Todays show is part 3 of 'Lack of Homes For Sale, Stop The Insanity!
These 3 categories we just mentioned should be your #1 focus.
What to say? Scripting consists of 2 elements.
1. Showing your potential seller the facts about the market...
plus:
2. Actually being able to handle the objection (an objection is an unanswered question in the mind of the prospect): 'I'd sell but what will I buy?)
What's your current answer? 
"Yea, I know, it's really hard to find anything, then you have to compete."
(that's not very motivational)
Instead: SCRIPTS for part 1 (show the facts) and part 2 (deal with the objection)
PART 1
(Open with some rapport, use your FORD elements (Family, Occupation, Recreation, Dreams)...(expect them to ask, 'how's real estate?'
"_Bob__, I'm reaching out to all of my friends and clients this week just to share some market news with you so you stay informed. I'm sure you've noticed that there aren't many For Sale signs around right now. 
This means that a great house like yours typically is selling very quickly and not 
just for top dollar but in many cases well over top dollar. Your neighborhood is selling for x% higher than last year and typically in less than _x_ days. What do you think about that?
(listen to answer)
So now that you know that we could likely get at least __ for your home, what does that do to your plans? / Would you like me to prepare a market analysis to see what you could expect to net in today's market?"
Note: Even if they say they're never moving, you can still ask who do they know who could use your help buying or selling real estate?
Note: If they say the predictable: 'Well, that'd be great but where would I move to?'...move on to Part 2 of the script.

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Lack Of Homes For Sale, Stop The Insanity! (Part 3)

Real Estate Coaching Radio (and training) is the nation's #1 daily podcast for real estate professionals of all experience levels. If you are becoming a real estate agent (REALTOR) and starting your real estate career or a seasoned professional you will love this show. Real Estate Coaching Radio is hosted by celebrated real estate coaches, and best-selling authors of their book, HARRIS Rules, Tim and Julie Harris. Listen now and be ready for the no B.S., fluff Free, how-to make money now info you have been looking for. Real Estate Coaching (and training) Radio is the daily go-to podcast for all things real estate training and coaching. You will learn real estate scripts, real estate listing presentations, and how to generate real estate leads. Other popular topics are Real Estate Market News, Real Estate Market Predictions, Real Estate Market Trends, Real Estate Lead Generation. New real estate agents and seasoned pros will benefit from the market-tested real estate coaching and training offered by Tim and Julie Harris. For over 2 decades, Tim and Julie Harris Real Estate Coaching and training have been the proven go-to resource for real estate agents who are ready to go to the next level. Recognized by The Motley Fool, Inman News, Google (and countless others) as one of the most influential podcasts in real estate. Tim and Julie Harris are proudly partnered with EXP Realty.

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Your Monthly, Quarterly, or Seasonal Center of Influence and Past Client Suggested Event Schedule…
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
Note: There are several categories of events: events you create, promote, and manage yourself, events that you can sponsor, which are created by others, and smaller get-togethers with select groups from your list.
1 January:  Happy New Year Party –or- a How To Winterize Your Home video message.  If you’re having a blizzard where you live, make a video about preparedness, emergency systems, where to get the best snowblower, etc.
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
2 February:  Use Red Hot candies for a pop-by gift, ‘It might be cold outside, but the market is red hot!’  Or ‘I love referral business!’  Using heart candy or heart candles. You can use these for doorknocking, lead follow-up, open house giveaways, and at the closing table.  Bring them to new build reps and ask for their resale referrals.
3 Spring:  Tax time, free CMAs, and closing statements to last year’s clients. You can do one video email offering an updated market analysis and follow up with phone contact.
4 Spring: ‘Buy or Sell With me / Adopt A Pet For Free’ promotion.  Work with your ASPCA or local shelter for a specific format. They often promote this to you with press releases or events like PetSmart adoption days.  Promote your event via video sent to your database, individual phone calls to invite your people, and of course, post on social media.  Note: Press releases are easy to get published. This is the type of event that gets a lot of media attention.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
5 May:  Memorial Day Parades, especially if you’re in a military or historic town.  Participate in existing parades, and give out candy water bottles or American flags.  Create a Facebook live session or a video about VA loans and how they work.  Doorknock your neighborhood and doorknock prior to your open houses with red, white, and blue candy and flags.
6 June: Paper ‘n Pancakes Paper Shredding Party! Rent a shredding truck and a pancake food truck and host a shredding party at your office or at an events center or clubhouse. This has a surprising turnout and doesn’t cost much!
7 Summer Tornado / Hurricane / Fire season.  After a disaster, host a donation drive. You can do this doorknocking, or ask people to drop donations at your office or home office.  Get good press for this through your local papers and TV stations.
8 Summer / Fall:  Work with the American Red Cross for a blood drive. They’ll bring the BloodMobile to your location and even prospect for you so you have maximum turnout.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

How to make your CRM into a Money Machine (Actual Plan)

You know you need to communicate regularly and systematically with your Past Clients and your Sphere of Influence, but how do you go about it? Today, we'll help you sketch out your plan so you can polish it further once you're a Premier Coaching client.
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
1. CALL your database regularly. Your ideal daily schedule (created by you when you follow the Real Estate Treasure Map) calls for adding a daily number of contacts to your database. Five per day is easily accomplished, so start there and do more if possible!
2. Make it a Daily Standard.  Take the total number of people in your database and divide by 20.  This tells you how many you should call per day in order to make contact with everyone every month.  20 is the number of business days in each 30-day period.  If that number is too big, then divide by 40 or 60 so you can contact everyone every 60 or 90 days.  You can contact using the auto dialer or simply call your database until you make the required contacts daily on your own.
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
3. Use KV Core plus ‘Making it Rain’ if you have it, Follow Up Boss, or Contactually to email your database regularly. None of these are expensive, and when you’re with EXP, you get KVCore for free. We said electronic communication is unreliable and should never be your only means of communication, so remember this is in addition to calling, not instead of calling!
4. Send specific videos to your database emails.  This can range from market report videos to just listed, just sold, or ‘wanted’… your home for my motivated buyers.  The list is endless. We have done many podcasts for you on this topic.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
5. Use Facebook, Pinterest, Instagram, and other social media as a supplement, not as a spoke.  Friend your past clients; be supportive but not stalker-y.  Remember, this is a support item, not a stand-alone spoke.
6. Decide which client appreciation events you will commit to and perfect.  Decide if these will be monthly, quarterly, or yearly.  More on that coming up!  This will be on tomorrow’s podcast and is included in Premier Coaching.
7. Learn and use the F-O-R-D memory jogger for your conversations… Family / Occupation / Recreation / Dreams.  These topics frame your conversations and make it much easier for you to ask for business in a natural, conversational manner.  It keeps your ego at bay and makes the discussion all about them.  Real estate will come up on its own, and you’ll always remember to ask: ‘Who do you know who could use my help buying or selling real estate?’
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/

How To Make Your CRM Into MONEY PRINTING MACHINE! (Part 2)

Real Estate Agents: This is Why Your  Listing Hasn't Sold!  Today, we'll discuss the six specific reasons (yes, PRICE is one of them) that are probably causing your listing to sit on the market.
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
FACT: Homes are either selling immediately or sitting on the market for 30, 60, or even 90 days. Don't let your listing expire, and don't get fired.  Be the listing agent when it SELLS.
Before we examine all of the factors, let's keep it real. Of course, price is the one thing that overcomes ALL of the underlying reasons a listing isn't selling. However, the fastest way to get yourself fired from the listing is to always make it all about price.
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
No seller ever wants to hear the phrase, 'Time to lower your price'! Let's take a look at the big picture first. (For Premier coaching clients, the Listing Evaluation is included in your coaching program.)  
To get your Listing Evaluation Tool, sign up for Premier Coaching today by visiting PremierCoaching.com. It's free and takes only a few minutes—you can do that while you listen!
6 Factors that Make a Home Sell... Rate each of these on a scale of 1-10, and you'll know where you need to do the work to get it sold. A perfect score is 60, but if your listing isn't selling, it's not likely to score that high.  
1.     Condition.  When there is little competition and more buyers than sellers to go around, conditions matter less.  As more listing inventory arrives on the market, especially if any of it is new construction, the pressure increases to present your listing in its best light.  Even if you're the only home for sale in the MLS code, you owe it to your sellers to help them stage it to get the best results.  They'll sell faster and for more money.  Rate your listing's condition on a scale of 1-10.
What makes your condition rating low?  Any or all of the following, and we won't even be super gross here...We are SURE you'll have more to add based on your showing experience and listing experience!
-Questionable smells, or possibly worse: unidentifiable smells.  
-Identifiable but gross: cat pee, dog poo, curry, cigarette, or cigar smoke.
*Invest in an air ionizer from Amazon or remove the carpet/furniture, etc, that's causing the odor. Stop waiting for a buyer who loves the smell of cat pee or doesn't notice the smoke odor.
-Bugs.     -Mold or mildew in the bathrooms, kitchen, or basement.
-Rodents/rodent droppings.    -Dirty floors.    -Clutter-covered countertops.    
-Crusty-looking appliances.
-Dirty window screens.    -Terrible or boring curb appeal.     -Dead grass.    -Weeds
-Green pool.    (And the list goes on.  Refer to the Proven Home Selling System if you're a Premier Coaching client for the 'How to prepare my home' guide).
Note: price will overcome the condition every time.
Get involved in Premier Coaching at PremierCoaching.com for the full Listing Evaluation and more coaching about using it!

How To Make Your CRM Into MONEY PRINTING MACHINE!

Real Estate Agents: This is Why Your Listing Hasn't Sold! Today, we'll discuss the six specific reasons (yes, PRICE is one of them) that are probably causing your listing to sit on the market.
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
FACT: Homes are either selling immediately or sitting on the market for 30, 60, or even 90 days. Don't let your listing expire, and don't get fired. Be the listing agent when it SELLS.
Before we examine all of the factors, let's keep it real. Of course, price is the one thing that overcomes ALL of the underlying reasons a listing isn't selling. However, the fastest way to get yourself fired from the listing is to always make it all about price.
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
No seller ever wants to hear the phrase, 'Time to lower your price'! Let's take a look at the big picture first. (For Premier coaching clients, the Listing Evaluation is included in your coaching program.)  
To get your Listing Evaluation Tool, sign up for Premier Coaching today by visiting PremierCoaching.com. It's free and takes only a few minutes—you can do that while you listen!
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
6 Factors that Make a Home Sell... Rate each of these on a scale of 1-10, and you'll know where you need to do the work to get it sold. A perfect score is 60, but if your listing isn't selling, it's not likely to score that high.  
1.   Condition. When there is little competition and more buyers than sellers to go around, conditions matter less. As more listing inventory arrives on the market, especially if any of it is new construction, the pressure increases to present your listing in its best light. Even if you're the only home for sale in the MLS code, you owe it to your sellers to help them stage it to get the best results. They'll sell faster and for more money. Rate your listing's condition on a scale of 1-10.
Ready to become an EXPIRED Listing Agent? As promised, here is the discount link for the EXPIRED LISTING LEADS: https://www.redx.com/affiliate/tim-and-julie-harris/
What makes your condition rating low? Any or all of the following, and we won't even be super gross here...We are SURE you'll have more to add based on your showing experience and listing experience!
-Questionable smells, or possibly worse: unidentifiable smells.  
-Identifiable but gross: cat pee, dog poo, curry, cigarette, or cigar smoke.
*Invest in an air ionizer from Amazon or remove the carpet/furniture, etc, that's causing the odor. Stop waiting for a buyer who loves the smell of cat pee or doesn't notice the smoke odor.
-Bugs.   -Mold or mildew in the bathrooms, kitchen, or basement.
-Rodents/rodent droppings.  -Dirty floors.  -Clutter-covered countertops.   
-Crusty-looking appliances.
-Dirty window screens.  -Terrible or boring curb appeal.   -Dead grass.  -Weeds
-Green pool.  (And the list goes on. Refer to the Proven Home Selling System if you're a Premier Coaching client for the 'How to prepare my home' guide).
Note: price will overcome the condition every time.

PLEASE HELP! My Real Estate Listing Isn't Selling, What Do I Do?

Ladies and gentlemen, welcome to this week's: Ask Tim and Julie Harris anything! Many of the questions submitted this week were regarding buyer agency, the commission sharing settlement and the fear that NAR sold members out. Get ready, today, we're diving deep into the wild world of the National Association of REALTORS® (NAR) proposed settlement.
Question 1: "Does The Settlement Leave REALTORS® Hanging, Did NAR Leave Agents Out To Dry?"
Welcome back to America's #1 Daily Podcast,  featuring America's #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris?  Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
IMPORTANT: Join #1 Real Estate Coaches Tim and Julie Harris's Premier Coaching now for FREE. Included is a DAILY Coaching Session with a HARRIS Certified Coach. Proven and tested lead generation, systems, and scripts designed for this market. Instant FREE Access Now: YES, Enroll Me NOW In Premier Coaching https://premiercoaching.com
Answer: NO, Matter of fact nearly every member of NAR (REALTOR®s) are covered by this propsed settlement. Yep, you heard that right! Over 1 million NAR members, state associations, local MLSs, and brokerages with a residential transaction volume of $2 billion or less in 2022 are off the hook for any terrifying liability claims related to broker commissions.
Question 2: "My (Big Name Broker) Isn't Part Of The Settlement, Rumors Are Swirling We Might Have To Close Shop..Did NAR Sacrifice My Broker Just Because We Closed Over 2 Billion In 2022? What Happened?"
HUGE Announcement: You will love this! Looking for the full outline from today's presentation? Our DAILY Newsletter featured lead generation systems, real estate scripts, daily success plans and (YES) the notes or today's show. Best part? The newsletter is free! https://harrisrealestatedaily.com/
Answer: The reality is that the proposed settlement DOES exclude brokers who did more than 2 billion in volume. And the unfortunate fact is that not all of these 'big brokers' will survive. Most real estate brokerages (big and small) operate on low to NO margin. They make no or virtually no profit from the actual real estate transactions. Their profit comes from mortgage and title. Now, let's set the record straight. NAR fought tooth and nail to include as many folks as possible in this release. While some big dogs didn't make the cut, they're not exactly crying in their coffee. In fact, many are sitting pretty, with thousands of their independent contractor agents getting a get-out-of-jail-free card.
Partial list of excluded brokerages: Home Services of America, World Properties, LLC; Douglas Elliman, Inc.; Douglas Elliman Realty, LLC; eXp Realty, LLC; eXp World Holdings, Inc.; Hanna Holdings, Inc.; HomeSmart International, LLC; Howard Hanna Real Estate Services; Realty ONE Group, Inc.; Redfin Corporation; United Real Estate; and Weichert, REALTORS®.
Question 3: " Why Did President Biden and Major Media State That NAR Dictates the Commission Rates....Why Did They Say That Commissions Are Set at 6% When Everyone Knows That Isn't True?"

Lack Of Homes For Sale, Stop The Insanity! (Part 3)

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