Real Facts on Real Estate

All good things must come to an end. Check out this week's episode to see how to keep in touch. 

When having a home inspection done a home does not simply pass or fail the inspection. Each item within the home receives a review of its own condition. Understanding this is important when it comes to properly explaining the process. Having your clients understand the process is one key element of keeping the deal together. Based on the contingencies in the offer the home inspection contingency can have different means. Most common is the home inspection results must be to the buyer's satisfaction. There is also times clients will make their inspection subject to fixed costs for repairs. This means they will only negotiate or walk away if the issue is more expensive than their contingency allows. Based on the contingency they chose to use you then have that power to negotiate.  After the bad home inspection it is time to talk about what your buyer wants to do. You can review with them whether it is best to walk away, negotiate money, or negotiate repairs. If the repairs are to be done who is to make the choices. All these things and so much more must be worked out when negotiating a home inspection. Tune in today to learn more.

In today's episode I talk about how the NAR settlement was by far one of the largest shake ups in the industry in a long time. The last shakeup this big was coincidentally enough the introduction of buyer agency. This is an important step in understanding how we deal with this moving forward.   I also review how one of the biggest changes I have seen since the settlement would be the amount of discussions around commissions. It has agents, brokers, attorneys, mortgage brokers, buyers, sellers, banks, and even the government talking about commission. I think this helps the settlement reach its goal of more commission awareness. I know for most agents it was a time to learn how to talk about commissions inside out to make sure to be ready to speak with clients.  Overall I talk about my experiences when booking showings. So far I have not run into one solid NO on commissions with each agent answering differently. Some listings have offered seller direct commission, some have offered cooperating compensation, and some have simply said I suggest you put it in the contract and we can see what the seller says. It will be interesting to see how this all plays out.  Tune in today and learn how to deal with the changes. 

In this week's episode we go over how being a yes man is a dangerous game in sales. This tactic can lead to you becoming a slimy salesperson who doesn't always keep their promises. Sometimes the answer is simply no. Learn to speak the truth and learn why it works. Learning to set realistic expectations is another important skill to learn as a real estate agent. Setting false expectations on timelines or costs can really come back to haunt you when the timelines or costs change as time goes on. This means you can succeed with less force and more flow. Imagine clients looking to work with you?  When trying to help a client land a home they love in a multiple offer situation after struggling to find “the one” it is important to give them a reality check. Share with them numbers that would work to get the job done and land the home, remind them the timelines if they miss this home. This same rule applies to taking a listing and pricing it. Tune in today and land more deals right away. 

  Real estate is by far one of the most complex jobs you will ever get into. You need to know everything from marketing to contract. You must understand homes and understand people. The key is to get started and keep learning. When starting out you may not have the sales achievements you wish you had. Site milestones and accomplishments off of your brokerage and other agents at your brokerage to get started. It is ok to boast off what your team has done because you are going to follow the same recipes for success. Look to show them what their future will look like.  Starting off it is easy to want all the business. There are billions of people in the world and they all need housing. Learn to identify a niche market so that your message can be heard. Yelling at people who do not care does not work. Whispering to those who care will gain attention.  At first I used to see my client as more of the boss. They had the money and needs. I went and served them. Then I learned that you are a mentor and a guide to your clients. Use the education and knowledge you have to help them with an informed decision. Lead with confidence.  This will lead to much more success. Tune in today and check out the entire episode. 

Now that we are post the NAR settlement it means agents need to talk about compensation more. From talking with buyers to asking listing agents about it, commission is a big discussion.  Whether we like it or not the settlement made this conversation the front of every interaction. Really, it has been a great thing When talking with buyers it is crucial to be open and clear at the same time as keeping it simple to understand. Trying to show off your knowledge can be a little confusing for the client to retain. Make sure to guide your clients towards patterns of success. For agents it is important to talk with the list broker and find out what commission if any is being offered and how it is being paid. Remember how it is being paid will change what paperwork and contingencies are needed for your offer. These conversations should be enriching and help one another guide our clients. Conversations with sellers now have a few extra variables as well. Tune in and learn what to say. Is it always necessary to have compensation? This is many other things are reviewed this week. 

If you asked most agents why they got into real estate there tends to be one answer that is most common. They got into real estate because of the limitless earning potential and pay that reflects efforts, knowledge, networking, and some luck, not just an hourly wage. Knowing this it is easy to understand that agents are often money driven. Once a real estate agent gets past the honeymoon stage of becoming an agent they start to notice the work needed to succeed. It is then that they realize the limitless earning potential means you must have a relentless drive. That is why I made this episode to help agents find that inner fire. I want them to know that it is all about the clients and the Benjamins come as a biproduct.  We must remember our clients feeling on our pay. Oftentimes clients are confused by commissions and how it is earned because they reflect back to their job where they produce an hourly wage. It is our job to show them examples and make them an example of how we get them more money, reduce stress, and successfully move their entire lives all while being a great mentor and guide.  Make sure to take the time to learn to explain this to them in detail. Tune in today. 

When it comes to real estate there are a million ways to build a business. This week we focus on the one thing every agent needs to be doing. Real estate agents need to be constantly communicating with the sphere of influence in order to build a healthy business. This means every real estate agent needs to have a clear, concise, and organized contact list. It is easy to meet new leads. It is easy to think your friends and family will use you. But the real question is will they? With so many contacts coming and going in real estate it is important to have a place to properly organize and store them. Most agents use a CRM software to help them make this task easy and efficient.   Choosing not to organize and obsess over your contacts is a setup for failure. Chasing each and every lead that comes in only to drop them when after closing is not going to build a referral based business. The more you work to be a great communicator and keep in touch with your contacts the more you will see the positive effects. Listen today and put the tips to action.   

This week I am kicking it old school and talking about personal brands. When thinking about getting into the real estate business it is easy to be confused that by joining A big brand you will win. The truth is each agent at a brokerage really needs to create their own personal brand. How would you define your brand?   Tune in to learn more about making career forward choices. Choosing a brand that represents your personal brand goals is the best choice when picking a brokerage. If you like being an individual, personal touch, and attention to detail then a boutique brokerage is best for you.  Understanding your end goal helps you understand what you need to do to get there.    Remember with all the hype about online that the real world exists. Personal branding is more than just what you display on a well curated social page. A personal brand is who, what, and how people think when they see you.  Make sure the real you and your personal brand match so it is a natural transition from friend to client. 

With all the new focus on the NAR settlement I think a lot of agents are forgetting what to say on a first showing. In this episode I make it clear the things you need to start saying to create lasting relationships. Rushing right into the professional hat versus the trusted advisor and mentor spot could get you in trouble.  While out your first showing it is important to get to know the person. Using F.O.R.D (Family, Occupation, Recreation, and Dreams) is a good way to learn about someone and build a relationship.  These things are great for opening people up. Remember while it is the rules that we get the contract signed no one has told us how to get there. Building relationships gets the contract signed.  When meeting new people it is important to remember that the goal and the way the process will work is set by the client. Learn to rise to their expectations and follow their boundaries. Many agents confuse who is buying the house. They give their own opinions. They change the clients thoughts. They do not ask and then let the client decide their own needs. Acting normal may seem like a clear solution to meeting with new people but for some people it is not. Strangely enough people tend to change who they normally are when meeting new people which can give off an uneasy vibe. By acting as a friend and normal the client will be more open to helping you understand their goals.  With all this new contract stuff let's stay focused. The name of the game is to become known, liked, and trusted. With the NAR settlement it now made us need to accomplish this faster than ever. Follow these guidelines to get there. 

Now that we are past the settlement lots of agents wonder who is going to pay them. There are three different ways a buyer's agent can get paid. The buyer, seller, or cobroker pays a portion or all of the commission.  It is important to understand before moving forward how it is going to work. In this week's episode we cover all the ins and outs of navigating your commissions. Some brokerages have decided to shy away from cooperating compensation. Others have gone with the paperwork and guidance of NAR and have continued to offer cooperating compensation. It truly is a confusing subject. When it comes to the buyer paying commissions it is important to speak with the lender. Understanding the financial side and what the buyer is capable of paying is crucial to a smooth closing after a successful relationship.  Failure to do this can and will lead to big issues. Tune in today and learn more. 

In this week's episode we talk all about getting paid in real estate. With The NAR Settlement now in place many buyer's agents are still confused on how they get paid. Each transaction is going to need to be looked at to figure out if there will be a seller's commission directly, cooperating compensation, or the buyer paying directly. That means now more than ever we need to understand the process. Understand the dos and don'ts makes all the difference. With the buyer paying directly, many agents have asked if it can be wrapped into the loan using the seller's concession. The answer is no, but seller's concession can be used to pay other closing costs and prepaids clearing up cash flow to pay commissions. Speaking with a lender is always a great idea.  As a standard it is always important to work under contract. Before ever showing homes it is important that your client understands the commissions and any amount they could be subject to paying. Negotiating the commissions via the contract to purchase will more than likely be the way the commission is handled most times.  Learn to do all this and you are going to be successful as a buyer's agent from here forward. 

With the NAR Settlement changes about to roll out a lot of real estate agents are wondering what next? It has some even wondering if buyer's agents will even exist moving forward. In today's episode we explore this whole idea. I give you my insight on the changes and challenges ahead.    I talk about how a  savvy buyer is going to understand that a real estate transaction is the most expensive and complex transaction in their life. They will continue to make the educated decision to engage a buyer's agent to protect their interests.  I compare this to what has happened over time. It is really interesting to watches these changes ahead.    The idea of a seller offering a reward for someone to bring a buyer has gone on in sales for as long as man has existed. Even after this settlement it will still be adventitious for sellers to continue to offer a reward to a buyer's agent who brings a ready, willing, and able buyer. Selling something for hundreds of thousands if not millions is not easy. This is not something that will easily change. As long as it does not become illegal I think the practice off incentivizing the sale will always favor the seller. Tune in today and share your thoughts in our Facebook Group. 

In this week's episode we talk about how in real estate we rely on our body. It is our number one tool we need to work every day. Spending so much time in your car can lead to tightness and loss of mobility. As a real estate professional it is important to take time to strengthen and stretch your body.  There are lots of risks to our job. Meeting new people all the time means you will be exposed to more germs and the possibility of getting sick. Keeping your body healthy helps you avoid down time in your business and keeps you earning commissions.  Sticking to this mindset will make sure you are ready to show up everyday.  Being aware of all this helps you make better decisions. Make sure to take time out of each day to focus on your mind and body. Yoga, Pilates, barre, CrossFit, weight lifting, running, meditation, etc. are all great ways to keep your mind and body ready for real estate.  Keeping your body ready keeps you ready to win. Tune in today and find out more. 

This week I wanted to focus on getting into real estate as an agent with the NAR settlement going on. With the NAR settlement about to come into effect people are wondering “Is now a bad time to get into real estate?”. The truth is coming into the industry now you will have known no different and can learn to operate in this new environment. This will give a level playing field for everyone and may even prove more challenging for existing agents to learn to pivot their business model.    While no one knows what exactly will happen post settlement there is one thing we know. When spending hundreds or thousands if not millions of dollars people will still want a professional's guidance and help navigating their way SAFELY through the transaction. Find the right people who value your services and look to continue to find ways to add value for them. This will ensure you have a sound business moving forward.   Over the past decade real estate has sorted its way to having a buyers agent and a sellers agent. I believe this may change, the roles may change, the pay may change, and much more but the industry will still exist and be a great career choice. Learn to thrive in this open playing field. This is a brand new opportunity to grab large market share while others are figuring out what to do.    Tune in this week and learn more.

In this week's episode we go over everything to do with USPs from what they are to how to form one. It is an in depth dive into a topic that can immediately have an effect on your business. Tune in today and find out what you can do to get your message out. In a world where everyone knows a real estate agent how do you stand out? Take some time to create your USP and then spread the word. People work with agents they know, like, and trust. Figure out ways to convey the message of trust through your USP. A unique sales proposition tells a potential consumer how you are different from your competitors. It must be a key component in your marketing and sales scripts. Remember every real estate agent says the same thing. They all say they sell the home fast. They all talk about their availability. Agents brag about their communication skills. At the end of the day tell people how you are different and how it helps them reach their goals.  Creating a USP may seem daunting to create but slow down and think. What is it that you do exceptionally and differently than everyone else that adds value to your client experience? Take time to read your reviews and understand what people like. Then take what you want people to feel when working with you. Do they match? If not there is work to be done.  Get your USP in line today!

In this week's episode we prepare you to meet with clients. It is not just about the first meeting it is all about getting into a contract. Short of a payday signing contract is the best day in real estate.  To find success in real estate you must learn to present contracts to clients in a manner that instills trust and clearly shows value. Make sure when presenting to be clear and confident in your delivery.  Failure to do so will lead to less contracts being signed. In a game where it is so hard to get a lead, do not mess up after finding one.  Words and body language mean everything when it comes to getting the contract signed. Weakness can be expressed through the eyes, words, and actions of a Realtor® .  Remember that people like to work with people they know, like and trust. Get to know your client, relate with your client, and work to build rapport with your client. This is a time where time investment goes a long way.  Find someone you trust who will role play the contract review with you. It is better to stumble and change things when reviewing with a friend than it is on the big day when getting the contract signed matters.  This little bit of practice can go a long way. If you are nervous to do this, that is ok and normal. Practice till you are no longer feeling nervous or silly explaining it.  Putting these simple actions into place will solidify your success as a real estate agent.

  In this week's episode we cover three fundamentals that all agents need to have. No matter the market no matter the agent there are three simple musts that can grow your business. We focus on all three in depth letting you know how to implement them.  The first important item is understanding the job. After obtaining your license you have now learned how to pass a test. It is now time to learn and understand the contracts so you can effectively present them to potential client's. When it comes to spending 100's of thousands if not millions people want o feel confident in your contract writing.  Next thing we focus on is you! Your mom may have told you that you are special. I am here to say you are not. Do not assume because you got licensed people will call. You need to put in the initiative to consistently remind your sphere and add value. Nothing in life comes easy. Especially home buyers and home sellers. In order to land listings and buyers you need to put yourself out there.  Lastly we go over the client relationship. Communication is not a skill, it is a way of life. Good communication Is the key to successful long term relationships in real estate. People need to know what is going on when they are working with you. Do not leave it to them to need to reach out to you. Constant communication is a way to every clients heart. If you put these three items to practice you will see immediate results in your real estate business. 

As a real estate agent we need to be marketing experts. Without leads we have no business. We could be the best negotiator in the world but in front of no prospects would not find success. Understanding marketing comes down to some simple things we cover in this week's episode.    Knowing who you are targeting is the first step to running a great marketing campaign.  This will allow you to figure out the best placement to land in front of the right people. There are so many channels out there that failing to know which one leads to a huge waste of money.   Understand what they are trying to obtain. Is it an accepted offer, is it to sell for the most money, is it a fast sale. Understanding and conveying it in your marketing will directly speak to the client.  Not identifying with the client's needs is a failure to connect.    Figure out ways to convey the “Why” they will obtain by working with you. Solves issues like “receive an accepted offer by working with an agent who understands how to win a bidding war just like my clients you see here”. Once you can understand this you can then truly help. Anything short of that is just hoping to get it right. 

Have you taken time to really understand yourself? This podcast episode I go over how important looking at yourself really is to finding success. I spend some time talking about my own journey and my own issues. It is amazing how in such a big world with billions of people we can feel so alone in our own issues.    Finding success no longer needs to be a challenge. Learn to follow the simple instructions I give when it comes to controlling your thoughts. It is never easy to control our minds but when we really stop and think about it we can achieve great things.    Real estate is a game of trial and error. Do not allow yourself to be paralyzed by the ups and downs. Tune in this week and start finding more success in life. 

Failing to guide your clients to success leads to a stressful real estate transaction. Remember no matter how many homes you have bought or sold it is almost always new to the client or the first time in a while they have done the process.   As a real estate professional it is your job to mentor and guide your clients on the process. Failing to do so leads to them not knowing what to do next. This means they are nervous and stressed. Explaining what to expect and when to expect it is a big part of our job.    The summer heat kicks up the stress level for most people. When it comes to being uncomfortable physically it makes people uncomfortable mentally. Bring cold water and snacks to keep your clients hydrated and happy. Thinking of the clients first will ensure that they have a great experience.    In this week's episode we prepare you for everything you need to know to reduce the stress of a transaction. Make sure no matter how much experience you have that you remember the client is often new to this or it has been a while. Even experienced clients still need proper guidance. Tune in today and have a stress free summer. 

No matter the industry you are in, technology is something you must take into consideration. Real estate is an industry where large amounts of money are spent into technology. Some of it for good and some of it just wasted money. In today's episode we review what to think about first when buying into technology.  The truth is with technology in real estate it starts with the brokerage you choose to join. What tech do they offer? How will you use your current real estate brokerage's technology to build your business and save you money. Find the place that offers you the best technology for your goals in real estate. We go over how important it is to look at what your tech offers. Many times with product features one solution can solve many problems. Do not get caught up in one off uses that stack up at only $$$ per month. Having good habits when looking at technology spending is good practice. With all this to think about we also talk about some products that you should have in your business. Tune in today and find out what you should be doing technology wise this year.

When it comes to real estate it is not a new idea to follow up and follow through. That said it is one that challenges a lot of new agents. Feeling self worth and adding value are the keys to understanding why you  follow up. Understanding without you people are not going to find the same success makes it easier for you to really push working with you.  Follow up is something that all top real estate agents use to find more home buyers and home sellers. They get a lead and only accept one of two answers. Yes or no are the only two ways out of their lead follow up. Yes and they are a client and it is time to follow through. No and they set free your time to move on to the next need to follow up with.   Follow through is just as important as the follow up. Making promises and keeping them is crucial in building the relationship. Make sure to always work to have your next call back and reason for contact. Help get info on listings, do recon on buyers, teach the market, and anything else you can do to help your clients win. Follow through is one of the biggest keys to more closings.  Listen to this week's episode and start closing more deals right away.  

When it comes to turning clients into leads there is no single item more important than acting normal. When meeting with new people it is normal for humans to feel a bit nervous. As industry professionals this is our time to shine. We must work to make the client feel confident and comfortable working with us. Remember when choosing an agent people look for a professional who is a leader. Being a leader means making decisions and guiding people towards their goals. Do not spend so much time worrying about being everyone's friend. Spend more time honing your craft so your clients can see what a astute professional you really are. Find common ground with your clients for ways to build more trust. People love to talk about themselves so make sure to ask questions that allow your clients to do this. It will help you bond and also do your job finding them the perfect place to call home. The better we understand our clients and there needs the more we can help. Tune in today and close more deals right away. This proven method works both for home buyers and home sellers so keep practicing it and grow your business. 

As a real estate agent the difference in getting your clients the house or not in a bidding war is also the difference in being paid or not. In this episode I go over three ideas to help your clients offer get accepted. While it is easy to advise a client to offer more money and beat everyone on the purchase price, sometimes it comes down to the details.  One idea we go over is the closing date. Oftentimes the closing date has a lot to do with a seller's ability to sell and move smoothly. While not optimal some times for the buyer this is a way to improve the offering to the seller. This may allow them to finish out a job or a school year in the home you want. Allowing things like this are a huge perk to sellers.  Another place where we can gain an edge is a great pre approval. Better yet why not get a fully underwritten pre approval so you are almost as good as cash. Remember your pre approval will be judged so make sure it is as clean as possible. Having the lender reach out is just one more way to show it is a great offer. Lastly we talk about deposits. Often confused with down payments, deposits are often neglected. While a deposit may be money at risk if your buyer intends to keep their word the risk is minimal. The seller's sole remedy for the buyer walking in most cases is this deposit. Putting enough money on the line that the seller can feel confident your buyer will not walk away but if they did there is a good amount of money to cover the damages.

In a world where we often meet people from online profiles have become a thing that acts as a first meeting. Similar to your mom telling you to be careful what you wear going out in public I now say be careful what you write. Oftentimes these profile visits tell the buyer whether they would like to work with you or not. Now the real question is what does Google say about you? In this week's episode I go over the ins and outs of the to do and not to do aspects of a profile. I talk a lot about things that can help you build early relationships with clients. I spend some time going over F.R.O.G. or F.O.R.D. and its importance in choosing a topic. I am a firm believer in freedom of speech and freedom of expression but I do cover some issues that can arise. Remember in business it is about attracting clients and helping service them all equally. While not every client is going to be a good fit for your business you may be surprised by how many are with a great profile. Tune in today and start attracting more online attention.

In this week's episode I spent time going over three ways you can add more value to your buyers experience. As we move into a world with required buyer agency agreements and more than likely the buyer footing the bill it is more important than ever to stand out. You want your business to stand out for all the right reasons and garner great reviews. One great review can pay itself back endlessly over time.  One of the best ways to add value as a buyer's agent is to be an educator. Start with properly explaining the process of buying a home and your clients will be happy. Simply put people like people who understand the process. Be your clients mentor and guide to navigate the home buying process. Communication is something that is hard to explain before working with a client. That said great communication leads to great reviews and raving clients which leads to more buyers learning about your services.  Make sure to answer all the calls good or bad. Make yourself available when clients are that way you can immediatly stifle any concerns and answer any questions. Keep a pulse on the market and offer in market insights that your buyers may not have been able to obtain or understand without you. From market reports to off market listings, always pay attention to adding value with every conversation.   This is something that will instill you as the go to person with your clients.  By working on these three items you are sure to increase your buyer value and attract more clients. Remember in a business where we "all do the same thing" learn to stand out for doing more. 

As real estate agents it is important to understand our job. The ever changing market is going to demand and command more out of every agent in the upcoming future. As we see the NAR settlement work it's way out and online move it's way in we will continue to see a shift. The one thing that will stand true through all of it is that agents who provide value will survive. Doing your job does not just mean selling the house. This is a confusion some agents have. They celebrate every sale as if they conquered the world. Then in the future they wonder why the client is not a repeat client. Make sure to add value at every step of the way. From allowing clients to go to open houses alone to turning down showings at your listing because of your own schedule, we need to do better. Agents need to think about the type of money they are earning and respect it for what it is. Listen to this week's episode and hear all my thoughts. 

In the old world people moved short distances and mostly used agents their parents, family, or friends had used in the past. The new world people move at the speed of light and move far distances. In doing so they have learned to form online communities and write reviews to help guide one another. As a real estate professional it is very important to learn to leverage from this.  A great review gives others the ability to feel confident that you know how to get the job done. In today's episode we cover how to ensure clients are giving you the reviews you desire. Keep in mind that one key to reviews is earning them. Reviews are not always easy to get until you make your clients life easy. With that ease comes the ease to them writing a review.  Listen today and learn to build your business for this online world. While friends and family is still my favorite type of clients I never turn down anyone. Heck I would like even more business than I currently have and who wouldn't? Start putting your reviews to work for you. What do people see when they Google your name?

In a world where everyone is pressuring kids into college there are still many viable jobs that do not require the burden of college. Often people ask if college is required to be a real estate agent. The short answer is no it takes a 40 hour state approved course and passing the state and national test. This can be accomplished by anyone over the agent of 18. When it comes to the idea would it be better to go to college first or not, that is where people may argue. College education will always help you find success in real estate. There are many degrees like finance, business, and marketing that directly correlate to the day to day workings as a real estate agent.  Listen to today's episode and learn my thoughts on why you should get the license right away and continue learning forever. The more you learn the more you earn in real estate. If you are an existing agent thinking of going to college or just thinking of becoming an agent and looking at college than this is the episode for you. 

In real estate it is often confused as to who really pays the commission. The truth is it can come from a lot of different people and can be argued a lot of different ways. If we look at the 1099s on most sales it seems the listing brokerage pays the buyers brokerage based on the listing brokerage's contract with the seller. Now that said there are times this does not happen.  Some transactions the buyer pays their agent direct per the contract that they are in with their agent. This allows their agent to show them any home and know they will be paid regardless of what the listing brokerage or seller is offering. That is right I said seller is offering because some for sale by owner listings offer compensation to agents that bring buyers.    The truth is no other industry has so many variables in how and if they get paid. We as real estate agents are used to our pay being challenged and clients asking for discount. To tell you the truth that is why they hire us. We are master negotiators and will always be. By no means does this episode give legal advice but it does impart a lot of little known facts about real estate commissions. Listen today and jump in the Facebook group to talk about it. 

I often get the question from listeners "How can I become a real estate agent?". In today's episode I go over the step by step process of getting a real estate agent. I talk about the different steps making sure to remind you of each pitfall to avoid and how to benefit off of knowing this information ahead. I even take time to talk about the costs associated with becoming an agent.    In a world where everyone is getting buried in college debt, be the leader and get a great job. As a real estate agent you will be able to earn a great income and help others at the same time. Becoming a real estate agent is a really rewarding job that can change your future.   Make sure to pay attention when I talk all about PSI and your testing credit. This essential step is the difference between having the ability to test in a timely manner or stressing. Do not finish the class and wait to unlock your credit or you will regret it.    Tune in today and dedicate some time to taking yourself to that next level you know you are capable of being at. 

In this week's episode we go over the exclusive buyer agency agreement and why it is so important moving forward. Though 18 states have already required by law not every state has. With the new NAR  settlement it is proposed that all MLS subscribers enter an agreement with every client even before showing them a house.  We walk about what changes this will do to your business and the good and bad of it. It may seem like a scary time to be an agent for most. This is because they do not have the knowledge of how to survive this new market. This episode goes over everything you can do as an agent to succeed moving forward. Some of the pros to working in a buyer agency agreement is the clarity between you and your client that it brings. We get to talk about all the important milestones and costs ahead of the day we run into them. This helps us and the client have a better relationship.  Listen today and learn how to make your business secure in 2024.  

If you are anything like me you have been watching this lawsuit closely and wondering what it means to buyer's agents as a whole. In this episode we talk about what this lawsuit could mean and how we as agents can survive these changes. Working as a buyer's agent is not going away but it is changing quickly.   As we work our way into uncharted territory it is important to be the agent the provides value. For a long time now agents have been allowed to run wild and have taken advantage of this system. The good news is for the agents doing it right it is just business as usual. They have already been using buyer agent agreements and talking about their fees up front. The reason they feel confident doing this is they stand behind the value they provide to their clients.   My suggestion is to take the next few weeks seriously and to work to provide more value than you ever have in the past for clients. Listen to this episode today and be ready for whatever this settlement means for the industry.

Welcome to Episode 266 of our podcast, where we're breaking down the complex subject of home sale contingencies. If you've ever wondered about the ins and outs of this common clause, you're in the right place. In this episode, we break down the essence of a home sale contingency, shedding light on why it's such a prevalent feature in real estate transactions. From its role in leveraging proceeds from one home to purchase another, to its impact on negotiations and timelines, we leave no stone unturned. We uncover the nuances that separate negotiable terms from deal-breakers. Plus, we share savvy strategies for navigating offers with home sale contingencies, ensuring you're equipped to guide your clients with confidence. So, whether you're a seasoned agent or just dipping your toes into the world of real estate, join us as we unravel the mysteries of home sale contingencies and empower you to make informed decisions in today's wild real estate market. Tune in now and take your real estate expertise to the next level!

Attention real estate agents: Are you looking to equip yourself with valuable knowledge to better educate and support your clients through the complexities of the housing market? Look no further! In this episode, we dive deep into the world of suitable housing clauses – a crucial aspect of real estate transactions that can make all the difference for your clients.   Join us as we explore how suitable housing clauses serve as a lifeline for sellers, offering them peace of mind in uncertain times. Learn how to effectively communicate the benefits of these clauses to your clients, empowering them to make informed decisions with confidence.   Discover strategies for navigating negotiations and transactions with suitable housing clauses in mind, ensuring the best possible outcome for your clients. Whether you're a seasoned agent or just starting out, this episode will provide you with the tools and insights you need to become a trusted advisor in your clients' real estate journey.   Tune in now and elevate your expertise in suitable housing clauses – because knowledge is the key to success in today's competitive real estate market.

Welcome to Episode 264 of Real Facts on Real Estate. In this week's episode, titled "How To Be a Successful Real Estate Agent," we explore the fundamental principles that separate thriving agents from the rest of the pack. Success in this field demands unwavering dedication and a commitment to self-improvement. Discover the key habits and routines employed by top-producing agents that keep them consistently on the path to success. Central to their approach is the trait of being a self-starter, driving their own momentum and proactively seeking opportunities. However, success in real estate isn't just about individual effort; it's also about fostering genuine connections with clients and colleagues alike. Overcoming personal hurdles and embracing discomfort are essential steps toward achieving lasting success in the competitive world of real estate. Join us as we uncover actionable insights and practical tips for navigating the challenges of the real estate industry and forging a path to prosperity. Tune in to this week's episode to learn how to cultivate the mindset and habits necessary to thrive as a real estate agent. Remember, success is within reach for those willing to put in the effort and cultivate meaningful relationships in their professional sphere.

In Episode 263 Brokering New Construction: Strategies for Agents, we jump into the crucial aspects of handling new construction projects as a real estate agent. Understanding the timeline for new constructions is fundamental, as delays are a common occurrence. Setting realistic expectations and maintaining open communication lines among the buyer, builder, and agent is emphasized to navigate these challenges smoothly. We also explore the financial intricacies involved in new construction deals, highlighting the necessity for agents to be transparent about the total cost, including potential upgrades and unforeseen expenses. Offering guidance on how agents can assist clients in staying within their budget by preemptively discussing additional costs is a key focus of this segment. The episode contrasts the intricacies of ground-up construction with the process of buying builder-completed homes. While ground-up construction allows for extensive customization, it demands a comprehensive understanding of initial costs, such as land purchase and construction permits. On the other hand, opting for a builder-completed home offers a more streamlined process, with a focus on the final sale price and what's included, simplifying the buying experience for clients. This episode equips agents with the knowledge to adeptly guide their clients through the complexities of new construction purchases, ensuring a successful and satisfying outcome.

In this week's episode, we dive deep into a universal fear among Realtors®: the fear of rejection. It's a common concern shared by many, touching on the basic human instinct to seek acceptance. Our focus is to equip you with the knowledge and strategies to conquer this fear, enhancing not just your professional life, but also your personal relationships. We'll take you through a journey from leveraging Zillow leads to maximizing your sphere of influence, demonstrating how proactive actions can lead to successful transactions. In today's digital age, where genuine communication is becoming increasingly rare, we emphasize the importance of becoming an effective communicator. Remember, the most that can happen if someone isn't interested is simply that—they're not interested. There's no real risk of harm or damage by adopting this approach, only the potential for significant gains. Tune into our episode now and begin the journey towards closing more deals with confidence.

"Winning a Bidding War" is a pivotal episode in our real estate podcast series, designed to arm agents and potential buyers with the strategies and insights needed to craft compelling offers in a fiercely competitive market. This episode underscores the critical importance of understanding each component of the offer paperwork, illuminating the fact that while the purchase price often captures the most attention, it's far from the only factor that sellers consider.  We go beyond the surface to explore the nuanced ways sellers assess offers, examining the various elements that can make or break a deal. "Winning a Bidding War" sheds light on the significance of deposit amounts, the implications of financing and inspection contingencies, and the importance of setting realistic timelines. Our expert shares invaluable advice on balancing these factors to present an offer that is both attractive to sellers and aligned with the buyer's best interests. However, this episode also offers a word of caution: winning a bidding war at all costs is not always a true victory. We discuss the potential pitfalls of overpaying for a property, highlighting the emotional and financial repercussions that can arise from a deal where the buyer significantly exceeds the home's value. Through thoughtful analysis and empathetic understanding, we aim to help listeners recognize when the price of winning might be too high, encouraging a more strategic approach to bidding wars. By the end of "Winning a Bidding War," listeners will not only have a deeper appreciation for the complexities of making an offer but also be equipped with the knowledge to navigate these turbulent waters with confidence. Whether you're a seasoned real estate professional or a first-time homebuyer, this episode is an invaluable guide to crafting offers that win, without losing sight of what truly constitutes a successful real estate transaction.

Welcome to this week's episode of our podcast, "EP 260: Three Key Reasons for Failure in Real Estate." In this insightful episode, we look deep into the often-overlooked pitfalls that can hinder success in the ever changing world of real estate. Understanding the critical importance of the mantra "Interactions lead to transactions," we explore why agents who fail to continually build new connections and maintain a visible presence often find themselves struggling to close deals. We emphasize the necessity of consistent engagement with people - a strategy that should transcend beyond the moments of buying or selling. This episode highlights the significance of continuous communication to remain top-of-mind in this competitive industry. Furthermore, we tackle the delicate balance between expertise and self-promotion. While being knowledgeable in real estate is imperative, we discuss how an overemphasis on expertise, to the detriment of marketing oneself, can ironically lead to a well-informed yet unsuccessful career. Whether you're a seasoned real estate professional or just starting out, this episode is packed with valuable insights and practical advice to help you navigate the complexities of the industry and avoid common pitfalls. Tune in to discover the key factors that could make or break your success in real estate!

In this episode, we delve into three long-term, proven lead sources that consistently deliver results. Although agents have varied opinions on effective lead sources, these three have consistently stood the test of time. We begin by discussing the most crucial lead source an agent can possess: their sphere of influence. Leads generated from your sphere are not only the easiest to work with but are also typically the most profitable. Following this, we explore generating leads through networking with local small businesses. Our clients' needs range from plumbing to painting, presenting diverse opportunities. Learning to convert these needs into referrals can significantly increase inbound leads. People prefer to work with individuals they know, like, and trust, emphasizing the importance of building such relationships. We conclude the episode with a discussion on the controversial yet significant topic of portal leads. Regardless of personal opinions, portal leads are a persistent aspect of our industry. Tune in to discover strategies for effectively filling your sales funnel.

In this episode we discuss that our role as real estate agents is to continually seek ways to improve our clients' experiences. Listening and responding to their needs not only satisfies clients but also positions us ahead of our competition. Excelling as a real estate agent goes beyond just showcasing properties and managing transactions. It's about guiding clients into their new community with confidence and ease From pointing out the best local pizza joint to sharing a reliable carpenter's contact, these insights add significant value. Develop a comprehensive network of professionals to make your clients' journey into home ownership more fulfilling.

In this episode we discuss that in Massachusetts there is no formal business broker license. When selling a business without real estate included there is no licensure requirement. When selling a business that includes real estate there is the need for a real estate salesperson's license. Without that license you would be in violation of Massachusetts law. While there is no licensing requirement the process of business brokering is complex. A good business broker has a large referral network of professionals to help the entrepreneur successfully sell and purchase businesses.

In this episode we discuss that when setting goals it is important to be realistic while still pushing the envelope. Setting goals you do not believe in is akin to admitting defeat from the start, so it is crucial to choose achievable goals. Goals with measurable criteria make it easier to determine whether you've achieved them and, if not, by how much you've fallen short. Merely stating that you want to be the 'best' or that you aim to 'do a lot' fails to provide concrete success metrics. SMART goals are defined as Specific, Measurable, Achievable, Relevant, and Time-bound. Setting goals that do not align with this framework often leads to failure.

In this episode we discuss that the past several years have been a wild ride with real estate going from the lowest interest rates in history to one of the fastest interest rate hikes in history. This has led to one of the least affordable times to own a home in over 11 years. The Fed has announced that it will be cutting interest rates across the year in 2024. This means that more buyers will qualify each time they lower the rate. 2023 was such a challenging year for Realtors® that many decided it was best to get another job. This trend may remain the same across the year for 2024 due to the lack of transactions with home owners not willing to sell and lose their super low interest rate.  

In this episode we discuss that oftentimes agents get offered a deal by a client in another state and it gives them the itch to get licensed there as well. Remember to do all the math when thinking about whether to do a referral or get your license. Being licensed in more than one adjoining state can be a good way to expand your inventory and reach. Working close to state lines, being licensed in more than one state might even be a necessity. If you are looking for more business and are convinced by adding a new state you are licensed in, it will grow your business so  be careful. Until you hit market saturation it may be best to focus on gaining market share where you currently work.

In this episode we discuss that as an average Realtor®s as a whole do not earn a lot of money in fact it is quite the opposite. According to the National Association of Realtors® the average Real Estate Sales Agent salary in the United States is $44,813 as of January 26, 2023. Being a successful real estate agent you can earn a significant amount more than the average with some agents earning over six figures. In Massachusetts prices are high and there is stiff competition so if you want to be a top producer you must work hard for those larger commissions. It is not impossible or even highly difficult to become a top producing agent. It is all about going in and doing the work since so many Realtors® are out there just waiting for deals to fall in their lap.  

In this episode we talk with Sandra Weston, Realtor® at Movementum Realty and Zen Home Team and discuss to remember when buying a closing gift that it is not about you. Make sure to pay attention to what your clients tell you throughout the journey together to get the perfect gift. Some agents think it is OK to only get their buyer clients a gift. When it comes to gift giving it is an art form and should be expressed to all parties in the transaction. Gift cards and other generic gifts are certainly better than nothing. That said a well planned gift will have a lasting effect furthering your relationship. Thank you Sandra Weston for joining us today. You can find Sandra at https://yourzenhometeam.com/

In this episode we discuss when couples are breaking apart they look for an expert who can help them navigate buying, selling, and separating at the same time. Create comprehensive guides to help them successfully navigate the process. When working with clients who are getting divorced make sure to stay a neutral party. When sending emails, texts or making phone calls make sure both sides get the same story every time. Creating and maintaining relationships with local divorce attorneys is a great way to find new clients. Working together you and the attorney can offer the client a better experience through the whole process.

In this episode we discuss that in a constantly evolving real estate landscape, staying ahead of competitors is essential. AI can help streamline all aspects of your business to keep you on the forefront of real estate. AI excels at identifying opportunities and leads in real estate. AI-powered marketing tools enhance precision and campaign effectiveness. Real estate transactions involve numerous processes that can benefit from AI automation. Accurate property pricing is vital, and AI can provide precise valuations.