Six Themes to Navigate the New Normal

1.Home Prices

Values will return to a period of steady annual appreciation, approximately 4-6 percent.

2. Inventory Levels

Rebalancing will continue across markets returning to less volatile and more stable inventory levels.

3. Mortgage Rates

The federal government will continue to watch inflation and economic growth while calibrating the markets with small rate hikes in 2016.

4. Rents

High rents will level off and continue to hold steady with more new inventory coming to the market.

5. Wildcards

While many geopolitical factors such as economic crises, terrorism, and major election are at play, the U.S. will still be viewed as a beacon of free market hope and investment safety.

6. Overall

With the federal government as the steward of the economy, and macro-economic forces pointing towards modest growth, the housing sector will be a bright spot in the 2016 economic landscape.

Date: December 18, 2015

Speakers: Spencer Krull and Peter Hernandez

Topic: My special guest is our new Broker of Record, Spencer Krull. We will be discussing…

The overarching Broker / Compliance themes of 2015 and what we’d like to see accomplished for 2016.

The most common calls and issues received in 2015.

And with 2016 right around the corner, Spencer will be sharing a few very helpful steps for you to complete prior to year-end to be compliant and increase you efficiencies.

Date: December 11, 2015

Speakers: Stephanie Younger & Peter Hernandez

Topic: Stephanie Younger is my special guest presenting her take on a successful Listing Presentation. In our prep call, I learned Stephanie has opened and closed 164 transactions year-to-date. which in my mind gives her a huge advantage for understanding the process.

These are the questions I will be asking Stephanie…..

How do you prepare for the appointment?

What are your favorite ways to build rapport?

How do you structure the presentation?

Do you have a formal presentation? Do you use a book?

How do you position Teles?

How do you position yourself?

How do you setup your mindset?

What do you leave behind? Do you send anything in advance?

I can tell you her approach is very different from what you have heard so far in our series.

Date: December 4, 2015

Speakers: Tom Ferry & Peter Hernandez

Topic: Friday Morning Drive with my very special guest, Tom Ferry. Tom is sharing with us his four keys to nailing every listing presentation….

1. The best Priming Mechanism

2. Managing your Personal State to win over every seller

3. Mastering The Teles Listing Presentation | The Black Book

4. The Art and Science of Overcoming Objections

Date: November 13, 2015

Speakers: Bob Chapman & Peter Hernandez

Topic: Listen to Part 4 of The Listing Presentation Series, as I interview our very own Bob Chapman from the pricey real estate market of Laguna Beach. Bob’s listing presentation is surgical in its approach, efficient in form, and highly effective for high-end listings. A respected Orange County Real Estate professional, Bob brings unparalleled industry experience on topics ranging from business strategies to marketing, and using data effectively.

Join us as Bob shares…

His Process and outline

His presentation file

The center of his conversation

His X factor

His plan

Date: November 20, 2015

Speakers: Pegi DiRienzo

Pegi DiRienzo unveils her secrets of the listing presentation. This is going to be an illuminating call…

How does Pegi Prep?

What is the flow of her presentation?

Does she have a certain mindset that has proven effective?

Why does she think how you position yourself matters?

What does she leave behind or send in advance?

Date: November 6, 2015

Speakers: Spencer Krull, Karen Greensweig & Peter Hernandez

Topic: Trust us on this one! The holding of property in a trust has become common place in real estate. For tomorrow’s call Karen and Spencer riff on how to paper a Trust listing and sale. Bring your questions because we know you have them.

Date: October 30, 2015

Speakers: Steve Olson & Peter Hernandez

Topic: The third in a series of dissecting the listing presentation and I am interviewing Steve Olson. Steve’s take on the listing presentation has a unique and valuable perspective for the following reasons:

-When the market went to hell in a hand basket Steve listed 316 REO’s in one year

-When the REO market dried up he transitioned to short sales successfully

-When the short sales market disappeared he listed and sold 80 retail listings in a single year

-Now Steve has left his primary market to work the luxury markets of North San Diego County with Teles

As renown real estate coach and successful agent in varied markets and economic cycles, Steve shares with us his secrets to crushing the listing appointment. Get ready for some new ideas and ways of looking at the world and join me tomorrow with your favorite energy drink (Up Time still rules the roost) or Starbucks concoction (And yes Sharran still owns stock in Starbucks so help out his portfolio).

Date: October 23, 2015

Speakers: Sharran Srivatsaa & Peter Hernandez

Topic: The changing real estate world in which we operate and why the Listing Presentation has to evolve to surprise and delight a more informed and sophisticated seller. After 167 plus listing appointments of all price ranges with a variety of our super star agents in multiple counties, we have seen the gamut of client expectations and responses to the various approaches and presentations. More so we have taken copious notes and have done what no other coach or company owner has ever done, participate shoulder to shoulder with you live at the kitchen table in real time. Listen in as Sharran dissects and reframes what is typically done and how you can win more listings from the competition through process, structure, and by keying in on what is important to today's client.

Date: October 16, 2015

Speakers: Ernie Carswell & Peter Hernandez

Topic: I am thrilled to be launching my Friday Morning Drive Listing Series with Beverly Hills Icon and Teles Founding Agent Partner Ernie Carswell. I have been very fortunate to have seen Ernie in action several times on listing presentations. Watching Ernie move through the presentation with precision and calculated artistry and witnessing the seller melt into submission is something I will never forget. Ernie and I prepared for the call with the overall theme “What does Ernie do everyone can do and how can we all become better in a Listing presentation”.

Join me tomorrow as we kick off the listing series and as I riff with Ernie on his secrets for a powerfully potent presentation.