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    Business

    Real Estate Coaching Radio

    Real Estate Coaching Radio is the longest-running daily real estate podcast for real estate agents, brokers, and aspiring agents who want practical real estate training, professional real estate coaching, and real-world systems that work in any market.

    Hosted by Tim Harris and Julie Harris, internationally recognized real estate coaches, best-selling authors, and top-ranked leaders at eXp Realty, this podcast delivers daily real estate coaching focused on listings, lead generation, scripts, mindset, and long-term business ownership.

    This daily real estate podcast for agents covers:

    Real estate training for new and experienced agents

    Proven real estate coaching systems used by top producers

    Lead generation strategies for real estate agents

    Listing presentation scripts that convert sellers

    Buyer conversion, negotiation, and objection handling

    Real estate market updates, housing trends, and interest rates

    Business planning, profitability, and wealth building for agents

    Real Estate Coaching Radio is not motivational content.
    It is daily real estate coaching for agents who want predictable income, stronger listings, and a real business — not just transactions.

    If you are a real estate agent serious about mastering the fundamentals, increasing listings, and building a durable real estate business, this is the real estate podcast you should be listening to every day.

    Advertise

    Copyright: © Copyright Tim & Julie Harris

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    Latest Episodes:
    How To Feel Motivated NOW (Gratitude, Attitude and Action) May 27, 2021
    Show notes

    11. Always have 3-5 minimum standards, use the above as your benchmark. Gratitude, media free, working out, and add the number of proactive contacts you have to make per day based on your Treasure Map.


    12. Track all of your critical numbers using the White Board / Visual Accountability system we teach in Premier coaching and present in the Treasure Map.


    13. Maintain a regular, 'normal person' schedule of starting on time and stopping on time. Working til midnight and eating pizza between appointments is not sustainable or professional.


    14. Keep a gratitude journal on your desk and recognize the little 'easter eggs' that occur throughout the day. Read your journal on days where you feel overwhelmed.

    • Schedule A Free Coaching Call
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    How To Feel Motivated NOW (Sex, Lies and Listings) May 26, 2021
    Show notes

    Listener emails (and texts) answered! When you listen to today's episode or Real Estate Coaching Radio Tim and Julie Harris will confront the 'Mindset and Motivation' approach to life (and business). Yes, of course your mindset matters. However, what comes first....what is more important...your MINDSET or the ACTIONS you take? A generation of people have been lead to believe that they have to work on their mindsets, discover their 'BIG WHY'...before they are truly ready to action. This often results in years and years wasted on what amounts to glorified 'getting ready to get started' vs actually taking the actions that would have lead directly to real results.

    • Schedule A Free Coaching Call
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    How To Feel Motivated NOW (Simple Solutions Revealed) May 25, 2021
    Show notes

    7. Exercise. Do it regularly and do it socially. It's good for your body AND your business. Consider Orange Theory Fitness, a regular Yoga or Pilates class, spin class, boot camp!


    8. Make a list of 10 short term easy to accomplish goals. Get your hair cut, get new glasses, have coffee with your best friend, buy a Pelaton (and use it).


    9. Brain dump every evening before you go to bed. Keep a legal pad nearby and make this a habit. Get everything out of your head and prioritize what's mission critical versus just a bunch of clutter and worry.


    10. Complete your Real Estate Treasure Map and know your magic number. That gives you a sense of control in a business which is constantly trying to control you.


    11. Always have 3-5 minimum standards, use the above as your benchmark. Gratitude, media free, working out, and add the number of proactive contacts you have to make per day based on your Treasure Map.

    • Schedule A Free Coaching Call
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    How To Feel Motivated Now! (5 Must Avoid Motivation Killers) May 24, 2021
    Show notes

    Mindset check first... are you feeling 'overwhelmed' or are you simply surrounded by lots of opportunity?


    1. Media free mornings, ideally media free life. Check what you're putting into your head. If it's beneficial to your business, read it, listen to it. Our podcast, housing facts, local trends are fine. Listen to podcasts of something that interests you, in or out of the business. Stay off the 'news'...


    2. Make a list of what you want to feel, loved, appreciated, important, useful. Are you 'being' the change you wish to see? Are you acting and behaving the way you wish to be treated and responded to?


    3. Show over appreciation towards others by giving them what you want to feel from them! Give before you expect to receive.


    4. More sleep! Listen to our podcast about sleep. You're more likely to wreck your car from lack of sleep than you are from alcohol.


    5. Cut the booze. Cut back or eliminate entirely.

    • Schedule A Free Coaching Call
    • Listen on iTunes
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    How To Feel Motivated Now! May 21, 2021
    Show notes

    Mindset check first... are you feeling 'overwhelmed' or are you simply surrounded by lots of opportunity?


    1. Media free mornings, ideally media free life. Check what you're putting into your head. If it's beneficial to your business, read it, listen to it. Our podcast, housing facts, local trends are fine. Listen to podcasts of something that interests you, in or out of the business. Stay off the 'news'...


    2. Make a list of what you want to feel, loved, appreciated, important, useful. Are you 'being' the change you wish to see? Are you acting and behaving the way you wish to be treated and responded to?


    3. Show over appreciation towards others by giving them what you want to feel from them! Give before you expect to receive.


    4. More sleep! Listen to our podcast about sleep. You're more likely to wreck your car from lack of sleep than you are from alcohol.


    5. Cut the booze. Cut back or eliminate entirely.


    6. Add water! Studies have shown you often feel exhausted or depressed when you're actually just dehydrated!


    7. Exercise. Do it regularly and do it socially. It's good for your body AND your business. Consider Orange Theory Fitness, a regular Yoga or Pilates class, spin class, boot camp!


    8. Make a list of 10 short term easy to accomplish goals. Get your hair cut, get new glasses, have coffee with your best friend, buy a Pelaton (and use it).


    9. Brain dump every evening before you go to bed. Keep a legal pad nearby and make this a habit. Get everything out of your head and prioritize what's mission critical versus just a bunch of clutter and worry.


    10. Complete your Real Estate Treasure Map and know your magic number. That gives you a sense of control in a business which is constantly trying to control you.


    11. Always have 3-5 minimum standards, use the above as your benchmark. Gratitude, media free, working out, and add the number of proactive contacts you have to make per day based on your Treasure Map.


    12. Track all of your critical numbers using the White Board / Visual Accountability system we teach in Premier coaching and present in the Treasure Map.


    13. Maintain a regular, 'normal person' schedule of starting on time and stopping on time. Working til midnight and eating pizza between appointments is not sustainable or professional.


    14. Keep a gratitude journal on your desk and recognize the little 'easter eggs' that occur throughout the day. Read your journal on days where you feel overwhelmed.

    • Schedule A Free Coaching Call
    • Listen on iTunes
    • Listen on Spotify
    • Listen on Stitcher

    Housing Crash Coming Soon? INFLATION (Part 5) May 20, 2021
    Show notes

    1. DEFINITIONS...


    What is Inflation? A general increase in prices and fall in the purchasing value of money.


    What is appreciation? Increase in monetary value.


    Appreciation is when the 'intrinsic value' of something, like a house increases. This is not the same as 'price' or 'cost', we are talking about VALUE, as in, something grows more valuable.


    How does something actually gain VALUE or Appreciate?

    -increased demand, not enough supply

    -additional value is discovered on your property; oil for example, or developed road frontage, or adding utilities where there weren't any before.

    -Amazon, Google or Tesla decides to relocate 3,000 employees to your town and there aren't enough homes to go around. (Supply and demand).


    APPRECIATION reflects a change in the actual property itself.

    INFLATION can look just like appreciation, but is not ACTUALLY appreciation.


    Inflation is when the actual number of dollars it takes in order to purchase your property has increased. The main difference is that inflation does not actually reflect a change in the asset itself.


    Instead, inflation is a reflection of the decreasing purchasing power of the money you trade for that asset. It's not that the asset is 'worth' more it's that the money you had before doesn't have as much purchasing power as it used to. You have to give more to get the same product. Inflation simply means that your money is worth less.


    2. How does this affect our real estate market today?


    From Bigger Pockets:

    On April 11, Federal reserve chairman Jerome Powell appeared on 60 Minutes, and stated that “it’s highly unlikely” that the Federal Reserve will raise interest rates this year. This is music to the ears of investors of all types, as low interest rates tend to provide fuel to a growing economy.


    But there are more considerations afoot—like rising inflation.


    The Fed’s target interest rate, which is what Powell is referring to here, is an important indicator for mortgage prices—particularly adjustable-rate mortgages (ARMs) and HELOCs (home equity lines of credit), which are often tied to this rate.


    On Tuesday, the Bureau of Labor Statistics announced that the consumer price index—a common measure of inflation—rose at its fastest rate in nine years. It’s not wild inflation, but it IS the highest rise in inflation since 2012.


    Powell’s appearance on 60 Minutes will only help things. It was basically a signal to all Americans—particularly investors—that the Fed’s Cheap Money Store will be open 24/7 for the foreseeable future. This should keep interest rates on ARMs and HELOCs very low. It also allows businesses to borrow, invest, hire, and do everything that helps long-term economic growth. This translates to appreciation.


    3. Real estate investors don't mind inflation so much because the value of their property increases while their payment stays the same, and if it's a rental property, rents go up.


    Even if the Fed does end up inching the interest rate up (which they say they won't but they will continue to get pressure to do so), supply and demand remain strong and interest rates less than 5% are still historically and outrageously LOW.

    • Schedule A Free Coaching Call
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    Housing Crash Coming Soon? MIGRATION TRENDS (Part 4) May 19, 2021
    Show notes

    1. Virtual Workplace... the new normal.


    The pandemic strapped rocket boosters to a trend that was already happening: Work from home. What used to be a rather unusual request for most, became required in 2020, on into 2021... This means that freedom met opportunity to live where you wish and that working from home or 'remotely' has become normal. Choice of urban, suburban or rural is now a reality where before it seemed a necessity to be in a city environment.


    RIS Media: "According to a December 2020 Pew Research Center survey, 20% of respondents reported that they worked from home prior to the pandemic. This jumped to 71% working from home as of December, with 54% adding that they would prefer to continue to work from home after the coronavirus outbreak ends."


    2. Change of priorities.


    Search terms have changed to '1 acre or more', 'near parks', 'best connectivity', 'swimming pool', 'walking paths', 'large back yard'.


    3. Types of homes: Many are now looking for two offices, a dedicated homeschool space, in-law suite, etc. New terms have been invented like 'cloffice' (office made out of a closet). Multigenerational homes have become hot. 7 bedroom houses, flexible floorplans, room for an additional home on the same lot, etc. People are relocating to be closer to elderly relatives, grandkids, etc. Family came into focus in the pandemic.


    4. Some stats for you. According to Move.org, 33% of people who moved in 2020 stated they had not been planning to move. 45% report their decision was definitely Covid 19 related. 38% stayed within the same state or region.


    5. Biggest changes...From Bloomberg: The regions around San Francisco and San Jose, two of the country’s most expensive housing markets, saw the rates of permanent moves increase the most, by more than 23% and 17% respectively, compared to 3% nationally. Moves that were considered temporary—changes of address for six months or less—more than doubled in the San Francisco region, compared to 17% nationally.


    New York: The popular pre-pandemic journey from Manhattan to Brooklyn, for example, remained high on the list. But urban dwellers also moved outward, with the close-in suburbs of Westchester County and Suffolk County on Long Island being some of the most popular destinations for Manhattanites. For people who left the central New York metro area entirely, Miami was indeed a popular destination.


    6. Migration to lower tax states.


    "For states with the lowest taxes, an average of four people moved in from other parts of the country for every one person who left over the last eight years, according to a new report from Redfin (redfin.com), the technology-powered real estate brokerage. The trend is reversed in high-tax states, where an average of 2.5 people left for every one person who moved in.


    Nevada, Florida, South Carolina and Texas are prime examples of low-tax states that are attracting new residents. Nevada gained more residents than any other state over the last eight years—for every nine people who moved into Nevada from 2013 to 2020, just one person left—and it has the sixth-lowest tax rate in the country."


    1 in 5 home buyers now cite lower state taxes as their motivation to move.


    Texas, Apple and Google have all moved from California to Texas. Austin is one of the fastest growing cities in the country.


    There's not just ONE reason the housing market isn't about to crash, there are many. This has been part 4, so get up to speed if you're behind!

    • Schedule A Free Coaching Call
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    Housing Crash Coming Soon? BUILDING BOOM or BUST? (Part 3) May 18, 2021
    Show notes

    Where are all the new homes? Why are the builders so far behind? Can't we just build our way into more inventory?


    1. How do you find out about New Construction in your marketplace? What questions should you be asking?


    2. Who is building what and where?

    What is the registration process for your buyers?

    Which builders have waiting lists?

    *Know before you go or before your buyer does.


    -MLS. -NewHomeSource.com -NewHomeGuide.com

    -Your local newspapers and lifestyle magazines

    -Builder's own websites


    3. What's up with lumber? As the pandemic crushed the US economy last spring, sawmills slowed or shut down lumber production in anticipation of a housing slump, but that slump never happened and now there isn't enough lumber to feed the demand of today's super hot, inventory-starved market.


    FACT:

    The surge in lumber prices in the past year has added $35,872 to the price of an average new single-family home and $12,966 to the market value of an average new multifamily home, according to the National Association of Home Builders.


    About 1 in 4 homes for sale are now newly built, the highest share ever. Historically new homes make up about 1 in 10, but fierce buyer competition is behind that shift.


    Facts:


    New lot (land) supply is down by 20%


    Lumber prices seem to set a new record almost daily, now up 67% this year and up 340% from a year ago, according to Random Lengths, a wood products industry tracking firm.


    Even the cost of drywall is up 7%, year over year.


    Steel is up 18% year over year.


    Average cost per building lot is up 11% year over year and supply of lots to buy is down 20%.


    4. The result is a combination of delayed delivery for existing contracts, waiting lists for new construction purchases and sticker shock for what price you'll pay for new. Even renovations are stymied due to the inflation in costs and lack of availability of materials.


    Even with all of those facts, the demand is there:


    "While lumber prices have gone up, we have been able to pass it on to the consumer with higher prices for homes," Jeffrey Mezger, the CEO of KB Home (KBH), told CNN Business. "And there is still far more demand than there is supply."


    Even multifamily new builds are costing on average $12,000 more to build, causing rents to be $119 more per month as a result.


    5. No one knows when we'll get all of this demand supplied with fresh housing, but this is inspiring several 3D printing companies to get serious about building houses. A 3D printed house costs half the time, half the money and only takes a crew of 4 to build it! When there's a need in the market, new innovations have the opportunity to fulfill that need. Watch out for new solutions to the inventory challenge!

    • Schedule A Free Coaching Call
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    Housing Crash Coming Soon? DEMOGRAPHICS (Part 2) May 17, 2021
    Show notes

    Over the past month, the phrase “When is the housing market going to crash?” saw a 2,540% increase in Google searches, according to a report in CNBC. Our series of podcasts will answer this question for you with many different facets of why 'this time is NOT like last time' regarding a housing boom cycle.


    Quote from Ben Carlson Ben Carlson is the director of institutional asset management at Ritholtz Wealth Management. NOT Ben Carson, former presidential candidate.


    "Like all previous generations, millennials got older. They decided to settle down and buy a home even though it seemed like that would never happen following the Great Financial Crisis.


    And a combination of the pandemic, remote work and low interest rates have all pushed even more people to start buying houses.


    Just because prices are rising does not automatically make something a bubble. Sometimes prices rise for good reasons. You may not like those reasons but that’s not the same thing as a speculative mania."


    What are demographics exactly, and why is this a reason the housing boom probably won't be busting any time soon?


    (Investopedia): Demographic analysis is the study of a population based on factors such as age, race, and sex. Demographic data refers to socioeconomic information expressed statistically including employment, education, income, marriage rates, birth and death rates, and more.


    So why does this matter:


    1. Millennials are entering the housing market in huge numbers.


    2. Millennials seek bigger spaces, lower-density, and more privacy no matter what percentage of the world gets vaccinated. They are largely in family-formation mode and looking for a place to buy.


    3. They are a huge generation. Millennials, whom we define as ages 23 to 38 in 2019, numbered 72.1 million, and Boomers (ages 55 to 73) numbered 71.6 million. Generation X (ages 39 to 54) numbered 65.2 million and is projected to pass the Boomers in population by 2028.


    Forbes: “Current demographics are very favorable to a sustained housing boom, especially in the wake of the pandemic and as more Millennial households enter into prime homebuying age and start families. More and more households are also demanding more space as they work from home more frequently and invest more in things like home offices and gyms. Finally, homebuilding is still playing catch up as housing supply remains tight from homeowners refinancing and staying put in their homes longer."


    4. This new batch of motivated buyers are able to lock in super low interest rate mortgage loans with significant downpayments, thus negating much of the risk of defaults.


    Easy credit fueled the housing boom of 2005-2008. CHEAP credit fuels today's market. There's a big difference. The fundamentals today are more sound, according to virtually every economist.


    5. There is no 'silver tsunami' of new listings as was once anticipated. Baby boomers are indeed retiring, passing away and downsizing but the success of VRBO, HomeAway and AirBnB has taken a bite out of otherwise available homes for sale. This is a factor keeping inventory low and prices continuing to climb. Supply and demand.

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    Housing Crash Coming Soon? MORTGAGE MELTDOWN? May 14, 2021
    Show notes

    Everyone is wondering if this is a boom that will end in a bust. Is this huge run up in prices going to result in a massive adjustment?


    It's a logical question considering home prices are up 17.2% year over year, comparing March 2020 to March 2021 (NAR). That's historically even higher than the boom that preceded the housing crisis that started in 2008.


    Morgan Stanley:

    Home prices, as measured by the S&P Case-Shiller Index, rose 12.2% over the past year, with prices surging across all 20 of the metropolitan areas tracked by the Index. That amounts to an increase of $35,000 in the median selling price for homes from just a year ago and marks the fastest pace of increase since 2006.


    We'll take a look at the reasons that this market is NOT going to be just like 2007/8! We're doing this for your own education as well as to give you specific talking points for your nervous buyers.


    FACT: An objection is an unanswered question in the mind of the prospect. The unanswered question you're hearing now (or asking now yourself) is: Is the market going to adjust / crash / decline anytime soon? So take good notes and get ready to sleep better at night knowing the facts versus conjecture and speculation.


    Reason #1 : Mortgage lending is completely different than it was in the previous housing boom. There is FAR less mortgage risk now then there was in the previous boom. The subprime mortgage crisis was a leading factor in the housing crash. Not so today! Let's take a moment to compare and contrast:


    In 2005-2007, an average of 40% of mortgages were considered 'sub-prime'. These were loans which were used when people applying did not fit into the 'conventional loan' mold that you're all used to having to comply with today. Almost all of those applications would be declined in today's mortgage environment.


    Examples of sub-prime loans (only 2% of today's mortgages) include:

    -interest only mortgages

    -Ninja loans (No income, job or assets)

    -Stated income loans (sometimes called liar loans)

    -No-documentation loans

    -0% to 5% down payment mortgages


    Fact: credit scores, debt-to-income ratios, job history and down payment verification were all, shall we say...anywhere from optional to less important to simply made up or just not asked for in the first place.


    Also, appraisals were not so regulated. Everything appraised all the time...until it didn't.


    It's the RISK factor that caused the bubble to burst eventually. It was unsustainable risk.


    Morgan Stanley:

    These products were inherently risky because they required home prices to keep rising and lending standards to remain accommodative so that homeowners could refinance before their monthly payment became unaffordable. However, when home prices stopped climbing, these mortgages reset to payments that borrowers could not make, leading to delinquency and foreclosure. As foreclosures and subsequent distressed sales piled up, home prices fell further, creating a vicious cycle.


    What's different today? Things aren't just a little bit different in the mortgage world, they're dramatically different.


    #1: 36% of home sales are ALL CASH according to CNBC. In many markets, especially in the Northeast, more than 50% of sales are all cash. (Note: There's no lender to foreclose on a house with no mortgage...)


    #2: Lenders have tough standards today. Average credit scores for 3rd and 4th quarter 2020 were a record high 786 according to the Federal Reserve Bank of New York.


    #3: The competitiveness of the market has also caused higher down payments, yet the actual monthly payments aren't dramatically effected, thanks to low interest rates. This means that you automatically have more equity in your home when you close in 2021 than the equivalent in 2006 where you might have purchased with low or no money down.


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