A question you should ask every seller when you’re about to list a property is: "Do you have an FHA, USDA, or VA loan?" These loans are often assumable, making the property highly valuable. If they have an interest rate below 5%, the house can fetch a premium price. For example, if current interest rates are at 7% and a buyer can assume a 4.5% loan, it's a fantastic opportunity. There are some caveats, though. Be cautious about locking up veterans' benefits, preventing them from using those benefits elsewhere. If the seller is retiring or doesn't plan to own another home, they might be okay wi ..read more

Here's a massive opportunity for you when you're looking at your sphere of influence. If you've got a list of people in your sphere that own businesses or are entrepreneurs with locations, we’re in a unique position with the commercial market right now. In many areas, the commercial market is really struggling. The script for reaching out to these business owners in your sphere of influence is straightforward. Start by asking, “Do you rent or own your current location?” Most will be renters, some will be owners. If they say they are renters, you can respond with this: “If you'd like to own, th ..read more

Have you ever wanted to work with more residential income investors? If so then this podcast is for you! During the show we dive deep into the world of residential income investing with Ed Matthews founder and CEO of Clark St Capital, a company that helps C-level executives diversify their wealth by investing in real estate. We dig into key information, an investor's “Buy Box”, the differences between A,B, and C condition levels. One negotiating sentence that is an absolute must know – if you want to unlock creative deals. Spend 30 minutes and walk away with a ton of key information on working ..read more

Dani Hampton is an expert in using social media as a key part of her lead generation strategy. Listen as Dani outlines what she does on a daily basis to build relationships with her online “sphere of influence”. Explore her journey from being on a team to building her own 10 person team while overcoming health challenges and building a family. Everyone should take her advice on how to have work life balance even while closing over 140 transactions in one year ..read more

If you are building a team or Brokerage don’t miss this conversation with Sisu CEO and Founder Brian Charlesworth. Brian brings insight into how the best teams and office leaders manage performance and add value to their teams with systems, lead management, and measurement tools. Growth in the real estate industry is essential to building profitable organizations and Brian has his pulse on the highest performing teams in America ..read more

So let's say you have a seller that says, “Jim, I watched the news this weekend, and I understand that I don't have to pay a buyer's rep.” What's going to be your response to that today? Now, if you get that, I would say you're right, and you really haven't had to do that for years. That's not new. The only difference today is that the buyer rep fee is not going to show up in the MLS as of July. But should you choose not to pay a buyer's rep? Here's my personal thought on this: When you offer to pay a buyer's rep, what happens is you’re going to attract more showings and thereby get more offer ..read more

When you're a listing agent today and coming into the NAR settlement, which will happen in mid-July, but you're going to start to see this already: You're going to see a rise of unrepresented buyers. These are going to be buyers that are going to be knocking on your door as a listing agent saying, I'm unrepresented. I want to make an offer on your listing. Are you going to, as the listing agent, treat them the same as if they're represented, or are you going to treat 'em differently? This is interesting. I just saw a top agent, he did an internal study with his team, and he found… 70% of the d ..read more

Okay, guys, here's an important question regarding this NAR settlement and everything around it: We are going to have to start having buyer representation agreements. In that agreement, it's going to say how much you're going to get paid, right? You’ve established what you charge sellers a long time ago, but now you've got to do it with buyers. What's going to be your minimum commission standard with a buyer? First of all, accept the fact that you have value and that you are worth more than some other agents in your community. So, you're not going to base your number on what another real estat ..read more

What's going to be your approach in having conversations with buyers about this idea of writing you a check or potentially writing you a check at closing? It feels scary, doesn't it? I'm going to give you a script focused around what I call a success fee. Just remember, we're never paid in general. The vast majority of us get paid at closing and only if the buyer's successful. So my starting point will be: ==== “Hey guys, I just want to point out that today we work under a buyer representation agreement… You don't pay me until you found the perfect house, got it at the right price, financing s ..read more

You’ve got one big job in 2024: Create a new buyer presentation. Your 2024 buyer presentation needs to include information about and around the NAR settlement. You don't have to talk about the settlement per se, but you have to adapt based on the settlement. If you had a buyer presentation that you're using in 2022 or 2023, you have to rebuild it now. Some of you don't have one at all. But it shouldn't be difficult to build one because we do one with listings all the time. But I get it. It's new and it's different. So, it’s going to be a little bit uncomfortable. So lemme give you some languag ..read more