Real Estate Coaching Radio

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Revive Your Listing: Sell Stale Listings Before They Expire or You Get Fired! (Part 3) Jan 18, 2024

Show notes

Take Action.

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

1. Schedule 2 Open Houses immediately after you've done the previous items. Use our open house checklist so you get great attendance, more leads, and perhaps even sell it yourself!

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

2. Market the listing locally using What's App groups, Neighborhood Facebook groups, and agent Facebook groups.

3. Shoot a video highlighting the home and post it on your social media, send it to your database, and send it to your top 20 Realtor contacts.

4. Who do you know in your database would would love to purchase your listing? That person or family could be your replacement listing.

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!

5. Discuss all of your proactive steps with your seller. Get an extension to the listing if necessary, and/or an extension plus a price adjustment. Be sure to present a new net sheet with any price changes. Notify all previous showing agents of the price improvement and set up new showings!

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

Revive Your Listing: Sell Stale Listings Before They Expire or You Get Fired! (Part 2) Jan 17, 2024

Show notes

Upgrade everything to be more competitive!

Follow this simple plan to revive the listing and not just get more showings, but get it sold, maybe even with multiple offers!

1. Pictures. Are they professional, bright, clutter-free, and truly highlight the home? Did you skimp or skip key pictures believing the house would sell immediately? Are they inappropriate for the season, like snow pictures in summer or the opposite? Upgrade if necessary!

Add neighborhood amenity pictures. Parks, pools, clubhouse, views.

Change the lead photo of the property regularly so it doesn't get stale for buyers and agents who are used to looking at listings. Avoid the 'billboard effect'.

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

2. Description. Does your description make other agents and buyers feel like they have to see this house ASAP, or is it plain vanilla-sounding? 'Open and airy floorplan', and 'neutral decor' don't say anything unique.

3. Do you have adequate signage? Some agents have skipped signs thinking the home will sell immediately. What if there's a neighbor who wants to downsize, upsize, or get a house with a pool, and they're NOT online nonstop looking?

Huge News! Tim and Julie Harris are providing 250 live mastermind meet-ups in 2024. Chances are there is an event near you. Best part? These events are free! Grab your spot now: https://app.getriver.io/tim-and-julie

What if there's someone who only wants that neighborhood? Refer to our podcast about how to 'hot-rod' your real estate sign and turn it into a lead generation machine!

4. Correct negative feedback or re-price the home accordingly. Sometimes this is an easy fix, like removing excess furniture to show how spacious the floorplan is. Maybe it's showing 'too dark' and needs all the lightbulbs changed out. Maybe the seller isn't prepping the home before showings. Find out!

5. Stage the home. There are many levels of staging, from using the seller's items but rearranging for a better feel, to full staging companies supplying everything, to simply re-working how rooms are used if the floorplan is unusual.

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

Revive Your Listing: Sell Stale Listings Before They Expire or You Get Fired! Jan 16, 2024

Show notes

Whether you just relisted another agent's expired listing, or you're fearful that you are about to have a listing expire yourself, the process of resuscitating a stale listing is the same.

Follow this simple plan to revive the listing and not just get more showings, but get it sold, maybe even with multiple offers!

Part One:

Analyze and evaluate the situation.

1. Perform a new comparative market analysis. A lot can change since the listing was fresh. Check for the following and factor all of your findings into an accurate price:

-Which homes that you used to be competing against are now sold or pending? Why did those sell versus your listing? Are there any commonalities like age, floorplan, view, size, condition or amenities?

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

-Are the pending and closed homes in the price range under your listing price?

-What NEW listings are now competing against yours?

-What are the current average days on the market?

2. Preview the competition. How does your listing compare?

3. Is there new construction in the area that competes with your listing? What are the current builder incentives? -rate buy downs, landscaping or pool packages, appliance packages, etc.

4. Meet in person with your seller and simply review the new Market Analysis. Ask what they think based on the facts.

*Note: in some cases, you will find that you don't really have a PRICE issue, maybe there are other reasons the home hasn't sold yet. We'll talk about that next!

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

Real Estate Agent Pop Quiz: Answer 25 Essential Questions! Jan 15, 2024

Show notes

Real Estate Agents, how do you know if you're on track to kill it in real estate, if you're going to be one that struggles, or are you on track to becoming a statistic? Take today's test to find out.

This topic is the result of a Premier Coaching session one of our coaches did this week. The coaching members liked it so much that we decided to make it into today's podcast. Coaching clients reported that they felt like they had so much more specific direction on what to work on after that session!

While we can't drill down on this podcast like we do in coaching, we'll at least give you the questions that were used. There are 25 questions.

If you answer more NO than YES, then you need to get to work upgrading your skills, habits, discipline, and schedule. The test will reveal exactly what you need to work on, and you'll have the direction you're looking for.

For your YES answers, make sure you keep doing what you're already good or great at, and strive to do it at an even higher level.

For your NO answers, at the end of the test, circle the top 3 to conquer this quarter, this month, and this week.

Note: If your answer is 'not always', it counts as a 'no'.

Let's get started! YES or NO Real Estate Skills Test:

1. Are at least 50% of your past 10 transactions listings?

2. Do you know what your magic number is?

3. Do you have (and use) a Pre Listing Package?

4. Do you have (and use) an organized database (CRM) with updated contact information for all of your past clients and centers of influence?

5. Do you speak with at least 3 people from your database every work day (about real estate)?

6. Do you dedicate at least 80% of each workday to proactive lead generation?

7. Do you have an open house system that creates at least 2 close-able leads every time you hold a home open?

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

8. Do you close at least 6 transactions yearly as a result of your open house system?

9. Are you confident that you accurately price your listings?

10. Do you have professional profiles on Facebook, LinkedIn and Instagram?

11. Do you ask 'Who do you know who could use my help buying or selling real estate? At least twice daily?

12. Do you have goals in 5 areas of life and are they posted where you see them daily?

13. Do you use whiteboards to visually track your business?

14. Are you involved in coaching?

15. Do you have (and use) a buyer presentation?

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

16. Do you answer your phone 80% of the time when it rings?

17. Do you follow furiously fast lead follow-up? (Calling back in less than 5 minutes any lead that you didn't speak with by answering the call in the first place)...

Spring 2024 Housing Market: Fast Home Selling Guide Jan 12, 2024

Show notes

You're excited to get your next listing on the market, but now you're feeling the pressure to do an amazing job for your sellers, who have put their trust in you and are excited about making a move.

All sellers expect the same things from you, whether they're a repeat client, a referral, relocating executive, a luxury home owner, or a first-time seller. What they want is the most money for their home in the least amount of time with the fewest hassles and stress to them. So how can you deliver?

Preparing your next listing so it shows like a model home is the goal. Even if you have little competition from other homes for sale, it's your job (and the seller's expectation) to market, advertise, show, and sell their home in its best light. And the more competition you DO have, it becomes critical to show the best versus the other homes.

Here are the top 10 things to do before you approve the first showing:

Start by Discussing with your seller clients that the way they live in their home when it's for sale is different than how they live in it when it's not. Then, create your checklist based on these action items:

1. Buyers make their decision on a home in two places. First, from the street, based on curb appeal, and second, in the foyer as soon as they enter the home. Make sure both places shine. It can net your seller thousands or tens of thousands more when you do this right!

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

-Landscaping may need to be upgraded, spruced up, re-mulched, or weeded.

-Does the front door look inviting? Add a wreath, paint it, remove a screen door, or whatever will make it look more like the front door of a Hallmark movie! Add a welcoming doormat, some potted plants on the porch, or a new doorknocker for example.

-In the foyer: The goal is to have a bright, spacious feel. No coat trees, no furniture, no clutter. Remember, you'll have an agent, one or two buyer clients and maybe their kids walking in for the showing. It can't feel cluttered or congested. They're imagining having friends over and being proud of their home.

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

2. Remove excessive furniture so the floorplan makes sense and it's not hard to get around. Imagine 3 adults wearing coats and purses walking through each room. Are they dodging too many chairs and ottomans?

-Use a Home Consignment Center or a similar store to consign furniture they don't want anymore, or donate to a homeless shelter, military base, or fire station. Workout equipment, pool tables, and big-screen TVs are all fair game for the decluttering project. Dog kennels, cat trees, and things like this can all find good homes through donations or posting online.

How To Sell 5 Homes In 5 Weeks From Referrals Jan 11, 2024

Show notes

Huge News! Tim and Julie Harris are providing 250 live mastermind meet-ups in 2024. Chances are there is an event near you. Best part? These events are free! Grab your spot now: harrisrealestatemeetup.com

Do the math: Based on your average net commission, multiply that number by 5. That's how much this plan is worth to you! Example: Your average sale price is $400,000. Your gross commission is about $12,000 and your net is roughly $9600. This plan is worth at least $48,000 to you.

Repeat this plan once per quarter and it's worth at least $200,000 in income just from being drilled down on your most obvious source of business: your Sphere of Influence.

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

Assumptions:

a) Your contacts are organized in some sort of CRM. The best CRM is the one you know how to use! (If you're with EXP, use KV Core).

b) You are coachable and will follow this plan exactly for 5 weeks, with no excuses, modifications, or exclusions!

c) You aren't interested in throwing your money away on random leads or impressions and you'd rather be nurturing people who already know you! Those are your friends, past clients, professional sphere of influence, and new people you meet and add to your database.

QUESTION: What do the top 37 Millionaire Real Estate Agents all have in common? (Hint: It's not their dashing good looks, it's not their branding or even the number of past clients they have) What the top agents all have in common is that they have a real estate coach. Not just any coach, an Elite Real Estate Coach. The only question now is, do YOU qualify to have an Elite Coach?

Click here now to apply: https://forms.gle/tyaccP46UY8dZTBp9

P.S. Elite Coaching is an exclusive program and not everyone who applies will qualify.

THE PLAN. How to Get (at least) 5 Deals in 5 Weeks:

1. Record one simple and short video. In the video, you will do two things. First, a simple market update. You can find this in your weekly or monthly reports from your Board of Realtors. Next, you'll offer to send a free, comparable market analysis to see what their home is worth in today's market. Text or email you to receive your free analysis asap! Send this video to everyone in your CRM.

*Even if you haven't organized your database yet, you can still send it to at least 100 people in your smartphone contacts.

*When you get a request, first CALL the person before you do the analysis. Ask why they are curious: interested in selling, or refinancing or are they just curious?

2. At least two times per week for the next 5 weeks, take a past client to coffee or lunch. Use your F-O-R-D script (Family/Occupation/Recreation/Dreams) to get caught up with them and be sure to ask who they know who could use your help buying or selling real estate.

*Bonus if you can meet at another past client or friend's coffee shop/ice cream shop/bakery or restaurant! Connect your sphere of influence whenever possible!

3. Make FIVE Contacts per day to your past clients and sphere of influence, five days per week for five weeks. A contact is a conversation with a decision-making adult about real estate. You will have to DIAL more than 5 times to make at least 5 real contacts.

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

Real Estate Coaching Exposed! 6 Must-Ask Questions for Your Success in 2024 Jan 10, 2024

Show notes

How do you know which real estate coach is right for you? By the end of this podcast, you'll know how to tell the difference and what questions you need to ask to make the best decision for you.

Here's a deep dive to understand what coaching is in the first place, then how to tell a coach from a trainer, and finally, what makes a great real estate-specific coach. After these points, you can decide with confidence who is the best coach for you and what level of coaching you're ready for.

1. Coaching versus training.

A trainer, mentor, broker, or office manager suggests to you what you could be doing, or tells you what you should be doing. They may or may not have been successful doing what they're suggesting you do. 'You need to have more listings', or 'You need to ask more questions when you meet with buyers' is an example of training. 'You could try Probate' or 'Bob got a deal once from his BNI group, you could try that.'

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

A coach asks tons of questions so they know some very specific things about you, your experience, your personality, your goals, your finances, and your current skills. They then help you set specific performance goals and make sure you upgrade your skills to achieve your goals more quickly and with less stress.

A coach motivates you, educates you, gets you into action, and holds you accountable in such a way that you succeed faster than you would on your own. They support you throughout your growth process, on good weeks and bad, no matter the market conditions or what life brings you.

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

2. Business Performance coaching versus life coaching or therapy.

A Performance Coach focuses on your success as a business person, your financial goals, the skills necessary to get you into momentum and keep you there.

A life coach or therapist works on personal issues which may or may not effect your business. Life coaches require zero training. Therapists must be at least holders of a Master's degree and if they advertise as a 'psychotherapist', they must be licensed in their state.

3. What coaching should NOT be:

-Phone a friend

-Playbook or cookie cutter, 1 size fits all contebt or the coach's particular menu based solely on their own experience

-A shiny object bazaar, a fleamarket of ideas

-Trying stuff out on you and seeing how it goes. Using you as an real estate guinea pig.

-A 'my way or the highway' approach

-Convincing you suck if you don't do certain things certain ways that you know you'll never, ever do. Lack of versatility from the coach.

Listing Appointment? Avoid These 5 Mistakes! Jan 09, 2024

Show notes

What should you avoid saying or doing on a Listing Presentation? Whether you're presenting to a good friend, a referral client, or a colder lead, there are some universal mistakes you must avoid if you want to take the listing. The good news is, that all of these things are easy to remember!

1. Don't arrive late. Early is on time, on time is late and if you're late, you'll lose. People have varying degrees of tolerance to an appointment showing up late, so err on the side of caution and always be early. If you miscalculate and get there TOO early, use your time to drive the neighborhood and become even more familiar with the streets, amenities, parks, other homes for sale, and so forth. It's better than being late!

Click here now to apply: https://forms.gle/tyaccP46UY8dZTBp9

P.S. Elite Coaching is an exclusive program and not everyone who applies will qualify.

2. Don't park in their driveway. You're either parking someone in or taking someone's spot. If their teenager has to drive to soccer practice and you're blocking them from leaving, then your appointment mojo will be messed up with an awkward interruption. Park in the street.

3. Avoid discussing Politics. Politics aren't relevant to the sale of the home, and no matter what you say, you have a 50/50 shot of being in contention. This also goes for your social media. Don't invite conflict!

4. Don't make the appointment all about you. Always make it all about them, their needs, motivation, time frame, and priorities. Don't talk about how busy you are, about a deal you're trying to save, inspection and financing drama, or how you're going to be out of town for two weeks. They don't care about any of that. They care about your ability to solve their real estate needs.

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

5. Don't forget to ask for the business. The definition of 'close' is the logical ending to a great presentation. Assuming you did a great job presenting, closing is easy, conflict-free, and results in a signed listing contract.

We teach all of these things and more in Premier and Elite Coaching. This was a tiny piece of training about how to win when you're on a listing appointment. To become proficient, join coaching today for free, so you can get the help you need to succeed.

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

5 Must Know Facts About Being A Real Estate Agent Jan 08, 2024

Show notes

1. You are a 100% commission salesperson. This means that if you are to succeed, it's 100% up to you. "If it's meant to be, it's up to me!" should be your #1 affirmation. Decide to succeed immediately by following a proven plan and don't believe anyone who says you should expect to wait a year before your first check!

Your success is not dependent on market conditions, interest rates, home prices, who's president, or the weather. It's dependent on YOU.

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 https://app.getriver.io/tim-and-julie. Don't miss out on inspiration, expertise, and networking opportunities. Let's do this!

2. You DO have to follow a schedule that includes 90% of your time spent on lead-generating activities and 10% on everything else. You must learn to generate business in the most efficient way possible, with the least speculation and expenditure. Don't spend money you don't have on leads that aren't exclusively yours.

Lead with Lead Generation. Every commission earned starts as a lead. The only things in your schedule should be Lead Generation, Furiously Fast Lead Follow-up, PreQualifying, Presenting, Negotiating, and Closing. Lather, rinse, and repeat!

3. Focus on Listings from Day One. Listings generate more business, buyer's do not. There are sellers who HAVE TO sell, but no buyer ever HAS TO buy.

You'll need a Pre-Listing Package, a Listing Presentation, Buyer Presentation and pre-quyalification scripts. Don't wing it and expect to be successful. Get the help you need before you actually need it so you don't waste time failing.

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

4. You have to make more contact, more frequently than you think, to a greater variety of people to get consistent results. A contact is a conversation about real estate about a decision-making adult. 10% of your database should transact with you yearly, or refer someone to you who does. This means that you have to be contacting them regularly as well as expanding your database for these rules to work.

5. Your mindset has to be that you are IN real estate, not that you're trying it out, dabbling, seeing how it goes or waiting for the market to change so you can be transactional. Agents who are one foot in, one foot out never succeed.

"Whatever the mind can conceive and believe it can achieve!" -Napoleon Hill

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

Real Estate Agents 5 Day New Construction Challenge Jan 05, 2024

Show notes

Agents and Brokers... Did you know that New Construction makes up more than 30% of what's available in today's real estate market. There are still more buyers than homes to sell, especially if you're only relying on your MLS.

The National Association of Realtors reports: "Newly built single-family properties comprised a record share of homes on the market, making up nearly one-third of housing inventory nationwide, according to new research from Redfin. New-home sales typically make up only about 10% of the market.

NAR predicts that new-home sales will rise an additional 13.9% in 2024 as builders ramp up construction and offer more incentives to attract buyers.

Click here now to apply: https://forms.gle/tyaccP46UY8dZTBp9

P.S. Elite Coaching is an exclusive program and not everyone who applies will qualify.

What should you do starting today? Become a new construction specialist in your town immediately. The more you know about this honeyhole of inventory, the more homes you'll sell this year. This also means more listings for you, since many build clients are also resale clients. NOT knowing about new homes for sale means you could be selling 30% less than you otherwise would, so let's get serious about this with a deep dive on today's show.

Follow this 5-Day Plan to Deep-Dive into New Home Inventory in your market!

Action Step #1:

Identify and Map New Construction Neighborhoods in the areas where you sell real estate. Use Google Maps, and create a route using your Navigation or Maps app so you can visit 5 developments per day for 5 days. If you don't have that many, adjust accordingly, or expand geographically. If you have far more than that, make this into a 10-day plan so you can become fluent in new construction in your 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

Tour the model homes in person, get to know the product, the price range and all the details for each neighborhood. Let the new build reps educate you and create a relationship. Ask to get on their email lists for inventory updates.

Action Step #2:

Prioritize which neighborhoods you see first based on what your active buyers are looking for. Who are you already working with who could be a match for these developments? Set up those visits and meet your buyers there to get registered, and perhaps even write a contract on that visit!

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

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Take Action.

Upgrade everything to be more competitive!

Whether you just relisted another agent's expired listing, or you're fearful that you are about to have a listing expire yourself, the process of resuscitating a stale listing is the same.

You're excited to get your next listing on the market, but now you're feeling the pressure to do an amazing job for your sellers, who have put their trust in you and are excited about making a move.

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