Myrtle Beach Real Estate Training Podcast with Scott Trembley

A “Home Equity Conversion Mortgage” (HECM) is a type of loan designed for people aged 62 or older that allows them to buy a primary residence by making just one down payment and no additional mortgage payments for the rest of their lives.  We know how this loan program benefits buyers, but what about Realtors? That’s the question my friend and associate Larry Reed and I will answer today.  Follow along in the video above to see our full conversation recapping how this program benefits buyer and how Realtors can use it to better service their clients. Once again, I’ve provided timestamps so you can skip ahead to various sections at your leisure: 1:21—What a buyer would pay with an HECM if they bought a $300,000 house1:54—The opportunities the HECM opens up for your customers 2:40—A story from one of Larry’s own buyer clients 3:26—Another example of how much buyers can save with an HECM4:34—How Larry himself used this program to buy his current beachfront home6:15—A tidbit explaining how Realtors get paid when buyers use an HECM8:12—Additional ways this program helps Realtors 10:04—Wrapping things up If you’d like to know more about the HECM program and how it can benefit you, you can email Larry Reed at lreed@rfslends.com or give him a call at (803) 269-1053.  Stay tuned for a video on how HECM can benefit your buyers up next! If you have any questions for me or there’s anything else I can help you with, feel free to call or email me anytime. I’d love to help you.

I recently had the opportunity to sit down with Jay Devlin, one of our team’s rockstar agents. We talked about his career, his future, and much more. Here’s a full outline of our conversation with timestamps so that you can skip ahead to the section(s) that interest you the most: 0:55- Jay talks about his start in real estate and what led him to this business2:35- How Jay found Keller Williams The Trembley Group and why that jump-started his career5:55- How a team structure succeeds where a big-box brokerage might not7:50- Jay details his incredible morning routine that allows him to dominate his days10:15- A few final pieces of advice from Jay for struggling agents out there Thanks again to Jay for joining me. It was great to get his insight and we’re so proud of his success. If you have any questions for me about our team or the real estate business in general, don’t hesitate to give me a call or send me an email. I look forward to hearing from you soon.

I have the honor and privilege to stand here today with Todd Allen, one of our rockstar sales professionals at The Trembley Group. This is his first year in real estate, but he’s already sold over $4 million in real estate in 2019. I wanted to talk to him a little bit about where he’s been and where he’s headed. Todd had a personal training business in Boise, Idaho for about nine years. After he got done with school and got tired of personal training, he moved to Nashville, Tennessee with his wife where they opened a natural essential oil business that they ran out of their house.  After having three kids and three years and needing a change of pace, he got into real estate. “Todd is excited for his future with The Trembley Group.” Fast forward seven months into his first year and Todd has done over $4 million in sales. What has made the difference for him?  According to Todd, the reason he chose The Trembley Group is that he wanted to be put into a system of success right away. He went through boot camp, where he learned how to talk on the phone with clients, and he’s been able to use the mentorship here to his advantage. The team structure allows Todd to learn much more quickly than an agent who joins a brokerage and is then left alone. In the beginning, Todd thought that just selling one house a month would be amazing for him and his family. He wasn’t sure if it was possible, but he knows now that it is. He’s already sold 21 homes in 2019 alone. Todd is excited for his future here at The Trembley Group. We’ve got a hot market, Todd is upping his goals, and he’s ready to work harder than ever to make it happen. Todd’s advice for a struggling agent who isn’t sure if this is the right place for them? “Every morning, I look forward to coming to work. If you’re someone who feels like your office is a drag, this is a place for you. We have a lot of fun here.” If you have any questions for me about your career or about the real estate business in general, don’t hesitate to give me a call or send me an email. I look forward to hearing from you soon.

As you know, most agents don’t track the numbers in their business as closely as they should. If you fall into this category, don’t worry—you aren’t alone. But with that in mind, today I’d like to share a few of my team’s own methods for tracking our numbers. If you’re thinking of taking control of your business and having a better life, in general, the first step we recommend is that you read Gino Wickman’s incredible book, “Traction.” “When we’re able to pinpoint our areas of weakness, we can use this knowledge to improve.” In addition to taking lessons from this book, our team has implemented a coaching scorecard. We track appointments, sales, goals, and more for each and every agent. Agents are given points for their performance in each of these categories.  This gives us a clear idea of which of our agents are following the sales pipeline effectively, while simultaneously making us aware of the agents who could use some additional guidance. This is what makes tracking numbers so vital. When we’re able to pinpoint our areas of weakness, we can use this knowledge to improve.  If you have any other questions or would like more information, feel free to give us a call or send us an email. We look forward to hearing from you soon.

In our fast-paced world of internet leads and online interaction with customers, it’s incredibly important to create buyer loyalty. Customers have more outlets than ever when it comes to business, so you need to have a way to set yourself apart from the competition and create value. Today we’ll be looking at the six steps you should take to achieve buyer loyalty. “You must position yourself as a leader to your clients.” For your convenience, we’ve included timestamps for our topic today. Feel free to navigate to the section(s) you’re most interested in viewing: 00:18— Introduction to our topic: The six steps to buyer loyalty 01:22— Commit to a buyer consultation before all showings 02:36— Get buy-in from clients that you will set up showings 03:18— Get them on your website 04:03— Take clients on three to five showings per outing 04:59— Set expectations for home showings 07:44— Set the future pace for the purchasing process 09:39— Recap of the six steps For these steps to work, you must position yourself as a leader to your clients by being confident, having a plan, and executing it. Hopefully this gave you a good idea of how to begin building loyalty with your clients and customers. If you have any questions or need further information, feel free to reach out to me. I look forward to hearing from you soon.

What do you do when a client wants you to show them 30 homes? As an agent, there are several key tips you must remember and steps you must take in order to guide your clients through a timely, successful home purchase. First, remember that you must always be a leader. In every relationship, someone has to lead and someone has to follow. So, when it comes to the real estate process, you must be a leader. Second, you have to have energy, enthusiasm, and confidence. This ties in with the first point—people will respect and follow someone who has energy, enthusiasm, and confidence. Third, always have a plan. This applies whether you’re showing homes or doing a listing presentation. Just like people will respect someone with energy, enthusiasm, and confidence, they’ll also respect someone who has a plan. Now that you know these main points, how do you apply them to the actual process? First, take a minute and slow down. Sales agents sometimes get so excited on the front end of their client relationship that the back end becomes a mess. So, start asking your client why they want to see these 30 homes and what they are looking for. To find this out, you need to identify their LPMAMA: their preferred location, price, motivation, agent (make sure they’re not working with anyone else), mortgage (will they finance or pay cash?), and appointment time. Asking deep-level questions about all of these factors will help you understand what they’re looking for in a home while they still want to see 30 homes. “Their goal is to find the home they want and get into it as quickly as possible, and it’s your job to have an elimination and simplification strategy in place to make that happen.” Now that you’ve narrowed the process down and you understand what your buyer is looking for, you need to summarize with them everything you’ve spoken about to make sure you’re both on the same page. After you’re done summarizing, you need to eliminate and simplify. This is a very important step in this business. Take the summary of their 30 homes, discuss each one with them, and eliminate which ones won’t work. Your goal should be to simplify the list down to three to five homes by the time you meet with them. At the end of the process (or even during), they’ll thank you for taking this step and not wasting their time. Remember, their goal is to find the home they want and get into it as quickly as possible, and it’s your job to have an elimination and simplification strategy in place to make that happen. I sometimes joke that agents who don’t take this step and actually end up showing 30 homes to their clients are like one-legged ducks walking in a circle. We’re in a resort market here, so even after their client buys their primary residence, they sometimes go back home feeling confused, so those agents have to then spend their time reeling that client back in. During that time, they may end up reaching out to another agent who can simplify the process for them. Don’t be that agent. Be the one who goes through each of these steps thoroughly. After that, it’s go time. If you have any other questions about this process or there’s anything else I can help you with, don’t hesitate to reach out to me. I’d love to speak with you.