If You List You Last Podcast

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.

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

**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!

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

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.

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

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.

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

• 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

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

- **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."

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

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.”

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

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."

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

HERE IS THE LINK TO THE DOCUMENTS AND VIDEOS I REFENCE IN THE PODCAST https://exptoolkit.com/sellers

- Welcome message

- Explanation of today's call being open to all real estate agents, not just Real Estate Asset Advisor and Home Boss members

 **Overview:**

 - Importance of real estate agents working together due to upcoming changes on August 17th

- Mention of the call's purpose: clarity on buyer's agent compensation and listing agreements

 **Key Points:**

 1. **State and MLS Differences:**

   - Importance of checking with brokers and MLS as guidelines vary

   - Different MLSs within states have varying guidelines, fines, and penalties

 2. **EXP Forms and Guidelines:**

   - EXP's detailed forms as a model recommended by the Consumer Federation of America

   - Importance of following EXP's guidelines and forms to protect against liability

 3. **Buyer's Agent Compensation:**

   - Discussion on how buyer's agent compensation works and the necessity of having a conversation with the seller

   - The concept of seller concessions and how it affects buyer's agent compensation

 4. **Legal and Compliance Issues:**

   - Legal requirements and compliance issues across different states and MLSs

   - Examples of how different states handle these regulations

 5. **New Processes and Paperwork:**

   - Introduction of more paperwork and processes to ensure compliance

   - Importance of having a buyer broker agreement signed before showing properties

 6. **MLS Fines and Penalties:**

   - Potential fines for non-compliance and the impact on brokers and agents

   - Importance of following guidelines to avoid penalties

 7. **Opportunities in the Market:**

   - Emphasis on finding opportunities in chaos and change

   - Examples of recent market opportunities and the importance of staying informed

 8. **Home Boss Program:**

   - Home Boss members' specific guidelines and benefits

   - Importance of familiarizing with Home Boss forms and processes

 9. **Open Houses and Buyer Broker Agreements:**

   - Exemptions for open houses and the need for buyer broker agreements for subsequent showings

 **Additional Tips and Advice:**

 - Importance of thoroughness and getting everything in writing

- Recommendations for educating oneself and staying updated with MLS and broker guidelines

- Encouragement to attend relevant classes and seminars for further understanding

 **Closing Remarks:**

- Summary of key points discussed

- Encouragement to review documents and guidelines

- Final words on the importance of adapting to changes and finding opportunities in the new market conditions

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

Introduction

• Discussing common objections and strategies in rural real estate markets.
• Emphasis on the importance of tracking demographics and strategic partnerships.

Section 1: Rural Market Challenges

• Objection: Low population density and lack of investor interest.
• Solution: Partner with agents in high-population areas (e.g., San Francisco).
• Strategy: Use LinkedIn and Facebook to build referral networks.

Section 2: Tracking Demographics and Market Shifts

• Observation: Increase in buyers from urban areas looking for vacation homes or retirement properties.
• Action Plan: Start tracking demographics to identify trends and opportunities.

Section 3: Building Referral Networks

• Recommendation: Reach out to agents in urban areas for potential buyers.
• Communication: Use email, LinkedIn, and Facebook to connect with agents.
• Presentation Tip: Include referral networks in your listing presentation to differentiate from other agents.

Section 4: Enhancing Listing Presentations

• Strategy: Show a list of referral agents and highlight the percentage of buyers from urban areas.
• Materials: Use Excel spreadsheets or other visuals to present data.

Section 5: Addressing Commission Negotiation

• Scenario: Sellers negotiating commission rates.
• Response: Clearly state your fees and the value you bring, emphasizing negotiation skills and marketing strategies.

Section 6: Leveraging Professional Networks

• Example: Successful land deal through a referral from a title rep.
• Advice: Build strong relationships with title reps and other professionals.

Section 7: Proving Value Through Process

• Tip: Document and showcase your marketing processes and results.
• Example: Use professional photography to demonstrate the impact on sale prices.

Section 8: Overcoming Objections with Proven Strategies

• Approach: Have a documented process to handle objections and demonstrate results.
• Training: Role-play and practice scripts to respond confidently to objections.

Section 9: Engaging Buyers and Sellers

• Conversation Tip: Explain the benefits of working with you, including your unique marketing strategies.
• Seminars and Workshops: Offer educational sessions to attract and convert leads.

Conclusion

• Encouragement: Real estate is a dynamic field with opportunities for those who differentiate themselves.
• Final Note: Embrace changes and continually refine your strategies to succeed.

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