I wanna give you two questions you should ask every buyer to test whether they're actually ready and willing to move forward in the process.

Your time is your most valuable asset. You don't wanna be spending it with people that are not ready to pull the trigger. So one question you can ask is this:

“Hey, you know what? The way I work is very low key. I never wanna pressure anyone. But I do have a quick question for you: If we find you the right house, the one that really clicks all the boxes for you, is there anything holding you back from moving forward?”

Now, that's a great kind of pre-close question that you can ask in advance before you go out and start looking at homes.

And here's another one:

“One question I ask everybody I start working with before we start looking at homes is, what's your biggest hesitation? What's your biggest fear about this home buying process? I wanna make sure I address those concerns before we start looking.”

So now you're gonna get t...

Guys, 60,000 agents have already left the industry, and another two to 300,000 are projected to follow.

But here's why it's good news for us as REALTORS:

Each departing agent likely had one or more transactions last year. As they leave, those opportunities come back into play, and we have the chance to handle them as real estate professionals. So we can expect to get busier with each agent's exit.

However, there's an even bigger opportunity that most agents are overlooking:

Every agent who leaves the industry leaves behind a sphere of influence, a network of family and friends who may have some influence that we can tap into.

Here's what you can do:

Reach out to these exiting agents and express your condolences about their departure. Then ask them a quick question: Would they be interested in monetizing their hard work by earning referral fees? Since their license is still active, they can leave it hanging and refer anyone outside the industry who's thinking about...

Hey guys, when you meet someone new, whether it's at a party or a function, one of the first questions they ask is, "What do you do for a living?"

Our default response as REALTORS might be, "I'm a REALTOR."

But that's boring and generic. Everyone knows multiple REALTORS.

We need to rethink how we present ourselves and craft a unified message that leaves a lasting impression. We need to occupy a unique space in the minds of potential clients.

Imagine the brain as a whiteboard with "REALTOR" already written several times. It's meaningless and makes us seem like just another commodity. We must find a new space to occupy.

Here are some examples:

1. "I specialize in riverfront and rural properties in southern Oregon. With 30 years of experience in this market, it's my passion."

2. "I focus on helping people buy homes in the highly desirable Summerfield area."

3. "As a relocation specialist with John L. Sky Realty, I assist clients moving to and from different areas of...

Hey guys, June is National Home Ownership month.

This is a golden opportunity to reach out to all the homeowners in your database and provide them with a quick equity assessment.

Let's make the most of it! Instead of reaching out to one homeowner a day, let's aim for two or three. We can really make an impact this month. So here's the plan:

I'm going to use my favorite platform, https://www.narrpr.com/, which is free for every REALTOR.

It allows me to create a visually stunning, 81-page CMA (Comparative Market Analysis). But I won't just send them the paper CMA. I'll create a video using BombBomb or loom.com. In the video, I'll say,

"Hey, Mr. and Mrs. Jones, did you know that it's National Home Ownership Month? I wanted to provide you with an update on your home equity. There have been some significant changes in the market, and I want to keep you informed. So, here's a personalized report for your home."

And I'll walk them through the details. At the end of the ...

I recently learned a powerful technique from a top real estate agent:

It involves using specific language to handle objections.

Here's what I mean:

Instead of responding with "yes, but," I want you to rephrase it as "yes, and."

This simple shift can have a profound impact on your client interactions. For example, if a client tells you they want to hire a different agent, instead of saying "yes, but," try saying "yes, and I appreciate your honesty. I'm curious to understand your reasons for making that decision."

The magic of this approach is that it changes the dynamic and encourages open dialogue.

When a client expresses dissatisfaction with a property, rather than responding with "yes, but," respond with "yes, and."

Let's say that they think the house doesn't have a big enough backyard. You can say: "yes, and I understand your concern. On the other hand, there's a lovely park in the neighborhood that might compensate for it. It's within walking distance and a g...

Hey guys, I want to share two real estate opportunities that many agents are overlooking:

The first opportunity is targeting the most likely seller in America - baby boomers aged 45 to 55 who are downsizing or right-sizing their homes.

According to a recent study, 10.4% of all listings will fall under this category.

Now, when these baby boomers downsize, their current homes may need some repairs or upgrades. Many of them may not have the money or the desire to fix them up, and that's where you can come in.

Reach out to these homeowners and ask if they would consider selling their homes without having to do any repairs or upgrades. Let them know that you are working with buyers who are willing to put some sweat equity into the property. This messaging will resonate with many of these sellers who are looking for convenience.

The second opportunity is to capitalize on the decline of iBuyers in the market.

Many iBuyers have gone out of business or significantly reduced th...

Today I want to talk to you about the current state of the real estate market:

There's 67% more inventory on the market today than there was a year ago at the same time, which is more than before, but we still need way more inventory than we have today. When you start to see listings linger, you need to remember that there are two types of markets: listings that come into the market and sell instantly with multiple offers still happen today, but then you have another group of listings that hits the market but then just lingers.

When you're talking to sellers at a listing appointment, it's important to talk about being competitive or looking at comparable sales data. Comparative versus competitive sales data is a very important concept that most REALTORS never talk about with their seller clients.

A comparative market analysis, or CMA, is what most REALTORS use to determine a home's value compared to recently sold homes in the market area. While it is a valuable tool,...

Do you want to be a better recruiter?

As a seasoned recruiter with over 30 years of experience, I can tell you the secret to successful recruiting is this:

Recruiting is like owning an NFL or NBA team.

You need to understand that recruiting is all about building relationships with people. People join people, not companies or brands. If they don't like you, they won't come to work for you.

So, first and foremost, you need to establish a career-long relationship with people in the marketplace.

To build these relationships, you need to have conversations with potential recruits. Top recruiters in the NBA, NFL, and NHL are cold-calling and creating connections with people. They're showing them the organization's value, passion, and vision of how they can help them win. Ultimately, people want to be with a winning team and need to see how you can help them make more money and make their life easier.

It's not all about commission splits. We need to show recruits how our pl...

If you're looking for a way to quickly ramp up your business—if you're having a little bit of a slow time, or even if you're not—and you want to lead generate in a simple, easy, and organic way, let me give you the 20 messages a day strategy.

The 20 messages a day strategy is very, very simple.

I'm gonna use my social media account. You can pick your one: Instagram, Facebook, wherever. I'm gonna go to my friend's list of my following, my group, my audience, and I'm just gonna pick 20 people. And I'm generally just gonna start at the A's and work my way down. Or start a Z's and work my way up.

But I'm gonna click on each individual profile of those 20 different people. I'm gonna find something interesting, something they've posted that really catches my interest. Maybe they went to a restaurant, they went on vacation, they went to a certain business that you frequent, they bought something super cool, whatever it happens to be.

Then, I'm gonna send them a message rela...

There's a new survey that was done by the National Housing Survey, which was just done in June. So it's fresh data. And it shows a divergence that we haven't seen probably in the last 10 years or more.

It shows how many people think that the economy is on the wrong track:

81% of Americans believe the economy's on the wrong track.

So when you look at that number and we put it in perspective of people that are buying and selling real estate, how do we have that conversation? Where people think, oh my gosh, we're on the wrong track. I don't know that I should be buying.

We call that consumer sentiment. Or I don't know if I should be entering this real estate marketplace.

What can we say?

How can we address that concern where people think it's the wrong time to enter this market?

Well, a good lesson for us is to model successful people. People that are more successful than us, right?

One of the most successful people in our country, one of the richest people on earth i...