Join us as we interview industry expert Dawn Daly, the owner of House of Brokers, who has dedicated over 20 years to building a successful, hyper-local brokerage. Starting her career with House of Brokers in 1999, Dawn has worked in nearly every aspect of the business, from corporate relocations and agent recruitment to marketing, budgeting, and mentorship programs. Now at the helm of the company, she continues to drive its growth while fostering a strong sense of community and agent development.

Are you doing live buyer farming right now?

If not, you're missing a huge lead generation opportunity.

So, what is live buyer farming? It’s simple. When you go out to show a home, use the 5-5-10 method: reach out to five homes on either side and 10 homes across the street. Send them a quick text or call saying something like:

"Hey, my name's Jim. I just showed your neighbor's property across the street. They love the neighborhood, but the home didn’t quite check all the boxes. Quick question—would you consider selling for the right price if you didn’t have to list your house and had plenty of time to find your dream home? If you’d consider it, give me a call, email, or text. I’d love to have that conversation."

What's the response rate on this? On average, one out of every 20 people you contact will be open to having that conversation.

This is a winning strategy for lead generation. You’ll start so many conversations that can lead to future...

Hey guys, we know the number of listings getting stale on the market is rising, right?

70% of listings have been on the market for over 30 days, and nearly 50% for over 60 days. What does this mean?

It means more expired listings are going to start showing up in your MLS soon.

Going after expireds is a huge opportunity, something we haven't seen much of in recent years because the market has been so short on listings. But today, we have 34% more listings than a year ago, and many are going stale, which means a lot of them will be coming off the market.

Let me give you one quick, out-of-the-box approach for going after expired listings that’s definitely effective.

The conversation will go like this: I'm going to call that expired listing as early as possible and say, "Hey, my name’s Jim Emily with ABC Real Estate, and I noticed your listing got delisted from the MLS this morning." (The keyword here is delisted).

Then I’ll say, "I’m sure you're getting a lot of...

Have you ever had a seller who wants to overprice their property? Almost all sellers, right? It's pretty much universal. So, what's a conversation we can have with sellers to help them price their home correctly?

One approach I like is called the "One Bite at the Apple" conversation.

Here's how it goes:

"Hey Mr./Mrs. Seller, I totally understand that you want to get top dollar for your home. But the market has shifted a bit, especially when it comes to marketing homes. Over the past five to ten years, mobile and internet searches have become the dominant way buyers find homes. Most buyers—99%—are signed up on a portal to receive new listing updates.

So, here's what that means: when we list your home, within 24 hours, essentially every buyer in the market is going to see it. They'll all get the listing in their inbox around the same time and make a snap decision: is it priced right or overpriced? Do I want to go see it?

This is why most homes that sell do so within the...

If I were to sit down with you today and talk about why an agent should join your firm, what would be the top five reasons?

I do this all the time—teaching live classes and coaching brokerage owners and team leaders. This is a conversation I love to have. Often, I'll hear things like, "We're a family-oriented organization, we have a great culture, we do a lot of social events, we're really engaged with the community, and we're hyper-local. Staff is great, we have an open-door policy."

Those are all great things… But these are centered around what I call “soft value.”

Soft value is what keeps agents at your company. It’s important for retention—and trust me, you want to retain agents.

But if you’re going to move agents from one company to another, you need a different conversation, one focused on “hard value.”

Hard value moves agents, soft value keeps them.

So, what's hard value? It’s anything that helps me close more...

When we talk about targeting for recruiting in your market, who would be your number one target?

I’m going to share an opportunity you may not have considered yet: Who’s the most likely to move?

NAR did a study on how often agents switch companies, and they found that the average agent stays at a company for about five years. So, agents move about every five years on average. But there’s a group of agents who move more often—agents on teams.

Agents on teams don’t move every five years; they move every three years, making them much more likely to make a move.

Why?

In my experience, the number one reason is their splits. Team members are often on lower splits, maybe 50%, 40%, or even 30% when all is said and done. They're typically earning around 30-50% from a transaction, and they’re often doing a lot of the heavy lifting.

The issue is that they start to look at their team leader and think, "The team leader isn’t working as hard as I am."...

Welcome to the podcast! Today, we’re featuring Pete Peterson, founder of Dream Huge Realty, whose journey from successful agent to brokerage owner is all about turning dreams into reality. Pete’s rapid rise in real estate was no accident, but the result of learning from mentors and embracing a philosophy of treating each client like a friend while building lasting relationships. With a focus on assertiveness, attention to detail, and responsiveness, Pete’s company is dedicated to helping agents build wealth and a successful real estate career.

Have you ever had someone in your company say, "Geez, I can't believe how great it is here. I wish I had made the move years ago"? This has happened to me so many times as a brokerage owner. It often took years to recruit them, and once they join, they're like, "This is amazing. Why didn’t I do this sooner?"

It’s frustrating for us as brokerage owners and team leaders, but there’s something we can do about it.

The strategy is called “presuasion”—not persuasion, but “presuasion.”

What does that mean? It’s about taking a more casual approach to recruiting, in some ways, and showing people what they could experience if they joined you.

How do you do that? The easiest way is through testimonials from your agents. But not just from the agents who’ve been with you the longest—the best ones come from those who have joined most recently. When new agents say, "I wish I had joined six months or two years ago," grab that...

Hey guys, have you had a chance to talk to your social and sphere audiences about the importance of flood insurance?

This should be a priority, especially with what's happened with Helene and Milton—it’s on the top of everyone's mind.

Here's something interesting: typical homeowner’s insurance doesn’t cover flooding. Since 1996, 99% of counties in the U.S. have experienced some kind of flooding event. What’s more, 20% of all flood claims come from homes not in traditional flood zones. And just one inch of flooding in your house can cause at least $25,000 in damage.

That’s a huge reason to encourage your clients to get flood insurance.

To help with this, there are a couple of things we can do:

First, partner with a local insurance agent who specializes in flood insurance. We could record a webinar or have them join a live stream to discuss the importance of flood insurance.

Another option is to direct people to the government website,...

Hey guys, here’s something really important:

70% of all the listings in America right now have been on the market for over 30 days, and about 50% have been on for over 60 days.

That should sound some alarm bells if your listings are in that category. One challenge you might be facing is the seller's perception of the market versus the reality.

For the last 10 years, sellers have gotten used to hearing stories of listings getting tons of showings, multiple offers, and selling at or above asking price. But the market is changing. If we look closely at different price categories in the U.S., we’ll find that many price bands have shifted into a buyer's market.

A buyer's market means there’s more than six months of inventory, giving buyers more control and power. Sellers still have leverage in the lower price tiers, but in the upper markets, buyers are gaining more power.

So, what do we do? How do we educate our sellers? The key is understanding the difference between...