Real Estate Coaching Radio

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First Impressions Matter, How Do You Measure Up? Feb 01, 2024

Show notes

Real Estate Agents: We've all heard the famous and true saying: "You never get a second chance at a first impression." Many studies have shown that the average person forms a lasting impression about another person after between 2 seconds and 2 minutes.

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? https://whylibertas.com/harris or text Tim directly 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://members.timandjulieharris.com

Think of the last person you met...what was your first impression of them and why? What do you remember about that encounter? Was it positive, negative, or neutral? Do you recall what they do for a living, their full name if they have kids, and where they live? If not, perhaps they failed to make a great first impression. What would they say about you?

Many studies have shown that 75% to 85% of real estate clients, especially buyers, use the first agent they meet, so I'm sure you'll agree that this is something to work on and curate. This is something about real estate that you CAN control.

Your job now is to take a look at what your first impressions are both online and in real life. Howard Brinton used to call these 'Moments of Truth', or split-second judgments that the public makes about you. Are you friendly, trustworthy, professional, and knowledgeable or are you someone they casually meet and forget the next second?

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Make a list of all of your potential points of contact or first impressions with the public:

Online: Facebook / Instagram / Linked In / What's App / Your Website / Your online real estate profiles on Zillow, Realtor.com, your broker's website, your digital newsletter, and marketing campaigns, and any other apps or sites you use.

Make sure to look at your credit card statement to capture any profiles you signed up for and forgot about.

Offline: Your Voicemail message, your sign, your home brochures, your car, your handshake, your directional signs, and how you dress.

Next, ask yourself these questions and polish up your profiles (first impressions) as necessary:

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1. What are you trying to accomplish with each of these profiles? Are you trying to attract buyers and sellers? Realtor connections?

2. What does your profile LOOK like you're looking for? Are you a fisherman or a Realtor? Are you an investor or are you a broker? Both? Do you have any specialties? Are your previous employment profiles more prevalent than your Real Estate profiles?

These are just a few of the ways you can make a great first impression. If you're still not sure how you're 'coming off', ask your Harris Certified Coach to deep dive into your online and offline impressions and get to work making the BEST impression possible from that first 2 seconds to 2 minutes!

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

REALTORS® 2024 Social Media Success Plan Jan 31, 2024

Show notes

What are the pieces and parts that have to work together for a successful Social Media presence? What should a ‘social media manager’ do if you have one? Can you manage it all by yourself? We’ll drill down on these answers!

A) Communication is key. This is what social media actually is…it’s an additional way to communicate with your friends, center of influence, prospects, clients, and professional relationships.

You should be efficient and professional at communicating effectively with all of these categories. If you hire someone else, you’ll have to ensure they can do this for you, and do it in a way that’s appropriate to who you are.

Typical things you must be good at to communicate effectively on social:

*Identify current events which are interesting and impactful to your social followers. Housing news, mortgage news, inventory trends, new construction. Provide something of value consistently.

*Understand all of your different tools and use them. Video, pictures, GIFs, testimonials, etc.

*Have an actual content strategy. Sporadic updating on random topics is not a plan. Consistent, regular, and cohesive posting is more effective.

What are you trying to accomplish with your social media?

-Lead Generation -Community Engagement -Expand your Center of Influence

-Engage online to engage ‘IRL’ (in real life).

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B) How to get Un-Followed (according to Sprout Social research):

51% said ‘irrelevant content’
35% said ‘too many promotional posts’
34% said ‘too political’
29% said ‘ignored my posts, likes or comments’

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

C) Build a social media content calendar and stick to it.

*Refer to our recent podcast, ‘Monday to Friday Social Media System’.

-Market Update Mondays

-Coming Soon Tuesdays

-Wanted Wednesdays

-Thrilled Client Thursdays

-Upcoming Events Fridays (open houses, meet-ups, parties, charity events, etc)

*Consider doing your own podcast, and/or Clubhouse or a similar platform regularly.

D) Engage with your followers consistently.

Learn about each media platform and how it operates. On Twitter and Instagram, for example, learn how to use hashtags so you can get your content to reach further. Hashtags reach people who are not just following you specifically but following a trend or a mutual interest.

E) Improve your communication skills both In Real life and on Social.

*TED Talks is full of great talks on communication. Some of our favorites:

-“The Art of Paying Attention” by Wendy MacNaughton

-“10 Ways to have a better conversation” by Celeste Headlee

Don’t convince yourself that social media is a lead-generation spoke. It’s for supporting your proactive lead generation, nurturing your relationships, and expanding your reach.

7 Must Avoid Career Killing Mistakes Jan 30, 2024

Show notes

Today we're discussing the 7 top reasons that most real estate agents fail out of the business. According to the National Association of Realtors, 87% of licensed Realtors FAIL out of the business in 5 years or less. That means only 13% survive. Why is this and how can you be part of the 13% not just surviving but thriving?

Reason #1: Absolutely no accountability of any kind. Most agents were previously either in school (lots of accountability) or were W2 employees working at a 'normal' job (daily accountability). Now you're in a 1099, independent contractor world. Most agents become immediately TOO independent and can go months without knowing what to do, when, or how to do it. Sporadic work equals sporadic income. Discipline and consistency are your friends.

Reason #2: Confusion about where close-able, motivated buyer and seller leads actually come from. This starts when new or newer agents have a couple of fairly easy deals right out of the gates, almost always friend or family deals. That makes it easy to believe that all your deals will always come easily and always from people who already trust you.

Once that runs its course, agents wait too long to become proactive or start spending money they don't have on things that won't work or won't work quickly enough. Close-able leads come from people who clearly need your help. Refer to our podcast, Real Estate Agents 90-day Money Making Plan, and the countless other podcasts we have regarding proactive lead generation!

Remember that a higher percentage of your past clients and sphere either closed recently at a super low rate or refinanced themselves into a lower rate. The Covid years robbed future deals from the future. Yes, be diligent with your database communication, but you can't count on as much business as you think, and you don't have time to wait.

Reason #3: Relying on luck, hopium, and speculation instead of sales skills. Stop spending your hard-earned money on things that are not directly related to closed transactions.

Reason #4: Not leading with profit. Your product is profit. Every day, you decide to run a not-for-profit organization or a for-profit. Which one depends on the actions you're taking. Refer to our podcast about your success schedule.

Reason #5: Lazy lead follow-up, overly complicated communication methods. If you're not using lead follow-up scripts, buyer and seller pre-qualification scripts, and furiously fast in your follow-up, you are on track to be part of the 87% who fail.

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

Solution? Follow a plan, get involved with Premier Coaching, and ask us more about eXp Realty.

Don't be Real Estate RoadKill! Surround yourself with successful, Harris Certified Coaches and other Premier Coaching members. Join today for free by visiting PremierCoaching.com It only takes a minute!

New Market, New Rules: 2024 REALTOR® Success Guide Jan 29, 2024

Show notes

In this episode of the Real Trending podcast, Tracey Velt interviews Julie Harris, co-founder of Tim and Julie Harris Coaching. Harris has deep insights into what agents are struggling with right now (inventory!) and offers solid ways to find more listings.

She also explores trends in the industry, such as the value of expanding one’s center of influence and emphasizes the importance of focusing on fewer, more meaningful goals and breaking them down into daily and weekly tasks. By whittling down weekly goals and consistently taking proactive actions, agents can make significant progress in their business. Julie shares pivotal moments in her career and offers three to-dos for agents to change their business.

Here’s a glimpse of what you’ll learn:

The lack of inventory is a major challenge for real estate agents, but being proactive and creative in finding inventory can lead to success.
Real estate commission lawsuits are causing uncertainty in the industry, but agents can navigate this by being more professional and transparent in their buyer representation.
The most successful agents are those who are proactive, stay educated, and focus on expanding their center of influence.
Pivotal moments in a real estate career can include making strategic pivots, such as targeting luxury markets or returning to basics that have proven to work in the past.
To change their business, agents should focus on generating new business daily, staying educated, and expanding their center of influence. Focus on fewer, more meaningful goals and break them down into daily and weekly tasks.
Consistently take proactive actions to make progress in your real estate business.

Here’s a small preview of today’s interview. The transcript below has been lightly edited for length and clarity:

Tracey Velt: We also have the uncertainty of the commission lawsuits. The Sitzer one has been adjudicated, it’s being appealed, but we have a ton of copycat lawsuits all over the country. It’s got agents and brokers on edge. How are you coaching through that fear? What are your recommendations for agents and brokers moving forward?

Julie Harris: The first thing to remember is that this is not going to make changes overnight. It’s unlikely for everyone to wake up and have a completely changed world. That is unlikely. We have to remember that we literally have hundreds of years and millions of transactions and millions of real estate professionals who have done things in a way that made sense for a really long time. And to try and just change that suddenly is highly unlikely.

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://members.timandjulieharris.com

When Sitzer was decided, some of the first calls I had wanted to make sure I had my facts straight. Yes, it’s more negotiable, but it has not markedly changed. They have to have more transparency. They’re being more careful with their buyers. They’re doing a radical thing called a buyer presentation. We’re used to listing presentations. All of our coaches have used a buyer presentation since day one.

Link to podcast: https://www.housingwire.com/podcast/coach-julie-harris-on-creative-ways-to-find-inventory/

The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

Are 'Low Balling' Buyers Killing Your Deals? (Part 2) Jan 26, 2024

Show notes

PART TWO of a 2-Part Series: Are 'Low Balling' Buyers Killing Your Deals?

STEP THREE: Educate your buyer clients on the market and listing facts.

Meet your buyers in person and educate them on the facts based on your previous two steps. Decide together after that discussion what price should be offered for the result to be an accepted (or at least countered) offer. Keep in mind, that a lowball MAY still be warranted in some cases.

The below example assumes the house was correctly priced, didn’t have a bunch of condition issues, or had been sitting on the market.

Script: “Mr. / Mrs. Buyer, I appreciate the fact that you are considering making an offer that is well below the list price. Of course, everyone wants to get the best price possible, but let’s first review the facts about this listing so we can decide on an offer that makes sense and will achieve the goal of getting you this home.”

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Go over your market analysis, including the list-to-sell price ratio of the most recently sold and pending homes. Then you can use the following script (modify based on each property you’re offering on, this is just an example):

Script: “Mr. / Mrs. Buyer, the average list-to-sell price ratio for homes that have sold and are most similar to the one we’re offering on is 99%. That means that sellers in this neighborhood are only negotiating down by 1% currently (assuming it’s priced right, and based on the comps they are priced well).

Script: “Let’s take a look here… your proposed offer is about 88% of the list price, so that’s 11% lower than they’re looking for. With other offers expected, it’s unlikely that they’ll even consider yours based on what they (and their listing agent) know the house will sell for. If you want this home to be yours, you’ll need to come in much closer to the list price to get it. Do you still want to come in that low based on these facts, or should we reconsider? Our mission is to get you this house, right?”

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/?aff_code=670699

STEP FOUR: Prepare the offer.

Qualified and motivated buyers who want to buy the home will typically see the light after your presentation and ask you to prepare an offer that should be acceptable to the seller, or at least one that would be countered versus rejected.

If you have determined that the listing warrants a lower-than-list price offer, record a short, professional, and factual video for the listing agent so they can explain to their seller client why you’re coming in lower than list. If they can use the same fact you did to determine a logical sale price, their seller may understand and be very reasonable. At the very least, they’ll be more likely to counter versus reject your offer. Send your explanation video along with your offer to the listing agent.

Are 'Low Balling' Buyers Killing Your Deals? Jan 25, 2024

Show notes

PART ONE of a 2-Part Series: Are 'Low Balling' Buyers Killing Your Deals

Let’s talk about lowball offers. What constitutes a ‘lowball’, when is it appropriate or not appropriate, and how can you encourage your buyer clients to stop insisting on offering a price that’s unlikely to result in an offer?

What is a lowball offer? Let’s define what it is since the term is thrown around all the time. By definition, a lowball offer is an offer that is significantly below market value.

This is where the problem can start because, in practice, agents and their clients consider an offer to be a lowball if it’s significantly below the asking price. Asking price and market value are not always the same thing. This brings us to the first step in your Anti-Lowball Action Plan.

STEP ONE: Revisit your client’s qualifications. Maybe that’s why they want to come in low!

Review your buyer’s qualifications before putting your offer together. Speak with their lender to ensure you’re fully understanding their situation, especially as interest rates and lending standards change all the time. So do buyer’s credit scores, ratios, and downpayment funds. Even cash buyers can have their situations change depending on where their funds are coming from.

Some buyers are ‘lowballing’ because that’s their loan limit, and/or the limit of their comfort level. Their decision to lowball is based on their situation, not their opinion of the listing price, even though they’ll say to you that they believe the home is just overpriced.

Are you showing homes that are actually out of the buyer’s realistic price range? If so, it may be time for a strategy change.

STEP TWO: Determine if the listing is priced correctly.

Determine the actual market value of the subject property. It may not be the same as the current list price. Do your own comparative market analysis (CMA), before making the offer, to determine value based on comps. Look at recently sold comparable, and pending sales, as well as how the house stacks up versus the active competition.

Is the listing priced right or isn’t it? Note: an offer that’s less than the list price of an over-priced home is NOT a lowball if it’s based on comparable sales. Attach your comparable sales with your offer to justify your offer price.

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

Review the pertinent facts that can affect the price.

-How long has the listing been on the market?

-Have there been price changes?

-Has it been on and off the market several times over months or years?

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/?aff_code=670699

How does the property look versus the competition?

Coming in lower than the list price on a home that’s been on the market for several months, with no competing offers, condition issues, and slow or no showings might be appropriate.

See the difference?

Top 8 YouTube Videos for REALTORS® Jan 24, 2024

Show notes

What are the top videos you should be posting to your REALTOR® Social Media sites, especially on YouTube? When you create each video, you'll use it on not just YouTube, but the same video will go on Facebook and Instagram. This keeps your message consistent and efficiently keeps all 3 assets updated.

YouTube is the most important place to post because your videos will then be searchable on Google. If you don't know how to use YouTube yet, refer to our podcast about YouTube for Realtors®.

On to our Top Topics for Professional Real Estate Agents to Post on Social Media, which, when done consistently, should create listing and buyer lead generation for you. We'll get to that in a moment. First, a few quick notes for you to keep in mind before you film.

FREE Meet-Up In Your Area : Please RSVP now for the Tim and Julie Live Meetup near you – a FREE, fun, and casual event to kickstart your 2024 with motivation and focus! Gain invaluable insights, connect with industry leaders, and make 2024 YOUR BEST YEAR EVER. Secure your spot at harrisrealestatemeetup.com. Don't miss out on inspiration, expertise, and networking opportunities. Let's do this!

Note #1: when you're filming any property, your listing, or someone else's, be certain you have written permission to film!

Note #2: Each video must have something of value plus a call to action. A call to action, or a CTA is where you ask the viewer to DO something. Call you, text you, comment below, and ask questions, or schedule an appointment.

Note #3: You don't have to go out and get a bunch of equipment. Use your iPhone videos or iMovie to get started. DONE is better than perfect, so don't use analysis paralysis as your excuse to procrastinate.

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

Top 8 YouTube Realtor Videos That Generate:

1. Market Updates. These need to be done every month and could be done weekly. Break down price ranges, and zip codes and report the highest sales in specific areas. The average list-to-sell price ratio, days on the market, and trends. This information can be found in the email reports your Board of Realtors® sends to you every month! (Do you open those? Nice charts and graphs you can include in your video description!)

2. Video walkthroughs of your current listings and coming soon listings. This is great for generating leads for you AND creates obvious value for your sellers. Video is vastly superior to a slide show. Slide shows are outdated. If you are currently listless, ask your broker which listings need more marketing or are getting fewer showings.

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/?aff_code=670699

3. Drone footage of your listings. Show the neighborhood amenities as well as the home. Is there a neighborhood pool, park, walking trails, or clubhouse?

4. Do a video preview of your upcoming open house. Post it on all your social media assets as well as email it to your database. Again, you can borrow other agents' listings to do both the video and the open house.

"I Would Sell, But Where Will I Go?" (Part 2) Jan 23, 2024

Show notes

Today is PART two of "I would Sell But, Where Will I Go?"

PART TWO

5. Consider keeping the old house, turning it into a rental for now, and proceed to find and purchase the next home. You can handle the lease yourself or refer it to your favorite leasing agent. The home stays an asset for your client and they can keep their low-interest rate mortgage. Don’t assume that this isn’t an option. You have to ask! Remember that Americans currently have record-high credit scores. They may be more comfortable taking this option than you think. In some markets, keeping the home and turning it into a short-term rental can be very profitable. It might be the best option for your clients.

6. Consider selling the home first, but leasing it back to the buyer for a set amount of time, allowing your client to find their next home. The buyer is happy because they secured the house, and your seller is happy because they have both time and money coming in to facilitate their move to the next place.

7. Consider this little-known but much-utilized possibility: buying an RV, a houseboat, or a sailboat. We have many examples our coaching clients have shared about their sellers who cashed out their homes and simply bought something like this and just decided to travel for a while.

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/?aff_code=670699

8. Consider finding your would-be seller an off-market home to purchase where that seller has flexibility. The advantages here are that you are in complete control of both sides of the transaction, and you may pick up yet another client when the off-market seller also needs to buy. Refer to our podcast series and Housing Wire articles about how to find inventory that’s not in the MLS.

9. Some of your seller prospects may be ready to move into an assisted living care facility. Many of the homes that ARE coming onto the market right now are in 55 and over communities, downsizing, empty-nester homes, and the like. Are you prospecting in those neighborhoods?

10. Last but not least it may not be for everyone but is certainly an option. Moving in with relatives, whether that’s moving in with parents or kids or cousins somewhere else, it can be a short-term solution.

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

Bottom line? You can't just wait around for listings to appear for your seller prospects who have to buy! Stop relying on your DRIP system. Be proactive with different solutions that could work for them. You'll have more transactions and they'll value your expertise, netting you both current business as well as future repeat and referrals.

For more help, added accountability, and a community of motivated agents and coaches, Join Premier Coaching today!

"I Would Sell, But Where Will I Go?" Jan 22, 2024

Show notes

With record-low inventory nationwide, Realtors seem to be hearing the same thing day in and day out: "I Would Sell, But Where Will I Go?"

For most real estate professionals, that’s the end of the conversation, simultaneously ending the possibility of taking a new listing as well as facilitating that buyer side. After all, nationwide, inventory is still extremely low, even with the modest upticks we've seen for the past few weeks. We are still at least a million listings shy of being a balanced market.

Don’t just answer with “Yeah, there’s really nothing on the market, I mean everything in the MLS is already pending. I’ll put you into my search widget and we’ll watch for something to pop up together.” While that’s one method of finding something for your would-be sellers to buy, you can’t end the conversation there and expect to do any business this year!

Here are 10 solutions (in this 2-part series) that go beyond waiting and watching for magic inventory to arise. Learn how to discuss each one so you can help your would-be sellers find success in this inventory-starved market.

1. Consider building a home instead of chasing after the scarce resale inventory. There are several advantages to this option. First, many builders are buying down interest rates using their in-house financing. Builders are closing loans in the 4.5 to 5.5% range currently! That's better! Next, the house is new. No rehab for them and no inspection worries for you.

2. Consider buying first, closing, and then listing the previous home. Don’t assume your buyer/seller prospects won’t or can’t utilize this option. They may have a downpayment saved that isn’t their home equity. They might use a bridge loan to borrow their equity, close on the next home, and then sell the old one. You don’t know if you don’t ask.

LISTING LEADS! As promised, here is the REDX discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

3. Consider selling first, renting for a while, and taking the time to look for the right home. The advantage here is the seller has cashed out their equity and is ready to pounce on the right home, but without the pressure of organizing closing and possession dates. Who are your go-to leasing agents? Consider both traditional rentals, short-term vacation rentals that may consider a lease, as well as apartment complexes.

4. Consider getting the seller’s home on the market now, but make the acceptance of an offer, ‘Contingent on Seller finding suitable housing’. The buyer will probably want a specific time frame, but you can usually get 90 to 120 days to secure the next home.

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

Is THIS The Greatest Real Estate Lead Generation System EVER? Jan 19, 2024

Show notes

Today's show is focused on what is perhaps the best real estate lead generation system ever created. https://1800homehotline.com

Discover the convenience and efficiency of https://1800homehotline.com, your go-to resource for streamlined and effective real estate lead generation. As a cutting-edge platform, https://1800homehotline.com offers real estate professionals a unique and powerful tool to capture and manage leads seamlessly. With a user-friendly interface, this platform enables agents to set up personalized hotline numbers, allowing potential clients to access property information instantly. The service not only accelerates the lead generation process but also provides insightful analytics, helping agents make informed decisions to boost their business. Experience the next level of real estate lead management with 1 https://1800homehotline.com.

At 1800homehotline.com, we prioritize the success of real estate professionals by offering a comprehensive solution to their lead generation challenges. Our platform stands out with features like customizable greetings, call tracking, and automated lead follow-ups, ensuring that agents can focus on building relationships and closing deals rather than spending valuable time on lead management. Whether you're a seasoned agent or just starting in the industry, https://1800homehotline.com is your partner in achieving real estate success. Join our community and revolutionize the way you capture and convert leads, making your business thrive in today's competitive market.

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

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