated to continue to pay so for the past several weeks the servicing industry servicing is who you call to talk about your payment. They've been crying out for help. They've been calling the government to set up. A federally backed liquidity facilities. What they they have wanted to backstop this Obligation they have and be able to make some decisions on how to land who to lend to and how to deal with this well today. It was decided that there will be no liquidity facility instead under the new policy services will only be required to advance four months of mess payments for loans and forbearance after that the servicer is under quote no further obligation to advance scheduled payments so that's alleviating some of the pain and some of the uncertainty that the servicers we're looking at which was causing them to not treat everybody like okay. Here's the money here's money. Here's money they were protecting their liquidity. So I think this is a pretty significant development than it instead of having the uncertainty of having to pay an endless supply of forbearance money that they didn't have coming in from normal payments. Now it's only four months so this is good news. I know. That's all confusing lender talk but I but so break it down okay. So we've addressed this in the past four shows in a row and we're essentially helping you guys to cut through the Mickey Mouse with regards to forbearance is because again alive. You guys have been running on bad information so the the original cares act specifically said and we told you how to we exactly what to say exactly what to do on previous podcast but specifically said that the mortgage companies the servicers have to give you essentially twelve month for barons the mortgage companies. The servicers agreed to that because when they thought they were agreeing to that into the bargain they also thought that they were going to get some sort of bail out from the government and the initial two point three trillion dollars. That came about which they didn't get so really where they basically said is unless you know you're going to give us what we want. We're not going to give you some of this inconsistent bad behavior right and sometimes you guys were calling up your mortgage companies and they were telling you you know and I don. I honestly don't believe this was happening that frequently but I think what happens. You believed it was happening that frequently. And so. There's all of that you stopped asking for for balances and the reality of it was and we told you how to do it on the show. Sunday special show is you can actually essentially strong-arm your lender into giving forbearance because they APP too because that law was passed so there you go but moving as far as this new bailout or whatever you WANNA call it. I have no idea what these are even gonna be called historically but what you're going to be looking at is the government now just to say it again. Repeat why this four months thing is relevant explain case before they were the services were freaking out because they didn't see how they would have the money to continue to make the payments to the investors who backed the loans. Okay so in other words just because you're not paying your mortgage payment doesn't mean that they get to stop paying the investors who have backed those loans and it so it'd be like if you were a tenant you're paying me and I had a mortgage on the house. Okay just because my tenants stops paying me does not automatically get me out of paying my mortgage payment. I'm freaking out. I gotta either go get a new ten energy something you know to make sure that I can make that payment so for them. What this does. The EPA H. F. A. Said this particular change reduces the potential liquidity demands on the enterprise the resulting from loans in cove nineteen forbearance as well as other delinquent loans. Okay so this means that they are only responsible for four months instead of inevitably billions and billions later. That might have been never ending so I would expect this to cause things to become a bit more streamlined because that stress has been alleviated. So I mean it's hard to explain in three sentences but would they be doing differently with regards to forbearance nothing now. We're just giving back story. As to why an essence the banks are actually going to become more cooperative in China will take time. I don't think it's GonNa Happen. Today as the decision was made today. I think that the consternation is that. Nobody expects to have to strong arm their bank into doing what they've been told to do or to negotiate and what. I'm saying to our coaching clients is like you guys negotiate for a living. Just have your ducks in a row when you call or when you show up and be ready to rumble and I think that this will get easier over the next week or two weeks and we're GONNA continue report on remember guys. You can't strong arm your bank because there is a law in place and they have to actually give your forbearance. I mean Julie. We can talk about personal stuff you. We didn't even ask for one of our mortgages three of the Reynolds right three of the rentals wells fargo basically dishonest an email and these are rental properties with tiny little mortgage is less than a hundred hundred and they all basically said without Julie asking their own forbearance and then she gets another email this morning. That basically said we're GONNA give you another four months. You didn't even ask so. That's how we think it's actually going to happen across the country now. Yeah so moving forward. Here's the next thing we want you to be very aware of The PC the money's going to be replenished probably today if not tomorrow if you've got applications and remember you have to apply to three different lenders. Now obviously start with your own bank. I assuming they're taking applications on our website. We have included. I'll what's on their spurs like all the lenders that are actually disciple lender. Look up okay so you. Here's some confusion that I heard on a couple of coaching causes. Well you you can't you shouldn't just like go into your bank and say where's my money. Okay sorry hose getting excited okay. So you can't just show up and say where is it? That's not how it operates. Your Bank has to be doing the SBA PP loans. Not Every Bank is participating. Okay so you call them. First they either are or they're not if they are they're either going to send you to a website or they're going to meet with you and do the application probably the website and you're you basically have applied even then we. We recommend that you apply multiple places now if you are you the reason you start with your lender is because they've already got a relationship with you. You're probably going to be a little bit farther up in the line because they can process. You're right away. They already know all of your stuff okay. So let's say that your lender doesn't do the SBA. How'd you find out you go to our website? The things that we send you with a survival plan there is a look up to see. Let's say that you live in Kentucky you type in Kentucky and it will pop back which lenders in Kentucky are absolutely doing the SBA program. Then you can call them. You can meet with them if they're nearby but you can certainly go to their website and do the application there this is the PP money. You cannot apply directly on the SBA website. You have to use a lender so because there is such a demand for this and because if you apply let's say you apply at chase because that's your regular bank that's fine your application goes through. You don't know where you are in line. And this money's GonNa go quickly just like the last round did so maybe you go down the street and you know you talk to a credit union and you open a little savings account there and they take your application. But because they're smaller maybe you're only number ten in line so you are not going to get approved by everywhere that you apply. You'll get assigned a file number and whoever grabs your deal will then enter it into the system and the rest of the applications that you've done will not get processed so don't worry about that right so it's complicated. It's basically whichever lender claims filed. The first is the one that's going to process the loan which makes sense because they're all having to compete for the loan and remember guys. There's no everyone's approved for it basically. We've explained it in great detail on free coaching site. And all you guys got to do to become members of the Free Coaching Program called Premier Dash Experience Dot net the easiest ways just text the word survival two three one nine nine six text. The word survival two three one nine nine six do that immediately on that premieres on that coaching Coaching site. Not only do you get the information that we've been telling you about but you also get to attend daily Sun. My Private Coaching Call. The premier members to fold members are getting to premier are to coaching calls per day. One is audio and the the other is video and that starting. Hopefully this week the others of you are just going to be getting the Audio version but still in this time of need. We're doing our best to make it so every single one of you can coaching members. So you can learn to thrive in this new market now. Moving forward with regards to the well the coaching program. There's three the ultimate agent. Survival Guide is on the website. And that's into three parts and personal protect and then profit. All that information. Julie's been telling you about we're updating. That's what we've been doing. We've been reading these dreadful press releases coming all these government agencies and deciphering all that and then breaking it down to ballpoint. So we'll tell you guys exactly what to do those of you. Who are smart. You took action on this information of a month ago. And I can jill if you hop over on facebook you hop over to our premier private facebook. Say there's people that are talking about having gotten their PCs months. Yes we had. Many reports of that on our premier coaching call rate. So you guys are premier. Coaching members had to this information first. We told you guys had to get to the head of the line again. Do not pay attention to the news is trying to be politicized. So and so's getting money before so and so and so who cares? Don't worry about it. There's enough for everyone. There's no way they're not going to all of a sudden. Stop churning out cash for this. That's not going to happen so do get the money. It is a starts auto loan but if you seventy five percent of the money that they give you then as we understand. It then becomes a grant and grants. Don't have to be paid back. This is going to be. The lifeline is a lifeline that all you need to be getting absolutely taking advantage of some of you guys need to be doing other things. We teach in the free coaching program. Some of your actually the bigger brokers. You actually might be eligible for the main street lending program. So you're GONNA WANNA go on unemployment. All the stuff is detailed as much as we possibly could on the free coaching site. So just text the word survival. Two three one nine nine six Julie tests looking at this report this is. This is very timely. Okay so yes. We think that this these programs will continue. But here's the timing of that as of today they're they're getting ready to vote and approve of four hundred. Seventy five billion dollars relief package and embedded in that is three hundred ten billion more for the paycheck protection program which is just slightly less than what the first round was so this expects to be in place by Thursday. I believe assuming that they actually pass it today and file it tomorrow so this week. It is timely. And it's going to go quickly. 'cause remember already backlogged so take. I just I. I was surprised by this picture because apparently where they're announcing this from. I kid you not is a press conference at Corona Plaza in Queens in New York. Are you kidding me? I'm not kidding you I mean are they trying to flip it or is that no? That's that's Real Corona Plaza awesome. Yeah so anyway sorry. I was stymied by that little factoid. But yes this is going to be voted on. I believe in about an hour. East Coast. Time in the past is going to pass. I think they've argued about it enough. So that's Headline as well. So here's your takeaways. We've given you several hopeful things you're GONNA do from our podcast today but the actual things for you to do immediately is do not listen to the noise about your mortgage for Barron's get forbearance on everything. Okay we can talk about the semantics and everything else you guys like to move around on your plate's as far as emotions with regards that just remember you can get a twelve month mortgage for Barron's Save the money that you are going to pay and hopefully you don't need it to pay bills. Hopefully you don't need it to survive but in case you do you're going to thank your past self rather your current self for having listened to us. Same thing goes to the money. Get the PC money. Absolately get along. It'll turn into a grant for ninety nine percent of you then. You'll be thankful that you did that as well. If you don't have to spend the money you don't have to spend the money goes to your bank account and for some reason you want to give back to the government. Go ahead right if you don't need the money. Same with unemployment guys. I know it's bizarre to hear me. Tell you that but it is true. Every single one of you should be going on for the most part you guys will get between three and four thousand dollars a month. So that's better than nothing no. I don't need an appointment. Tim. I've got closings. That's fine. Get it anyway just in case you got your about to say so so but Tim I have an equity line setup. Okay okay. So here's one more reason why you need to take action a few days after it raised its lending standards which we reported on right when it happened to require nearly all purchase mortgage borrowers to have at least twenty percent down and a seven hundred. Fico score. Guess who J. P. Morgan Chase is temporarily pausing. It's Home Equity Line of credit offering. So if that is in the back of your head that you'll just go get an equity line against your half paid off house. Well maybe not so much. We saw this in the recession. The existing he locks were being shut down or cut in half but it took awhile now. This is being cut right to the chase. No new he locks and of course they're probably going to limit existing ones so and of course they're saying due to economic uncertainty were temporarily pausing new applications for homework and any lines of credit customers can still tap. It can still right now. Tap into their home equity through a cash out refi of their existing mortgage but may or may not continue with that and what are their requirements. So just another reason. Why we're we're advising you to do these things so that you have a hedge against the uncertainty of even a quarter from now. Nobody can tell you exactly what the conditions are going to be then so cover your own self. I we can guess I mean. I think there's going to be a little bit of a balanced back but people get back to work. But by the same token there could also be new outbreaks in new. There's going to be new lockdowns and who knows right. I hope that I'm wrong about that. Guys were in this. We're in this sort of this in between land. Was that show that we really like to watch about those middle schoolers. They're stuck in the other whatever. It was the upside down the upside down. Yeah we're basically stranger things. Yes we're all literally feels like stranger things. Stranger things meets the X. files or something or something like that. Yeah but we're all in the stranger things type world until we actually get to the point where there is a vaccine. There's just no two ways around it the reason there's all this talk in the big fear now that the government has I know this is going to sort of scratch. Some of your guys conspiracy theory itches. But it's obvious. The big theory is basically the big fear of social unrest. Because if you have social unrest and then you have to have the military and the National Guard and the police. Us's and that's a bunch of dominoes that nobody even wants to set up on the table. Let alone seeing the first few fall. So point being is no one's going to feel comfortable and confident about anything until there's a vaccine. We'll be spark ups in the economy. I think there will. I'll tell you the thing that's kind of interesting. I'm not smart enough to know the ramifications of all these goes trillions and trillions and trillions of dollars that are being pumped into every conceivable source. We talked yesterday are better friend. Peter Shifts theory about how he's going to essentially put a lot of businesses out of business which I thought was kind of interesting. That was on our Sunday. Show read an article this morning that the unemployment is putting especially in the middle of the country where paycheck where like pay for normal. Jobs is pretty low. Was a story about a coffee shop. That was paying people ten bucks an hour but the way unemployment worked out was they. Were Getting fifteen bucks an hour and she lost her entire staff. Yeah well I mean that was part of what periods three was unemployment most states. I didn't know anything about this a month ago and unfortunately I do now and I do mean that unfortunately right but most of them most states. If you're coming out of a job that you had been fired from okay all that change would be like one hundred forty dollars a week and now what it is. It's whatever the state pays plus whatever plus a minimum of six hundred bucks so everybody getting employment. It's whatever the state's GonNa pay you plus the six hundred bucks. So that's the reason that the average person I think I've read the several places is going to receive on average probably about a seven hundred forty dollars a week. There are a lot of people who will do just finance seven hundred and forty dollars a week now. That money is only supposed to go for four months. They added six hundred bucks. I think through the initial I or whatnot. But you guys really think they're gonNA STOP PAYING UNEMPLOYMENT. You really think they're going in elections. I during an election year. None thinking no way. So that's going to be extended. So what effect is essentially long term? Unemployment can have on people are going to be able to buy houses. They're not going to qualify for much. They're basically paying their bills up unemployment. How many people is that actually going to take out of the job market forever? I mean not in the sense that they won't be able to get jobs again but in the sense that essentially the trajectory of the skills that they'd lost will be completely misguided. They'll miss if you're a coder if you're somebody who's sort of a job that requires a high skill set and you lose that skill set. You're going to be seen as yesterday's news because somebody else is going to be more efficient at it. Just like what? We teach in our coaching program. If you guys take time off and you don't actually drill down. Learn with this new market is going to require learning how to be a listing agent. And you decide you're just gonNA jump back in the market year or six months. The world's already going to have changed and you're GONNA be basically yesterday's news the news before that you're going to be like an eight track player. When everybody was just beaming music from their cerebrum. Somehow you know what I'm saying guys get the point here everything right now. You guys remember when things by remember. When I was a kid I was thinking about this yesterday. Joins me? We're talking about stranger things. Good Lordy weaving style gic mouth good Lord morning warning. I think we're being Celtic for the eighties. But I I remember when we were kids. Yeah nothing changed everything. The same I when I go back to visit Columbus. Things still are basically the sound kind of bizarre. But that's the thing about like we're from the mid west and really things. They changed very slowly. Yes it just everything. I mean people's mindsets the just anything. The comfortable comfortable right well. It's comparable if you don't like anything changing but nowadays dude things change instantly. Well look at the I mean every day. Everything's changing not just because we live in Puerto Rico but everywhere we know Columbus Ohio. You know some of you guys most of you will never even go there there were riots downtown. Columbus. That's totally. It takes a lot to get midwest. I told him like. Leave the house to do so because it was a warm spring day it's fine. It wasn't called. The snow melted right. And they're like screw you. I'm not staying in the house but something to do but true story. I told Julia that their rights in Columbus Ohio. And she didn't believe me and I said okay don't believe me. I mean. There was no Michigan game that day. So could it be and then she googled it and shifts. All what is telling you the truth. The point is guys is that everything's changing and if you think you're just GONNA be able to hunker down and wait for this new world emerge and somehow the skill set that you had in the previous world's still gonNA be relevant. It's not true. It never is true but really expect the abnormal. We've been saying and I think it's very apt. The new normal is abnormal. Die that I mean it's going to feel like things are changing faster and faster and faster. Just whatever you think is normal. It's like look Nice Things. Maybe telemedicine is going to be a thing. Now you're GONNA be able to go on and zoom meeting and have your physical. Maybe you know most of what you're going to be in the doctoral read the stats from Your Smart. Watch and you'll be looking at you and a video conference and those kind of things. I like. Truthfully I'm not a big fan of going to the doctor. There's going to be a lot of good. That comes a lot of good a lot of businesses that are gonNA evolve. A lot of things are going to take place. There's going to be a new set of winners and losers because they're the ones that basically didn't evolve and adapt and here's the big one and this is where I mean. I just remember because I remember the pain of having so many ages. That didn't change if you guys don't change if you guys don't adapt this market if you don't accept the fact that you have to be listing agents if you don't look at some of the things that you are doing over the past ten years as the frivolous things that they were the market's not GonNa just give you a chance. It's just GonNa consume you. It's GonNa eat you alive. You'RE NOT GONNA have opportunities to go after listing appointments because even your surge of influence and past clients won't want to ask you to help them because they're looking for somebody who knows how to solve a specific set of problems that they have that you never learned how to do because you were too busy learning how to master instagram. Do you guys get the difference so you were able to play. You're able to do silly things. You didn't have to have a lot of high set of skills in this past market because of the fact that the sellers that the houses were selling themselves basically. I know some of you are offended but look the longer in your business. The more you're gonNA realize just said is true when you price a house. It's basically price condition location. Marketing does not do anything to sell a house if you price it correctly. And it's a great location and a great condition. It's going to sell itself just by putting the less that has always been true and always will be true. All this other stuff that you think is supposed to be there to help you sell a house. It's there to promote yourself and maybe it does work. Maybe it doesn't Moseley mostly doesn't a lot of it was manufactured to make it look like you were doing something to cause the house cell when in fact it was priced right. There is low inventory and you lucked out. Yeah and we get a guys look awesome for Awhile Jillian. I listed and sold thousands of houses. We know what it means to go into a sellers house and you can't very well. Just tell the seller Mr Seller. It's all about these three things and that's it we just put it in the in the last week price right and it will sell itself. I mean you don't tell a seller that because then they're not gonNA WANNA list with you right. So you gotta go in there and talk about your instagram ballers and your tweezers and your daughters and your number of videos and all your this is in the other things in your virtual staging and all this Mickey Mouse Right. Because that's what you a think is normal that be because no one's ever told you that the end of the day it's price conditional location that sells a house those things now you have to have listing tools. You do have to have a presentation that's GONNA cause the seller list with you because especially as you go more upmarket when you're chasing more expensive stuff you're gonNA quickly discover that those sellers do think that they know more than you about marketing and advertising and they are going to put perceived value on those extra things so you do have to have a presence of that stuff. But I'm telling you from professional to professional get it real clear in your head in a market like this. What's going to happen? Is the sellers are going to win a less with people that maybe have that stuff as a secondary or third a cursory thing but the primary thing they're gonna be looking for people that know how to solve the problems that they've got and those problems are going to be loss of equity. Those problems are going to be buyers. Basically can't get loans or the standards to become so high it's going to take a lot of buyers out of the market until they you know essentially save more money or they get more stable jobs. This is the normal time in this industry in our economy that you need to adapt to and that's what we do. We teach you how to do that. That way when you walk into a sellers. Look here's a thought for you if you guys got called out. I don't know listening appointment an opportunity tapping this weekend. It's a everything about the listening. You want but you have no connection with that seller and you have to compete with three of the other top realtors in town. How many of you would probably not even go on the appointment? Because you know you're GonNa have your ass Hannity or certain percent that's definitely true. I hear about them freaking out on this and this is why you know. The coaching God's created coaching. I think so that we can prepare you for that now. Here's the sad thing. Some of you will wait until that person calls you and your too afraid to show up for the listing or you show up and you don't get it and you'll be surprised at some of You. That's going to happen like two or three times before you go and get some help for yourself others of you. What's gotTa Happen? Is Somebody who you did know who you thought you had in the bag list. Somebody you never even heard of because they came in and they had a better skillset than you and you're going to be crushed by that. That's what's really sad. That's for some of you you have to have your butts kicked to get into action. Please don't wait that long. Get into action right now. Don't let that happen to you and you're going to rationalize it by saying oh the solar they let the other person because you know they knew each other from church toward the other agent told me a higher price and you're going to rationalize your failure but the reality of it was. It's because you did not get the listening because you earn the right to have the listing. Because you didn't have the skill set to convince the selling new had actually get the house sold in a market like this or worse your strategy in the back of your head is to overprice and your commission that is not a strategy. And if you guys are thinking how do I differentiate myself in the marketplace on chasing listings? When you know everybody else is basically doing all this frilly. The essentially the fluff ary of the eldest social networking in the branding. When everybody else is doing the same thing or a version of the same thing you think you have to get into a essentially a war to do more of the same. Then how you differentiate yourself in the eyes of the seller just because you have a fancier logo or because you have more followers on twitter yearly. Think at the end of the day you can never win that way you win is by knowing things. The other people don't know you have to win through skills. Are you listening to what we're telling you? Does this make sense to you guys? I mean a better because what we're telling you is what you actually need to do to survive and that is your takeaway from today from all the things we told you about until and I'm GonNa read you guys Article I just found this is really good. Howard Schultz said Tuesday that additional funding for the paycheck protection program is not adequate to help small. He's talking about restaurants. But that's fine relevance business. In general to help small restaurants survived the krona virus pandemic. What's needed is not another version of the PP again. Good intent but throw medicine said billionaire starbucks. Ceo AND SQUAWK box rather swallow. Schultz said he believes. The government needs to create a robust program to serve as a bridge to back seen the price tag. Maybe around one trillion. It's large. I understand he says Yo think but he argued that the cost of the perner. It'd be much much less than the cost of more than one hundred thousand small restaurants potentially closing for good due to the coronal buyers crisis. Millions of Americans would then be shut out of job showed said not to mention the social fabric of every community which depend on restaurants. If it's linked to Schultz comments. Came your scan forward The another coming on his comments were Business good to talk about the PP which you've already talked you guys about how it's going to be replaced so the most important the reason. I wanted to read this to you. Guys is what he is saying. I think it's actually title of it. Essentially there's no honest to God reason to believe that there's ever going to be any kind of meaningful recovery until there's a vaccine because even after that there's GonNa be a lot of wound. Licking intern in the form of financial issues. That people are going to have. We're GONNA definitely still be in a recession if not a depression but nothing really is going to change until there's a vaccine they can check Fran bodies. They can check to see if you had it before they can check to see what. What difference does it make? Are you guys playing ongoing hopping on a plane? Are you planning on going to a restaurant? Are you going to get the point? Our behaviors have changed. Everyone's behaviors have changed in. They're not just going to snap back until there's vaccine and even then not everybody's just going to roll out of bed and get vaccinated. They still have to deliver on the vaccine. That's right so look guys. This is the new normal and we did a show yesterday on the things that we read that we discovered that we thought were good news and it was kind of funny. I think at the end of the day we went through all the good news points and we found out that they're mostly propaganda. Hey you WanNa do things you love and things. You hate. Get ready durable. Oh boy I didn't prepare our. Let's go ask. Oh you did prepare your roads and things down cheater. Go ahead okay. So I I like to end on things I love. So let's do things I hate. I which is just you know one. But there's many versions of this scams that are coming out to take advantage of people most scams. No this is things. I hate. Stimulus checks scams. So here's the scam. That's going on and let's see. I had a list of things. You're not allowed to do what I closed it. Real quick so people are calling saying. I'm calling from the IRS. Okay so first of all the IRS doesn't call like that but they're calling pretending they're being the IRS. And I have your stimulus check ready. You've probably heard in the news that it's going to be a direct deposit so if you just give me your routing and account number. I can get that money to you right now. Well I mean that's a fairly obvious one but it's absolutely happening. The other scam has to do with. We have to give you your stimulus check and we're just checking what your social security number is another way of getting information out of you. So I hate scams would be the big broad category so just so you know the irs doesn't do it that way you log into their website you look. You can use our view He use our our plan that we are sending. You can look up. Not just how much you're getting but when you're supposed to get it they're not going to call you and say all right. I'm ready. They don't have staff. Does that okay? So things that I love two things one is. I didn't know how many different types of housing projects you could do with a Barbie House in the six year old. So far we've had Barbie House renovation brought me house of our Barbie House vacation rental property. We've had an earthquake in a tornado. We've played what happens for a foreclosure we've had Barbie penthouse a hospital. A farm haunted house. So you know I don't know if that counts as home schooling but we're going to count it as home schooling and then the other thing that I love is We have discovered ICE CREAM. Delivery and ZOE heading natella ICE CREAM. Popsicle kidding me. Not Getting the delivers ice cream chocolate. That yes okay. So I'm going to start with things I hate. I hate the fact. The Julian discovered a lady deserve ice cream. Deliver ice cream to our door because generally speaking zoe gets what wants when she wants it or she comes in here during our podcast and basically I use it as bribery. No or it gives us a little bit of what we call noise pollution. Yes things I love also related. You ever noticed all the things we love our always now even when she's being you know noisy. Here's what I love. I love in the morning listening to Julie. Teach eight now grand. She's only in kindergarten but her school lessons. Ya I love that and I also fact that generally speaking it only takes Julia about two hours to go through whatever it takes the teachers private school six or eight hours ago three. Yes I know the kids go to school for Socialization. But here's the thing I really love Jelena's when we were on our walk. Do we GONNA walk yesterday. Ninety Four David. We try to walk six miles a day yesterday. Remember remember guys. It's it's three things right. You can control your environment your health and your chances Jillian. I are living by everything. We say we're dip following it exactly so when we are on our walk. What was I bet to tell you something about sally? I forget it when she called us. Well there's that I don't I mean I'm getting tech calls and texts from her six year old. That's kind of funny. We can how it was really good. It was gonNA be a great. I love thing. Well it'll hit you as soon as we hang up I ask for tomorrow. That's a great idea. That's cheating right. Now they're letting you know. I think that to zoe point. There's something about remembered present. She is you know she she. I think she understands the whole corona virus thing but she also has gotten so creative about how she plays. It's pretty awesome. The thing I love she was coming home from school about every two weeks with some new form of sickness. She's healthy she's healthy and she's been healthy for a very long time so means we've been healthy. Yes which means everyone in the house has been healthy and so I kind of look at this. I kind of look at this Corona Virus. And what are we discovering that turns out that you can get a full day's with education quote unquote in for maybe just a couple of hours and second of all if you want to keep your kid healthy. Don't send a school in a petri dish. I mean that's pretty much. Well Yeah See I am down like him down hosed down whenever you have to do. Are you ready to actually have a serious conversation with home? Schooling wants isn't that what we're doing see listeners? He see how I'm walking Julian until she hits about Algebra and then we're going to be up a creek called a tutor. I got it okay I I have. The housing part covered. Barbie House renovation relocation you know vacation rental properties. We're teaching her practical applicable skills. We gotTA WE GOTTA light yesterday. Because we're doing some more zooms and whatnot A. Studio like because their offices kind of dark and I said Zoe. Do you WANNA START. Your own Youtube Channel. And she goes no. I WANNA start my own podcast on her own she says anyway. Decor asks me digress. But SEE GUYS. It doesn't have to be all serious step away from the CNN. Step away from the Alex Johns. Step away from the things that are going to make you feel crazy crazy. When you're feeling crazy you think smaller you don't think about helping people you think about. Essentially building moats. And that's not what you should be doing right now. If you guys need for anything remember text survival. Two three one nine nine six if you're ready to join our coaching program and I just told you about how you can get into the coaching Bergman with basically a hundred bucks a month no payment for the first thirty days tech stored education two three one nine nine six and you'll be put the headline and you'll have a direct conversation with one of our new member coaches in the meantime. You guys are fantastic day and we'll talk with you on the show tomorrow. This program has been a presentation by Julius Real Estate. Coaching for more information on the real estate coaching and training programs visit our website at Tim and Julie. Aris Dot Com. Remember to tune in weekdays at noon for upcoming shows until next time. Thank you for listening to real estate. Coaching radio with Tim and Julie Harris.