Introduction

• Why the Podcast Name?
  • The name emphasizes that agents who focus on listings make more money and build consistent, reliable cash flow compared to buyers' agents.
  • The podcast and book aim to provide a roadmap to success in real estate.

Key Topics Discussed

1. Focus on Listings
   • Who to Target: Sellers.
   • Where to Find Them: Identify seller leads.
   • What to Say: Develop a clear presentation to win their trust.
   • Why Hire You: Sellers have options (traditional agents, discount agents, cash offers) — you must stand out.
2. Understanding Sellers' Priorities
   • Sellers want:
     • Highest Net Price.
     • Speed of Sale.
     • Minimal Hassles and Headaches.
3. The Home Boss System
   • Why It Was Created:
     • Compete with cash buyers and discount agents.
     • Help inexperienced agents present value without relying on personal experience.
   • What It Is:
     • A transparent online real estate exchange designed to:
       • Eliminate traditional selling headaches.
       • Guarantee the highest market value for sellers.
       • Save sellers on commission fees (only 3%).
   • How It Works:
     • Pricing below market value to create demand.
     • 10-day marketing period with a 2-day open house.
     • Offers are transparent, creating urgency and competition.
     • Example Results: Record open house attendance (1,224 visitors).
4. Why Agents Deserve 3% Commissions
   • Real estate agents assume liability for listings.
   • Example: Agents sued for missed water damage, costing $16,000.
   • Agents must establish value to justify commissions.
5. Changing Real Estate Processes Post-COVID
   • Zoom and technology enable agents to list homes without visiting in person.
   • Agents can streamline operations while focusing on the value provided.

Strategies to Stand Out as an Agent

• Use the DUST Formula:
  • Demand: Price homes strategically.
  • Urgency: Set offer deadlines.
  • Scarcity: Limit property access (e.g., only during open houses).
  • Transparency: Make all offers visible to create competition.
• Marketing Tip: Attract hundreds of buyers to listings, increasing competition and price.

Success Stories & Results

• Agents using the Home Boss System achieve:
  • Higher attendance at open houses (e.g., 1,200+ visitors).
  • More offers and higher net proceeds for sellers.
• Example: Two similar homes sold:
  • Traditional agent: $310K.
  • Home Boss agent: $371K with 42 offers.

Key Takeaways

• The industry is under attack (DOJ lawsuits, discount brokers). Agents must raise their value and focus on:
  1. Listings (target sellers).
  2. Referrals (build strong partnerships).
• Real estate doesn’t have to be hard — streamline processes, focus on value, and list more homes.

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Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org

Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com