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Ask Tim and Julie Harris ANYTHING! Apr 12, 2024

Show notes

On today's show they answer these questions and more..if you would like to have your questions answered text your question to 512-758-0206.

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

Here are the questions submitted by listeners that are answered on today's presentation:

- I’m in a schedule rut. I tell myself that tomorrow is the day I’ll do what I’m supposed to do but then I don’t do it.

- I need to make money NOW, HELP?

- How can I generate a closing as fast as possible without looking desperate?

- How can I find inventory for all these buyers??

- Can I do an open house if it’s not my listing?

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/

Mindset Matters: How the Wealthy Harness Abundance Over Scarcity Apr 11, 2024

Show notes

Many individuals are firmly entrenched in the Scarcity Mentality. They perceive life as a limited resource, akin to a single pie to be divided among all. Consequently, if one person claims a large slice of the pie, it's believed to leave less for everyone else.

This mindset operates on a zero-sum paradigm, where one's success is viewed as directly detracting from the opportunities available to others. Individuals with a Scarcity Mentality struggle to share recognition, credit, power, or profit, even with those who contribute to their achievements. Moreover, they find it challenging to celebrate the success of others genuinely.

If you have a scarcity mindset, you believe that money, friends, success, and promotion are scarce. You believe there simply aren’t enough of these things for everyone to have a chance. This mindset affects your thoughts, actions, and outlook, as well as your perception of and by everyone else.

The scarcity mindset keeps you from saving. You find it challenging to save time and money because both are scarce. If you have either, you spend it immediately before something happens to it!

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

Let’s test quickly to see if you have some scarcity mentality tendencies…

There are 11 ways (there are more, but these are the most obvious) to know if you’re scarcity-minded in your real estate practice.

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/

Note: If you can answer ‘yes’ to even half of these, you have a mindset challenge that must be corrected before you can reach your next level! We’ll do this quickly because no one wants to dwell here! Jot down any thoughts you want to get rid of.

After the test, we’ll get to the good stuff: The Mindset of Abundance!

11 Things to Consider: The Scarcity Mindset…

1 You have no savings. Ever. If you do, it’s maybe for a couple of weeks, sometimes as scarce as a couple of hours.

2 You believe there’s only so much money to go around and often get into conflict over commissions…both with clients and other agents.

You’re a fan of the ‘procuring cause’ argument.

3 You don’t use a buyer’s agency agreement because you’re afraid of losing the commission to an agent who doesn’t use agency agreements. Fortunately, this particular issue is no longer up to you as of July this year!

4 You lose listings over ‘sticking to your guns’ on commission. You’d rather be ‘right’ or ‘righteous’ than give a little to make a deal happen.

5 You are immune to goal setting and feel you’re above it. Goal setting ‘isn’t for you’.

How To Lose PHONE FEAR (Call Reluctance) Forever! (Part 2) Apr 10, 2024

Show notes

Experiencing call reluctance is a common challenge for real estate professionals, often stemming from fears of rejection, failure, or lack of confidence. That’s normal! However, breaking free from these fears and taking proactive steps towards success is essential to your success. Here's your comprehensive guide to overcoming call reluctance and unlocking your full potential.

PART TWO.

Efficiency and Effectiveness

1 Understand your conversion ratios and focus on maximizing your productivity. Aim for a ratio of one qualified appointment for every 10 contacts, and track your progress to identify areas for improvement. If you’re struggling with this, it could be for several reasons: -you’re calling a low-conversion-ratio lead source, -your scripts aren’t very good, -you’re not closing, -you’re just not resonating with the prospects. A great coach can listen to your calls and save you a lot of time trying to figure this out.

2 Stay attuned to market trends and opportunities, actively engaging in conversations about real estate. Use your expertise to provide value and position yourself as a trusted resource. You should know what’s happening with inventory, interest rates, new construction, schools, and anything else that affects your local market.

3 Initiate conversations using the F-O-R-D Conversation Outline. Become an expert at conversations using Family, Occupation, Recreation, and Dreams to direct the discussion and keep the focus on the other person.

4 Allocate your time wisely, dedicating 90% of any day without appointments to proactive lead-generation activities. Identify the most productive times for phone calls or door-knocking and stick to a consistent schedule.

Organization and Growth

5 Track Your Results. Stay organized and disciplined in your lead management and follow-up efforts. Use CRM systems and tracking tools to monitor your progress and prioritize your most qualified leads. When you’re involved in Premier or Elite Coaching, you’ll always know if you’re on track, ahead, or behind your goals for the quarter and the year.

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

6 Dress professionally, always one notch nicer than whomever you will be around. Have 3 to 5 ‘work outfits’ you feel comfortable in for presentations and showings. Upgrade your haircut, glasses, shoes, watch, pens, and tech to ensure a great first impression and ongoing impressions!

7 Celebrate small victories and maintain momentum in your prospecting efforts. Focus on consistency and gradually increase your lead generation activities to achieve predictable and duplicatable results.

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 Lose PHONE FEAR (Call Reluctance) Forever! Apr 09, 2024

Show notes

Commitment and Preparation

1 Commit today to overcoming call reluctance and take decisive action towards your goals. Proactive lead generation is the key to predictable and duplicatable success in real estate. When you work sporadically, you’ll get inconsistent results and unpredictable income. Proactive lead generation is your #1 job in real estate.

2 Invest in proven scripts to eliminate the fear of not knowing what to say. Effective scripts provide a structured framework for engaging with prospects and closing appointments. Knowledge equals confidence, and ignorance equals fear, especially regarding scripts.

3 Establish a pre-prospecting routine that helps you get into the right mindset for success. Whether you listen to music, work out, or connect with a role-play partner, find what works best for you and stick to it.

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

4 Set a daily contact goal that aligns with your financial objectives. Focus on quality conversations with decision-making adults about real estate, aiming for a ratio of one qualified appointment for every 10 to 15 contacts.

5 Embrace the unknown and be prepared to handle any situation confidently. Utilize scripts to navigate conversations effectively and address prospects' questions or concerns. It’s okay to say, “That’s a great question. I’m writing it down, and you’ll have my answer by 6 pm this evening.What’s the number to call you at that time?”

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/

Mindset and Strategy

6 Adopt a service mindset, focusing on the needs and interests of the person you're communicating with. Use questions to guide the conversation and create a positive, client-centric experience. When you operate this way, you remove your own ego and become a problem solver for the prospect. If they don’t have any real estate challenges to solve right now, accept that it’s not a ‘no’—it’s just ‘not now’!

7 Recognize the importance of targeted and proven prospecting strategies. Circle prospecting around listings yields limited results, whereas contacting expired listings, probate attorneys, or FSBOs can lead to more productive conversations and appointments.

8 Prospect in neighborhoods with your buyers' specific needs in mind, actively seeking out properties that meet their criteria. This approach can generate new listing opportunities and clearly show your value. By prospecting in person, face to face, your confidence and skills will increase faster.

REALTOR®: Are You a TEXT Offender? Apr 08, 2024

Show notes

Realtors: Are you a TEXT Offender? Have you broken any texting rules today?

Are you tired of your text messages causing more confusion than closings in the real estate world? Wondering if you may have offended a prospect? Curious why you’re being ghosted at times?

We've curated the ultimate guide to texting etiquette for agents. From dodging grammatical gaffes to perfecting your timing, these ten rules are your secret weapon for text message triumph.

Rule #1: Keep it Professional, Not Personal: Save the emojis and slang for your personal chats. In business, we use proper language and leave the LOLs for after-hours. Use real words to do real business.

If this is what your text sounds like, you’re breaking Rule #1 for texting in business:

“OMG, I was ROFL when my BFF told me, TBH, about her date last night. It was TMI, but LOL, I couldn't stop laughing! You gotta love things IRL!"

Rule #2: Grammar Police on Duty: Avoid committing grammatical crimes in your texts. Remember, autocorrect is not your friend, but proofreading is! Check your work before you hit send! There, their and they’re are not interchangeable! Use punctuation. “ Let’s eat Grandpa” differs from “Let’s eat, Grandpa!”

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

Rule #3: Identify yourself! Don't confuse your recipient. Start your texts with your name to avoid confusion. Unless you're texting a psychic, they won't know it's you without a little help. Use your last name so you’re not confused with Bob the Dog Walker, Larry the Lazy Lender, or someone with a similar phone number who is NOT you!

Rule #4: Timing is Everything: Just because you woke up at 2 am with real estate night sweats and want to alleviate your stress by banging out a text does not mean the other agent, your buyer prospect, your seller client, or the appraiser wants to share your insomnia. Respect the clock and save business conversations for business hours. This also applies to time zones. 9 am in New York is not 9 am in Hawaii. There are tons of time zone converter apps, so don’t guess!

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/

Rule #5: Get Straight to the Point: Don't beat around the bush in your texts. Be as clear and direct as possible. Remember, we're not writing mystery novels here. Less is more. You can get back-burnered, lowered in priority, or deleted when you write too much. Don’t make it such a heavy lift for your readers!

Rule #6: Privacy Please: Keep confidential information from your text conversations. You don’t want to sway a negotiation wrong, over-share, or breach your agency relationship. No negotiation should be done via text. States have laws about what constitutes an agreement, a digital signature, or a contract. Just because you have E & O insurance doesn’t mean you should have to use it!

Urgent Alert: 9 Facts Why A New Housing Boom Has Arrived! Apr 05, 2024

Show notes

With a quarter of 2024 already behind us, it's time to take stock. Are you on track with your goals, or do you need to make adjustments?

Whether you're on track, ahead, or behind, here are nine reasons to feel excited, motivated, and ready to conquer the rest of the year. Get ready—it could be your best year yet!

1. Home Sales Are UP! February brought a pleasant surprise in the real estate market as existing home sales surged by 9.5% month-over-month to reach a seasonally-adjusted, annualized rate of 4.4 million units. This remarkable uptick marks the highest level recorded since March 2023.

2. Prices are UP! Alongside the increase in sales, the median sales price also saw a notable rise, climbing by 1.4% month-over-month and 5.8% year-over-year to reach $384,500. These figures, released by the National Association of Realtors (NAR), indicate a robust and dynamic housing market, reflecting increased demand and rising home values."

3. National inventory levels are on the rise. Based on data from Realtor.com's residential listing database, active inventory in March 2024 increased by 4.5% month-over-month (MoM) to reach 695,000 units—an impressive 23.5% surge year-over-year (YoY)!

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

Additionally, new listings saw a substantial uptick, jumping by 16.6% Month over Month and showing a notable 15.5% year-over-year increase. This surge in available properties indicates a trend towards more opportunities for potential buyers, potentially leading to increased property sales.

4. Cash Deals. According to data from the Realtors Confidence Index, the real estate market witnessed fierce competition and a surge in cash transactions in February. A remarkable 56% of homes sold during the month were on the market for less than a month, up from 53% in January.

Furthermore, 20% of homes were sold for more than their listing price, marking a notable rise from 16% in the previous month.

Perhaps most strikingly, a staggering 33% of transactions were completed entirely in cash. These statistics, provided by the National Association of Realtors (NAR), underscore the intense competition and prevalence of cash offers in today's housing market."

5. No Crashing Prices. Price growth has taken an unexpected turn. After experiencing slight decreases of 0.1% month-over-month (MoM) for two consecutive months, CoreLogic's national Home Price Index surged by 0.7% MoM in February, exceeding its initial projections significantly. Previously, CoreLogic had anticipated 2.5% price growth over the next 12 months, but its latest forecast now predicts a more robust 3.1% increase.

Time to get to work! Are you on track, ahead, or behind with 25% of 2024 behind you? If you're in momentum, join Premier Coaching to stay in momentum. If you're off track or unsure of your future this year, join Premier Coaching!

Buyer Agents: 11 Step Guide, How To WIN The Negotiation Game Apr 04, 2024

Show notes

Buyers Agents: Do you plan to just make an offer, or do you plan to win the house for your clients?

The definition of negotiating is bringing two or more parties to an acceptable agreement. Be in it to win it, but learn to negotiate professionally to reduce the stress of the process. Today, we'll help you polish up your negotiating skills.

Get the facts! Knowledge = Confidence. What do you know about the Subject Property? What do you know about the seller's situation? Today we'll give you 11 things you must know before you write up your next offer!

Know all you can about the subject property and the seller's situation, wants, and needs. Whether you're on the listing or buyer side, here are the facts to gather before you start negotiating. (BONUS! The Negotiation checklist is included in Premier Coaching!)

Mark Twain said, "Supposing is good, but finding out is better!"

1 Buyer's Agents: Read all of the MLS descriptions, including extended comments/agent comments. Many times the listing agent will actually state exactly what it will take for the seller to consider an offer. If not, call the agent and find out what the seller's priorities are (not just the price).

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

2 Notice if there are any details listed, such as 'not FHA approved' or 'seller financing may be available', 'seller to contribute up to $5,000 toward buyer's closing costs', 'as-is only', 'contingent on seller finding suitable housing', etc.

3 Run the history, or 'archive' as some MLSs call it, of the property. Also, search Zillow, Google, and even YouTube to see if it may have been a For Sale By Owner prior to being listed. This search should take you 5 minutes or less but could mean the difference between winning or losing.

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 Find the Days on the Market so far. Is this a fresh listing, or has it been on or off the market previously? Has the price been raised or lowered? Has it been pending before and gone back on the market? What caused that? Inspection or appraisal issues? It's okay to call the listing agent and find out!

5 What are the comparable sales for this property? The most recent sales and pending. How many days on the market did those homes take to sell? What is the list-to-sell price ratio? Are these numbers going up or down?

Proper Previous Planning Prevents Pitifully Poor Performance. The more you know about the house and the seller, the better offer you can put together. Remember, your buyer wants to BUY the house, not just write an offer!

How to be Fueled by Motivation and Forged by Discipline Apr 03, 2024

Show notes

Do you have to be motivated to be disciplined?

Do you have to have passion to take action?

Napoleon Hill said: “Self-discipline starts with the mastery of your thoughts. If you don’t control what you think, you can’t control what you do.”

On today’s podcast, we’ll examine what it takes to fuel your motivation by embracing it, even on the days (or weeks) when you don’t feel like it!

1 Consistency in Uncertain or Challenging Times:

"Discipline is the bridge between goals and accomplishments," says Jim Rohn. It's often said that what you do on your bad days matters more than what you do on your good days. This rings true in various aspects of life, from your workout to your lead generation; it's the tough days that make you better, but that assumes that you power through instead of giving up. Don't let your emotions determine your actions. "There is no luck except where there is discipline." —Irish proverb.

2 Nurturing Relationships Through Adversity:

While it's easy to invest in relationships during smooth sailing, the true test lies in the effort put forth during rough patches. Strengthening bonds and offering support during challenging times can deepen connections and foster resilience. Are you avoiding real estate conversations because you fear getting questions you can't answer, or are you forging ahead with confidence? How many conversations about real estate are you having daily?

3 Emotional Resilience in the Face of Adversity:

Keeping emotions in check is relatively simple when everything is going well. Yet, the true mark of emotional maturity is demonstrated in how we manage our feelings when circumstances are less favorable, showcasing our ability to adapt and persevere.

4 Persistence in Proactive Lead Generation:

"To achieve the everlasting success you desire, you must learn to do what you don't want to do when you don't want to do it at the highest level. Only then will you one day be able to do what you DO want to do when you want to do it at the highest level." -Tim Harris

This profound insight underscores the importance of persistence and dedication in pursuing long-term success. Despite facing challenges or tasks that may seem undesirable, maintaining a high level of effort and commitment is essential. It's through consistent perseverance and excellence in all endeavors that true mastery and fulfillment are achieved.

5 The Accumulation Effect: Your Friend or Foe, Depending on You:

The accumulation effect is a powerful force that can either work in our favor or against us. Consistency over time yields significant results, while inconsistency leads to stagnation or regression. Understanding that the accumulation effect hinges on our actions empowers us to harness time as an ally in our pursuit of success, ensuring that our persistent efforts yield meaningful outcomes. Maya Angelou once said, "Nothing will work unless you do.

If you struggle with these qualities, it’s time to upgrade your skills and mindset today by joining Premier Coaching for free.

Exclusive Buyer Contract Scripts and Objection Handlers Apr 02, 2024

Show notes

After you have met and presented your Buyer Presentation to your buyer prospect, you’ll be closing for the signature on the Exclusive Buyer Representation Agreement, your State Agency form, and the Buyer’s Net Sheet.

The following are potential objections a buyer may still have. Ideally, you will hear none of these objections because your presentation will have handled everything already, making the close effortless and logical.

Remember: A ‘close’ is the logical conclusion of a great presentation.

But just in case you hear any objections:

Client:

"Why must I sign an exclusive agreement to work with just you?"

Agent:

"I’m glad you asked. An exclusive agreement ensures that I can fully dedicate my time and expertise to representing you effectively in achieving your real estate goals.

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

Like other professionals you use, such as your attorney, accountant, or even your dentist, a signed agreement allows us to establish clear expectations and commitments from both sides before we commence our partnership.

This ensures that you receive the highest level of service and dedication from me throughout our collaboration. Additionally, it's important to note that I am not compensated until we successfully close a deal, further aligning our interests and ensuring that my focus remains on achieving the best outcome for you. What other questions do you have before you’re comfortable moving forward with our commitment to each other?

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/

Client:

"What if I want to work with another Realtor at the same time?"

Agent:

"Good question! While that might seem like a good idea, working with multiple Realtors simultaneously is like trying to drive two cars at once – it's not practical, creates confusion, and won’t get you to your destination.

Countrywide, buyer agreements are now standard practice among brokers. Any other buyer's agent you consider working with will also require the exclusive agreement, so it’s not just to work with me. The agreement ensures clarity and accountability in our relationship, allowing me to fully commit my time and expertise to serving your needs effectively. An agent or broker who doesn’t ask for your signature is practicing unethically and is out of compliance with what’s required. It just makes sense to solidify our commitment to each other."

Client:

"What if the seller does not pay any commission? Am I obliged to pay the commission?

Top 7 Facts (vs Fiction) Commission Sharing Settlement Apr 01, 2024

Show notes

April Fools Day calls for some FACTING! It's time to debunk some myths surrounding the NAR Commission lawsuit settlement. Let's clarify the facts and dispel the misinformation:

Fiction 1: The settlement forces real estate brokers to reduce their compensation.

Facts: The settlement doesn't impose any limits on what Realtors can charge or the services they offer. Realtor fees have always been negotiable, reflecting the industry's competitive nature. Sellers have diverse options, and fees are determined through negotiation.

Fiction 2: The settlement will prohibit sellers from paying a commission to a buyer’s agent.

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

Fact: Sellers retain the discretion to pay a commission to a buyer’s agent. It's crucial for successful property sales. Incentivizing buyer's agents ensures optimal exposure and selling opportunities for sellers.

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/

The Northwest MLS in the Seattle area has dealt with this since 2019 and, as such, has demonstrated that such changes have minimal effects on the market. In fact, it's largely business as usual. This is because the cooperative compensation model works!

Fiction 3: The settlement will relieve sellers of any financial burden of buyer agent fees.

Fact: Sellers may choose not to pay buyer agent compensation, but it doesn’t absolve them of costs. Buyers may request concessions or include contingencies for compensation, affecting overall transaction economics.

Fiction 4: The settlement reduces the total cost of transaction services.

Fact: Shifting the burden of agent compensation doesn't necessarily lower overall transaction costs. Realtor services are essential and should be compensated. Sharing costs between parties doesn't equate to reduced transaction expenses.

Fiction 5: The settlement will lower real estate prices and make homeownership affordable.

Fact: Real estate values are determined by market fundamentals, not Realtor commissions. Even if commissions decrease, it minimally impacts home affordability. Rising home prices stem from market dynamics, not commission structures.

Fiction 6: The settlement benefits buyers by allowing fee negotiation.

Fact: Buyer representation is traditionally covered by sellers, which benefits buyers, allowing them to finance fees over time. VA loans expressly prohibit buyer-paid commissions, raising questions about buyer benefits.

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