If You List You Last!

### Podcast Episode 28: If You List You Last

#### Introduction
- Host: Bob Mangold, the Listing Coach
- Episode: 28 of the If You List You Last podcast
- Acknowledgements: Thanks for sharing, listening, and downloading

#### Recap from Last Week
- Topic: Setting the foundation for your business
- Focus: Developing the business you want, not dictated by the company or market
- Example: Leveraging eXp Realty’s global presence for work-vacations

#### Main Discussion
- **Business and Life Integration:**
  - Plan business around your life
  - Maximize tax-deductible opportunities during work-vacations
- **Increasing Revenue:**
  - **Focus on Listings:**
    - Listing agents vs. buyer agents: efficiency and profitability
    - Strategy: 21 listings/year to make $250,000 with 210 hours of work
  - **Market Share:**
    - Becoming the "mayor" of your community
    - Importance of putting pictures on signs
- **Systematic Prospecting:**
  - Daily goal: Talk to 10 potential sellers or referral partners
  - Building targeted databases
  - Circle prospecting for open houses
- **Leveraging Referral Partners:**
  - Building relationships with divorce attorneys, estate planners, etc.
  - Adding 100 new people to your database monthly
- **Marketing Strategies:**
  - Frequency of online presence
  - Use of Facebook, Instagram, and Google Network ads
  - Email campaigns: newsletters and hot deals
- **Growing Revenue:**
  - Strategic partnerships and database hacking
  - Acquiring real estate and agents for overrides

#### Mortgage Market Update
- Recent economic data: Inflation, Producer Price Index, CPI
- Current mortgage rates: ~7.5%
- Common misconceptions about conventional loans
- Importance of educating clients about loan options
- Economic trends: slowing economy, consumer spending down, delinquencies up

#### Consumer Insights
- Understanding inflation impacts: Housing and insurance costs
- Rent dynamics: Renewing leases vs. new leases
- Owner's Equivalent Rent and its impact on inflation statistics

#### Practical Tips for Agents
- **Content Creation:**
  - Educating clients on loan types and market conditions
  - Building expertise and gaining views
- **Prospecting and Marketing:**
  - Systematic approach to contacting potential clients and referral partners
  - Importance of consistent and frequent marketing efforts

#### Closing Remarks
- Invitation to join the Real Estate Asset Advisors Facebook group
- Announcements of upcoming training classes on Facebook Live or YouTube Live
- Encouragement to download Bob's book for more detailed strategies
- Reminder: If you list, you last and make more money

#### Call to Action
- Engage with the podcast community
- Implement discussed strategies to grow your real estate business
- Plan and systematize your business for consistent and recurring revenue

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
• Episode focus: Real estate success stories, current market insights, and foundational business strategies.

Success Stories

• Chicagoland Agent Success: 652 attendees at an open house, showcasing the effectiveness of the Home Boss listing process.
• Boston Agent Achievement: Sold a property for $239,000 over expected value with a quick cash offer.

Market Insights

• Despite media portrayal, the market has opportunities.
• Real estate transactions are active with successful listings being a common occurrence.

Business Strategy Breakdown

• Previous episode recap: Three stages of a real estate business - building foundation, growth, and wealth.
• Focus on building a solid foundation to foster growth and personal wealth.
• Encouragement to join the Real Estate Asset Advisors Facebook group for further discussion and sharing.

Economic Indicators

• Mortgage market update: Producer Price Index and Core CPI show increasing costs, indicating inflation pressures.
• University of Michigan Consumer Sentiment Report shows a drop, reflecting consumer pessimism which may impact home sales.

Five Key Steps for Building a Business Foundation

1. Business Model Independence: Create a model that generates cash flow without continuous personal effort.
2. Build a Database of Likely Sellers: Manage a robust database to actively engage potential sellers.
3. Develop a Referral Network: Establish a local, national, and global network to enhance business through referrals.
4. Establish Value Propositions: Clearly define and communicate the unique benefits your services offer.
5. Implement Systems for Multiple Revenue Streams: Utilize systems that allow earning from various sources within each transaction.

Closing Remarks

• Reminder of the importance of business foundation for future growth.
• Invitation to connect on the bi-weekly Elevate Business Briefings and to utilize resources like the Home Boss process.

Engagement and Resources

• Encourages listeners to engage with the podcast through the Facebook group and check out additional resources for deeper understanding and implementation of discussed strategies.

Next Episode Teaser

• Continuation of in-depth business strategies to enhance real estate success.

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.
• Episode: #26
• Duration of the podcast: Six months
• Gratitude expressed to listeners for downloading and sharing.

Main Topic: Three Stages of a Real Estate Business

• Stage 1: Building Your Business
  • Create a business model that doesn’t rely solely on yourself.
  • Build a database of potential sellers, not buyers.
  • Develop a local, national, and global referral network.
  • Establish unique value propositions to differentiate yourself.
  • Create systems to generate income from multiple streams in each transaction.
• Stage 2: Growing Your Revenue
  • Focus on gaining market share through listings in specific areas.
  • Utilize social media and online systems to grow the business using your database.
  • Expand your Rolodex of referral partners (CPAs, insurance agents, etc.).
  • Increase the number of people who know you by conducting open houses.
  • Develop strategies to encourage potential clients to raise their hands and express interest.
• Stage 3: Building Your Wealth
  • Manage systems to ensure CRM and ads are running smoothly.
  • Use cash flow to accumulate assets.
  • Invest in real estate to grow assets and secure tax benefits.
  • Create strategies to protect wealth and minimize taxes.

Market Update:

• Mortgage market shows signs of improvement, but no drastic changes expected.
• Fed interest rates may increase due to inflation and job market slowdown.
• Government criticized for manipulating job numbers; actual data from ADP indicates job losses.

Additional Resources:

• Facebook group: Real Estate Asset Advisors for scripts, presentations, and free materials.
• Bi-weekly Elevate Business Briefings on Wednesdays at 1 pm Eastern Time.
• Book download at ifyoulistyoulast.com for detailed information on the Home Boss process.

Conclusion:

• Wrap up and encouragement to focus on building and adjusting the business.
• Sign-off 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 25: Transformative Journey of a Former Teacher Turned Top Real Estate Agent

• Introduction:
  • Host: Bob Mangold, known as the listing coach.
  • Episode features: Interview with Alexis, a successful real estate agent from Southern California.
• Alexis’ Background and Achievements:
  • Former teacher in Japan, transitioned to real estate at age 26.
  • In four years, became a $20 million per year producer and built a team of 32 agents.
• Episode Highlights:
  • Alexis shares her journey from teaching to dominating in real estate.
  • Insights into overcoming challenges and rapidly advancing in a competitive industry.
  • Strategies for building and leading a successful real estate team.
• Key Discussion Points:
  • Importance of continuous learning and adaptation in the real estate market.
  • Effective strategies for personal and team success in real estate.
  • Alexis' approach to niche markets, particularly luxury homes.
• Additional Resources:
  • Join the Real Estate Asset Advisors Facebook group for ongoing discussions and resources.
  • Bi-weekly "Elevate Business Briefings" for real estate professionals.
  • Access to pre-release content of Bob's book through the podcast’s website.
• Conclusion:
  • Encouragement to attend training sessions and actively participate in learning opportunities.
  • Reminder of the podcast's core message and community engagement encouragement.

Takeaway:
This episode provides valuable insights into the transformative potential within the real estate industry, illustrating how dedication, continuous learning, and strategic thinking can lead to substantial success.

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 Episode Summary: "If You List, You Last" with Bob Mangold

• Introduction:
  • Host: Bob Mangold, also known as the listing coach.
  • Episode 24 focuses on updates from Robert, dubbed the "Traveling Listing Agent," covering his experiences listing properties while traveling across the lower half of the U.S. in the past three months.
• Main Content:
  • Robert discusses managing large open houses (125-200 attendees), maintaining his prospecting and listing appointments, and his overall results and insights.
  • Discussion includes techniques for working with readily available opportunities ("low hanging fruit") in real estate.
  • Bob emphasizes the importance of the Real Estate Asset Advisors Facebook group for community interaction and updates, especially regarding recent challenges in the mortgage market due to rising interest rates and inflation.
• Market Insights:
  • Bob provides a historical perspective on mortgage rates, suggesting that despite current increases, rates are still within a "normal" range historically.
  • He highlights the discrepancy between median income growth and housing price increases since 2004, underscoring the challenge of affordability while also pointing out the wealth-building potential of homeownership.
• Robert's Traveling Experience:
  • Describes the logistics and benefits of managing real estate activities remotely, particularly using Zoom for listing appointments.
  • Shares the personal enrichment of traveling and working simultaneously, and the effectiveness of using advanced technology like Starlink for internet access on the go.
• Professional Insights:
  • Discussion on the advantages of not being "geographically handcuffed" to a market area, enabling flexibility in how and where real estate agents operate.
  • Encouragement for real estate agents to think outside the box and use technology to enhance efficiency and client interaction.
• Call to Action:
  • Bob urges listeners to join their Facebook group for more interactive discussions and learning opportunities.
• Closing Remarks:
  • Preview of future topics and an invitation for listeners to suggest subjects for discussion.
  • Reminder of the podcast’s goal to help real estate agents focus on consumer needs and become agents of change in financial futures.

Takeaway: The episode highlights innovative strategies in real estate that leverage technology and mobility to meet changing market demands and personal lifestyle goals, demonstrating that traditional practices can be adapted for greater flexibility and effectiveness.

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**:

   - Bob Mangold introduces the episode and emphasizes the importance of pivoting towards listings in real estate. Beyond the NAR commission lawsuit, there are compelling reasons to build a business around listings.

 Encourages joining the Facebook group for discussion and sharing topic requests.

 **Mortgage Market Update**:

   - Discusses the negative impact of the previous week on the mortgage bond market and interest rates.

   - Introduces Eddie Yardeni's perspective on normalizing current interest rates.

   - Highlights upcoming inflation information and its potential impact on the market.

 **Interest Rates and Financial Strategies**:

   - Suggests shifting the conversation from interest rates to the actual interest dollars paid.

   - Mentions creating a new buyer's presentation focused on real estate commissions and interest rates.

 **The Job Market and Inflation**:

   - Analyzes the recent jobs report, noting the increase in part-time jobs due to high cost of living and inflation.

   - Discusses the impact of rising gas prices on the decision to buy a house.

 1. **The Role of Listing Agents vs. Buyer's Agents**:

   - Differentiates between the roles, highlighting the control and benefits of being a listing agent.

   - Addresses compensation and the impact of being the "employer" in the transaction process.

 2. **Building Market Share and Brand Recognition**:

   - Explains how listings contribute to brand recognition and market presence.

   - Warns against taking overpriced listings due to negative impacts on reputation.

 3. **Credibility and Referral Business**:

   - Discusses how successful listings increase credibility and referral business.

   - Shares strategies for increasing referrals from both buyers and sellers.

 4. **Income Planning and Anticipation**:

    - Describes how listings allow for better income planning and cash flow management.

 5. **Leveraging Listings for More Transactions**:

    - Explains the "one into five" strategy, aiming to generate multiple transactions from a single listing.

 6. **Marketing and Control Over Income**:

    - Emphasizes the control over compensation and the advantages of focusing on listings for marketing efficiency.

 7. **Lifestyle Benefits of Being a Listing Agent**:

    - Highlights the lifestyle and financial benefits of being a listing agent, including control over work-life balance and income.

 8. **Conclusion**:

    - Reiterates the value of focusing on listings for control over one's real estate business and personal life.

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
• Episode Theme: Understanding the mortgage shopping process and its impact on clients

Main Content:

1. Understanding Mortgages:
   • Importance for agents to understand mortgages to serve clients better
   • Impact of the NARA Commission lawsuit on providing value through knowledge
2. Join the Conversation:
   • Invitation to join the Real Estate Asset Advisors Facebook group for discussions and feedback
3. Mortgage Market Update:
   • Significance of the upcoming jobs report and its influence on the mortgage market
   • Interest rate trends and advice on locking in rates
4. Client Guidance:
   • Importance of agents knowing the mortgage process to advise clients
   • Questions clients should ask lenders and misconceptions about mortgage rates
5. Mortgage Broker Advantage:
   • Benefits of working with a mortgage broker for rate shopping
   • Special considerations for clients with substantial assets in specific banks
6. Interest Rates Misconceptions:
   • Explanation of how mortgage rates and costs work
   • Importance of focusing on total interest paid rather than chasing the lowest rate
7. EquityMax Program:
   • A program designed to reduce total interest paid and accelerate mortgage payoff
   • How agents can provide value by understanding and explaining these concepts
8. Closing Efficiency vs. Lowest Rate:
   • The significance of closing on time over getting the lowest possible rate
   • The reliability and performance of lenders matter more than the lowest rates
9. Rate and Estimate Variability:
   • Explanation of daily rate changes and the inaccuracies of initial estimates
   • The importance of accurate credit scores and verifying income for loan approval
10. Financial Strategy:
    • Strategies for managing debt and down payments for better financial outcomes
    • Encouraging discussions on effective mortgage management and financial planning

Conclusion:

• Importance of agent knowledge in the mortgage process for client value
• Invitation to attend business briefings for more insights
• Reminder of the role of real estate agents in guiding clients through the mortgage process

Call to Action:

• Visit www.ElevateBusinessBriefings.com for more information
• Encouragement to share the podcast and feedback

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:

• Episode 21 of the "If You List You Last" podcast.
• Focus on dispelling lies and myths propagated by the media about the NAR settlement.
• Encouragement for real estate professionals to educate their networks and use social media to spread accurate information.

Key Sections and Bullet Points:

Mortgage Market Update:

• Discussion on current trends in interest rates, fluctuating in the high sixes to low sevens.
• Examination of how the NAR settlement impacts the mortgage industry, especially regarding Fannie Mae, Freddie Mac, and VA loans.

Dispelling Myths about the NAR Settlement:
Bob Mangold breaks down seven major misconceptions being spread by the media:

1. Commission Reduction Requirement:
   • Clarification that there's no mandate for agents to reduce their commissions as a result of the settlement.
2. Prohibition on Seller's Commission Offers:
   • Debunking the myth that sellers are prohibited from offering commission to buyer's agents.
3. Seller's Financial Burden Relief:
   • Explanation that sellers still have financial responsibilities, including possible agent fees.
4. Impact on Housing Prices:
   • Discussion on why the settlement won't significantly affect housing prices, emphasizing the role of supply and demand.
5. Buyer Representation and Fee Negotiation:
   • Insight into how buyers have always had the ability to negotiate fees, but now there's a greater emphasis on transparency.
6. Myth of Settlement Favoring Buyers:
   • Argument against the notion that the settlement significantly advantages buyers over sellers or agents.
7. Lawyer's Fees and Real Estate Industry Impact:
   • Critique of the legal fees awarded through the settlement and the hypocrisy of claims against agent commissions.

Conclusion and Call to Action:

• Bob Mangold urges real estate professionals to proactively combat misinformation by creating content that educates consumers about the real effects of the NAR settlement.
• Encouragement to maintain focus on listings and the advantages it brings to real estate agents.

This episode is designed to provide real estate professionals with the knowledge and tools needed to address concerns and questions arising from the NAR settlement, emphasizing the importance of clear communication and education in navigating the changing landscape of real estate transactions.

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

This podcast is  episode 20 from the "If You List You Last" series covers reactions and strategies following the recent NAR settlement, with a focus on its implications for real estate professionals. Here's a summary of the key points and advice shared:

Introduction to the Episode:

• This episode diverts from the planned topic due to the recent NAR settlement, focusing instead on its impact on real estate professionals.

Understanding the NAR Settlement:

• The settlement doesn't end commissions but changes how they're presented and negotiated.
• Misrepresentations and misunderstandings about the settlement's implications are addressed.
• The settlement's core changes involve MLS listings and commission transparency.

Five Key Actions for Real Estate Professionals:

1. Understand Why We Get Paid:
   • Emphasizes the importance of understanding the liability real estate professionals assume, which justifies their commissions.
2. Explain the Settlement to Consumers:
   • Clarifies that the settlement doesn't prohibit commission but changes how it's disclosed and negotiated.
   • Encourages transparency with consumers regarding how commissions work.
3. Understand and Adapt to the Buyer Broker Form:
   • Advises getting familiar with new forms and processes resulting from the settlement.
   • Highlights the importance of being transparent about commissions and fees.
4. Develop Your Value Proposition:
   • Stresses the need for real estate professionals to articulate their unique value to clients, especially in a more transparent market.
5. Embrace the Change and Continue Working:
   • Encourages professionals to adapt to the new regulations without fear.
   • Suggests that this is an opportunity for innovation and improved transparency in the industry.

Concluding Thoughts:

• The episode concludes with optimism about the future of real estate, emphasizing the benefits of transparency and the opportunity to clearly articulate value to consumers.
• The speaker believes that the changes could lead to a healthier, more competitive market and better relationships with clients.

Throughout the episode, the speaker encourages real estate professionals to view the NAR settlement not as a setback but as an opportunity to refine their business practices, improve transparency, and better articulate their value to clients.

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 to Episode 19:
  • Host: Bob Mangold, the listing coach
  • Podcast: If You List You Last Podcast
  • Focus: Stop Wasting time on unmotivated sellers (and buyers)
  • Reminder: Join the Real Estate Asset Advisors Facebook group for discussions
• Mortgage Market Update:
  • Update on core inflation numbers impacting interest rates
  • Stochastic event affecting mortgage-backed securities and interest rates
  • The increase in interest rates is expected, potentially up to 7.5% in the next 30-45 days
  • Importance of considering a client’s entire debt mix, not just mortgage interest rates
• On Handling Unmotivated Sellers:
  • The significance of identifying and differently handling unmotivated sellers
  • Utilizing Zoom for listing presentations to efficiently gauge seller motivation
  • The flawed standard FSBO script and the importance of unique conversation starters
• Marketing Expertise and Valuing Time:
  • Emphasizing the real estate agent's marketing skills and database access over FSBO limitations
  • The book "The Full Fee Agent" highlights the binary perception of agents as friend or foe by potential sellers
  • The criticality of price in selling properties, challenging the notion that location is everything
  • Encouragement to focus on motivated sellers and value one's time and expertise
• Improving Skills and Business Approach:
  • Continuous learning and skill improvement as keys to success in real estate
  • The difference between converting leads into listings and actually selling properties
  • The need for agents to ask the right questions to assess motivation and realistic expectations of sellers
• Closing Remarks:
  • Invitation to the bi-weekly Elevate Business Briefings
  • Introduction to the Home Boss System in the next briefing
  • Availability of a pre-release version of Bob’s book on the "If You List You Last" website
  • Reminder of the podcast’s core message: "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