Messy In The Middle: Podcast for Realtors

In the latest Messy in the Middle episode, Jefi and Ed talk about generational wealth and its foundation within real estate. They discuss the challenges many face when navigating their financial future and the vital role structured budgeting plays in building wealth across generations. Jefi and Ed share various budgeting approaches - from detailed plans contrasting income and expenses to adaptable zero-based budgeting - showcasing that there's a suitable method out there for everyone.Key Takeaways:Structured budgeting plays a critical role in establishing a pathway to generational wealth.People often grapple with budgeting due to the uncomfortable nature of examining and restructuring their finances.Various budgeting strategies can cater to different lifestyles and goals; finding what works personally is key.Automatic savings and targeting credit card debt are actionable steps that can significantly impact financial stability.Leveraging real estate for wealth creation, investment strategies, and protective measures can create a "nest."Quotes:“It's just a mindset. That is the goal guy in me. It's like, hey, I'm headed here. And then that is where that dream bucket comes in, and you get excited about it. Then things just kind of take care of themselves. It's amazing how much money you can save when you have a long goal you're working toward." -Ed"But this is this whole attitude that everybody is where you think they are or everybody is where I think they are. That's not true. And the problem is there's so much shame based around not having things put together. we got to start somewhere, so let's just go get vulnerable. Let's, let's go figure this out." -JefiTIMESTAMPS(01:38) Generational wealth(06:25) The goal of financial security(10:04) Vulnerability and financial conversations(15:12) Budgeting(22:20) Changes based on goals(29:31) Pay yourself first: savings(31:46) Up NextCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

In the latest Messy in the Middle episode, Jefi and Ed discuss the push toward sustainable design elements, highlighting nature-inspired solutions, and mixed materials that blend modernism with a touch of the past. They explore forward-thinking features, such as wellness inclusions in both the kitchen and bathroom areas and the importance of strategic window designs to incorporate natural light. Listen as Jefi and Ed talk about the vitality of understanding these trends not just from a personal enjoyment perspective but also for optimizing resale value.Key Takeaways:Emerging home design trends are steering away from cookie-cutter models, embracing nature-inspired designs, and mixed materials for a more personalized and sustainable aesthetic.Wellness features are becoming prevalent in both kitchens and bathrooms, indicating a growing trend toward health-focused home environments.The resurgence of natural light through strategic window designs is on the rise, blending the outside with the inside for a more organic feel.It's crucial to balance personal style with resale considerations when implementing bold design choices, as certain features could impact future marketability.Consulting with an experienced designer can provide invaluable insights and ensure that homeowners are aligning with both personal tastes and emerging trends.Quotes:“I think part of the trend of what we're seeing is moving a little bit away from all the super modern stuff, but more into those modern features are buried in a retro look. Functionality. So kind of going back to knobs and poles and different things." -Ed"One feature that comes up a lot, just to put into the pile of ideas, is that a lot of people that are empty nesters love to have just showers in their house. Getting rid of a tub, I think, is a bad idea for resale because a lot of times families love to have a tub for small children. So it's a very expensive feature to change. It's not paint, it's an actual fixture." -JefiTIMESTAMPS(02:34) Discussion on the emergence of nature-inspired designs in kitchens (06:15) The availability of design choices in the past vs. now (11:51) Colors that support the spa bathroom trend: blues, greens, metallic accents. (15:33) Designing homes with passive solar qualities for energy efficiency. (19:57) Wallpaper as a way to add a punch of design to a space. CONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

In the latest Messy in the Middle episode, Jefi and Ed discuss the impact of interest rates and the Federal Reserve on the real estate market in 2024. They explain how lower interest rates will lead to a surge in buyers, increasing competition and driving up prices. They advise buyers to act now before they get priced out of the market, and sellers to take advantage of the current low inventory and put their homes on the market. They also discuss the potential effects of zoning changes and increased housing density.Key Takeaways:The Federal Reserve is expected to cut interest rates by mid-2024, potentially affecting mortgage interest rates and the real estate market.Buyers currently waiting on the sidelines may find themselves priced out as property values continue to rise while inventory remains low.Sellers currently enjoying low rates should consider listing their homes now due to the increased buyer demand, which may shift when rates drop.The episode emphasizes the urgency of getting into the real estate market and considering less-than-ideal property types as investment stepping stones.Local government zoning changes are creating opportunities for increased housing availability, potentially affecting market dynamics in certain regions.Quotes:“All the analysts are saying by June, plus or minus a month, rates are going to, they're going to start cutting their rates and they're going to come down and that's going to have effects for buyers and sellers." -Ed"Your competition as a buyer is about to explode because once interest rates go down, the buying pool grows." -JefiTIMESTAMPS(01:14) Importance of interest rates for sellers (08:49) Shortage of buyer activity and lack of inventory (14:22) Governments are changing zoning to allow for more housing inventory(16:25) The impact of lower mortgage rates in 2024 and more homes on the marketCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

In the latest Messy in the Middle episode, Jefi and Ed dissect the crucial process of finding the right mortgage lender. They delve into why choosing a compatible mortgage provider is as vital as finding the perfect realtor. They share the pillars of an effective lender-borrower relationship: clear communication, personalized guidance, competitive rates and fees, and efficient loan processing. Listen as Jefi and Ed give tips for navigating the often-overwhelming seas of mortgage options and coming out victorious.Key Takeaways:The lender's role is paramount in the real estate transaction – an insightful look at why the mortgage match matters.Clear Communication Matters – the dangers of inadequate communication from lenders and its impact on the buying process.The Cost of Low Rates – a breakdown of how low advertised rates can be misleading and the true cost of inefficiency.The Value of Professionalism and Expertise – understanding the importance of working with a seasoned lender who excels in customer service.Future Considerations for Buyers – practical tips for buyers when evaluating potential lenders to ensure a smooth real estate transaction.Quotes:“Efficient processing is super important. It helps you get to the finish line when you have all these little questions coming up." -Ed"Professionalism goes a very long way in this business, someone who has skin in the game, someone where this is their full-time passion and job." -JefiTIMESTAMPS(04:41) Importance of clear communication with the lender (06:26) The value of personalized guidance from a lender (07:30) Consideration of competitive rates and fees (09:32) Efficient processing and in-house underwriting (11:12) Advice for buyers on choosing the right lender (14:32) Value of good quality customer serviceCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

Discover why sellers should love buyer's agents in this engaging episode. Hosts Jefi and Ed discuss the importance of having an advocate for both buyers and sellers, the role of a buyer's agent in facilitating smooth negotiations, and how they attract more potential buyers. They also delve into the value of professional representation, creating win-win scenarios, and the benefits of having an open market. Don't miss out on this insightful conversation that sheds light on the crucial role of buyer's agents in real estate transactions.Key Takeaways:Buyer's agents are key to maximizing exposure: They open up the seller's property to a wide pool of potential buyers, thus creating a competitive market.Smooth negotiations lead to successful transactions: Competent buyer's agents facilitate negotiations that are free of emotional bias and focused on the best outcomes for their clients.Professionalism matters: A professional buyer's agent prepares buyers well and works closely with reputable lenders, contributing to a transaction that progresses smoothly.Tactical empathy in negotiations: Understanding the underlying interests and priorities of both parties can help in creating agreements that satisfy everyone involved.Buyer's agents are invaluable: As the 'secret weapon' for sellers, they ensure a broad reach and professional advocacy that can drive success in real estate deals.Quotes:"If you have an advocate for you and you have an advocate for the seller, as long as they're both good advocates, it's a much more smooth transaction." - Jefi"A great buyer's agent understands that they're the conduit between the buyer and the seller. There's no emotion, it's all business." - Jefi"Buyer's agents are the secret weapon for sellers. They facilitate smooth negotiations and create win-win scenarios." - EdTIMESTAMPS(00:00) Introduction(02:26) Attracting more potential buyers(03:39) Buyer's agents facilitate smooth negotiations(06:04) Creating win-win scenarios (09:47) Wrapping up CONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle Podcast, Ed and Jefi discuss the reasons and considerations for refinancing loans. They highlight the benefits of lower interest rates, shorter loan terms, and the elimination of private mortgage insurance. However, they caution listeners to consider the potential downsides, such as negative equity, poor credit, and high prepayment penalties. They also discuss the use of refinancing for home renovations and debt consolidation, but advise consulting a financial advisor. Listen this week as Jefi and Ed talk about the importance of individual circumstances in making refinancing decisions and consulting your trusted advisors.QUOTES"Remember that rates rise like a rocket and they fall like a feather." -Ed Billings [02:09]“Whatever's best for you is what's best. Don't get caught up in the hoopla of the refi whirlwind.” -Jefi Moultrie [10:26]TIMESTAMPS(04:49) Lowering the Interest Rate (06:18) Shortening the Loan Term(07:22) Eliminating PMI (10:11) Refinancing and Home Value (11:10) Consider Your Long-Term Goals(12:44) Factors to Consider Before RefinancingRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle Podcast, Ed and Jefi discuss conventional loans, mortgages that are offered by private lenders and are not backed by a government agency. They highlight the importance of understanding the difference between conforming and non-conforming loans, as well as the higher interest rates and credit/income requirements associated with conventional loans. Jefi and Ed share how conventional loans can be used for investment properties and the need for buyers and sellers to educate themselves about conventional loans.QUOTES"So that also leads to credit and income requirements. So you're going to have to qualify for those loans. Right. So you're going to have to have a little better credit score and a stable source of income. So the lender is going to look at that because they got skin in the game." -Ed Billings [04:31]“The bottom line is that you should be open to all different kinds of loans because every loan structure is different.” -Jefi Moultrie [13:08]TIMESTAMPS[02:10] Difference between conforming and non-conforming loans [04:31] Credit and income requirements for conventional loans [10:22] Conventional loans offer flexibility in terms and options [11:58] Flexible loan terms [13:08] Difference between PMI on conventional and FHA loans [14:17] Be open to different loan options!RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Ed and Jefi discuss FHA loans. They highlight the pros and cons of FHA loans, including lower down payments, lower credit score requirements, and higher income-to-debt ratios. They also mention the Mortgage Insurance Premium (MIP) and the loan limits that vary by county. Jefi and Ed emphasize the importance of understanding FHA loans as a buyer, seller, or agent, and recommend contacting a lender for more information. They also provide tips for agents on how to counsel buyers on choosing between FHA and conventional loans.QUOTES"Something that's really interesting about FHA loans is they follow HUD Housing and Urban Development guidelines. Did you know that most loans and when I say most, almost all follow those exact same guidelines because they're such a great guideline to follow? So most banks follow those, too.” -Jefi Moultrie [02:02]"Here's a homework assignment for all you agents out there. Call your lender. And this is for me, too, because I don't know that number off the top of my head. Just check for the counties that you work, and what the current FHA limits are. That's a really good number to know." -Ed Billings [08:56]TIMESTAMPS[00:00] FHA loans [02:45] Pros of FHA loans[05:30] Cons of FHA loans[09:31] FHA loan leniency [09:59] Understanding the strength of an FHA buyer as an agent [10:36] Strategy for choosing between FHA and conventional loans in multiple offers [11:53] Always call your lender!RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Ed and Jefi talk about Veteran Affairs loans and why they are underutilized. They highlight that VA loans have a lower interest rate and no private mortgage insurance. However, they caution that VA loans can be difficult to assume and that sellers and agents should fully understand the loan's terms before marketing it as assumable. Jefi and Ed stress the importance of having an advocate who understands VA loans and can convey the buyer's strength to the seller. They share why it is important to get fully underwritten and how you can provide proof of funds to demonstrate financial stability.QUOTES"One of the biggest things that I have a hurdle with is my sellers when they are receiving a VA loan. They automatically think that the buyer does not have money. That is completely not true. Just because you see a loan come in with zero down doesn't mean the seller has no money. It just means they're exercising that option for this loan.” -Jefi Moultrie [03:13]"They're not going to be your advocate on that to the seller because they don't understand it. And what is not understood is feared. So agents that are working with VAs need to educate the other side so that they know what's going on." -Ed Billings [10:27]TIMESTAMPS[00:30] VA loans [06:11] VA loans offer lower interest rates and no PMI [09:46] Lack of understanding of VA loans by sellers and agents [11:52] Requirements for a property to be eligible for a VA loan [13:02] VA appraisers evaluate the physical conditions of the property. [14:19] Tips for VA offers in multiple offer situations. [16:22] Talk to your lender for details. RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Jefi and Ed speak with John Schindel, a mortgage loan officer at Bay Equity. They discuss the importance of getting pre-approved before starting the home buying process and the common hurdles that buyers face. John shares why having a long-term financial plan and working with a financial planner to align homebuying goals with overall financial goals is valuable. He also explains the difference between a soft pull and a hard pull on credit and advises against making any major financial changes, such as quitting a job or taking on new debt, during the home buying process.QUOTES"The number one thing for me is that anybody that buys a home, it's the number one precursor. Or statistically, it is the number one thing that means that your children are going to have a better life than you. Intergenerational wealth always comes with your parents owning their own home." -John Schindel [03:59]"Your reputation is on the line every time you write an offer. If you're going to write an offer with a non-approved buyer and put that listing agent through the process of presenting and possibly accepting, not knowing that that buyer can accept, you're not going to look too good as an agent at all. And the next time you write an offer for your beautiful buyer who didn't get the right information, you're not going to get your offer accepted.” -Jefi Moultrie [08:30]TIMESTAMPS[01:58] Importance of getting pre-approved before house shopping [05:57] Biggest hurdle with buyers: meeting them after making offers [10:53] Loan estimate and comparing lenders' costs [12:44] Starting with a trusted lender before shopping rates [14:19] The break-even point and the opportunity to refinance [21:34] Considering the quality of life when determining budget [25:32] Difference between hard pull and soft pull for credit checks [28:08] Top three things not to do when getting ready to buy a house RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle:

This week on the Messy in The Middle podcast, Jefi and Ed discuss how to handle a referral gone wrong in the real estate industry. They emphasize the importance of following up on referrals and checking in with both the person who referred and the person who received the referral. They also stress the need to have a backup plan in case the initial referral doesn't work out. Remember, not every fit is perfect it's okay if a referral doesn't work out!QUOTES"I know this sounds like a lot of work. It's really not. What it is is you taking care of somebody you care about enough to share a referral with. So just checking in with them to see how it goes is great. And it might stop you from referring that person over and over and over again if you know that it's consistently not a good fit." -Jefi Moultrie [06:02]"Everybody complains about the deal they lost or didn't deal, and nobody ever complains about the home they bought or the property they bought, as long as they hold it long enough.” -Ed Billings [02:00]TIMESTAMPS[02:31] Lesson about missed opportunities in real estate[03:12] Importance of checking in on a referral[04:26] Handling a referral that is not a good fit [05:51] Having a backup plan for referrals [06:48] Not all referrals will work out[07:52] Communication between agent and consumer [08:11] Encouragement to continue giving referralsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Jefi and Ed share how to find a real estate agent to refer to someone who is looking to buy or sell in an area outside of your expertise. They emphasize the importance of reaching out to your trusted realtor, who will have a network of reliable agents across the country. By asking your trusted realtor for recommendations and providing them with specific details about the client's needs, they can do the research and vet potential agents to ensure a quality experience for the client.QUOTES"Do you want your friend to end up with somebody like that? If you can think about it from a way that you're actually giving a gift to them by helping them find somebody that's the best of the best, that's a really great way to look at it instead of having it as a job." -Jefi Moultrie [05:41]"The key point here is that a trusted agent is going to be more than happy to do the research, and they're probably going to ask you very high-level questions.” -Ed Billings [06:57]TIMESTAMPS[02:37] Reaching out to your trusted realtor for referrals [04:40] Key questions to ask your realtor when seeking a referral[09:21] Finding the best match for a referral [10:26] The Next Layer of workRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Jefi and Ed discuss the best way to give a referral. They emphasize the importance of personal endorsements and explain how to approach someone at a party or social gathering to recommend a realtor. They also address common objections and provide strategies for overcoming them. Jefi and Ed stress the value of early involvement and information gathering, as well as the benefits of interviewing potential realtors. Listen as they share great ideas that will allow for seamless communication.QUOTES"If you have a friend or a family member, or Google a realtor, you don't know what you're going to get. If you have a relationship with a good agent, they're going to be able to help you find one. ” -Ed Billings [03:25]"The very best way to give a referral is to actually link all the parties together in a text." -Jefi Moultrie [11:14]TIMESTAMPS[04:04] How to give a referral at a party or social gathering[09:06] Interviewing referred agents for sale by owners[11:35] The benefits of using text for referrals[13:02] Action plan for giving referrals[14:06] Two types of people when it comes to referralsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in the Middle podcast, Jefi and Ed speak with Royce Branning, co-founder of ClearSpace. Royce joins the hosts to discuss the impact of phone addiction and how his app helps users regain control of their digital lives. They explore the role of dopamine in driving addictive behaviors and the need for intentional use of technology. Royce shares his journey of starting the company and the importance of serving others. The conversation also touches on the challenges faced by real estate agents in managing their phone usage and the potential benefits of using ClearSpace in the industry.QUOTES"There is a war for your attention and you're bringing a knife to a gunfight and we're kind of arming you with at least equitable defense mechanisms.” -Royce Branning [04:43]"I think phone addiction is a really helpful term for us to understand the forces at play in our relationship with the devices." -Royce Branning [20:23]TIMESTAMPS03:16 Royce's Intro04:06 What is ClearSpace?15:22 Growing awareness of the negative impact of devices21:40 Dopamine and scrolling30:47 Content creators struggle with phone distractions43:44 The impact of ClearSpace appRESOURCESClearSpaceNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in the Middle podcast, Jefi and Ed discuss the importance of seeking feedback and learning from others to improve and grow in your profession. They emphasize the need to have a beginner's mindset and be open to feedback from trusted individuals. By identifying your weaknesses and seeking guidance from those who excel in those areas, you can sharpen your skills and become a better professional.QUOTES"I think sometimes we need to see the change that we need in someone else.” -Jefi Moultrie [04:29]"Where am I strong? Where am I weak? And then have those conversations with folks and say I'm struggling in this area. I'm really good in this area over here. How about you?" -Ed Billings [09:40]TIMESTAMPS[01:29] Importance of staying relevant and continuously improving[02:18] Embracing the beginner's mindset [03:59] Appreciation for listeners and a request for referrals [06:10] Seeking feedback from trusted individuals and coaches [08:44] Sharing strengths with others to enhance skills [10:13] Conducting an honest assessment of strengths and weaknesses RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

This week on the Messy in The Middle podcast, Ed and Jefi discuss the concept of digital wellness and how to eliminate distractions in order to improve productivity. They emphasize the importance of actively participating in the war for attention and provide strategies for taking control of digital tools. They also discuss the distractions we seek and how to identify and overcome them. The hosts share their personal experiences and offer practical tips for implementing these strategies in daily life.QUOTES"Attention is our most important tool in the task of improving the quality of experience." -Ed Billings [02:51]"You can't fight the war for your attention passively. I don't like the word war, but you have to be an active participant in changing these patterns.” -Jefi Moultrie [05:53]TIMESTAMPS[00:49] Eliminating distractions for productivity[03:03] The deliberate design of digital tools to distract us[06:29] Deleting all notifications[13:16] Educating clients on response times and setting expectations[17:36] Controlling distractions and being mindful of time wastedRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.com

What you measure grows! This week, Jefi and Ed discuss the importance of accountability partners in their real estate businesses. They share their personal experiences with accountability partners and how it has helped them stay focused and achieve their goals. Jefi and Ed also provide tips on how to choose the right accountability partner and how to make the most out of the partnership. Additionally, they talk about the concept of forming a personal board of directors and how it can provide valuable insights and feedback.QUOTES"I am the queen of accountability, and here's what's interesting. I hate it, but I love it. It's like poking a bruise.” -Jefi Moultrie [02:19]“Review with your accountability partner and try and synchronize the things that you're doing." -Ed Billings [10:00]TIMESTAMPS[02:00] Queen of accountability[03:00] Jefi's experience with accountability partners [06:00] Importance of accountability in stopping drift and setting goals[08:00] Sharing progress with accountability partners and creating a personal board of directors[12:00] Encouraging listeners to find accountability partners in different areasRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Our jobs can be a catalyst for fulfilling our purpose and mission in life! Join Jefi and Ed as they continue their discussion on the power of purpose and how it can drive our goals and actions. They share personal stories and examples to illustrate the importance of finding what lights us up and aligning our goals with our purpose. Jefi and Ed also provide a step-by-step process for creating a mission and setting goals, emphasizing the need for coaching, accountability, community, and having skin in the game. QUOTES"Your job usually is the catalyst to being able to do the things that fill a purpose and a mission in your life.” -Jefi Moultrie [09:02]“Purpose is represented by the specific goals we achieve." -Ed Billings [04:18]TIMESTAMPS[02:00] Importance of finding what lights you up internally and externally[07:39] Aligning goals with purpose to create mission [12:49] Thinking big and finding passion[20:06] Setting goals for 2024[27:30] Four key elements for a goal system[32:02] Daily reviews of progress and adjustments for improvement[35:42] Recap: Goal-setting processRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a Recession

This week Jefi and Ed discuss the power of purpose and mission. They explore the concept of power versus force and how aligning with a greater purpose can give momentum to your actions. Ed and Jefi talk about the importance of connecting your passions and values to something greater than yourself. The hosts share their personal experiences and reflections on finding their purpose, how it has shaped their lives, and practical tips on how to discover your purpose.QUOTES"How you live your days is how you live your years. And a lot of times people don't realize that the compounding effect of what you do each day really does affect the years to come.” -Jefi Moultrie [05:11]“If you can make that connection of what you're doing being about something greater than yourself, you're going to get far more out of it, and far more out of life." -Ed Billings [08:09]TIMESTAMPS04:15 The power of purpose and mission12:24 Reflecting on internal feelings and what brings joy23:05 The importance of disconnecting to connect with your inner voice29:58 It's okay to change course and redefine your purpose36:27 Focusing on the mission for greater fulfillmentRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

This week Jefi and Ed discuss the importance of tapping into the power of play in your personal and professional life. They emphasize the need to know your passion, spend time in support of that passion, and make it fun. They provide examples of how to incorporate play into client interactions and share how you can embrace rest cycles and use them as an opportunity to recharge and explore your passions.QUOTES“You want to be playful in the experience, like playful learning if you're teaching somebody or bringing them into an experience." -Ed Billings [14:13]"When you're in a rest cycle, you can really lean into things you're passionate about, and you can do things that are filling you up for your next run cycle.” -Jefi Moultrie [08:49]TIMESTAMPS01:58 Embracing rest cycles05:17 Know your passion08:01 Spend time in support of your passion 10:19 Bring clients along on your passion journey16:01 The need for fun and playfulness19:40 Ideas for creating and playing with your communityRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

This week Jefi and Ed discuss the importance of ending the year strong in order to start the new year on a high note. They share their own plans for September through December and emphasize the need for intentionality and personalization in client interactions. Listen as they highlight the significance of staying connected with clients and share how you can celebrate them in unique ways!QUOTES“I want to have a nice big event in February in person. I've been doing virtual events that kind of came about through COVID, but I think it's time to do a really big, fun event and coordinate it with a lot of other agents in the office.” -Ed Billings [28:57]"Do what resonates with you. You and I are going to name off a lot of stuff and these are all just ideas, but make them your own because your clients love you for who you are.” -Jefi Moultrie [08:26]TIMESTAMPS03:09 Being intentional and planning for year-end09:18 Jefi's plans for September, including pop-up events and walks11:31 Ed's plans for September, including UNC football watch party23:27 Video follow-ups26:30 January/February event ideas30:31 How small gestures can help show client appreciationRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

This week Jefi and Ed discuss the bold predictions made by Brian Buffini, a renowned real estate expert. They emphasize the importance of listening to reliable sources, such as Buffini, rather than relying on media headlines for market information. They debunk the idea of an impending market crash and highlight the strength of the current housing market, with a significant percentage of homeowners having either paid off their mortgages or having substantial equity in their homes. Jefi and Ed stress the need for realtors to educate their clients about the market and discuss the increasing demand from millennials.QUOTES“You want to make sure in your business that you've got the systems and the staff ready for this big surge in demand that's coming.” -Ed Billings [13:14]"This age group of 34 to 36 millennials is actually a larger consuming group than the baby boomers.” -Jefi Moultrie [09:50]TIMESTAMPS01:43 Brian Buffini's bold predictions06:21 Misinformation in the media08:38 Don't time your search around interest rates, find the right home!13:30 Prepare systems and staff for a surge in demandRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Don't underestimate the power of having a morning routine! This week Jefi and Ed discuss why the real estate industry requires them to be intentional about setting aside time in the morning to fill themselves up before diving into work. They stress the need to separate personal time from work time and highlight the benefits of having a morning routine to set the tone for the day. They also provide practical tips for implementing a morning routine, such as setting an alarm, turning off notifications, and planning activities in advance.QUOTES“You can change the ritual of the morning routine, but don't abandon the morning routine.” -Ed Billings [03:29]"Make sure that your time is on your calendar, because if your assistants look at our calendars and they're booking things for us or our business partners or whoever, and if you don't have that time blocked out, how is someone going to honor that for you?” -Jefi Moultrie [06:19]TIMESTAMPS02:40 Morning routines should be separate from work tasks06:50 Set alarms and turn off phone notifications07:43 Plan activities for the week in advance 08:06 Don't give away the time 09:58 Find a routine that works for youRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode of Messy in the Middle, Jefi and Ed tackle the top five questions that sellers ask real estate agents during listing presentations. Using the Chat GPT tool, they simulate an unrehearsed interview where they ask each other questions and discuss their responses. They emphasize the importance of being prepared for these questions and providing thoughtful answers to build trust with potential clients.QUOTES"What I like to do is go and do a tour first if the house is brand new. So I want to go and lay eyes on it and walk through, get a feel for what's there, and then I follow up and come through on the back end with all my recommendations and the marketing plan.” -Jefi Moultrie [08:39]“Your photos are what is going to stop me. Price and photos are what makes me take a pause.” -Ed Billings [09:46]TIMESTAMPS03:30 Discussing experience in selling homes in a specific area 07:08 Explaining the marketing plan for a home09:27 Importance of price, presentation, and photos in selling a home 21:26 Frequency and methods of communication with clients RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this Ten-Minute Takedown episode, Jefi and Ed discuss the benefits of meditation and how it can help you achieve a balanced life. They emphasize that meditation doesn't have to be a specific practice and can be tailored to individual preferences. They also discuss the benefits of guided meditation and share their personal experiences with it, including increased focus, clarity, and energy.Listen this week as Jefi and Ed share their favorite guided meditation apps and how this daily ritual can lead to creative insights and new ideas.QUOTES"If you've never done meditation start with five minutes or less. Even a minute gives you benefits!” -Jefi Moultrie [05:31]“Flow and meditation are literally the yin and yang on a healthy brain and body” -Ed Billings [06:21]TIMESTAMPS02:17 Meditation forms08:37 Focusing on breathing 12:58 Guided meditation for beginners 18:22 How meditation can lead to new ideas and clarityRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a Recession

In this episode of the Messy in The Middle podcast, Ed and Jefi discuss the concept of flow and its importance in achieving a balanced and fulfilling life. Flow state occurs when individuals are fully immersed in an activity, experiencing deep concentration and a sense of timelessness. Ed and Jefi share examples of flow-inducing activities such as skiing, mountain biking, surfing, tennis, dancing, and even real estate negotiations. Listen this week as Ed and Jefi share how you can incorporate nature, dynamic motion, and social interaction into daily activities to enhance the flow experience!QUOTES“Flow state is achieved when there is a balance between the difficulty of the activity and your skill set.” -Ed Billings [07:54]"The harder you have to work on something, the more intense your brain gets in solving what you're working on.” -Jefi Moultrie [13:18]TIMESTAMPS01:18 Definition of flow state03:34 Achieving flow through a balance of difficulty and skill08:03 The importance of feedback and goal-based activities for flow 18:27 Examples of flow activities: mountain biking, surfing, dancing, real estate negotiationsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode of the Messy in The Middle podcast, Ed and Jefi discuss the importance of staging in the home selling process. They emphasize the need to consult a professional stager who can help tell the story of the home and create an emotional connection for potential buyers. They also highlight the three Ds of staging: declutter, depersonalize, and deep clean. Listen as they share how staging can help buyers visualize themselves in the space and lead to higher offers!QUOTES“Ninety percent of buyers cannot project themselves into the space. They go into an empty home and they're just confused.” -Ed Billings [09:10]"Every home has a story, or it should have one.” -Jefi Moultrie [07:49]TIMESTAMPS04:01 the importance of staging08:44 staging tells the story of a home12:25 Three key points: declutter, depersonalize, and deep cleanRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this Messy In The Middle Ten-Minute Takedown, Ed and Jefi discuss the importance of creating a buzz when selling a property. They highlight the three key elements of creating buzz: price, prep, and promotion. They emphasize the significance of pricing a property correctly to attract buyers and generate excitement. Ed and Jefi also discuss the importance of preparing a property for sale, including decluttering and staging, and explore various promotional strategies. QUOTES“It doesn't matter what I think it is going to sell for or what you think Mr. and Mrs. Seller think it is going to sell for. It's what the buyer thinks.” -Ed Billings [06:20]"The consumer is so incredibly educated today by the tools that they have access to via the Internet on pricing.” -Jefi Moultrie [05:35]TIMESTAMPS03:50 Pricing a home correctly11:42 Promoting open houses14:01 Using social media to create buzzRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this Messy In The Middle Ten-Minute Takedown, Ed and Jefi discuss the importance of living in the now and focusing on what can be done in the present moment. They emphasize the need to let go of fear and uncertainty about the future and instead concentrate on the controllable aspects of their business. They highlight the significance of daily activities, such as making calls, sending notes, and doing pop buys, to maintain relationships with clients. QUOTES“We tend to focus on bigger events and the ones that have bigger budgets. But a really successful one over the years has been just doing a pop up coffee or a pop up happy hour. You throw it out at the last minute, and whoever shows up, shows up, and they appreciate the invite.” -Ed Billings [06:09]"Knowledge about what is happening today is more powerful than what you think will happen tomorrow.” -Jefi Moultrie [06:27]TIMESTAMPS01:22 Living in the Now05:14 Events and Finances09:56 Planting Seeds Today That Will Impact Your FutureRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Ed and Jefi discuss mid-year updates and the importance of tracking numbers. They explain how a mid-year update can provide a frame of reference for year-over-year comparisons, making it easier to analyze market trends. They also give examples of how to structure a mid-year update call with clients, including tracking the number of homes sold, active listings, and months of supply in their respective markets. QUOTES“A mid-year update gives you a frame of reference, which gives even more power to the numbers. So jump on board, start tracking, and then you can be an expert. What we love to do is call our clients around mid-year and just say this is what is going on with the market.” -Jefi Moultrie [01:49]“When you're at a month's supply. You don't have enough product to meet demand and then prices go up.” -Ed Billings [05:16]TIMESTAMPS01:48 Frame of Reference05:39 Micro Market10:15 Mid-Year NumbersRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Ed and Jefi catch up with Jeremy Patterson, a mortgage expert and the owner of Fairway Mortgage in San Diego, California. With over 15 years of experience in the industry, Jeremy has helped numerous clients achieve their homeownership dreams. Jefi, Ed, and Jeremy discuss the current state of the mortgage market and how it has evolved over the past year. They also talk about current interest rates, loan application volume, and the impact of the pandemic on the real estate industry.QUOTES“As loan officers and as realtors, we need to be having better conversations about where people are fiscally. Are they doing okay with inflation? Are they managing credit card debt? Do they need other services or help from us? Do they need a budget from us?” -Jeremy Patterson[13:49]“Supply and demand. Typical economics say with no supply and less demand, it doesn't matter because as long as demand is there to meet the supply, it will still go up. And that's the interesting part. We're not building enough homes. There's no way we're going to catch it.” -Jeremy Patterson [17:40]TIMESTAMPS01:16 The unpredictability of the past year04:19 Explanation of the government's shift in buying mortgage backed securities06:50 Advice for buyers and the unpredictability of the market11:17 Needs-based clients and driving the market with first-time buyers and last-time sellers17:40 Homeownership becoming a commodity due to lack of supply and high demand21:02 Cash offers and need for agents to better represent clients with lending offersRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Ed and Jefi discuss the importance of finding creative solutions when things go wrong in real estate transactions. They provide key points and questions to ask when faced with difficult situations, emphasizing the need to have a solution-based focus and to think outside the box. Ed and Jefi also touch on the importance of knowing your creative process and environment when trying to find solutions.QUOTES“Your most highly motivated buyer isn't your best on paper buyer, but they will be more likely to get to the finish line.” -Jefi Moultrie [05:58]“When you come up with the idea, bring the other side into the solution. Let them join you for the journey to try and resolve it.” -Ed Billings [17:22]TIMESTAMPS01:10 Finding creative solutions when things go wrong04:10 A solution-based focus09:18 Be open to different outcomes12:37 Collaborating and testing solutionsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Jefi and Ed are two realtors who recently had an interesting experience while discussing buying and selling a home. Jefi and Ed share their perspectives as realtors, discussing the buyer and seller viewpoints. Ed advises clients to take their time when making decisions and, if necessary, use tools to weigh pros and cons. He also emphasizes the importance of empathy when working with first-time homebuyers. Jefi and Ed discuss why it is important to slow down and be present in the process to build trust with buyers. QUOTES“I think you can naturally start that process on the front end, and I think that actually would be really good discipline in the initial buyer consult to say, hey, this is a life change for you. We're in the life event business and be thinking about these things as what are the pros and the cons for your prospective move.” -Jefi Moultrie [05:45]“I tell all of my buyers and sellers, you're going to go under contract today and you're going to have the biggest wave of buyers or sellers remorse you've ever felt in your whole life. That's normal. It will dissipate over time because you're just anxious about this. This is a humongous deal. It's like calling the elephant in the room out and just being like, here it is, let's talk about it.” -Ed Billings [09:50]TIMESTAMPS02:10 The Emotional Impact of Estate Sales04:06 Self-Realization Through Real Estate Decision Making Process05:40 Empathy in Real Estate: How to Support First-Time Home Buyers11:16 Conveying Value to Clients18:14 Balancing Emotions in Business TransactionsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode of the Messy in The Middle podcast, Jefi and Ed discuss their recent client events and how they build community through small and large-scale events. They offer key takeaways and tips for organizing successful events to connect with clients and colleagues. Jefi and Ed also discuss the power of food at client events and how it builds community. QUOTES“Start small. If all of your guests invite one person, boom, your guest list grows and then you double it again and you're at that magic number. ” -Ed Billings [11:24]“I left two days after the event for a two-week trip out of the country. I normally would've called everybody right away and touched base with them. Instead, I did a video. But I think it's different than that voice to voice. This is the only time I could have done both the trip and the event. So, it's just a note to myself about how powerful it is to do follow-up calls afterward and to have that time to share the experience with your guests.” -Jefi Moultrie [07:39]TIMESTAMPS01:13 Events06:15 Mountain Training Camp10:45 Potential growth from events RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Ed catches up with Jefi across the pond! They discuss strategies for achieving work-life balance, including managing client expectations and communication. They highlight the value of having a reliable team member to support and assist in providing clients with timely information while you are away. Jefi and Ed share how implementing efficient systems and creating clear client expectations before leaving can reduce any potential confusion.QUOTES“You're going to enjoy your time away from work when you set up your team for success. You're going to do the things you need to do, and then come home to some beautiful listings because your team has worked so hard and done great things for you.” -Jefi Moultrie [5:27]“Let the systems work, get out of your way. Do a good two-week prep going in so that everything that's running has potential and you're gonna have new potentials pop in while you're gone. But anything that is teed up or in process, you've had enough time to smooth out the bumps in your prep.” -Ed Billings [07:39]TIMESTAMPS01:10 Big Fat Hairy Goals03:56 Setting Systems in Place10:09 Trustworthy Colleagues16:20 Making Sure Clients are Taken Care Of While You're GoneRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Jefi and Ed sit down with Marc Goldin, a top-producing real estate agent in Atlanta and the founder of the Golden Group. He shares his journey from working with three other firms to starting his own successful agency. Marc discusses the importance of always playing up - surrounding yourself with people who are better than you to continuously grow and improve. He emphasizes the need for adaptability as an agent and why implementing systems is key to driving success.QUOTES“When I'm networking and working with other agents that are really good at what they do, it helps bring my game up. I enjoy that. I look forward to those calls because I feel like I learn so much.” -Marc Goldin [15:46]“Nobody is a hundred percent successful all the time. You have to fail forward. You're not always gonna be successful. Learn your lesson and figure out what you did wrong and move on.” -Marc Goldin [31:04]TIMESTAMPS02:30 Marc's Career Journey15:20 The Impact of Professional Coaching25:32 Utilizing Virtual Assistants30:52 Learning from Mistakes RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this episode, Luz Daniels, a top-performing Keller Williams agent in Denver, Colorado shares her incredible journey, from her humble beginnings searching for opportunities in classified ads to her successful real estate career. She talks about the mentorship she received and how she learned the importance of providing good service and staying proactive even when business is slow. Luz shares her experience of growing her business through referrals, dealing with the 2008 market crash, and the challenges she faced as a disorganized agent, despite making a lot of money. Listen as Luz shares how she utilizes systems in her business to stay organized and efficient.QUOTES“One of the things I do is make sure that 8 to 5, Monday through Friday at a minimum, I'm working very hard. Working, not playing, and not shopping. After 6, I am focused on my family.” -Luz Daniels [25:33]“You have to get back to the fundamentals. The grass is not greener on the other side. If I lose a sell, I lose. So I pick up that phone and get back to the basics.” -Luz Daniels [32:00]TIMESTAMPS00:30 Luz's intro07:43 Success in Real Estate Obstacles14:47 Real Estate Career and Mentorship Lessons26:49 Creating Systems and Client RelationshipsRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this Ten-Minute Takedown, Jefi and Ed are talking about pre-list renovations and how you can spend money wisely when preparing to list a home. They suggest thinking about what buyers will see when they first walk up to the house, hiring a designer to help keep the colors neutral and modern, and adding small touches such as cleaning the windows and trim. Jefi and Ed also discuss how you can successfully stage your home. QUOTES“When you're getting ready to have a client list their home, or if you're a consumer and you're getting ready to list your home, the biggest bang for your buck is paint. End of story. ” -Jefi Moultrie [01:24]“I think updating appliances can make sense. I try to encourage folks to do that. Doing a full kitchen remodel is just too expensive. And when we get those calls, Jefi and I both tend to say: ‘What's the timeline? What are we looking at? Is this for immediate resale?'. That puts us on a decision path.” -Ed Billings [07:05]TIMESTAMPS00:10 Pre-List Renovations: How to Maximize Your Home's Value01:06 Home Improvement Priorities for Listing a Home03:10 Tips for Cleaning and Updating Your Home09:50 Designer Tips for Home Improvement on a BudgetRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

The current state of the housing market can be difficult to navigate. This week, Jefi and Ed explain why the rate of transaction volumes is down, and why prices are up, indicating a lack of supply. They discuss how to create supply, by nurturing relationships with people in their database and looking for a home in their area that would be a good match for potential buyers. They also suggested ways to locate potential buyers, such as walking the dog in the area, door-knocking, and sharing details of recent sales. QUOTES“Video is going to get you more exposure and more interaction. I think the mind shift for me on social media and video, and it might help other folks, is that you want to be creating content, not consuming content.” - Ed Billings [13:08]“I believe that you should start with your database because you know these people. They are intimate relationships. They're people that you would feel confident and comfortable calling and asking them anything.” -Jefi Moultrie [02:48]TIMESTAMPS01:57 Strategies for Creating More Inventory in a Low-Supply Market03:21 Leveraging Relationships and Database to Find Potential Buyers11:18 How to Find Real Estate Opportunities for Buyers13:24 Social Media Strategies for Business Growth RESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Jefi and Ed are discussing the concept of “fool or favorite” this week, which is taken from Chris Voss' book Never Split the Difference. They share how realtors can provide clients with options that allow them to make wise decisions. At the same time, agents can remain the favorite option and be seen as trustworthy. Ed and Jefi discuss the difference between forecasting and hope-casting and share how you can give your clients the power of choice!QUOTES“As realtors, we are getting things on the table, setting standards, and not going off on a hope forecast with clients. They're going and doing what they need to do. And we are sticking to our standards. This communication is a way to assess, are you the fool or are you the favorite?” - Ed Billings [08:40]“I don't mind giving information because I think it's really important for clients to have that. It's just the second, third, and then fourth time back. That's on me.” -Jefi Moultrie [05:49]TIMESTAMPS00:15 Chris Voss' Never Split the Difference03:12 Fool or Favorite Role Play04:50 Accusation Audits and Setting Non-Negotiables08:03 Negotiating SalesRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

On this episode of Messy in the Middle, Ed and Jefi discuss Chris Voss' book Never Split the Difference, which is all about negotiation and communication. They talk about why it's important to understand negotiation and communication, and they discuss how they have used the book and the additional class they took with the Black Swan Group to help improve their practices. They believe that if everyone had a better understanding of negotiation and communication, it would help them get to resolutions quicker and with less ego involved.Click Here to learn more about Chris Voss and sign up for Negotiation Training.QUOTES“When you position your questions to someone so that they can say no, you're giving them the power, and it creates a sense of safety and security.” - Ed Billings “Ask open ended questions. What and why questions are probing. When you ask a question that end in a yes or no, you can answer it. That doesn't open it up for discussion.” -Jefi Moultrie TIMESTAMPS02:50 Negotiation Strategies: Active Listening12:14 Tactical Empathy in Building Rapport and Trust18:14 Negotiation Skills: Accusation Audit and Request for Repairs22:36 Conversation on the Power of No in Sales TechniquesRESOURCESNever Split the DifferenceThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

It's time for a ten-minute takedown! This week Ed is challenging Jefi to participate in the preview challenge, which involves previewing all properties that come on the market in a 15-day period. Jefi and Ed emphasize the importance of challenges as a means of staying motivated and making progress. They discuss the benefits of previewing properties and how it can lead to increased activity in the market. They also share why in-person previewing of properties is a way to gain a better understanding of the property.QUOTES“You can get a feel for the property and the overall picture of it, but when you actually go out and do the preview, it's a very different experience. You're going through it and you're experiencing the property. When I'm in it I can see what a person might be interested in and I begin to connect the dots.” - Ed Billings [03:07]“One of the things that put me off of this challenge was the thought of having to go see 23 homes in 15 days. But then Ed explained to me that I could just start with the last three days. So, If you're going to take this challenge, start small and start within the last three days.” -Jefi Moultrie [06:19]TIMESTAMPS01:34 Launching a Real Estate Preview Challenge03:44 Property Previews and Deal Flow09:46 Pop-By Follow-Up Strategy for Generating Churn in Real Estate11:37 Real Estate Agent Success Story: Turning Prospects into Active BuyersRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Building a community around shared interests can be a powerful tool for bringing people together. This week, Jefi and Ed share tips and tricks on how to do something you love, share it with people you love, and build a community around it. As realtors, Jefi and Ed discuss the importance of organizing events to engage with your community and foster a sense of belonging. Whether it's through a running group or a casual get-together with friends, building community can be a valuable experience that can enrich your life in countless ways. QUOTES“If we don't feed our community's soul, then the community is not going to grow. We're not able to give back if we don't fill ourselves up also.” -Ed Billings [03:35]“If you have a group of people that want to experience something new, don't be afraid to reach out to somebody who's an expert in that field and have them come and work with you.” -Jefi Moultrie [12:40]TIMESTAMPS00:46 Tips and Tricks for Building an Incredible Event Around Your Passion05:20 Community Building: Exploring the Possibilities09:31 Choosing the Right People and Creating a Pioneer Mentality13:51 Event IdeasRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

Are you in the market for a new home? Whether you're a first-time buyer or a seasoned homeowner, the process of finding the perfect property can be overwhelming. The real estate industry has undergone rapid changes in the past few years, and it can be challenging to keep up with the latest trends and technologies. That's where knowledgeable and experienced real estate agents come in. In this week's episode of Messy in the Middle, Jefi Moultrie and Ed Billings discuss why realtors need to create an organized experience for buyers. QUOTES“As realtors, we want to make sure that we're intentional in the buyer experience and that we're providing the most value, which is around the ability to analyze a property and to negotiate transactions.” -Ed Billings [01:33]“I'm not just here to sell you this home. I'm going to be here when you need a gardener and when you need a plumber. When you're ready to sell your house in 20 years I'm going to be here for you. So I need to point out things in a showing because I don't want to catch you off guard when we have those conversations in the future.” -Jefi Moultrie [09:49]TIMESTAMPS00:59 Creating a Valuable Buyer Experience02:21 Examining Price, Condition, Location, and Timing03:05 Setting Expectations for Buyers09:28 Negotiating the Home Buying ProcessRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings share how you can find balance, reduce anxiety, and thrive in the changing real estate market. They discuss the importance of having a routine, implementing a discipline plan, and sticking to it. Jefi and Ed share how routine can keep you on track and help ensure that you reach your goals. QUOTES“Routine is going to help keep you on track. The danger is, if you don't stick with your routine it's really easy to fill your day with those non-work related items. We're realtors. We control our schedule and you can do a lot of C-level activity and not focus on more of the challenging A-level activity.” - Ed Billings [03:29]“There is this death by comparison happening with you, your friends, your cohorts, and your partners. The bottom line is that if you stick to your plan, the plan will bring business in due course, in due time.”- Jefi Moultrie [18:21]TIMESTAMPS2:34 Staying the Course During a Changing Market8:17 Analyzing the Real Estate Market During the Traditional Season12:09 Activity Begets Activity and Accountability Partnerships18:34 Strategies for Managing Anxiety and Achieving GoalsRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings talk with Mario Sikora, Founder and CEO of Awareness to Action International, which provides executive coaching and enneagram-based leadership programs. Mario discusses the three instinctual domains of human behavior: preserving, navigating, and transmitting. He shares how people's biases can affect how they interact with others and how understanding these biases can help build rapport.QUOTES“Do you ever go up to a door and you go to pull it and it doesn't open? So what do we do? We pull harder and we pull harder, and then we see a little sign that says push. Right? This is what we all do. We don't necessarily say, ‘Oh, that didn't work, so let me do the opposite'. We repeat things and we do this with our instinctual bias as well.” - Mario Sikora - Mario Sikora [20:26]“Take a deep breath, don't fall into these habitual patterns, and watch for what is appealing to other people instead of projecting onto them. That is the biggest, biggest thing. The key to this is not to try and use it to manipulate people, but to build rapport so we can help them.”- Mario Sikora [24:04]TIMESTAMPS3:10 Adaptive Strategies5:45 The Enneagram, Instinctual Biases, and Home Decor19:11 Identifying Navigators and Transmitters in Professional Settings20:51 Understanding Instinctual Bias and Building Rapport25:17 Communication Strategies for Business Owners of Different Personality TypesRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings share how you can avoid the fallout from rapid referrals and connect your clients with realtors they can trust. They discuss the importance of taking the time to assess your client's needs, vetting the agents you refer, and leaning into the network of realtors you know. QUOTES“You know everyone you need to know. If you need a good referral lean into your network and ask.” - Ed Billings [12:05]“Sometimes you refer people and it is not a match. That's okay. It is how you handle it when it is not a match that matters. Keep communication going no matter what happens.”- Jefi Moultrie [14:25]TIMESTAMPS1:25 Resisting the Rapid Referral 4:01 The Right Referral Process 7:52 What to Consider When Making a Referral12:06 Networking and Referrals 14:30 Keeping Communication Open Regardless of Outcome RESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings discuss the process of selling a homestead and the unique challenges that come with it. They talk about why it is important for real estate agents to recognize and manage emotions in their clients so they can understand them and make the home-selling process smoother and easier.QUOTES“If you understand your client's fears, you can help bring light to those things. It's good to find out who is resistant and who is pushing.” - Jefi Moultrie [6:25]“When you're dealing with situations where there is finality or a long-term relationship with the home, they are closing a door and moving to the other chapter, you have to be really respectful of the emotion in the room that is latent there.” - Ed Billings [13:28]TIMESTAMPS1:52 How to Handle Contention in Real Estate Transactions4:26 Selling a Home with Aged Sellers and Family Involved5:49 Working with Older Clients During Home Sales13:14 Respecting Emotions During Real Estate Transactions15:04 Navigating Family Dynamics in Real Estate TransactionsRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings talk about the benefits and challenges of working with friends. They discuss different qualities you want to look out for in a realtor and share three questions that can help you make a great decision when considering whether or not to work with a friend.QUOTES“When you hire a realtor that is a friend we are not going into business together. You are hiring me for my services.” - Ed Billings [02:05]“I have friends reach out to three friends that I have done business with to ask them questions about their experience working with me. This gives them a source to go and ask questions that isn't me.” - Jefi Moultrie [06:55]TIMESTAMPS[00:20] Intro[03:45] Three questions to ask when choosing a realtor[06:48] Utilizing other friends as a source[11:55] Project-based engagement[12:44] Let your clients fire you!RESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings discuss how Google Voice can be an asset for any realtor. They share how you can set it up, how it can be used as an organizational tool, and how you can use it to streamline communication. Ed and Jefi also explore strategies for business growth that can impact your whole team and keep you from missing out on opportunities and referrals.QUOTES“If you don't have to handle the minutiae, then the minutiae can't pull you down.” - Ed Billings [12:37]“The 101st person is just as important as the first. They just happen to be calling you at a different time. When your bandwidth gets so low over the 100 calls before the 101st, tracking with Google Voice really helps because there's a team working to make sure that the consumer and the agent are being taken care of, and this means you're taking care of your client.” - Jefi Moultrie [09:55]TIMESTAMPS[00:20] Intro[05:09] How Google Voice can streamline communication[06:38] Utilizing a dedicated phone number for real estate marketing[10:34] Google Voice setup [12:04] Leveraging time and enhancing customer serviceRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com

In this week's Messy in the Middle episode, Jefi Moultrie and Ed Billings talk about calendaring, its benefits, and challenges. They discuss how calendaring can help you stay motivated throughout the year. Jefi and Ed also share how having structure can create a sense of freedom in your life, protect your personal life, and allow you to work more efficiently. QUOTES“Calendaring can become a gamification. When you are auto-tasking, linking, and delegating in your calendar you will find huge productivity gains as a result.” - Ed Billings [11:14]“If you don't know what you're doing, how are you going to be prepared? How is everybody going to be on the same page? I have a business partner and an assistant and they are trying to help me by scheduling appointments and calling clients back. It can't all live in your head. Ultimately, calendaring makes you feel more in control of your day.” - Jefi Moultrie [04:43]TIMESTAMPS[00:20] Intro[01:37] Calendaring for Realtors: Freedom through organization[11:00] Calendar Hygiene: Auto tasking, Linking, and Delegating [14:36] Creating structure for a balanced life[15:30] OutroRESOURCESThe Five Dysfunctions of a TeamThe Peak ExperienceThe U.S. Housing Market Has PeakedWhy Rising Mortgage Rates Push Buyers off the FenceThe One Thing Every Homeowner Needs To Know About a RecessionCONTACTMessy in the Middle: messyinthemiddlepodcast.comEd Billings: edbillings.comJefi Moultrie: jefisrealestate.com