If You List You Last!

Welcome to the "If You List, You Last Podcast" with Bob Mangold, the Listing Coach. In this episode, Bob shares valuable insights on how real estate agents can pivot to become a listings-only business. He discusses the importance of focusing on sellers, identifies different potential listing sources, and provides strategies for effective communication.

Key Topics Covered:

• The four pillars of building a listing and referral-focused business.
• Targeting potential listing sources, including For Sale By Owners (FSBOs), canceled, and expired listings.
• Identifying ideal clients and market areas for efficiency.
• Crafting a compelling value proposition for sellers.
• Why you should never compromise on overpriced listings.
• The power of Home Boss in delivering value and results to clients.
• The importance of effective communication and role-playing in your approach.
• Avoiding the negotiation game on commission fees.
• Creating an avatar for your perfect listing client.
• Opportunities for listing agents in mid to large markets.If you're a real estate agent looking to take your career to the next level and focus on listings, this episode is a must-listen. Also, if you're interested in working directly with Bob in the real estate business, schedule a call at www.BrainstormWithBob.com. 

Subscribe to the podcast and share it with fellow real estate professionals to help them succeed in their careers. Thank you for listening and for your continued support!

Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

Podcast Description: "If You List, You Last" with Bob Mangold

Episode Title:

"Business Checkup: Self-Scoring Your Real Estate Success"

Episode Overview:

In this week’s episode of If You List, You Last, Bob Mangold, the Listing Coach, walks you through a comprehensive real estate business checkup. Use this episode as a guide to evaluate whether you're operating a thriving business or merely running a job. By the end, you'll have a detailed to-do list for elevating your business in 2025.

Key Takeaways:

1. The Business Checkup Overview:

• A self-assessment quiz covering 50 critical areas of your real estate business.
• Assign yourself a score (0-10) on processes, strategies, and marketing efforts.
• Complete the online evaluation at www.homebosslistinghub.com for a personalized action plan.

2. Core Focus Areas for Success:

• Market Expertise: Identify neighborhoods with high turnover, track top incoming markets, and build agent referral networks.
• Database Management: CRM systems, lead nurturing, and follow-up strategies.
• Referrals: Build robust local and national referral networks.
• Online Branding: Optimize your online presence, post consistently, and leverage AI for content creation.
• Advertising & Lead Generation: Implement diverse advertising strategies and lead funnels.
• Operations & Administration: Streamline workflows, time block effectively, and delegate tasks.

3. Quiz Highlights:

• Score yourself on essential systems like:
  • Business plans, CRM, lead nurturing, referral generation, and branding.
  • Social media, blogging, advertising, and content creation strategies.
  • Conversion-focused listing presentations and circle prospecting.

Actionable Steps:

• Take the Assessment Online: Visit www.homebosslistinghub.com.
• Join the Conversation: Share thoughts in the Real Estate Asset Advisor Facebook Group.
• Schedule a Call: After completing the quiz, discuss your results and next steps with Bob Mangold.

Quote of the Episode:

"The difference between having a real estate job and a thriving business lies in your systems, strategies, and branding. If you list, you last!"

Join Us Next Week:

Discover actionable tips for transforming your business into a predictable income powerhouse.

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

Introduction

• Host: Bob Mangold, the Listing Coach.
• Podcast: If You List, You Last.
• Purpose: Share strategies for building a better real estate business.
• Highlight: Introduction of the EquityMAX Annual Review Strategy as a New Year’s gift to agents.
• Reminder: Join the Real Estate Asset Advisor Facebook group and connect at www.bobmangold.com.

Overview of EquityMAX Annual Review Strategy

• What is EquityMAX?
  • Proprietary software and process for debt elimination.
  • Helps clients pay off personal debts and mortgages in 7-10 years.
  • Redirects previous debt payments toward retirement savings.
  • Goal: Debt-free clients with $1M in cash over 30 years.
• Why Use This Strategy?
  • Positions agents as trusted advisors.
  • Potential to generate more clients in January than the rest of the year.
  • Focuses on managing clients' primary asset—their home.
  • Builds long-term relationships and generates referrals.

Implementation Steps

1. Schedule 25 In-Person Meetings
   • Target: Hot leads, past clients, sphere of influence, referral partners.
   • Focus on discussing debt elimination, asset management, and financial planning.
2. Approach Clients as Trusted Advisors
   • Similar to CPAs or financial planners managing portfolios.
   • Provide expertise on debt management and home value growth.
   • Position as a long-term partner in financial success.
3. Build Relationships and Referrals
   • Example questions:
     • “Who do you know that wants to be debt-free in 7-10 years?”
   • Provide free planning sessions for referred clients.
   • Encourage clients to text referrals on your behalf.

Execution Details

• Conversation Framework:
  • Annual review of debt, cash flow, home value, and credit score.
  • Create urgency by offering limited appointment slots.
  • Reassure clients even if they haven’t implemented the previous year’s plan.
• Data Gathering for Meetings:
  • Request:
    • Free credit reports (or perform a soft pull).
    • Last mortgage statement.
    • Homeowner’s insurance declaration page.
    • Property tax bills.
  • Identify opportunities for savings (e.g., refinancing, insurance quotes).
• Analysis:
  • Determine current home value, equity growth, and debt reduction.
  • Discuss long-term equity and opportunities for leveraging it (e.g., upgrades, new homes, investments).

Impact and Benefits

• Client Benefits:
  • Save hundreds of thousands in interest payments.
  • Build equity faster and achieve financial goals.
• Agent Benefits:
  • Generate additional transactions and referrals.
  • Establish a pipeline of future clients.
  • Enhance reputation as a knowledgeable, trusted advisor.

Examples and Case Studies

• Scenario 1:
  • Clients reduced debt from $58K to $20K and gained unexpected equity.
  • Refinancing converted non-tax-deductible debt into deductible mortgage debt, saving $1,400/month.
• Scenario 2:
  • Annual reviews revealed untapped opportunities, ensuring repeat business and referrals.
  • Prepared clients for future moves or investments by managing cash flow effectively.

Strategic Insights

• Short-Term Focus:
  • Target FSBOs, expired listings, flippers, seniors, divorces for immediate transactions.
• Long-Term Focus:
  • Build relationships for future business and consistent pipeline growth.
• M

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

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.

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

**Meeting Summary: Real Estate Listings Strategy**

**Key Takeaways on Listings vs. Buyers**
- **Listings Are Key to Success:**
  - Listings should be the cornerstone of a real estate business because they offer higher efficiency and income potential.
  - A single listing can generate multiple transactions: one listing can result in buyers, referrals, and future leads.
  - The belief that "buyers are easier to work with than sellers" is a common misconception in real estate.

- **Why Focus on Listings?**
  - Listings allow for more control, flexibility, and scalability.
  - Listings lead to higher visibility, brand credibility, and market share.

 **Strategies for Maximizing Listings**
  - Aim for five transactions from each listing using strategies like open houses, circle prospecting, and marketing campaigns.
  - Continue lead generation efforts even 90 days after a sale.

- **Daily Activities for Listing Success:**
  - Prioritize lead generation (calls, networking, open houses, door-knocking).
  - Approach open houses with the intent to generate more listings, not just attract buyers.
  - Door-knocking around listings to find additional sellers.

- **Mindset and Language:**
  - Shift from identifying as a "buyer’s agent" to a "real estate professional."
  - Use language that reflects confidence and a focus on listings.

**Overcoming Fear and Limiting Beliefs**
- **Industry Misguidance:**
  - Many agents are told they aren’t ready for listings early in their careers, leading to hesitation.
  - Fear of not selling the house or pricing it incorrectly holds agents back.

- **Handling Rejection:**
  - Rejection is a natural part of growth; agents must learn from defeats and stay persistent.

**Practical Tips and Scripts**
- **Scripts for Success:**
  - Examples include direct approaches like:
    - "We have buyers interested in this neighborhood; are you considering selling?"
    - "I can bring buyers and help you get more money for your property—can we talk?"
  
- **Lead Generation Through FSBOs:**
  - Knock on doors instead of cold-calling FSBOs.
  - Offer to host open houses or broker opens to build rapport with sellers.

- **Setting Realistic Expectations:**
  - Educate sellers on pricing strategies to avoid overpricing and long market times.
  - Present yourself as a problem-solver who sells homes, not just lists them.

- **Value-Driven Approach:**
  - Focus on demonstrating a strong process that emphasizes price optimization, quick sales, and reduced hassle for the seller.

- **Team and Brokerage Support:**
  - Being part of a supportive brokerage or team can boost confidence and provide valuable resources.

**Motivation and Mindset**
- **Urgency as a Motivator:**
  - Success often comes from operating with a sense of urgency and determination.
  - Creating personal goals or "desperation" (e.g., vision boards) can drive consistent action.
**Conclusion**
- **Be Different by Mastering the Basics:**
  - Avoid overemphasis on marketing gimmicks; focus on mastering fundamental activities.
  - Listings are about delivering value.

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

Introduction

• Host Bob Mangold welcomes listeners to If You List, You Last episode 53.
• Follow-up to last week’s "Building a Recession-Proof Business" topic.
• Importance of REO (Real Estate Owned) as part of a recession-proof business.
• Encouragement to join the Real Estate Asset Advisor Facebook group for discussions and resources.

Main Topics

1. Why Listings are Key
   • Listings offer time freedom and a scalable lifestyle.
   • Contrast between listings and working with buyers in terms of time investment and profitability.
   • Success story: Robert’s ability to manage multiple listings while traveling 70% of the time.
2. The Power of Efficient Processes
   • Leveraging Zoom for listing presentations since 2020.
   • Steps to streamline paperwork and close deals faster using tools like DocuSign.
   • Focus on selling realistic and well-priced listings.
3. Effective Prospecting Strategies
   • Key groups to target: FSBOs (For Sale By Owners), expired listings, pre-foreclosures, and attorneys.
   • Robert’s 10-hour weekly prospecting routine.
   • The importance of multiple touches: calls, texts, and emails.
4. Why You Need a Strong Vendor Network
   • Being a resource for clients: painters, plumbers, and contractors.
   • The value of offering solutions for home repairs or junk removal to speed up the sales process.
   • Building referral networks with vendors and fostering long-term partnerships.
5. The Business of Real Estate
   • Treating your career like a business by tracking and measuring key metrics.
   • Understanding conversion rates from calls to listings.
   • How efficiency and tracking lead to scalable success.

Tips and Insights

• Pattern-interrupt strategies for connecting with prospects.
• The value of maintaining consistent follow-up to nurture leads.
• Advice for handling unmotivated or overpriced sellers.

Wrap-Up

• Listings generate more business from buyers, investors, and other sellers.
• The importance of working smarter, not harder, to achieve financial freedom.
• A reminder to treat real estate as a business, not just a job.

Resources and Closing

• Visit bobmangold.com to schedule a consultation.
• Final thought: "If You List, You Last."

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

Episode Highlights:

• 🎉 One-Year Anniversary Special: Celebrating one year of If You List, You Last podcast!
• 📉 2024 Housing Market Outlook: Lowest transaction levels since 1995.
• 💡 Key Topics: Mortgage market update, inflation’s impact on interest rates, and recession-proofing your real estate business.

Mortgage Market Update:

• 🔎 Why interest rates are rising despite the Fed lowering rates.
• 📊 The role of inflation and mortgage-backed securities in driving rates.
• 🏠 Impact of rising rates on housing prices and buyer behavior.

Recession-Proofing Your Real Estate Business:

• 8 Key Questions: Discover niches like senior housing, probate, investors, and military relocations.
• 5 Mistakes Agents Make: From neglecting databases to avoiding marketing investments.
• $10,000/Hour Activities: Building referral networks, creating targeted Facebook groups, and leveraging ISAs.
• 🛠 Systems & Strategies: Focus on building databases, branding, and sustainable business practices.

Are You a Real Estate Entrepreneur?

• 👷 Agent Types: Identify if you’re a hobbyist, hamster-wheel agent, or entrepreneur.
• 🛠 Tools for Success: Learn the 10 processes that simplify real estate growth.

Get Connected:

• Join the conversation on Facebook: Real Estate Asset Advisor Group.
• Visit www.bobmangold.com to schedule a meeting or access resources.

Call to Action:

• ✅ Ready to recession-proof your business?
• 💼 Learn how to work smarter, not harder, and double your closings next year!

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

🔊 Episode 51: "Top Tech & AI Tools for Real Estate Agents: Streamline, Automate, and Elevate Your Business" 🔊

Description:

Welcome back, fellow listing agents! In this episode of If You List, You Last, Bob Mangold dives into the essential tech and AI tools every real estate agent should be using to boost productivity, enhance client engagement, and simplify transactions. Bob covers tools for every part of the real estate process, from CRM and lead management to marketing, content creation, and even AI-powered solutions.

Key Highlights:

1. CRM & Lead Management: Stay organized and on top of follow-ups with tools like KV Core, LionDesk, and FollowUpBoss.
2. Property Marketing & Content Creation: Use Canva for graphic design, BombBomb for personalized video emails, and Loom for screen-recorded tutorials.
3. Transaction & Document Management: Dotloop and DocuSign for seamless, digital paperwork management.
4. Open House Management: Capture and follow up on leads with OpenHome Pro or Curb Hero.
5. Market Insights: RPR for mini property reports and Palm Agent 1 for quick financial insights.
6. Social Media Scheduling: Tools like Simple Social Posting and Labcoat Agent Marketing Center to stay consistent and professional online.
7. AI-Powered Tools: ChatGPT for content creation, Descript for video editing, and Roof AI for automated lead responses.
8. Virtual Staging: Style to Design to make listings more attractive and help buyers visualize the property.

Takeaways:

• Explore These Tools: Find the tech tools that suit your workflow, and remember—the best tool is the one you’ll actually use.
• Community & Resources: Join the Real Estate Asset Advisor Facebook Group and check out resources on bobmangold.com.

Closing Message

Embrace tech and AI to make your business more efficient and profitable. Remember, if you list, you last! See you next week!

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

🔊 Episode 50: "The Power of Listings: Build a Real Estate Business, Not Just a Living" 🔊

Description:

Welcome back, fellow listing agents! In Episode 50, Bob Mangold shares powerful, straightforward insights for those ready to level up in real estate. Today’s focus is on why building a listing-focused business is essential to your long-term success, and why relying solely on buyers can keep you from achieving the financial freedom you’re looking for.

Key Topics Covered:

• Living vs. Business:
  • Living: Chasing closings and inconsistent income, typical of working only with buyers.
  • Business: Establishing systems and processes through listings, creating consistent income and more control over your time.
• Top 10 Strategies for Becoming a Dominant Listing Agent:
  • Differentiate Yourself: Establish unique processes to stand out.
  • Know Your Market: Leverage local knowledge and data to convey expertise.
  • Focus on Seller Needs: Address what sellers value most—speed, net profit, and reduced hassle.
  • Create a Unique Selling Proposition: Develop a listing process that solves sellers’ problems and delivers high value.
  • Offer Seller Options: Provide multiple selling solutions, including cash offers and repair programs.
  • Address Commission Objections: Frame commission as compensation that delivers real value through your process.
  • Let the Market Set the Price: Avoid setting a list price; use market demand to drive a higher selling price.
  • Provide Proof of Results: Show real examples of how your process maximizes sales.
  • Build an Open House System: Drive buyer competition through structured, highly effective open house strategies.
  • Maximize Each Listing: Aim for 3-5 transactions per listing with proactive follow-up and lead capture.
• Mindset Shift: Recognize the difference between having a real estate "job" vs. a sustainable real estate "business." A listing-focused approach is essential for a better lifestyle and reliable cash flow.

Takeaways:

• Resources & Training: Check out Bob’s website, bobmangold.com, for courses and insights on implementing a listing-focused strategy.
• Facebook Group: Join the Real Estate Asset Advisor Facebook group to connect and share your thoughts with other agents.

Closing Message:
Think about these strategies, explore the resources, and take the steps necessary to build a real estate business that lasts. Remember—if you list, you last!

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com

Episode 49: "33 Lead Generation Ideas for Real Estate Agents: Online & Offline Strategies for a Tough Market" 🔊

Description:

Welcome, fellow listing agents! Join Bob Mangold, the Listing Coach, in Episode 49 of the If You List, You Lastpodcast. This week, we dive into 33 actionable lead generation strategies to elevate your real estate game—even in a tough market. Whether you're just starting out or looking to boost your current tactics, these unique and often underrated methods are here to get more deals in your pipeline.

Episode Highlights:

• Mortgage Market Update: Why are interest rates climbing despite Fed rate cuts? Learn about the October interest rate spike and how government budget cycles influence mortgage rates.
• 33 Lead Generation Ideas:
  • Optimize Your Website: Tips for enhancing your local SEO and content strategies.
  • Social Media & Video Marketing: How to leverage Facebook, Instagram, and YouTube ads to stay top-of-mind.
  • Community & Networking: Explore hosting virtual open houses, attending local events, and creating neighborhood-focused content.
  • AI & Automation: Use AI tools like ChatGPT to automate blog posts, social media, and lead nurturing emails.
  • Offline Tactics: Traditional but effective strategies like door hangers, postcards, and client appreciation events.
  • Special Tips for New Agents: Partner with experienced agents, attend investor meetups, or start as an assistant.

Takeaways & Resources:

• Join the Conversation: Share your thoughts, comments, and questions in our Real Estate Asset AdvisorFacebook group.
• Stay Consistent & Creative: Experiment with different lead generation ideas and see what resonates with your market.

Whether you're doubling down on digital strategies or taking it back to basics with offline methods, the key is consistency. Get started on these ideas today and build momentum in your business. See you next time, and remember—if you list, you last!

I’ve written a new book, that listeners can download for free!  The title of the book is: The BOSS...An AI Machine That Can Run Any Real Estate Business While The Agent Is Out Selling Homes. 

Who should read the book? Any agent that finds their marketing stops when they get busy, their database sits untouched, and follow-up depends on their memory. This guide shows how AI can keep the business-building work moving behind the scenes. Download it and see how experienced agents are using AI behind the scenes to earn more while working less! 

You can grab it now at www.TheAIBossBlueprint.com