If You List You Last!

• Introduction
  • Episode 18 of the "If You List, You Last" podcast by Bob Mangold, the listing coach.
  • Appreciation for listener support.
• Main Focus
  • A unique approach to scripting for listing presentations and prospecting, emphasizing the importance of how things are said over what is said.
• Community Engagement
  • Encouragement to join the Real Estate Asset Advisors Facebook group for discussions and topic suggestions.
• Mortgage Market Update
  • Discussion on the impact of interest rates on the real estate market.
  • Explanation of the relationship between inflation, the Consumer Price Index (CPI), Owner's Equivalent Rent (OER), and mortgage interest rates.
  • The misconception of easily refinancing to a lower interest rate in the near future.
• Sales Techniques
  • The significance of asking the right questions during listings and presentations to uncover the client's needs.
  • Strategies for establishing rapport and avoiding sales pressure.
• Listing Presentation Advice
  • Suggestions on conducting effective and efficient listing presentations.
  • The importance of focusing on the seller's needs and avoiding overwhelming them with unnecessary information.
• Client Interaction
  • Tips on communicating with potential clients, setting appointments, and managing expectations.
  • The value of determining a good fit between the agent and the seller.
• Professional Development
  • The role of role-playing in honing sales and presentation skills.
  • Invitation to join bi-weekly Elevate Business Briefings for more insights.
• Resources
  • Links to additional resources for further learning and improvement.

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:
- **Analysis System Recap:** Last episode's focus on agents' time, effort, and money for the best marketing ROI.
- **Marketing Systems:** Discussion on what marketing systems should look like and investment insights.
- **Real Estate Asset Advisors Group:** Invitation to join the Facebook group for sharing, discussions, and accessing documents mentioned.

Mortgage Market Update:
- **Interest Rate Insights:** Recent increases in interest rates affecting buyer qualifications.
- **Economic Observations:** Hiring drops in small to medium-sized businesses, growth in government, healthcare, and leisure sectors.
- **Interest Rate Outlook:** Inflation and interest rate projections.

Recommendations for Listing Agents:
1. **Targeting and Skip Tracing:** Identifying and reaching out to potential sellers through targeted zip codes or subdivisions.
2. **Social Media Strategy:** Utilizing Facebook and Instagram for custom audience ads.
3. **YouTube Ads:** Cost-effective advertising through videos or banner ads.
4. **Circle Prospecting Calls:** Engaging with neighborhoods using effective scripts.
5. **AI Utilization:** Narrowing down potential sellers with AI services.
6. **Direct Mail:** Emphasizing the importance of larger postcards for visibility.
7. **Email Drip Campaigns:** Setting up long-term campaigns with varied content.
8. **BombBomb Video Messages:** Personalized video messages for valuation offers.
9. **Door Knocking:** Personal outreach with valuable information to share.
10. **Sponsoring High School Sports:** Visibility through banners with a unique selling proposition (USP).
11. **Local Facebook Page Creation:** Engaging the community with relevant content.
12. **Neighborhood Garage Sale Promotion:** Organizing and promoting community events.
13. **Area-Specific Videos:** Creating content that highlights local activities and businesses.
14. **Open House Circle Prospecting:** Inviting neighbors and promoting to potential buyers.
15. **Google My Business Profile:** Establishing a local presence for targeted areas.

Marketing Budget Recommendation:
- **Investment Strategy:** Suggests spending 10-15% of Gross Commission Income (GCI) for growth.

#### Final Notes:
- **Expansion Plans:** Looking for motivated agents to build market share with listings in their communities.
- **Resources:** Links to business briefings, strategy calls, and a pre-release version of Bob's book.

Next Steps:
- Join the conversation in the Real Estate Asset Advisors Facebook group.
- For more information, visit [www.elevatebusinessbriefings.com](http://www.elevatebusinessbriefings.com) and [www.brainstormwithbob.com]

*Remember, if you list, you last! Catch you in the next episode for more insights.*

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 16: Maximizing Real Estate Listings Locally - A Tactical Guide by Bob Mangold**

In this episode of "If You List, You Last" podcast, Bob Mangold, the listing coach, delves into tactical approaches for real estate agents to find and secure listings efficiently. This comprehensive guide is a must-watch for agents looking to invest their marketing dollars wisely and increase their listing success rate.

**Key Topics Covered:**

- **Finding Listings Locally:** Learn how to identify areas with the highest listing potential to ensure your marketing efforts yield the best ROI.
- **Market Analysis:** A step-by-step breakdown on analyzing local real estate markets using zip codes, average sales prices, and other critical metrics.
- **Mortgage Market Update:** Insightful discussion on current trends affecting the mortgage market, including the impact of inflation and interest rates on buying behavior.
- **Strategic Marketing:** Tips on targeting your marketing efforts towards areas with high activity and potential for listings.
- **Listing Presentation Strategies:** How to use data and market analysis to enhance your listing presentations and demonstrate your expertise.
- **Making Business Decisions:** Advice on making intelligent business decisions based on market data to focus your efforts and maximize outcomes.

**Why Watch?**

- **Gain Tactical Insights:** Bob shares valuable tactics for targeting marketing efforts to increase listings.
- **Market Analysis Made Simple:** Learn how to analyze market data to identify the best areas for real estate listings.
- **Expert Advice:** Benefit from Bob's experience and strategies to improve your listing success rate.

Join the conversation in our Real Estate Asset Advisors Facebook group, share your thoughts, and let us know if there are topics you'd like covered in future episodes.

**Don't Miss Out:** Subscribe to our channel for more insights on making strategic decisions that boost your real estate business. Remember, in real estate, 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 Summary: Difference Between Lead Generation and Client Attraction

**Introduction**
- Host: Bob Mangold, the listing coach
- Episode Number: 15
- Main Topics: Difference between lead generation and client attraction, expanding market share, and upcoming mortgage market updates.

**Lead Generation vs. Client Attraction**
- **Lead Generation**: Focused on acquiring leads through various strategies.
- **Client Attraction**: Emphasizes attracting clients based on value and expertise.

**Expansion and Strategies**
- Looking for motivated agents to become market leaders.
- Offers seven strategies to overcome obstacles in dominating as a listing agent.

**Mortgage Market Insights**
- Upcoming important dates related to the mortgage market (Consumer Price Index, Mortgage Applications, etc.).
- The impact of these factors on interest rates and the housing market.

**Buy Now, Pay Later (BNPL) Impact**
- 88 million adults use BNPL, affecting the economy and individuals' debt ratios.
- The significance of installment payments and their impact on consumers' financial health.

**Advice for Agents**
- Importance of entering the market now instead of waiting for interest rate drops.
- Utilizing social media and content to educate and attract clients.

**Client Attraction Strategies**
- The role of open houses and role-playing in generating business.
- Emphasizing skills over lead quantity for successful conversions.

**Value Proposition and Persuasion**
- Developing a strong value proposition to differentiate and attract clients.
- The importance of role-playing and practice in improving conversion skills.

**Sales Skills and Communication**
- Shifting from traditional sales tactics to more effective persuasive communication.
- The importance of understanding consumer needs and offering solutions.

**Conclusion**
- Emphasizes skill development, value branding, and focusing on what benefits the customer.
- Encourages agents to identify and articulate their unique value propositions.

**Additional Resources**
- Bi-weekly Elevate Business Briefings and Senior Solution sessions for ongoing learning and skill development.

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

Here's a bullet-point summary of the key points from Bob Mangold's podcast episode titled "The Five Biggest Reasons Most Agents Are Not Taking Listings in Today's Market":

1. **Introduction and Invitation**:
   - Bob encourages joining the Real Estate Asset Advisors Facebook group for discussions, sharing ideas, or asking questions about real estate topics.
   - Offers a no-cost consultation for business help, accessible through www.brainstormwithbob.com.

2. **Mortgage Market Update**:
   - Discusses the importance of understanding the mortgage market due to its impact on the real estate market.
   - Analysis of recent jobs reports and their implications on mortgage rates and market dynamics.
   - Emphasizes the discrepancy in job creation reports and how revised statistics affect interest rates.

3. **Agent's Expertise Expectation**:
   - Highlights the necessity for real estate agents to be knowledgeable about the mortgage market to advise consumers effectively.

4. **Five Reasons Agents Struggle to Take Listings**:
   - **Reason #5**: Lack of unique communication strategies to secure appointments.
   - **Reason #4**: Absence of a strategic listing presentation focused on client benefits rather than the agent's achievements.
   - **Reason #3**: Lack of a targeted database for potential sellers and referral partners.
   - **Reason #2**: Failure to dedicate and manage two productive hours daily for business development.
   - **Reason #1**: Reluctance to engage in role-play exercises to enhance conversational skills and confidence.

5. **Actionable Advice**:
   - Emphasizes the importance of daily conversations with potential sellers or referral partners.
   - Encourages agents to refine their listing presentation to focus on client priorities: maximum sale price, speed of sale, and ease of process.
   - Advises building and utilizing a targeted database to identify and engage potential sellers and valuable referral sources.
   - Stresses the necessity of protecting and effectively using two hours daily for proactive business activities.
   - Highlights the critical role of role-play in overcoming fear of rejection and improving communication skills.

6. **Conclusion and Resources**:
   - Bob Mangold wraps up by reminding listeners of the bi-weekly Elevate Business Briefings and offers additional resources like his book for deeper insights into his Home Boss process for successful listing strategies.

7. **Key Takeaway**: 
   - The episode underlines the significance of strategic actions over mere goal-setting in real estate success, advocating for practical steps and consistent practice to overcome common hurdles in listing acquisition.

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

• Title: Strategies for Successful Real Estate Listings and Overcoming Objections
• Introduction: Bob Mangold, a real estate coach, introduces Episode 13 of "If You List, You Last" podcast. He discusses preparing for listing appointments and handling common objections encountered by agents.
• Proprietary Listing Process: The podcast highlights the unique solutions provided by their proprietary listing process and how agents can effectively respond to objections.
• Real Estate Asset Advisors Community: Encourages joining the Real Estate Asset Advisors Facebook group for further discussion and input on podcast topics.
• Mortgage Market Update: Analysis of recent trends in home sales, foreclosures, and delinquencies. Emphasizes the importance of upcoming reports like Case Shiller, FHFA Housing Price Index, and the JOLTS Report.
• Listing and Objection Handling Tips:
  • Importance of anticipating and addressing objections during presentations.
  • Differentiation between live and Zoom presentations and adjusting accordingly.
  • Importance of making conversations client-focused rather than agent-focused.
  • Effective use of language and terminology, such as replacing 'commission' with 'marketing fee.'
• Presentation Techniques:
  • Advises against overly lengthy presentations and recommends focusing on the process over personal achievements.
  • Emphasis on addressing seller's primary concerns: highest net price, fast sale, minimal headaches.
• Closing Techniques:
  • Guidance on non-aggressive closing techniques.
  • How to address potential objections during the closing phase.
• Additional Resources and Offers:
  • Mention of biweekly Elevate business briefings.
  • Availability of a pre-release version of Bob Mangold's book for further insights into the Home Boss process.

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 week's episode features an inspiring story of a real estate agent who redefines the concept of working remotely. Known as the "Nomad Listing Agent," he successfully manages multiple listings weekly in Southern California while traveling across the country. This unique approach has led to remarkable results at his open houses.

Listeners will be captivated by his journey and the innovative strategies he employs, such as conducting listing appointments via Zoom. This episode also delves into the current mortgage market, highlighting the stability in mortgage-backed securities and the potential impact of new housing data.

Join us for insights on leveraging technology in real estate, efficient systems for open houses, and converting listings into multiple transactions. We also discuss the potential resurgence of REO properties and how agents can prepare for market shifts.

Tune in to our bi-weekly Elevate Business Briefings for more in-depth discussions and strategies. Register at www.elevatebusiness.com. Don't miss this episode, packed with valuable lessons for agents seeking to enhance their business and lifestyle flexibility.

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

IMPORTANT NOTE: Net listings are only legal in CA, TX and FL, 

Episode 12 Recap: Celebrating 12 weeks of the "If You List, You Last" podcast with host Bob Mangold, the Listing Coach.

Topic Focus: In-depth discussion on net listings as a strategy for real estate agents working with sellers on commission negotiations.

Home Boss Listing System: Highlighting the Home Boss system previously discussed in episode two for creating buyer competition and driving sales prices up.

Join the Conversation: Invitation to share thoughts on the Facebook Real Estate Asset Advisors group and join biweekly Elevate Business Briefings.

Resource Offer: Availability of a pre-release version of Bob's book at www.IfYouListYouLast.com. 

Mortgage Industry Insights: Importance of real estate agents understanding financing processes, as highlighted by a mid-2023 survey.

Strategic Advice: Tips for agents to be resources rather than just realtors, with insights into interest rates and their impact on the market.

Net Listing Explained: Detailed explanation of net listings, including advantages, risks, and strategies for using this approach effectively.

Legal and Ethical Considerations: Emphasis on checking with brokers and ensuring clear and proper documentation when engaging in net listings.

Case Study: Real-life example of a successful net listing, demonstrating potential commission gains.

Agent Empowerment: Encouragement for agents to think outside the box and use net listings as a tool to negotiate better commissions.

Interactive Learning: Invitation to join the Facebook group for further discussion or schedule a session with Bob for personalized advice.

To register for the Bi-Weekly Elevate Business Briefings classes, go to: www.ElevateBusinessBriefings.com 

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

In this podcast episode, Bob Mangold discusses a unique home equity line of credit (HELOC) loan program that offers significant financial benefits for homeowners. He emphasizes the importance of focusing on financial activities and shares insights into how credit scores affect mortgage rates. Bob breaks down how this HELOC loan works, illustrating how it can help homeowners pay off their mortgages faster, save on interest, and gain financial flexibility. He also highlights the advantages of using this loan to build wealth through real estate.

If you want to learn more about this unique loan program and its potential benefits, Bob invites you to schedule a call with him to discuss further details and answer any questions you may have.

For more valuable content, visit Bob Mangold's website at www.ifyoulistyourlast.com and stay tuned for the next episode. Don't miss out on this opportunity to enhance your understanding of real estate and wealth creation. Subscribe, like, and share to support the "If You List Your Last" podcast.

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

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

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

I am hiring Listing Agents in the Top 50 markets in the United States. If you are interested in working with me, schedule a call at: www.BrainstormWithBob.com 

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

 Here is the podcast link to get more detailed information on the upcoming FCC lead guidelines: https://www.housingwire.com/podcast/fccs-new-rule-on-selling-leads-will-have-significant-impact-on-real-estate-and-mortgage 

In this episode, we tackle the pressing issue of the retirement savings wealth gap, specifically focusing on Generation X. According to Schroders' 2023 U.S. Retirement Survey, Gen Xers aged 43 to 58 believe they need a substantial $1,112,183 for a comfortable retirement. However, they expect to have just $661,013 saved, leaving a staggering gap of $451,170. This gap surpasses similar shortfalls faced by millennials and baby boomers.

Generation X is unique in that it's the first generation to approach retirement largely without the safety net of a defined benefit pension plan, making their financial situation more precarious. Meanwhile, older homeowners have seen significant wealth increases, primarily through home ownership.

We delve into the pivotal role of homeownership in wealth accumulation. Imagine having the choice between owning a $400,000 asset appreciating at 4% annually or a $700,000 asset with the same growth rate. It seems obvious, right? We explore the financial implications of this decision, running calculations for the next 20 years.

But there's more to the story. We also consider the total costs and benefits of acquiring that additional wealth. Interest rates and home prices have undoubtedly risen, but so has household income. Since 2020, average household income has increased by 12.2%. However, it hasn't kept pace with rising home costs and interest rates.

We make a couple of key assumptions: homeowners likely have significant equity and potentially some debts. We calculate how using equity to pay off debts can improve monthly cash flow, making a bigger mortgage more manageable.

In a conservative scenario, we assume a $400,000 home purchased in 2020, with 5% down, now worth $561,970. After accounting for sales commissions, there's $172,784 for paying down existing debt and a down payment. This can be a game-changer.

Taking the plunge into a larger home comes with a higher mortgage payment, but it's manageable with increased income. The surprise comes in the form of tax savings. A larger mortgage at a higher interest rate increases tax deductions significantly, saving you hundreds each month.

Putting it all together, you could add $657,287 to your equity while boosting your monthly cash flow by $596. Plus, if you pay off your mortgage in just seven years and invest the freed-up money wisely, you could accumulate an extra $801,021.

This episode may seem like a lot to digest, but understanding and explaining these financial strategies is why we created the Real Estate Asset Advisor designation. Join us as we dive deep into the intricacies of building wealth through homeownership. Remember, if you list, you last!

Tune in for an enlightening discussion on securing your financial future through strategic real estate decisions. Don't miss out on this opportunity to gain valuable insights and make informed choices for your financial well-being.

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