When you listen to today's show you will learn how to increase your sales price. Hint: its not as hard as you might believe. Fact is, the luxury real estate markets often offer the most opportunity. It just makes sense to increase your average sales price. Think about it, you can sell 10 homes with an average sales price of $350,000 and have a GCI of around $9-10,000 and earn $90-100,000 or sell 10 homes where the average sales price is $1,000,000 and earn more $250,000. From a business perspective it just makes sense to maximize your time and return on your time by selling more expensive homes. The question is, HOW do you break into the upper end markets? Listen now.

﻿Schedule A Free Coaching Call

Listen on iTunes

Listen on Spotify

Listen on Stitcher

How To (Dramatically) Increase Your Average Sales Price

Real Estate Coaching Radio (and training) is the nation's #1 daily podcast for real estate professionals of all experience levels. If you are becoming a real estate agent (REALTOR) and starting your real estate career or a seasoned professional you will love this show. Real Estate Coaching Radio is hosted by celebrated real estate coaches, and best-selling authors of their book, HARRIS Rules, Tim and Julie Harris. Listen now and be ready for the no B.S., fluff Free, how-to make money now info you have been looking for. Real Estate Coaching (and training) Radio is the daily go-to podcast for all things real estate training and coaching. You will learn real estate scripts, real estate listing presentations, and how to generate real estate leads. Other popular topics are Real Estate Market News, Real Estate Market Predictions, Real Estate Market Trends, Real Estate Lead Generation. New real estate agents and seasoned pros will benefit from the market-tested real estate coaching and training offered by Tim and Julie Harris. For over 2 decades, Tim and Julie Harris Real Estate Coaching and training have been the proven go-to resource for real estate agents who are ready to go to the next level. Recognized by The Motley Fool, Inman News, Google (and countless others) as one of the most influential podcasts in real estate. Tim and Julie Harris are proudly partnered with EXP Realty.

Business

Investing

Careers

Management & Marketing

Business News

Shopping

Ladies and gentlemen, welcome to this week's: Ask Tim and Julie Harris anything! Many of the questions submitted this week were regarding buyer agency, the commission sharing settlement and the fear that NAR sold members out. Get ready, today, we're diving deep into the wild world of the National Association of REALTORS® (NAR) proposed settlement.
Question 1: "Does The Settlement Leave REALTORS® Hanging, Did NAR Leave Agents Out To Dry?"
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
Answer: NO, Matter of fact nearly every member of NAR (REALTOR®s) are covered by this propsed settlement. Yep, you heard that right! Over 1 million NAR members, state associations, local MLSs, and brokerages with a residential transaction volume of $2 billion or less in 2022 are off the hook for any terrifying liability claims related to broker commissions.
Question 2: "My (Big Name Broker) Isn't Part Of The Settlement, Rumors Are Swirling We Might Have To Close Shop..Did NAR Sacrifice My Broker Just Because We Closed Over 2 Billion In 2022? What Happened?"
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
Answer: The reality is that the proposed settlement DOES exclude brokers who did more than 2 billion in volume. And the unfortunate fact is that not all of these 'big brokers' will survive. Most real estate brokerages (big and small) operate on low to NO margin. They make no or virtually no profit from the actual real estate transactions. Their profit comes from mortgage and title. Now, let's set the record straight. NAR fought tooth and nail to include as many folks as possible in this release. While some big dogs didn't make the cut, they're not exactly crying in their coffee. In fact, many are sitting pretty, with thousands of their independent contractor agents getting a get-out-of-jail-free card.
Partial list of excluded brokerages: Home Services of America, World Properties, LLC; Douglas Elliman, Inc.; Douglas Elliman Realty, LLC; eXp Realty, LLC; eXp World Holdings, Inc.; Hanna Holdings, Inc.; HomeSmart International, LLC; Howard Hanna Real Estate Services; Realty ONE Group, Inc.; Redfin Corporation; United Real Estate; and Weichert, REALTORS®.
Question 3: " Why Did President Biden and Major Media State That NAR Dictates the Commission Rates....Why Did They Say That Commissions Are Set at 6% When Everyone Knows That Isn't True?"

Ask Tim and Julie Anything: Is This The END Of Buyer Agents?

Ever found yourself regretting something you said too hastily, sent a text without due consideration, or reacted excessively in an email?
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
Ever wished there was an "unsend" button for those moments? Perhaps it's not always your own misstep but dealing with someone else's verbal or written blunder. We've all experienced being both perpetrators and victims of overreactions. There’s a tale that speaks volumes about mindset and serves as a reminder during moments of conflict or stress. Here's the story:
Once, a donkey was tied to a tree when the Devil came and untied it. The donkey then ran into the fields, causing havoc by destroying crops. Upon witnessing this, the farmer's wife shot and killed the donkey. Enraged, the donkey's owner retaliated by shooting the farmer's wife. When the farmer returned and discovered his wife's fate, he sought revenge by shooting the donkey's owner. Subsequently, the owner's wife instructed her sons to burn down the farmer's house. The sons, gleefully following their mother's orders, assumed the farmer would perish in the fire. However, to their disappointment, the farmer survived and later retaliated by killing the wife and sons of the donkey's owner. Reflecting on the tragic chain of events, the remorseful farmer questioned the Devil about the cause. The Devil simply replied, "I merely released the donkey, but it was your overreactions that unleashed the inner devil within each of you. 
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
How can this be made practical and applicable to your personal and business life? Let’s look at some simple but critical rules to follow during stress, conflict, and confusion. Don’t let the donkey control your mindset.  
1 Pause Before Responding.  When you’re on the receiving end of a text, email, or face-to-face comment that triggers in you a strong reaction, RESIST!  Do not reply immediately.  Take a breath, re-read for clarity of understanding, and then wait 20 or 30 minutes before responding.  Next, ask yourself if a phone call would be a better way to handle things.  People tend to be more aggressive when someone is NOT right in front of them and tend to misconstrue the tone or intention of texts and emails.  Pause and make a good decision before you fire back and potentially escalate the situation.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
2 Consider the Consequences: Before sending any message or responding in person, think about the potential impact of your words or actions. Consider how your response might affect your relationship with the other person and whether it will help resolve the issue or escalate tensions. 
3 Look at all sides before you respond.  How will they perceive your words and actions? Are you being empathetic or aggressive? Is your response constructive or destructive? What action can you expect from the other party next?  Are you focused on a good outcome?

Real Estate Mindset Mastery: Unleashing Your Inner Power

Everyone predicts that the number of licensed real estate professionals will decline. Why? 
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
-The commission lawsuits will separate the skilled from the unskilled since the buyer side of the transaction now requires a presentation, objection handling, and a signed agreement.
-Higher mortgage rates are causing some buyers to put the purchase on the back burner.
-Inventory is improving but still scarce in certain areas.
-Inflation continues to drive prices up.
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
All these facts are true, but it's also true that you have a real estate license and you need to earn a living.  So, let's pivot to see why you can still survive and thrive.  We'll look at some facts and some immediate action steps to take.
Facts:
-Demand is still very high, with nearly 3 offers for every closed transaction last month.
Home prices continue to climb. This means the market is not crashing like people thought it would with higher rates, and homeowners' home equity is increasing daily.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
-Demographics and household formation are on your side.  27% of recent closings were millennials who were NOT breaking up with low-interest-rate mortgages.
What should you do now to ensure your survival and thrive? Will you still be in business next year, or will you be real estate road kill? 
1.     Get and follow an actual business plan immediately. Premier Coaching includes the Real Estate Treasure Map, Survival Plan, and 90-Day Massive Action Plan. You will have specific goals, an actual schedule, and a lead generation plan to follow. Commit to following your plan versus waiting, speculating, or hoping for your next deals to happen.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/
2.     Stop spending money on things that don't work or that you think might work someday. You're gambling on your success when you depend on someone or something else to give you business. Do more of what is working, starting today.
3.     Speak to 100% of your database before the end of the year.  At least 5 contacts per day on work days, but more is better.  Use your F-O-R-D script and ask whom they know who could use your help buying or selling real estate.  Offer a free comparative market analysis.  
4.     Systematize your open house system and have effective opens every weekend that's not a holiday weekend between now and the end of the quarter.  Follow up immediately with all prospects.  Wayne Gretzky famously said that he skates to where the puck will be.  Be where the buyers are in today's market. Everyone is starved for inventory. Buyers go to open houses in the neighborhood they want to live in.  Go where the buyers are!
5.     Spend more time speaking to prospects about real estate than you do doom-scrolling for details about the commission lawsuits and other things you have no control over.

Agents: Will you be in business next year? (Shocking Truth)

Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
1.  Show up on time: Being fashionably late doesn't apply to real estate appointments. Arrive early to show you're not just on time but ahead of the game!
2.  Parking prowess: Don't play driveway dominos with the homeowner's car. Park on the street, allowing them to come and go without a vehicular obstacle course.
3.  Strive for handshake harmony. Aim for a handshake that's just right, akin to Goldilocks' porridge. It should be neither too strong (avoid being a bone crusher) nor too weak (no limp fish impressions, please).
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
4.  House rules, no shoes: If you spot a shoe tray by the door, it's a sign to slip off your kicks. Respect their floors, and you'll be walking on sunshine!
5.  Enthusiasm is infectious: Bring your A-game with energy and enthusiasm.  When touring the home, be positive and complimentary. 
6.  Seating strategy: It's the great debate—dining room or kitchen table? Should you sit at the head of the table or let someone else? Let them call the shots and take the seat that feels like home, sweet home, to them. Avoid the awkwardness and just ask where they usually sit! (Driver personalities, beware of this point!)
7.  Hospitality acceptance: When life hands you water and cookies, say thank you and enjoy the treats! It's a small gesture that can make a big difference in building rapport.  Maybe they baked those cookies just for you!
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
8.  Gratitude is the attitude: Whether you clinch the listing or not, send a thank-you card. It's like sprinkling gratitude confetti over your client's day, and you may be the only one who's that thoughtful. You're competing from the moment you set the appointment to the time they sign the agreement.
9.  No politics, please. Keep the conversation neutral, like Switzerland. Avoid political minefields and keep the focus on real estate, not debates.
10. Dress for success: Dress to impress, erring on the side of a tad nicer than your prospects. Striking the perfect balance between professional and approachable attire is key.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/
Turn the 10 points into your pre-appointment checklist. Print it and read it before each listing appointment until your good habits are solidified.
Want more listing presentation coaching? Sign up for Premier Coaching today.

Don't Lose The Listing! Top 10 Must Avoid Silly Mistakes!

Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com

1.  Mortgage Market Trends:

Mortgage rates have risen from 6.6% to 7.4% over the past two months due to a challenging bond market affected by strong job growth and rising inflation.

The odds of Fed rate cuts at upcoming FOMC meetings have shifted. A rate cut in June is effectively priced out, and the probability of a rate cut in July is now 50/50.

Remember that over 30% of transactions are cash. If your buyers are financing, there are many ways to buy down rates, lock in an advantageous 30-year fixed rate, or refinance later.


HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/

2.  Builder Incentives:

Builders offer various incentives to attract buyers, including closing cost contributions, design center credits, and lowered interest rates through in-house mortgage companies or preferred lenders.

If you don't know what your local builders offer, you're not doing your job as a real estate professional. More than 30% of today's available homes for sale are being built right now.

Take this week to deep-dive into your local, new construction market.  Visit the model homes, learn about incentives, and use that knowledge to connect with your database via social media, video production, and good old-fashioned calls to your list of past clients and centers of influence.


REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
3.  Inventory Trends:

National inventory has increased 4.5% month over month to 695,000 units, with new listings jumping 16.6% Month over Month. This is encouraging news for buyers. 

Nationally, we are within 20% of pre-pandemic levels of inventory, and some states (like Florida) are already above pre-pandemic levels.

No more excuses for not finding something to sell to your qualified buyers! Some of those buyers are would-be sellers. When was the last time you spoke with folks who said, 'I'd sell, but what would I buy?'


4.  Millennial Homebuyers:

Millennials comprised 38% of total homebuyers in 2023, reclaiming their position as the largest buying group from Baby Boomers.

28% of buyers are first-time buyers, proving that even 7%+ rates aren't stopping them.


5.  Home Purchase Sentiment Index (HPSI):
Fannie Mae's HPSI declined slightly in March, driven by higher mortgage rate expectations. However, the percentage of people who perceive it as a good time to buy rose to its highest level in 9 months, indicating potential adaptation to mortgage rates around 7%.


What to do this week:

Join Premier Coaching. Go to your DAILY, semi-private coaching sessions to polish your skills, boost your production, and be surrounded by like-minded superstars like you.

Use the talking points from today's show to make more connections. How many conversations are you having daily about real estate? Calls, videos, coffee with past clients, meet-ups, and clubs are all easy ways to show you're a knowledgeable professional. Don't be a 'secret agent'.

Tour your local, new construction and understand builder incentives.

How To (Dramatically) Increase Your Average Sales Price

Download our free app to listen on your phone