Real Estate Coaching Radio

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Agents, This Is Your Daily Success Schedule Apr 26, 2024

Show notes

What do all successful Realtors have in common? They don't just HAVE a schedule, they actually follow it, but it's not what you think. It's not a matter of scheduling every minute with a task or grinding out relentless cold calls.

Welcome back to America's #1 Daily Podcast, featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.

IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com

The daily success schedule of top-producing agents is all about having daily minimum standards related directly to profit and being relentless about them. Today we'll show you what they do, so you can follow the same plan and find success faster!

1. Use and update your Visual Accountability White Boards every day. You should be tracking all of the following, based on your goals: (Use the Real Estate Treasure Map).

-Leads. -Active Listings. -Buyers. -Pending closings. -Closed transactions.

HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/

2. Review your finances every day. Use Mint.com as your 'dashboard' of Key Performance Indicators or KPI's. Your savings, checking, credit cards, investment accounts, investment properties, and everything else financial is visible using Mint.com. This includes your credit scores as well as your upcoming bills and actual budget.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

3. Make contact (a conversation with a decision-making adult about real estate) with at least the same number of people as transactions you must do this year. If you must close 20 transactions to meet or exceed your goals this year, you must make 20 actual contacts daily to meet that goal. Adjust as your skills increase. Focus on people who are most likely to sell. Example: Existing listing leads you just need to close on, expireds, for sale by owners, probate, relocation, past clients and referrals. Just listed and Just Sold calls don't count unless they are directly around your own listing(s).

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

4. Furiously fast lead follow-up on 100% of your leads, 100% of the time, no exceptions or excuses. If you're a Premier Coaching member, review 18 Relentless Lead Follow-Up Rules.

5. Show gratitude overtly to those you care about. Start your day out right saying I love you and giving hugs and kisses. Then write and send at least 3 thank you or congratulations cards to past clients or people in your sphere of influence. Use social media for ideas about who got a promotion or had a kid get married or graduate.

6. Set a new, prequalified appointment before noon every work day, ideally with sellers. When you're doing #4 (Furiously Fast Lead Follow-Up), this will be much easier to achieve. If you don't have enough leads to set appointments regularly, go back to #3 on this plan.

7. Doorknock or call at least one Unrepresented Seller (FSBO) each day. You sell real estate for a living. They have a home to sell. Their phone number is on their sign!

How to make your CRM into a Money Machine (Actual Plan) Apr 25, 2024

Show notes

Your Monthly, Quarterly, or Seasonal Center of Influence and Past Client Suggested Event Schedule…

Note: There are several categories of events: events you create, promote, and manage yourself, events that you can sponsor, which are created by others, and smaller get-togethers with select groups from your list.

1 January: Happy New Year Party –or- a How To Winterize Your Home video message. If you’re having a blizzard where you live, make a video about preparedness, emergency systems, where to get the best snowblower, etc.

2 February: Use Red Hot candies for a pop-by gift, ‘It might be cold outside, but the market is red hot!’ Or ‘I love referral business!’ Using heart candy or heart candles. You can use these for doorknocking, lead follow-up, open house giveaways, and at the closing table. Bring them to new build reps and ask for their resale referrals.

3 Spring: Tax time, free CMAs, and closing statements to last year’s clients. You can do one video email offering an updated market analysis and follow up with phone contact.

4 Spring: ‘Buy or Sell With me / Adopt A Pet For Free’ promotion. Work with your ASPCA or local shelter for a specific format. They often promote this to you with press releases or events like PetSmart adoption days. Promote your event via video sent to your database, individual phone calls to invite your people, and of course, post on social media. Note: Press releases are easy to get published. This is the type of event that gets a lot of media attention.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

5 May: Memorial Day Parades, especially if you’re in a military or historic town. Participate in existing parades, and give out candy water bottles or American flags. Create a Facebook live session or a video about VA loans and how they work. Doorknock your neighborhood and doorknock prior to your open houses with red, white, and blue candy and flags.

6 June: Paper ‘n Pancakes Paper Shredding Party! Rent a shredding truck and a pancake food truck and host a shredding party at your office or at an events center or clubhouse. This has a surprising turnout and doesn’t cost much!

7 Summer Tornado / Hurricane / Fire season. After a disaster, host a donation drive. You can do this doorknocking, or ask people to drop donations at your office or home office. Get good press for this through your local papers and TV stations.

8 Summer / Fall: Work with the American Red Cross for a blood drive. They’ll bring the BloodMobile to your location and even prospect for you so you have maximum turnout.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

How To Make Your CRM Into MONEY PRINTING MACHINE! (Part 2) Apr 24, 2024

Show notes

You know you need to communicate regularly and systematically with your Past Clients and your Sphere of Influence, but how do you go about it? Today, we'll help you sketch out your plan so you can polish it further once you're a Premier Coaching client.

1. CALL your database regularly. Your ideal daily schedule (created by you when you follow the Real Estate Treasure Map) calls for adding a daily number of contacts to your database. Five per day is easily accomplished, so start there and do more if possible!

2. Make it a Daily Standard. Take the total number of people in your database and divide by 20. This tells you how many you should call per day in order to make contact with everyone every month. 20 is the number of business days in each 30-day period. If that number is too big, then divide by 40 or 60 so you can contact everyone every 60 or 90 days. You can contact using the auto dialer or simply call your database until you make the required contacts daily on your own.

3. Use KV Core plus ‘Making it Rain’ if you have it, Follow Up Boss, or Contactually to email your database regularly. None of these are expensive, and when you’re with EXP, you get KVCore for free. We said electronic communication is unreliable and should never be your only means of communication, so remember this is in addition to calling, not instead of calling!

4. Send specific videos to your database emails. This can range from market report videos to just listed, just sold, or ‘wanted’… your home for my motivated buyers. The list is endless. We have done many podcasts for you on this topic.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

5. Use Facebook, Pinterest, Instagram, and other social media as a supplement, not as a spoke. Friend your past clients; be supportive but not stalker-y. Remember, this is a support item, not a stand-alone spoke.

6. Decide which client appreciation events you will commit to and perfect. Decide if these will be monthly, quarterly, or yearly. More on that coming up! This will be on tomorrow’s podcast and is included in Premier Coaching.

7. Learn and use the F-O-R-D memory jogger for your conversations… Family / Occupation / Recreation / Dreams. These topics frame your conversations and make it much easier for you to ask for business in a natural, conversational manner. It keeps your ego at bay and makes the discussion all about them. Real estate will come up on its own, and you’ll always remember to ask: ‘Who do you know who could use my help buying or selling real estate?’

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

How To Make Your CRM Into MONEY PRINTING MACHINE! Apr 23, 2024

Show notes

Real Estate Agents: This is Why Your Listing Hasn't Sold! Today, we'll discuss the six specific reasons (yes, PRICE is one of them) that are probably causing your listing to sit on the market.

FACT: Homes are either selling immediately or sitting on the market for 30, 60, or even 90 days. Don't let your listing expire, and don't get fired. Be the listing agent when it SELLS.

Before we examine all of the factors, let's keep it real. Of course, price is the one thing that overcomes ALL of the underlying reasons a listing isn't selling. However, the fastest way to get yourself fired from the listing is to always make it all about price.

No seller ever wants to hear the phrase, 'Time to lower your price'! Let's take a look at the big picture first. (For Premier coaching clients, the Listing Evaluation is included in your coaching program.)

To get your Listing Evaluation Tool, sign up for Premier Coaching today by visiting PremierCoaching.com. It's free and takes only a few minutes—you can do that while you listen!

6 Factors that Make a Home Sell... Rate each of these on a scale of 1-10, and you'll know where you need to do the work to get it sold. A perfect score is 60, but if your listing isn't selling, it's not likely to score that high.

1. Condition. When there is little competition and more buyers than sellers to go around, conditions matter less. As more listing inventory arrives on the market, especially if any of it is new construction, the pressure increases to present your listing in its best light. Even if you're the only home for sale in the MLS code, you owe it to your sellers to help them stage it to get the best results. They'll sell faster and for more money. Rate your listing's condition on a scale of 1-10.

What makes your condition rating low? Any or all of the following, and we won't even be super gross here...We are SURE you'll have more to add based on your showing experience and listing experience!

-Questionable smells, or possibly worse: unidentifiable smells.

-Identifiable but gross: cat pee, dog poo, curry, cigarette, or cigar smoke.

*Invest in an air ionizer from Amazon or remove the carpet/furniture, etc, that's causing the odor. Stop waiting for a buyer who loves the smell of cat pee or doesn't notice the smoke odor.

-Bugs. -Mold or mildew in the bathrooms, kitchen, or basement.

-Rodents/rodent droppings. -Dirty floors. -Clutter-covered countertops.

-Crusty-looking appliances.

-Dirty window screens. -Terrible or boring curb appeal. -Dead grass. -Weeds

-Green pool. (And the list goes on. Refer to the Proven Home Selling System if you're a Premier Coaching client for the 'How to prepare my home' guide).

Note: price will overcome the condition every time.

Get involved in Premier Coaching at PremierCoaching.com for the full Listing Evaluation and more coaching about using it!

PLEASE HELP! My Real Estate Listing Isn't Selling, What Do I Do? Apr 22, 2024

Show notes

Real Estate Agents: This is Why Your Listing Hasn't Sold! Today, we'll discuss the six specific reasons (yes, PRICE is one of them) that are probably causing your listing to sit on the market.

FACT: Homes are either selling immediately or sitting on the market for 30, 60, or even 90 days. Don't let your listing expire, and don't get fired. Be the listing agent when it SELLS.

To get your Listing Evaluation Tool, sign up for Premier Coaching today by visiting PremierCoaching.com. It's free and takes only a few minutes—you can do that while you listen!

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

-Questionable smells, or possibly worse: unidentifiable smells.

-Identifiable but gross: cat pee, dog poo, curry, cigarette, or cigar smoke.

*Invest in an air ionizer from Amazon or remove the carpet/furniture, etc, that's causing the odor. Stop waiting for a buyer who loves the smell of cat pee or doesn't notice the smoke odor.

-Bugs. -Mold or mildew in the bathrooms, kitchen, or basement.

-Rodents/rodent droppings. -Dirty floors. -Clutter-covered countertops.

-Crusty-looking appliances.

-Dirty window screens. -Terrible or boring curb appeal. -Dead grass. -Weeds

-Green pool. (And the list goes on. Refer to the Proven Home Selling System if you're a Premier Coaching client for the 'How to prepare my home' guide).

Note: price will overcome the condition every time.

Ask Tim and Julie Anything: Is This The END Of Buyer Agents? Apr 19, 2024

Show notes

Ladies and gentlemen, welcome to this week's: Ask Tim and Julie Harris anything! Many of the questions submitted this week were regarding buyer agency, the commission sharing settlement and the fear that NAR sold members out. Get ready, today, we're diving deep into the wild world of the National Association of REALTORS® (NAR) proposed settlement.

Question 1: "Does The Settlement Leave REALTORS® Hanging, Did NAR Leave Agents Out To Dry?"

Answer: NO, Matter of fact nearly every member of NAR (REALTOR®s) are covered by this propsed settlement. Yep, you heard that right! Over 1 million NAR members, state associations, local MLSs, and brokerages with a residential transaction volume of $2 billion or less in 2022 are off the hook for any terrifying liability claims related to broker commissions.

Question 2: "My (Big Name Broker) Isn't Part Of The Settlement, Rumors Are Swirling We Might Have To Close Shop..Did NAR Sacrifice My Broker Just Because We Closed Over 2 Billion In 2022? What Happened?"

Answer: The reality is that the proposed settlement DOES exclude brokers who did more than 2 billion in volume. And the unfortunate fact is that not all of these 'big brokers' will survive. Most real estate brokerages (big and small) operate on low to NO margin. They make no or virtually no profit from the actual real estate transactions. Their profit comes from mortgage and title. Now, let's set the record straight. NAR fought tooth and nail to include as many folks as possible in this release. While some big dogs didn't make the cut, they're not exactly crying in their coffee. In fact, many are sitting pretty, with thousands of their independent contractor agents getting a get-out-of-jail-free card.

Partial list of excluded brokerages: Home Services of America, World Properties, LLC; Douglas Elliman, Inc.; Douglas Elliman Realty, LLC; eXp Realty, LLC; eXp World Holdings, Inc.; Hanna Holdings, Inc.; HomeSmart International, LLC; Howard Hanna Real Estate Services; Realty ONE Group, Inc.; Redfin Corporation; United Real Estate; and Weichert, REALTORS®.

Question 3: " Why Did President Biden and Major Media State That NAR Dictates the Commission Rates....Why Did They Say That Commissions Are Set at 6% When Everyone Knows That Isn't True?"

Real Estate Mindset Mastery: Unleashing Your Inner Power Apr 18, 2024

Show notes

Ever found yourself regretting something you said too hastily, sent a text without due consideration, or reacted excessively in an email?

Ever wished there was an "unsend" button for those moments? Perhaps it's not always your own misstep but dealing with someone else's verbal or written blunder. We've all experienced being both perpetrators and victims of overreactions. There’s a tale that speaks volumes about mindset and serves as a reminder during moments of conflict or stress. Here's the story:

Once, a donkey was tied to a tree when the Devil came and untied it. The donkey then ran into the fields, causing havoc by destroying crops. Upon witnessing this, the farmer's wife shot and killed the donkey. Enraged, the donkey's owner retaliated by shooting the farmer's wife. When the farmer returned and discovered his wife's fate, he sought revenge by shooting the donkey's owner. Subsequently, the owner's wife instructed her sons to burn down the farmer's house. The sons, gleefully following their mother's orders, assumed the farmer would perish in the fire. However, to their disappointment, the farmer survived and later retaliated by killing the wife and sons of the donkey's owner. Reflecting on the tragic chain of events, the remorseful farmer questioned the Devil about the cause. The Devil simply replied, "I merely released the donkey, but it was your overreactions that unleashed the inner devil within each of you.

How can this be made practical and applicable to your personal and business life? Let’s look at some simple but critical rules to follow during stress, conflict, and confusion. Don’t let the donkey control your mindset.

1 Pause Before Responding. When you’re on the receiving end of a text, email, or face-to-face comment that triggers in you a strong reaction, RESIST! Do not reply immediately. Take a breath, re-read for clarity of understanding, and then wait 20 or 30 minutes before responding. Next, ask yourself if a phone call would be a better way to handle things. People tend to be more aggressive when someone is NOT right in front of them and tend to misconstrue the tone or intention of texts and emails. Pause and make a good decision before you fire back and potentially escalate the situation.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

2 Consider the Consequences: Before sending any message or responding in person, think about the potential impact of your words or actions. Consider how your response might affect your relationship with the other person and whether it will help resolve the issue or escalate tensions.

3 Look at all sides before you respond. How will they perceive your words and actions? Are you being empathetic or aggressive? Is your response constructive or destructive? What action can you expect from the other party next? Are you focused on a good outcome?

Agents: Will you be in business next year? (Shocking Truth) Apr 17, 2024

Show notes

Everyone predicts that the number of licensed real estate professionals will decline. Why?

-The commission lawsuits will separate the skilled from the unskilled since the buyer side of the transaction now requires a presentation, objection handling, and a signed agreement.

-Higher mortgage rates are causing some buyers to put the purchase on the back burner.

-Inventory is improving but still scarce in certain areas.

-Inflation continues to drive prices up.

All these facts are true, but it's also true that you have a real estate license and you need to earn a living. So, let's pivot to see why you can still survive and thrive. We'll look at some facts and some immediate action steps to take.

Facts:

-Demand is still very high, with nearly 3 offers for every closed transaction last month.

Home prices continue to climb. This means the market is not crashing like people thought it would with higher rates, and homeowners' home equity is increasing daily.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

-Demographics and household formation are on your side. 27% of recent closings were millennials who were NOT breaking up with low-interest-rate mortgages.

What should you do now to ensure your survival and thrive? Will you still be in business next year, or will you be real estate road kill?

1. Get and follow an actual business plan immediately. Premier Coaching includes the Real Estate Treasure Map, Survival Plan, and 90-Day Massive Action Plan. You will have specific goals, an actual schedule, and a lead generation plan to follow. Commit to following your plan versus waiting, speculating, or hoping for your next deals to happen.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

2. Stop spending money on things that don't work or that you think might work someday. You're gambling on your success when you depend on someone or something else to give you business. Do more of what is working, starting today.

3. Speak to 100% of your database before the end of the year. At least 5 contacts per day on work days, but more is better. Use your F-O-R-D script and ask whom they know who could use your help buying or selling real estate. Offer a free comparative market analysis.

4. Systematize your open house system and have effective opens every weekend that's not a holiday weekend between now and the end of the quarter. Follow up immediately with all prospects. Wayne Gretzky famously said that he skates to where the puck will be. Be where the buyers are in today's market. Everyone is starved for inventory. Buyers go to open houses in the neighborhood they want to live in. Go where the buyers are!

5. Spend more time speaking to prospects about real estate than you do doom-scrolling for details about the commission lawsuits and other things you have no control over.

Don't Lose The Listing! Top 10 Must Avoid Silly Mistakes! Apr 16, 2024

Show notes

1. Show up on time: Being fashionably late doesn't apply to real estate appointments. Arrive early to show you're not just on time but ahead of the game!

2. Parking prowess: Don't play driveway dominos with the homeowner's car. Park on the street, allowing them to come and go without a vehicular obstacle course.

3. Strive for handshake harmony. Aim for a handshake that's just right, akin to Goldilocks' porridge. It should be neither too strong (avoid being a bone crusher) nor too weak (no limp fish impressions, please).

4. House rules, no shoes: If you spot a shoe tray by the door, it's a sign to slip off your kicks. Respect their floors, and you'll be walking on sunshine!

5. Enthusiasm is infectious: Bring your A-game with energy and enthusiasm. When touring the home, be positive and complimentary.

6. Seating strategy: It's the great debate—dining room or kitchen table? Should you sit at the head of the table or let someone else? Let them call the shots and take the seat that feels like home, sweet home, to them. Avoid the awkwardness and just ask where they usually sit! (Driver personalities, beware of this point!)

7. Hospitality acceptance: When life hands you water and cookies, say thank you and enjoy the treats! It's a small gesture that can make a big difference in building rapport. Maybe they baked those cookies just for you!

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

8. Gratitude is the attitude: Whether you clinch the listing or not, send a thank-you card. It's like sprinkling gratitude confetti over your client's day, and you may be the only one who's that thoughtful. You're competing from the moment you set the appointment to the time they sign the agreement.

9. No politics, please. Keep the conversation neutral, like Switzerland. Avoid political minefields and keep the focus on real estate, not debates.

10. Dress for success: Dress to impress, erring on the side of a tad nicer than your prospects. Striking the perfect balance between professional and approachable attire is key.

Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

Turn the 10 points into your pre-appointment checklist. Print it and read it before each listing appointment until your good habits are solidified.

Want more listing presentation coaching? Sign up for Premier Coaching today.

Real Estate Mastery: Top 7 Convos, What Your Clients Will Ask You Apr 15, 2024

Show notes

1. Mortgage Market Trends:

Mortgage rates have risen from 6.6% to 7.4% over the past two months due to a challenging bond market affected by strong job growth and rising inflation.
The odds of Fed rate cuts at upcoming FOMC meetings have shifted. A rate cut in June is effectively priced out, and the probability of a rate cut in July is now 50/50.
Remember that over 30% of transactions are cash. If your buyers are financing, there are many ways to buy down rates, lock in an advantageous 30-year fixed rate, or refinance later.

2. Builder Incentives:

Builders offer various incentives to attract buyers, including closing cost contributions, design center credits, and lowered interest rates through in-house mortgage companies or preferred lenders.
If you don't know what your local builders offer, you're not doing your job as a real estate professional. More than 30% of today's available homes for sale are being built right now.
Take this week to deep-dive into your local, new construction market. Visit the model homes, learn about incentives, and use that knowledge to connect with your database via social media, video production, and good old-fashioned calls to your list of past clients and centers of influence.

REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris

3. Inventory Trends:

National inventory has increased 4.5% month over month to 695,000 units, with new listings jumping 16.6% Month over Month. This is encouraging news for buyers.
Nationally, we are within 20% of pre-pandemic levels of inventory, and some states (like Florida) are already above pre-pandemic levels.
No more excuses for not finding something to sell to your qualified buyers! Some of those buyers are would-be sellers. When was the last time you spoke with folks who said, 'I'd sell, but what would I buy?'

4. Millennial Homebuyers:

Millennials comprised 38% of total homebuyers in 2023, reclaiming their position as the largest buying group from Baby Boomers.
28% of buyers are first-time buyers, proving that even 7%+ rates aren't stopping them.

5. Home Purchase Sentiment Index (HPSI):

Fannie Mae's HPSI declined slightly in March, driven by higher mortgage rate expectations. However, the percentage of people who perceive it as a good time to buy rose to its highest level in 9 months, indicating potential adaptation to mortgage rates around 7%.

What to do this week:

Join Premier Coaching. Go to your DAILY, semi-private coaching sessions to polish your skills, boost your production, and be surrounded by like-minded superstars like you.
Use the talking points from today's show to make more connections. How many conversations are you having daily about real estate? Calls, videos, coffee with past clients, meet-ups, and clubs are all easy ways to show you're a knowledgeable professional. Don't be a 'secret agent'.
Tour your local, new construction and understand builder incentives.

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