If You List You Last!

• SUMMARY:  Host: Bob Mangold, "The Listing Coach."
• Podcast: Episode 48 of the If You List, You’ll Last podcast.
• Focus: Getting involved in the REO (Real Estate Owned) listing market.
• Interviewees: Jerry Stapp and Robert White, both experts in the REO space, sharing insights about the process.

Introduction and Key Points:

• REO Overview: The podcast skips the mortgage market update and focuses on REO listings.
• Expert Insights: Jerry Stapp and Robert White have extensive REO experience, discussing the good, the bad, and the ugly of the REO market.
• Lead Generation Tip: A simple strategy for using HUD-owned homes for lead generation is shared at the end.

Introduction to Experts:

• Jerry: Managed brokers for one of the largest REO lenders with over 20 years of REO experience.
• Robert: Started in real estate in 1986, specializing in REO from an early stage, currently working with over 44 banks.

REO Market Realities:

• REO Myths: Not all REO brokers make huge profits; it’s hard work.
• Foreclosure Market: Foreclosure "floodgates" are not expected like 2008, but some areas may see higher activity than others.
• Consistent Waves: Foreclosures will likely come in waves rather than a tsunami.

Getting into the REO Space:

• Building Relationships: REO is relationship-based, requiring time and effort to build connections.
• Starting Steps:
  • Learn how to evaluate properties (BPOs, cash for keys).
  • Create a marketing strategy that showcases your experience and capabilities.
  • Apply to portals like ResNet, Equator, and Pyramid for BPOs and REO listings.

BPO (Broker Price Opinion) Importance:

• BPOs as a Key Entry Point: BPOs are critical for breaking into the REO space and demonstrating your competence to asset managers.
• Doing it Right: High-quality BPOs build your credibility with asset managers.

Logistics and Challenges in REO:

• Vendor Relationships: Strong relationships with vendors are necessary for managing REO properties.
• Receipts and Reimbursements: Always collect receipts and submit them on time to ensure reimbursement.

REO Listing Process:

• Step-by-Step:
  • Accept the listing and check property occupancy.
  • Report occupancy status quickly (within 24 hours) and handle BPO tasks accordingly.
  • Follow the REO task list strictly to maintain a high score with asset managers.

REO Compensation:

• Typical Fees: Expect 1% to 2.5% per side (listing and buying agent), with some fees going to asset management companies.
• BPO Pay: BPOs typically pay $50-$75, but the real value lies in the opportunity to build relationships.

Additional Lead Generation Tips:

• Use Bank-Owned Properties: Advertise REO listings as "bank-owned" to generate buyer leads.
• HUD Homes and Open Houses: Leverage HUD properties to hold open houses, promoting them with signs and advertising to attract leads.

Preparing for the REO Market:

• Marketing Materials: Create a professional resume and marketing plan that demonstrates your ability to handle REO listings.
• Events and Certifications: Attend events like Five Star and NADP, and get certified in REO processes.

Building Your Database:

• Use Open Houses to Build a Buyer Base: Bank-owned open houses attract significant traffic, which can be turned into future business.
• Good Neighbor Next Door Program: A HUD program offering 50% off home prices for qualifying buyers (e.g., firefighters

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 47: Using Cash Offers to Get More Listings
Host: Bob Mangold, The Listing Coach
Guest: Danielle Ruiz, Zoom Casa
Podcast: If You List, You Last

In this episode, Bob Mangold dives into the use of cash offers to secure more listings. Bob is joined by Danielle Ruiz from Zoom Casa to discuss the good, the bad, and the advantages of cash offers in today’s real estate market.

Timestamps:

• Introduction & Podcast Overview
  Bob introduces the podcast, thanks listeners, and invites them to join the Real Estate Asset Advisor Facebook group. He also announces they're looking for high-performance agents to grow their listing businesses.
• Mortgage Market Update
  Analysis of the recent BLS jobs report, market disruptions, interest rates, and its impact on consumers.
• Cash Offers in Real Estate
  Danielle Ruiz introduces Zoom Casa’s cash offer program and discusses why cash offers aren’t a one-size-fits-all solution. They cover how the program benefits sellers and agents.
• Ideal Scenarios for Cash Offers
  How cash offers can help families, probate situations, pre-foreclosures, and homeowners needing a quick sale.
• How the Zoom Casa Program Works
  Step-by-step explanation of how Zoom Casa buys properties for full appraised value and provides sellers with flexibility.
• Real-Life Example: Financial Benefits of Cash Offers
  A detailed breakdown of how a seller benefits from receiving a cash offer, advancing funds, and selling for a higher price.
• Commission Structure for Agents
  Discussion on how agents can earn commissions on both transactions and the flexibility in Zoom Casa’s structure for real estate agents.
• Benefits of Pre-Appraising Homes
  Why agents should appraise homes before listing them and how this protects both sellers and agents in securing better deals.
• The Flexibility of Cash Offers
  Further insights into how cash offers provide sellers with flexibility and agents with opportunities to solve client problems.
• Danielle’s Contact Information & Conclusion
  Danielle shares her contact details and the different ways to reach her. 
• Danielle Ruiz [email protected]
• Bob wraps up the podcast by encouraging listeners to reach out for more information.

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

1. Intro & Thank You:

• Almost a year of the If You List, You Last podcast!
• Thanks for listening, sharing, and downloading.

2. Key Topic: Avoiding Costly Phrases in Listings

• Learn how simple phrases can cost homeowners up to 8.5% of their equity.
• Phrases like "price to sell," "motivated seller," and others can negatively impact sales.
• Tips on how to avoid these mistakes and protect your clients’ equity.

3. Market Update:

• Quick mortgage market overview:
  • Interest rates between 6% to 6.25%.
  • FHA rates as low as 5.25%.
• Upcoming Fed meeting and its potential impact on the market.
• How current global events, such as hurricanes, strikes, and wars, might affect the real estate market.

4. Research & Data Insights:

• Realtor.com study: How certain words in property descriptions impact pricing.
• Learn about market statistics across various cities and how they affect home sale prices.
• Examples of how these phrases can cause significant price reductions (e.g., up to $57K in Little Rock).

5. Pro Tips for Agents:

• Research listings with specific phrases in your MLS and use them in your listing presentations.
• Show clients how avoiding these phrases can help them save money.
• Be the expert in your market by backing up your claims with data.

6. Conclusion:

• Recap: Stop using phrases that devalue listings.
• Focus on smart pricing and being a resource for sellers.
• Remember: “If you list, you last.”

📢 Join the Conversation!

• Join the Real Estate Asset Advisor Facebook group to share thoughts, ask questions, and get involved in discussions.

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 45: Pricing Listings for Today’s Market - If You List, You Last Podcast**

**Intro:**

- Welcome from Bob Mangold, the Listing Coach

- Topic: Properly pricing listings in today's market

- Join the conversation on the **Real Estate Asset Advisor Facebook Group**

- Opportunities for high-performance agents to grow listing agencies with marketing support

**Mortgage Market Update:**

- Fed cut interest rates by 50 basis points

- Impact on short-term vs. long-term rates and mortgage market

- Yield curve steepening, benefits for ARMs (Adjustable-Rate Mortgages)

- Forecast: Mortgage rates may decrease in the next 60-90 days

**Inflation & Mortgage Rates:**

- Fed confident inflation is under control, further rate cuts expected

- Projected interest rates: 5.75% by year-end

- Economic forecast: Unemployment may rise, potentially lowering mortgage rates

**Buyer’s Agent Commission Discussion:**

- August 17th changes and agent uncertainty

- Importance of hiring professionals in real estate

- Examples of buyers facing challenges without agent representation

**Pricing Your Listings to Sell:**

- Current market conditions: More inventory but not at pre-pandemic levels

- Impact of elections, consumer debt, and rising credit card debt

- New home builders offering incentives, competing with resales

- Key strategy: Price listings to sell, considering market conditions

**Tips for Agents:**

- Conduct deep-dive market analysis by zip code and property reports

- Encourage sellers to handle repairs and upgrades using services like Curbio

- Importance of professional photography and staging

- Build a network of local agents and market listings in areas where people are moving from (e.g., California to Texas)

**Closing Advice:**

- Don't reduce Buyer's Agent Commissions; it can hurt the deal

- Teach sellers how buyer’s agent commissions work and why it benefits them

- Final takeaway: If you list, you last!

**Join the Conversation:**

- Connect in the **Real Estate Asset Advisor Facebook Group**

- Weekly real estate updates, tips, and more!

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

Welcome to Episode 44 of the "If You List, You Last" podcast with Bob Mangold! In this episode, Bob discusses a game-changing topic:

• Why Old-Fashioned Teams & Brokerages Will Go Broke in 24 Months: Discover the critical factors that will impact the real estate industry in the coming years and why traditional business models are failing.
• Key Mortgage Market Update: Bob shares the latest mortgage and interest rate insights, including auction reports and inflation data.
• Industry Facts & Studies: Learn about the eye-opening data from Housing Wire and Account Tech that reveal why 80% of real estate businesses will become unprofitable.
• The Next-Gen Team Model: Bob introduces a revolutionary approach to running real estate teams without the traditional overhead, leading to more control and efficiency.

Bonus: Join the Real Estate Asset Advisor Facebook group to participate in the conversation and explore business-building opportunities in California, Arizona, Texas, and more.

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

Welcome to Episode 43 of the "If You List, You Last" podcast, hosted by Bob Mangold! In this episode, we dive into key topics for listing agents:

• Targeting Seniors & Reverse Mortgages: Learn how to leverage reverse mortgages as a financial tool for senior clients, a rapidly growing market.
• Important Stats: Did you know 65% of all listings in 2022 came from clients over 55? Find out why understanding senior demographics is crucial for your business.
• Market Update: Bob shares an in-depth breakdown of job creation stats and how they affect interest rates and the housing market.
• Reverse Mortgage Myths: Clear up common misconceptions and position yourself as a trusted advisor.
• Seniors' Emotional Transitions: Tips on handling emotional situations with empathy and clarity.

Bonus: Join the Real Estate Asset Advisor Facebook group to connect with fellow agents, ask questions, and explore high-performance opportunities in California, Arizona, Texas, and more.

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

• Welcome & Episode Info:
  • Host: Bob Mangold, the Listing Coach.
  • Episode: 42 of the "If You List, You Last" podcast.
  • Topic: Personal branding – its importance and how to build it.
  • Reminder: Join the Facebook group "Real Estate Asset Advisors" for discussions.

Recruiting High-Performance Agents

• Target Regions: California, Arizona, Florida, Texas, Illinois, and Kansas.
• Opportunity: Interested in starting and growing a listing agency.
• Support: Marketing and infrastructure investment with no overrides or royalties.

Mortgage Market Update

• PCE Data:
  • Headline rose 0.15% in July, year-over-year inflation at 2.5%.
  • Core rate inflation remained at 2.6%.
  • Impact: Inflation moderating, aligning with the Fed's target.
  • Mortgage Rates: Potential drop below 6% by the end of the year.
• Existing Home Sales:
  • Sales rose 1.3% in July, median home price at $423,000.
  • Inventory slightly increased, with the market still stagnant.

Personal Branding Overview

• Misconception: Personal branding is not just social media.
• Importance: Engage with your audience, showcase expertise, be personable.
• Strategy:
  • Post content and engage with the audience.
  • Social media is a conversation – interact, don't just post.

Content Creation Tips

• Content Types:
  • Market updates, industry insights, behind-the-scenes content.
  • Client testimonials, personal stories, educational content.
  • Use tools like ChatGPT for research and content creation.
• Research:
  • Use Google and YouTube to find trending topics.
  • Focus on educating the consumer.

Community Involvement

• Branding Beyond Social Media:
  • Be known in your community through sponsorships and partnerships.
  • Consistency is key: Regularly post content to build trust.

Website Importance

• Shocking Statistic: 74% of real estate agents don't have their own website.
• Website Content:
  • Should be educational, geographically specific, and mobile-optimized.
  • Incorporate blogging for SEO and lead generation.
  • Use ChatGPT for content optimization.

Video Content & Distribution

• Video Ideas:
  • Market updates, property tours, educational videos.
  • Client testimonials and personal stories.
• Distribution:
  • Use platforms like TikTok, Instagram, Facebook, and LinkedIn.
  • Leverage tools like Simple Social Posting software.

Offline Networking

• Networking Groups:
  • Start your own if needed, use platforms like Meetup.
  • Sponsor local events, volunteer, and speak at community events.

Measuring Branding Success

• Engagement: Look for growth in followers, engagement, and business results.
• Regular Review: Consistently update and improve branding elements.
• Handling Negative Feedback:
  • Respond professionally, not defensively.
  • Understand that negative feedback is inevitable.

Final Thoughts

• Personal Branding: It's an ongoing process that requires time, planning, and consistency.
• Tools: Utilize tools like Descript for content creation and editing.
• Continuous Improvement: Keep evolving and improving your brand.

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

- **Host**: Bob Mangold, the Listing Coach
- **Podcast Title**: *If You List, You Last*
- **Episode**: 41

### Episode Highlights
- **Industry Resilience**: Discusses the recent disruption in buyer's agent compensation and the resilience of the real estate industry.
- **Open House Observations**: Bob visited eight open houses to gather feedback from agents directly interacting with consumers.
- **Market Insights**: Analysis of current mortgage markets, jobless claims, and predictions on interest rate movements.

### Key Takeaways
- **Feedback from the Field**: 
  - Agents' experiences with buyer apprehensions due to misinformation from media.
  - Varied levels of preparedness among agents to handle new industry changes.
- **Training and Education**:
  - Importance of educating buyers on new compensation structures.
  - The necessity for agents to develop a strong value proposition.
  - Encouragement for agents to attend training classes to better navigate the changes.

### Actionable Advice
- **Engage with the Market**: Start conversations with clients about the current market and upcoming changes.
- **Prepare for Change**: Develop and practice a buyer’s presentation to confidently explain industry changes.
- **Stay Informed and Educated**: Attend training sessions, join Facebook groups like Real Estate Asset Advisor, and stay updated with reliable sources.

### Conclusion
- **Industry Outlook**: Despite challenges, opportunities remain for those who adapt and focus on building a strong listing business.
- **Next Steps**: Focus on listing strategies and ensure you're prepared to navigate the current real estate landscape.

### Call to Action
- **Join the Conversation**: Participate in the Real Estate Asset Advisor Facebook group for discussions, training links, and more insights.
- **Prepare for the Future**: Keep honing your skills and strategies to succeed in a rapidly changing industry.
- **Reminder**: "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 40: Strategies for Securing Buyer Broker Agreements

Introduction:

• Welcome to Episode 40 of the If You List You Last podcast with Bob Mangold, the Listing Coach.
• Gratitude for the growing audience and engagement.
• Discussion focus: Conversations and strategies for getting your buyer broker agreements signed.

Key Takeaways:

1. Mindset Shift:
   • Approach the buyer broker agreement confidently; it’s business as usual for experienced agents.
   • Importance of improving your skills and presentations.
2. Four Essential Buyer Broker Conversations:
   • Tailor conversations to different personalities and value propositions.
   • Customize and practice scripts to sound natural and conversational.
3. Mortgage Market Update:
   • Interest rates are decreasing, which will influence the real estate market.
   • Impact of upcoming jobless numbers revision on mortgage rates.
4. Understanding Buyer Broker Agreements:
   • Clarification that the paperwork, disclosures, and conversations have changed, but the core remains the same.
   • The importance of explaining the benefits of these agreements to clients confidently.
5. Addressing Common Misconceptions:
   • Why sellers not offering buyer agent compensation is a bad idea.
   • How not offering compensation limits traffic, competition, and ultimately the sale price of a home.
   • Importance of explaining the risks of dual agency and the potential for legal issues.
6. Buyer Conversations:
   • Scripts for explaining buyer representation, including legal obligations and the benefits of having an agent.
   • Different ways to structure your commission, including percentage-based or flat fees.
   • Addressing concerns about the new legal requirements and how it protects buyers.
7. Value Proposition and Liability:
   • Emphasizing the liability agents take on and why this justifies their commission.
   • The importance of educating buyers on the value you bring to the table, including helping them save on long-term costs.
8. Innovative Compensation Strategies:
   • Introducing an hourly fee model as an alternative to traditional commission-based compensation.
   • How this model can make your work more efficient and respected by clients.

Conclusion:

• The real estate market will adapt, and it’s essential to stay informed and prepared.
• Encouragement to join the Real Estate Asset Advisor Facebook group for continued discussions.
• Reminder: “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 Overview:

• Podcast Name: If You List, You Last
• Host: Bob Mangold, The Listing Coach
• Episode Number: 39
• Topic: Upcoming changes to buyer's compensation and listing language
• Content: Second part of a training class for Bob's team

Key Points:

• Changes to Compensation:
  • Discussion on the imminent changes to buyer’s compensation and listing language.
  • Advice to consult with brokers and local MLS for specific guidelines.
• Training & Resources:
  • Links to documents and videos mentioned during the training provided in the podcast notes.
  • Encouragement to join the Real Estate Asset Advisor Facebook group for ongoing discussions.
• MLS & Legal Considerations:
  • Each MLS may have different rules—check with your local MLS.
  • Importance of transparency in real estate transactions.
  • Guidance on handling buyer broker agreements, especially under the new regulations.

Tips for Agents:

• Documentation: Ensure all agreements are in writing.
• Communication: Stay informed by attending events like NAR Town Halls or company meetings.
• Negotiation: Strategies for managing buyer concessions and listing competition.

Final Thoughts:

• Adaptation: Emphasis on the importance of being prepared for these changes.
• Education: Recommendation to thoroughly understand your state's guidelines and educate clients accordingly.

Call to Action:

• Facebook Group: Join the Real Estate Asset Advisor group for further discussion.
• Podcast Notes: Review the provided resources and documents.
• Broker/MLS Consultation: Always check with your broker and local MLS for the most accurate information.

Reminder: "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