Maverick Agent Conversations

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Seller concessions can change more than the purchase price. Bart Gurley and Larry G Smith discuss closing costs, permanent rate buydowns and cash to close—and why a buyer's decision should not depend on a promised refinance.

In this episode:
• Use local market evidence to frame a negotiation.
• Separate price from eligible seller-paid closing costs.
• Work with the lender to compare buydown costs and monthly payments.
• Keep the buyer's cash needs and longer-term goals in view.
• Explain financing options without forecasting future interest rates.

This week's practice: Ask the lender to compare the buyer's payment, cash to close and upfront buydown costs across realistic options. Talk through the tradeoffs with the buyer.

Try the Frisco Maverick Pro Market Advisor free:
https://markets.maverickrealtynetwork.com/?market=frisco
The August 2026 snapshot shows sales at 95.3% of original list price (4.7% below original ask). This market average is not a guaranteed discount or a measure of seller-paid closing costs. Source: NTREIS / Matrix via Market Advisor, captured October 1, 2026; a saved monthly snapshot.

Watch this episode: https://youtu.be/IlbVpwa4M8c
New episodes Thursdays at 8 a.m. Central.

Recorded September 30, 2026. Market figures and financing quotes are examples from the conversation, not current offers or guaranteed results. Seller contribution limits and eligible uses depend on the loan and transaction; confirm with the lender. Compare upfront buydown costs with alternatives and expected holding period. Future refinancing is not guaranteed.

Helpful references:
https://guide-selling.fanniemae.com/sel/b3-4.1-02/interested-party-contributions-ipcs
https://www.consumerfinance.gov/ask-cfpb/how-should-i-use-lender-credits-and-points-also-called-discount-points-en-136/

Get the free Buyer Decision & Affordability Checklist:
https://www.maverickrealtynetwork.com/resources/buyer-decision

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

A lower price and seller concessions can still leave a buyer uncomfortable with the monthly payment. What does honest advice look like when the best next step may be to wait?

Bart Gurley and Larry G Smith discuss a first-time buyer story, the tradeoffs between price and terms, and why protecting the client matters more than getting the deal across the line.

In this episode:
• Price, monthly payment and cash to close are different parts of the decision.
• Raise affordability concerns calmly and work with the buyer’s lender.
• Give your advice while leaving the decision with the client.
• Use local market context without promising an outcome.

This week’s practice: Before the next buyer offer, discuss price, monthly payment, cash to close and potential costs after purchase. Ask which tradeoff concerns the buyer most.

Bring the part of your business you want to improve and see whether the partnership fits.

Recorded September 23, 2026. Market figures, costs and financing details are examples from the conversation, not universal benchmarks or promises. Confirm current local data and borrower-specific figures with the appropriate professionals.

Get the free Buyer Priorities Alignment Worksheet:
https://www.maverickrealtynetwork.com/resources/buyer-priorities

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

A shorter commute or the same schools? Two people buying one home may be working toward very different outcomes.

Bart Gurley and Larry Smith discuss the questions that help real estate agents understand every decision maker before scheduling showings. Larry's buyer story illustrates why it matters to hear from both people, while Bart explains the cost of skipping that step and the value of a consistent process.

You'll hear:
- Learn each person's story, vision and needs.
- Include every decision maker in conversations and correspondence.
- Reconcile competing priorities before moving into showings.
- Follow a repeatable process even when motivation is low.

This week's practice:
Before scheduling your next buyer tour, ask each decision maker what a successful move looks like. Reflect back the shared priorities and any differences.

Follow the show: https://www.buzzsprout.com/337925/follow
Watch this episode: https://www.youtube.com/watch?v=Z0AkICPIG0A
Explore Maverick Realty Network: https://www.maverickrealtynetwork.com/

Maverick Agent Conversations brings working real estate agents inside candid discussions with Bart and Larry. New episodes Thursdays at 8 a.m. Central.

Recorded September 17, 2026. Stories and hypothetical outcomes are teaching examples.

Get the free First-Call Conversation Guide:
https://www.maverickrealtynetwork.com/resources/first-call

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The first follow-up call can begin with a simple act of service: making sure someone received the information they requested.

Bart Gurley and Larry Smith discuss how real estate agents can follow through on a promise, establish trust, and open a useful conversation about a prospect's timing, location and needs. Bart demonstrates his opening, and Larry explains how "by the way" can lead naturally into a relevant question.

You'll hear:
- Deliver the promised information before moving the conversation forward.
- Confirm that it arrived and correct contact details when needed.
- Ask relevant questions instead of assuming readiness.
- Practice your conversations and bring useful value to each call.

This week's practice:
On your next follow-up call, confirm that the person received what they requested. Then ask one useful question about their timing or priorities.

Follow the show: https://www.buzzsprout.com/337925/follow
Watch this episode: https://www.youtube.com/watch?v=CA6a9BRexH0
Explore Maverick Realty Network: https://www.maverickrealtynetwork.com/

Maverick Agent Conversations brings working real estate agents inside candid discussions with Bart and Larry. New episodes Thursdays at 8 a.m. Central.

Recorded September 9, 2026. Vendor offers and numerical examples reflect the conversation at that time; availability and individual results vary.

Get the free Five-Day Conversation Tracker:
https://www.maverickrealtynetwork.com/resources/conversation-tracker

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

What does a productive real estate business look like when you strip away all the tools and tactics?

In this candid conversation, Bart Gurley and Larry Smith discuss why inconsistent lead flow leaves agents without enough real conversations to build skill or maintain a dependable pipeline. They examine one ordinary offer call, the boom-and-bust cycle of open-house leads, and the false choice between effortless referrals and impersonal cold calling.

The central idea is simple: every lead is a person, and every conversation is an opportunity to understand someone, practice client leadership, and build trust. A repeatable daily process may feel boring, but it gives agents the repetitions required to become more capable and consistent.

You’ll hear:
- Why conversations are the repetitions agents need
- How to focus on controllable activity instead of one immediate outcome
- Why a lead source does not determine the quality of the relationship
- How inconsistent lead flow creates inconsistent production
- The case for three to four meaningful real estate conversations each workday

This week’s practice:
Track meaningful real estate conversations for five workdays and assess whether your process produces enough opportunities to listen, follow up, and improve.

Continue the conversation:
Follow the show: https://www.buzzsprout.com/337925/follow
Watch the conversation on YouTube:
https://www.youtube.com/watch?v=dPiyDb04mts
Maverick Agent Conversations is a weekly, fly-on-the-wall discussion about the work behind a stronger real estate business.

Maverick Agent Conversations brings working real estate agents inside candid discussions about client leadership, pipeline management, lead generation, negotiation, market interpretation, daily execution, and building a brand through expertise.

Educational content only. Apply local laws, brokerage policies, and professional guidance to your situation.

In this episode, I interview Top Producing Agent Evan Downey about his background that is apart of his business success, the people that have been apart of his success and why, and personal insights and strategies he uses everyday to stay motivated to be his very best. 

This is not the mechanics of what to do as a realtor, but the personal stories of agents that have found success from all types of backgrounds and life experiences! 

You might hear someone that has a similar background as you that can change the course of your future in real estate! 

Dive into the future of real estate with Maverick Realty Network and Maverick Media's latest discussion featuring top producers Michael Oldham, Evan Downey, and Larry Smith. In this pivotal conversation, we explore the anticipated trends of 2024, the impact of commission negotiations on buyer agents, and the increasing importance of video and social media presence for real estate professionals. Our experts share insights on the strategic shift towards listings, leveraging video to demonstrate value, and how to navigate the changing landscape to secure commissions and sustain growth. With the real estate industry on the brink of significant changes, join us as we unpack the skills and strategies needed to thrive in a competitive market. Whether you're looking to buy, sell, or elevate your real estate career, this episode is packed with valuable lessons on adapting and succeeding in the evolving real estate world.

Join the Maverick Realty Network and Maverick Media as we gather Michael Oldham, Evan Downey, and Larry Smith, our network's top producers of 2023, for a forward-looking discussion on setting ambitious goals for 2024! This episode focuses on strategic planning, the importance of incremental growth, and leveraging personal branding to enhance client service and achieve significant increases in transactions and commissions. Hear firsthand how these esteemed real estate professionals plan to expand their businesses by 20%, deepen their client relationships, and tap into new referral sources to drive even greater success. Through their shared insights, discover the compounded benefits of focusing on the lifetime value of customers and delivering unparalleled service. Whether you're aiming to elevate your real estate career, buy your dream home, or sell your property, this conversation offers valuable lessons on ambition, strategy, and the power of exceptional client service within the supportive community of the Maverick Realty Network.

In this must-Listen episode, Maverick Media delves into the tech advancements shaping real estate in 2024. Hosted by the Maverick Realty Network, we bring together top producers Michael Oldham, Evan Downey, and Larry Smith to discuss how technology like short-format videos, MaverickMedia.ai video editing services, and AI tools like ChatGPT have revolutionized their approach to client engagement and productivity. Discover the power of personal branding, the shift towards video content, and the strategic use of technology to enhance the real estate experience for buyers and sellers. Join us as we explore the tools and tactics that have positioned these agents as leaders within the Maverick Realty Network, showcasing the innovative spirit that drives us to empower real estate professionals. Dive into a conversation that’s not just about selling homes but about building lasting relationships and making informed, tech-savvy decisions in today’s market.

In this insightful episode from Maverick Realty Network, we dive into the critical topic of work-life balance within the real estate industry. Featuring esteemed guests Michael Oldham, Evan Downey, and Larry Smith—all top producers within our network for 2023—we explore the personal and professional strategies they've implemented to achieve harmony between their bustling careers and fulfilling personal lives. Learn how these industry leaders manage the demands of their profession while maintaining strong relationships, prioritizing family time, and dedicating moments to their passions and communities. This conversation not only illuminates the importance of setting boundaries and integrating technology for efficiency but also emphasizes the Maverick Realty Network's commitment to supporting real estate professionals in leading balanced, impactful lives. Whether you're looking to buy or sell a home or you're a realtor striving for success without sacrificing personal well-being, this discussion offers valuable insights and practical advice to thrive in both arenas.