Question: how fast do you pivot on price when you list a property?

Sometimes we get it right, and sometimes even the best of us get it wrong. When we get it wrong and don’t pivot quickly, we risk missing the opportunity to sell the property for top dollar.

So, how fast do you pivot? Do you wait two weeks, three weeks, a month, two months? Are you setting that expectation upfront with the seller?

Here’s a study from ShowingTime. They’re integrated with many MLSs across the country and help schedule showings. Because of that, they have their finger on the pulse of showing activity.

Their study, based on tens of thousands of showings, shows that after the first five days, showings plummet on most listings.

Why? Because when a listing hits the market, all eyes are on it. Most buyers—probably 95% to 99%—are set up on portals like Realtor.com, Zillow, or your website. When that listing hits the MLS, the entire backlog of active buyers sees it almost immediately.

Hundreds of buyers look...

I've got a question for you as an office leader or team leader:

Do you have a recruiting website?

Most of the people I coach—office leaders and team leaders across the country—don’t. It's just not something they've thought about.

But having a recruiting website is important.

When someone starts to consider joining your company, they’ll do a little Google search. They’ll check out your website. They’ll look to see if it looks professional, if it feels like a good fit, and if it reflects who they are.

Now, if you also have a recruiting website—or at least a dedicated recruiting page—they can dive into the value your company offers without needing to talk to you just yet.

That’s powerful. A lot of agents are nervous about making that first contact. They don’t want to jump on a call right away. You can make it easier by creating a recruiting page on your website—or even a separate website entirely—dedicated to recruiting.

The most important part of that page?

Outlining your entire ...

Let’s say you meet a buyer at an open house, online, or at an event, and you think, "Hey, I’ve got a hot lead here." Then they cool off. Ever have that happen?

Here’s the issue: Most buyers are not immediate buyers. About 75% of buyers are in the buying cycle for six to nine months before they actually close. Only around 25% of the people you meet will buy within the next 30 days.

The problem is, most agents don’t have a strong follow-up plan.

Your follow-up process should have at least five touchpoints during the buying cycle—and for many of us, it probably needs more.

Think about your follow-up: How often are you reaching out? And how many different media channels are you using?

Sure, you can just call. Or just text. Or send video texts. Or rely on social media. Or mail letters.

But really, you should be doing all of it.

The one thing I want to emphasize today is the concept of a video drip campaign.

This is a system anyone can implement, yet almost no one is doing it.

Even ...

When we're talking to our sellers and giving them feedback each week about what's happening in the market, it's really important that we educate them on a few things that often get missed.

One of those is the power of virtual showings.

So what’s a virtual showing? A virtual showing is when someone visits your listing online. They may or may not come see it in person, but that initial view online is still a strong signal. It means your marketing is working—it's attracting people to look at the listing on Zillow, Realtor.com, your own website, or the MLS.

From there, the buyer decides: Is the listing priced right? Does it look like it’s in great condition? Is it staged properly? A number of other factors come into play once they arrive at the listing page—but your job is to get them there.

And when you’re talking to our sellers every week—and this is how you earn price adjustments, by the way—you need to bring up virtual showings.

Right now, price adjustments are on the rise. About ...

When you're sitting with a seller for the first time, I like to have what I call the “Red Flag Conversation.”

I'll say, “Hey Mr. and Mrs. Seller, one of two things is going to happen now that we've listed the property: either we’re going to get showings—or we won’t. That alone gives us valuable insight. If we put your house on the market tomorrow like we're planning, and we get a surge of activity, that tells us something important.

“It means that the backlog of buyers—hundreds of buyers waiting for the next listing—have turned and looked at your property. If they like what they see online—the photos, the condition, the price—they’ll come see it in person. So if we see a surge of interest, a spike in calls and showings, that’s a signal we’ve nailed the price and did our job right.

“But the opposite can happen too. If we don’t get much activity in the first week or two, that’s a red flag. It’s the market telling us we probably missed the mark on pricing.

“There’s also a third scenar...

Is it a buyer's market or a seller's market in real estate today?

If we look at the nation as a whole, we have about four and a half months of inventory. What does that mean? It means if every REALTOR stopped taking listings tomorrow, it would take about four and a half months to sell off the current inventory at the current sales pace.

Is that healthy? Is that where we want to be? Generally, a balanced market has about six months of inventory. So being slightly under that means sellers still have a bit more power overall. When a seller prices their home correctly and it's in good condition, they can still get plenty of showings and, in some cases, multiple offers — even in today's market.

This is also why home prices continue to rise, despite higher-than-normal interest rates and an economy that appears to be nearing a recession.

The limited supply keeps pushing prices up.

However, it's crucial to understand that real estate isn't just one giant national market. Real estate, like...

Hey guys, right now we have an incredible opportunity to talk to our clients. They’re nervous, frustrated, and anxious. What are they anxious about? They’re worried about the trade war, the stock market, their 401(k)s, their ability to retire on time, and even the possibility of losing their jobs.

There’s a lot of anxiety in the market right now.

You can sit back and hope everything gets better, or you can take action. Your game plan should be to reach out to everyone in your database this week—either with a call or a text. I prefer a call.

You can say, “Hey, I know you’re watching the stock market like I am, and you’re seeing all the turmoil with the trade war. How are you feeling about it? I’ve been talking to a lot of my clients, and some are thinking about diversifying their portfolios by investing in real estate. Real estate is a safe, stable, and secure investment. It went up 5.2% last year, and it has a baseline value. The baseline value is whatever you can rent the property ...

Hey, guys. When you're sitting with a seller and you've taken the listing, it's important to have what I call the "red flag conversation."

Here's how it goes: I say, "Hey, Mr. and Mrs. Seller, now that we've listed your home, I want to explain the next steps. We're going to get your property into the MLS, turn on my marketing engine—yes, I call it a marketing engine—and your home will be exposed to every buyer in the market. In the first couple of weeks, all those buyers will take a look, and one of three things will happen."

Scenario A: We get a ton of showings, which is great. That means buyers in large numbers accept the price and want to see the home.

Scenario B: The buyers look, but there are very few showings—a small trickle. That's a red flag, signaling that buyers don't think we got the price right. If that happens, I'll reach out to you in the first five days because I'll be monitoring the showing reports in real time. If I don't see significant activity, we'll discuss this...

Okay, guys, if you're a brokerage owner or team leader and you want your team to remember one key market statistic this week, what would it be? Something like:

• "Home sales are up 10%"
• "Pending sales are up 6%"
• "Listings are up 55%"
• Or "Home prices are up X."

How do you get people to actually remember those stats?

I'll tell you what you shouldn't do. When you have your next office meeting, don't do a "data dump," which is what we often do as brokerage owners or team leaders. We throw out 25 different stats, and guess what?

Nobody remembers any of it.

Instead, share just a few key stats—maybe three to five—and then clearly state what you want them to remember.

When you tell them what to remember, they actually retain it because you've set the expectation.

At the beginning of the meeting, I might say, "Hey, I want you to remember this: The list-to-sell price in our market has dropped from 100% to 98%. That means sellers are getting 98% of their asking price, which is still ...

As a brokerage or team owner, you should be recruiting every day—at least one hour a day. If you're not, that's a whole different conversation. But let’s assume you're doing your job, recruiting daily, because that’s the #1 way to bring new agents into your office.

When you get an objection, how do you react? Do you see it as an opportunity or something that scares you? Do you embrace it, or do you run from it?

Objections are just like the ones you get from buyers and sellers—they actually show interest. The worst thing that can happen is getting no objections at all. If a recruit gives you zero pushback, doesn’t respond, or their eyes glaze over, that means they’re not interested. They just want to move on, and you’re nothing more than a nuisance to them.

But when they object, that means they’re engaged. They’re processing what you’re saying, thinking it over, and that’s a good thing.

One of the best ways to handle objections is to anticipate concerns before they come up. Put your...