Real Estate Coaching Radio

Latest Episodes:

New Mortgage Programs Requiring LOW Downpayments Revealed (In Honor Of 9/11) Sep 11, 2023

Show notes

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

The tragic event of 9/11 happened more than two decades ago. This podcast is our way of honoring first responders by educating our listeners, real estate professionals, about how to help those who helped others and are still being of service every day. We all owe a debt of gratitude to those who have our backs in times of need.

One of the best ways to help is to be of service yourself, as a professional real estate advisor. Listen to all of these really great mortgage programs (most agents and buyers don’t know about these!) for first responders and consider doing any or all of the following:

1. Make a video about some of the special programs we’ll expose you to on today’s podcast. Send it to your database, post it on your social media, and submit a press release to your local media sources.

2. Take the information from today’s podcast and do a Facebook Live session or a series of Facebook Lives, inviting your friends and followers to learn more about these loan programs. You can split the programs up and do a weekly series.

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. Work with a lender who specializes in first responder types of loans, FHA, VA, and HUD programs, and interview them for a video, Facebook live session, or if you have a podcast.

4. Submit an article to your online and offline news publications about these available programs.

5. Create a First Responder seminar or webinar, in person or online. Present at a firehouse (or several), or police station (or stations) and see how many people you can help once they know about the special programs they probably qualify for. Bring your first-responder-program lender specialist with you.

In all cases, close the video, article, or session with a Call To Action: For more information about these and other special programs, call or text today at Your Phone Number.

Let’s take a look at some available programs to help our special first responders. You all know people who can benefit from these programs. What a great way to be of service yourself!

FHA Mortgage Programs

The Federal Housing Administration (FHA) provides easy-to-qualify government-insured loans. These loans have lower down payment requirements and more forgiving credit requirements. For example, first responders who qualify for this plan may be able to place a minimum down payment as low as 3.5%.

Requirements for these loans are typically:

Two years of stable employment, ideally at the same job.

Fewer than two, 30 day late payments over the past two years.

30% of the buyer’s gross income should be available to use towards their mortgage payments.

Monthly debt payments cannot be more than 43% of income.

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

**Of course, other restrictions and overlays may apply. Loan requirements are fluid and we, like you, are disclosing that we are not mortgage lenders! Ask your professional loan originator for the details and refer your clients to someone who specializes in these programs.**

New Real Estate Agent 15 Step 90 Day Success Plan Sep 08, 2023

Show notes

Congratulations! You've made a wise decision. You have your real estate license. Whether you just got licensed, or you've been for a while but have lacked direction, follow this 90-day plan to achieve success faster in real estate.

You no longer have a boss to answer to or a schedule to follow. That's freeing until you realize that it's all up to you! This 90-day New Real Estate Agent Plan will get you up and running, help you create productive habits, and eliminate unnecessary stress.

Note: If you're listening to this podcast and have not yet taken your real estate exam, refer to our short video about how to pass the test your first time! Find it on YouTube and follow the steps to success.

1. Pick your broker wisely. Does your broker have stock awards, health insurance, daily education, and revenue share? It's costly to start with the wrong brokerage. Having to switch later costs you both time and money.

2. Commit to earning while you learn and be learning all the time. You don't have to be perfect to be productive. You must take action from day one in order to build your skills quickly. The best people to role-play with are actual prospects with actual homes to sell. Getting ready to get started has to end today.

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

3. Create your sphere of influence and expand it daily. These are all the people you already know. Use your smartphone contacts to create a database. Talk about real estate all the time with everyone. Learn the 'FORD' memory jogger, internalize it and use it all the time. (Family, Occupation, Recreation, and Dreams are your talking points). Refer to podcasts we've done on that topic!

4. Understand what makes you money in real estate and spend 90% of your time in those activities. Proactive lead generation, furiously fast lead follow-up, pre-qualifying using a proven script, presenting, negotiating, and closing. The most important actions on this list are proactively generating leads, following up immediately, pre-qualifying, and presenting in such a way that you win the business. You can hire someone to process your transactions when you're consistently generating closings.

5. Understand the Spokes in the Wheel model. Choose your lead generation spokes wisely and work on them daily. Focus mainly on people who clearly have a desire to sell their homes and supplement with regular communication to your database. Here is our favorite list of spokes, which everyone can utilize. Don't choose just one and be a one-spoke wonder; instead, work multiple spokes to insure your success!

Recommended Spokes in your Lead Generation Wheel:

- Your Sphere of Influence: These are the people in your database.

- Open Houses: Absolutely hot lead generators in today's market!

- Unrepresented Owners (For Sale By Owners): They are handing you their phone number and have a For Sale Sign already in their yard.

- Expired, older expired, withdrawn, and temporarily off-the-market listings.

- Door Knocking, especially for your buyers with specific 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

12 Month Repeat and Referral Real Estate Lead Cash Flow Machine (Part 3) Sep 07, 2023

Show notes

This is part THREE of a THREE part series that will deliver to you your exact twelve month Centers of Influence and Past client plan. This is the SAME plan used by many of the top agents in all price ranges and market conditions.

PART THREE: The FUN PART!

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.

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.

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.

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

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

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 will promote this for 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.

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.

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!

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.

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.

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

12 Month Repeat and Referral Real Estate Lead Cash Flow Machine (Part 2) Sep 06, 2023

Show notes

This is part TWO of a TWO part series that will deliver to you your exact twelve month Centers of Influence and Past client plan. This is the SAME plan used by many of the top agents in all price ranges and market conditions.

PART TWO.

Your Communication Plan. What will your system be?

CALL your database regularly. Your ideal daily schedule (created by you when you follow the Real Estate Treasure Map), calls for a daily number of contacts to your database. 5 per day is easily accomplished, so start there and do more if you can!

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.

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

Use KV Core plus ‘Making it Rain’ if you have it, or Happy Grasshopper or Contactually to regularly email your database. 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 spoke, so remember this is in addition to calling, not instead of calling!

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.

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.

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.

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 it’s own, and you’ll always remember to ask: ‘Who do you know who could use my help buying or selling real estate?’

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

Secret: Avoid dependence on electronic communication! There’s no guarantee they got it, opened it, looked at it, or watched it. It's too passive and unpredictable.

How to Set Up Your Database (so you’ll actually use it!)

12 Month Repeat and Referral Real Estate Lead Cash Flow Machine Sep 05, 2023

Show notes

This is part one of a three part series that will deliver to you your exact twelve month Centers of Influence and Past client plan. This is the SAME plan used by many of the top agents in all price ranges and market conditions.

PART ONE.

Mindset & How to Set Up Your Database for Success.

Everyone wants to know: How do you create a steady flow of repeat and referral business? Here’s the answer…Create a twelve-month plan so you can get into action and out of ‘getting ready to get started to someday actually talk to my people’ mode! First, we'll make sure you're set up correctly and understand how to maximize your database, then we'll get into the 12 month plan.

FACT: When you look at that amazing new listing that just hit the market and you see the listing agent and ask, “How did THAT agent get THAT listing?!”, It is almost always because the seller already knew the agent!

GOAL: BE that agent who the seller already knows and gets that listing.

FACT: Everyone loves repeat and referral business. Why? The prospect already knows you and trusts you. They know you are honest and ethical and will take good care of them. If you could choose who your next buyer or seller would be, wouldn’t you always choose someone you already know?

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

FACT: A minimum of 10% of your database should be buying or selling with you every year, assuming that you speak with them regularly. Many of our coaching clients track closer to 40% of their business to their ever-expanding database. You can only get these results when your regular communication is systematized. It won’t happen if you only speak with your database when you’re starving for new business when you ‘have time to get to it’, or when you have a random assistant with time to burn. It must be systematized by you, for you, to get the results you desire.

Do the Math.

When you have 100 names on your list, then yearly you should have ten deals from them, following the 10% rule. If you don’t, then you either don’t have a great Past Client and Center of Influence plan or you aren’t working your plan consistently. Email is not enough. Posting on their Facebook and Instagram is not enough. Going to their holiday party is not enough.

When you build your list to 500 people, you can create as many as 50 or more deals per year when you do this right. We have many coaching clients who have achieved this, but they didn’t do it in 30 days.

Incidentally, when asked at our ‘Top 100 Most Influential Agents’ event, the question, ‘What would you have done differently looking back on your career?’, the #1 answer of top producing, long-time veteran agents and broker was…. You guessed it, ‘I would have done a much better job with my past clients and sphere. I would have communicated with them earlier and more consistently, and it would have saved me thousands if not tens or hundreds of thousands of dollars on producing NEW leads when I could have just had more repeats and referrals!’

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: Will YOU Succeed Or Fail? Take This Success Test Now Sep 01, 2023

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:

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

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?

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?

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

17. Do you follow furiously fast lead follow-up?

18. Do you send 5 thank you or congrats cards daily?

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

19. Do you have (and use) a Listing Presentation?

20. Do you listen to this podcast daily?

21. Are you self-generating more leads than you're paying for?

22. Do you have a predictable, duplicatable business, or are you dependent mainly on the luck of repeat and referral business?

Real Estate Agents: Top 7 Reasons To BE THE LISTING AGENT! Aug 31, 2023

Show notes

The listing agent ALWAYS wins. Always. Your job is to be on the listing side of the business as often as possible.

We aren't suggesting that you stop working with buyers, simply that you focus mainly on being a listing agent. All good things come from listings.

Why? Top 7 Reasons To Be The Listing Agent

1. Listings generate more business. Buyers generally don't. You can sell your listing, sell it to your own buyer, generate new listing leads from each listing plus an endless supply of buyers. Then lather, rinse, repeat. One listing leads to the next and so on.

2. You can handle more listings at once than you can buyers. Listing inventory is 'scalable'. Would you rather have 5 active, well-priced, motivated seller clients, or 5 buyer clients, all scrambling to find the right house, subject to financing being approved and able to just stay put and not actually buy?

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

-Buyers never HAVE TO buy; Sellers DO often HAVE TO sell.

-Buyers are physical labor; sellers are mental labor. The reason most agents are buyers agents and only rarely listing agents is that handling listings does require more skill. Stay tuned for our podcast series: The 7 Step Listing Process.

3. Your FOR SALE, Pending and Closed sign is a mini billboard in the neighborhoods you want more listings in. Not so with buyers.

4. Listing agents have more security than agents who are buyer-dependent. The old saying, 'You have to list to last' is absolutely true. Once you're out of buyers, you're out of business.

5. Buyer's agent commissions are more likely to be negotiated, eliminated or thrown at the deal during negotiations. Not every listing pays the same to the buyer's agent. Not every builder pays a buyer side commission at all. In an inventory-scarce market, some buyers' agents have been chipping in their commission to get the deal done in a competitive situation.

6. Buyers are getting sick of losing and are going directly to listing agents, or deciding to check out of the market and wait, or simply 'ghosting' their alleged buyer's agent.

7. You don't have a contract with a buyer (most of you), but you DO with a listing! How do you know 'your' buyers will be loyal / will EVER buy / will buy with YOU?

Conclusion? Be the listing agent. It's a better, more sustainable lifestyle, more financially secure and keeps momentum in your business. Listings are the lifeblood of your real estate practice. If that's not true for you just yet, it's time to get some help!

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: A Proven Plan to Fast-Track Your Success (Part 3) Aug 30, 2023

Show notes

7. Small and medium-sized builders who are building homes on 'spec'. This means they're speculating that the house will sell. There are many iterations of this, all of which we teach in Premier Coaching, but what is working for our clients lately is to identify buildable lots and take them to the small builder. You sell the lot and list the spec home, often bringing the buyer as well.

Real Estate Agents: A Proven Plan to Fast-Track Your Success (Part 2) Aug 29, 2023

Show notes

1. Your past clients and sphere of influence. Otherwise known as your database, statistically when you have regular and real conversations with your list, 10% of your list will either do business with you or refer business to you every year. What would happen if you committed to speaking with 100% of the people in your database this quarter? Don’t get mad when another agent lists 'your' past client if you're not making the effort!)

(Scripts for making these calls, as well as your 12-month Center of Influence Plan, are all included in Premier Coaching).

How many people in your database know what their home is worth in today's market? It's your job to let them know. If they knew they could get $ X for their home, netting them $ Y, what would that do to their plans?

Real Estate Agents: A Proven Plan to Fast-Track Your Success Aug 28, 2023

Show notes

Real Estate Agents: You can turn this quarter into your BEST quarter following this profitable and proactive plan.

4 Facts To Know:

The average sale price in the United States is just a bit higher than $400,000.

Fact: When you LIST 2 per month, you will automatically attract buyer business as well, so focus on listings!

Fact: It looks like you have more time than you do to do these 8-10 transactions. Take a wall calendar or your planner and count up the actual work days left in this year (or quarter…you can use this plan for ANY quarter you wish!)

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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