Real Estate Done Right(ish)

"My goal is to bring you the data and teach you how to interpret it so that you can make the best pricing decision for you. Once we review this, it becomes pretty intuitive." - Annalie

If you've ever fumbled through a CMA presentation or avoided doing net sheets because "math is scary," this episode is a must. 

Annalie walks us through her exact listing appointment process - from macro market analysis to that crucial net sheet conversation that makes sellers go "wow, she really knows her stuff." You'll hear her real-time approach to handling a million-dollar listing, how to deal with pricing objections, including why she tells sellers "we're not listing today" and how that actually wins more business.

CHAPTERS: 

00:00 - Welcome and coffee confessions (we have a problem) 

08:35 - Validating the home: Starting with old MLS data

15:22 - The home walkthrough strategy that saves time

22:43 - Macro market analysis: Twin Cities to neighborhood 

35:15 - Live CMA analysis: Finding the appraisal ceiling

48:30 - Net sheet presentation: The commission conversation 

58:45 - Handling pricing objections like a boss

Email: [email protected]

Website: www.realestatedonerightishpod.com

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

For the first time in over a decade, we have a record imbalance. There are about 1.9 million home sellers nationally and only 1.5 million home buyers, meaning sellers outnumber buyers by 33.7%

This Happy(ish) Hour episode hits different. We're diving into the data that's making agents across the country feel like they're living in an alternate reality - because in many ways, we are.

In this episode, we're unpacking the first buyer's market shift in over a decade, which means most agents have NEVER worked in anything but a seller's market. We're talking about Miami's 3-to-1 seller advantage, why Zillow is picking fights with everyone, and that NAR delayed marketing policy that's got everyone confused.

Plus, Annalie shares her real-time energy shift technique that took her from wanting to cry all morning to feeling ready to conquer the world (involving gratitude walks and a very specific abundance exercise).

Whether you need market validation for what you're experiencing, want to understand the Zillow vs. MLS drama, or just need to hear two friends figure it out in real time over wine, this episode delivers both the data and the emotional support you need right now.

CHAPTERS: 

00:00 - Coffee culture confessions and validating your caffeine habits 

08:35 - Market shift reality: The numbers behind the buyer's market headlines

15:22 - Regional trends and which markets are leading the shift 

22:43 - Energy shifting techniques when grief and business anxiety collide 

30:18 - NAR's delayed marketing period explained (and why Zillow is mad) 

43:25 - Listener submissions: Spirit houses and impossible seller requests

Email: [email protected]

Website: www.realestatedonerightishpod.com

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"When you choose to hire me, you go from consumer to client. That's the difference. Today, you're just a human. Every human in the world is a consumer. When you choose to hire me, you become my client. And that activates things that the agency relationship disclosure is going to tell you about." - Annalie

In this episode, I walk through exactly how I handle the first three critical components of every listing appointment - client's goals, agency relationships, and building credibility without bragging. Whether you're brand new or a veteran looking to refine your approach, this behind-the-scenes look at my actual process will give you the confidence to show up as the expert you are.

CHAPTERS

00:00 - Welcome and the importance of practice and preparation
08:35 - Setting the agenda: Taking control from the first moment
15:22 - Goals discussion: Understanding true motivation beyond surface needs
22:43 - Agency relationships: The legal disclosure that wins trust
35:15 - Building credibility without stats: Why less is more
43:25 - The power of professional boundaries in client relationships

Email: [email protected]

Website: www.realestatedonerightishpod.com

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"I told my client, 'I love that you're using ChatGPT for the sale of your home, but you gotta stop! I am your AI.' This is like going to the doctor and saying, I've been Googling this thing and I'm certain I have this disease." - Annalie

You know that feeling when your client starts sending you pages of AI-generated advice that's completely wrong? Yeah, we've all been there. In this episode, we're getting real about AI's place in real estate (spoiler: it's not replacing us anytime soon), breaking down what's actually happening with commission changes six months post-NAR settlement, and diving into why Napoleon Hill's 1937 success principles are transforming my business right now. If you're navigating AI client questions, commission confusion, or need a mindset reset for this market, this conversation is for you.

CHAPTERS

00:00 - Welcome & Quick Check-in
05:30 - AI in Real Estate: When Clients Think ChatGPT Knows Better
18:45 - Commission Changes Reality Check: What's Actually Happening
28:20 - Napoleon Hill's "Think and Grow Rich": Real-Time Business Application
42:15 - The 5-Step Formula That's Changing Everything
52:30 - Listener Story: The Grossest Thing Found During a Showing

Email: [email protected]

Website: www.realestatedonerightishpod.com

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

I'm just going to say what we're all thinking: this market is getting weird. Let me tell you how this episode came about. Annalie walked into my office after hearing someone compare today's market to 2009, and we watched each other deflate. One comment, and suddenly we're both having flashbacks to short sales and bank-owned properties.

So we did what data nerds do - we pulled the actual numbers. Turns out, Twin Cities transactions closed IS at 2009 levels. (I know, I felt that pit in my stomach too.)

But here's the thing - I've been door knocking my butt off for months with aching knees and holding open houses every weekend, with less to show for it than I'd like. I've got a five-month runway before I need to consider getting a "real job" (though honestly, I'm probably unemployable at this point).

What we unpacked in this episode isn't just theoretical resilience talk - it's the real-time roadmap we're personally using right now to adapt:

• Why certain prospecting methods from 2018 are suddenly working again while 2021 strategies are falling flat
• The Viktor Frankl quote that's become my daily mantra ("Between stimulus and response, there is space...")
• The one Whitney Houston song I force myself to dance to when I feel like a stubborn toddler who doesn't want to prospect
• Annalie's story of the already-sold open house that somehow generated 20+ transactions from a single conversation

Whether this is your first market shift or you've got the battle scars from 2009, this episode is about finding your power in that space between stimulus (market reality) and response (what you choose to do about it).

I'm giving myself permission to pivot my strategies, and I hope you will too. Also, I'm going back to circle prospecting. Because sometimes the old ways work best when the market gets weird.

Cheers to doing it right(ish)!

CHAPTERS

00:00 - The PTSD of Hearing "It's Like 2009 Again" 

05:35 - Data Check: Current Market vs. Post-Crash Conditions 

12:18 - Pivoting Activities When What Worked Isn't Working 

18:47 - Viktor Frankl's Wisdom: Finding Power Between Stimulus and Response 

24:30 - The "Showtime" Technique for Shifting Energy Before Client Interactions 

32:15 - The Already-Sold Open House That Generated 20+ Transactions 

38:42 - Luck Is When Preparation Meets Opportunity: Creating Your Own Luck

Email: [email protected]

Website: www.realestatedonerightishpod.com

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share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"I don't want clients to think I'm handpicking listings to make their home valued higher or lower. I'm showing them every single thing and this is live and this is exactly what it is. I'd rather err on the side of overwhelming people with information than not enough." - Annalie 

In this tactical episode, we break down exactly how to prepare the market data for your listing appointments - and why less might actually be more. (Which is definitely not what we say about wine or emergency snacks in our cars.) As listing agents with 30 combined years of "figuring it out," we've discovered that how you present data matters more than the encyclopedia of papers you bring that makes you look important but mostly just gives you back problems. 

Whether you're a data-heavy preparer like Jen who creates a binder thick enough to stop bullets, or a bring-the-minimum-and-pull-live specialist like Annalie who shows up with basically one piece of paper and unwavering confidence, you'll learn exactly what market trends to track, how to create appraisal-focused analysis, and what to leave behind with potential sellers to win more listings. Because let's be honest - we've all printed out 50 pages of comps only to have them become completely irrelevant before we even get back to our cars.

CHAPTERS: 

00:00 - Introduction and importance of data preparation
02:30 - The macro market view every agent needs
05:15 - How to create an appraisal range analysis
10:40 - Active competition analysis strategies
15:25 - Jen's comprehensive data packet approach
21:15 - How to make your analysis collaborative, not prescriptive

Email: [email protected]

Website: www.realestatedonerightishpod.com

Join Our Nonsense - Want more real estate insights, stories we can't
share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

Hey there! Jen here with a Happy(ish) Hour that might just save your next listing presentation (or at least make it more entertaining).

In this episode, Annalie and I dive into those home improvement ROI stats your sellers actually NEED – including why a simple front door replacement delivers 100% return while that kitchen renovation might leave them crying into their new quartz countertops. (Spoiler: steel front doors are apparently magical money-makers, who knew?)

We also break down the Fed's latest "we're not saying anything definitive" meeting (thanks for nothing 😭) and uncover some interesting stats about where younger buyers are actually purchasing homes. Minnesota at #1? As a proud Minnesotan, even I was surprised by that one.

Then we play what might be the most revealing game of "Real Estate Agent Would You Rather" ever recorded. Would you rather show up to a listing appointment in gym clothes or call your client by the wrong name the entire transaction? Our answers might surprise you (or confirm what you already suspected about us).

Whether you're looking for some practical renovation advice to share with clients, market insights to sound smarter at your next office meeting, or simply need to laugh with two people who understand that sometimes this business requires treating yourself "like a toddler" (yes, I actually said that), this episode has you covered.

Cheers to doing it right(ish)!

CHAPTERS
00:00 - Weekly Reality Check: The Real Side of Real Estate 

08:35 - Market Update: Fed Meeting & The "Wait and See" Approach 

15:22 - Surprising Stats: Minnesota Ranks #1 for Young Homebuyers 

22:43 - Home Improvement ROI: What Actually Pays Off (And What Doesn't) 

30:18 - Would You Rather: Real Estate Edition 

43:25 - Creative Marketing: Personality-Driven Content That's Changing the Game

RESOURCES

Grinch Doing Yoga Video

Email: [email protected]

Website: www.realestatedonerightishpod.com

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share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"If you get there and somebody is running around with their hair on fire and they haven't even opened it - OK, we're talking to a certain kind of person. If there's post-its on every page... you know what you're getting into." - Annalie

Ever wonder what separates the agents who consistently win listings from those who don't? Spoiler: it might be a box. In this episode, we're revealing the pre-listing game-changer that most agents completely overlook (and yes, it involves actual presents). We'll show you exactly how to turn casual conversations into appointments, what to put in your pre-listing box that actually works, and why Annalie treats EVERY client - even family - to the full professional experience. Plus, we share the hilarious moment when Jen couldn't stop giggling about the box (you'll understand why). Whether you're brand new or a veteran agent, this strategy will transform how you approach every listing opportunity.

CHAPTERS: 

00:00 - Welcome & Barb's infamous fish lunch story
03:45 - Turning dog park conversations into appointments
12:30 - The pre-appointment questions that set you up for success
20:15 - Inside the game-changing pre-listing box
28:25 - How to handle "my aunt's an agent" with confidence
35:15 - Why treating friends like clients wins more business

RESOURCES:

• Annalie's complete pre-listing questionnaire template
• Jen's Home Selling Guide

Email: [email protected]

Website: www.realestatedonerightishpod.com

Join Our Nonsense - Want more real estate insights, stories we can't
share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"We're a little messed up in the head. I don't know if it's entrepreneurship or the real estate industry, but you have to have a level of resilience. Working through hardship, working through the ups and downs - you really do have to be a different breed." - Jen

In this unfiltered Happy Hour episode, we're pulling back the curtain on the moments when life collides with real estate - and the questionable decisions we've made to push through. From negotiating multiple offers with a 104-degree COVID fever to handling client needs the day after losing a parent, we're getting real about the boundaries we've crossed (that you probably shouldn't). Plus, we dive into the surprising truth behind economic headlines, the bizarre case of an unrepresented buyer who refused representation, and why agents get so heated about escalation clauses.

00:00 - Agent Confessions: Negotiating with COVID When Others Wouldn't
 07:30 - The GDP Debate: What economic headlines aren't telling you
14:15 - Unrepresented Buyers: The Controversy That's Splitting Opinions
 25:45 - Agent Breaking Points: When "Dedication" Goes Too Far
 35:30 - Escalation Clause Drama: Why Agents Can't Agree on Best Practices

Shout Out: Give Brandon a follow on IG: https://www.instagram.com/brandonhoratiorealestate/

Email: [email protected]

Website: www.realestatedonerightishpod.com

Join Our Nonsense - Want more real estate insights, stories we can't
share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

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Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow

"The worst thing you can do is look at another agent who's successful and say 'I need to do business exactly like them.' Real estate is just the vehicle for you to express who you are through your business. Your unique strengths and values should guide how you build your pipeline." -Jen

In this episode, we tackle the uncomfortable truth about real estate goal setting - if your business plan doesn't match your personality, it's doomed from the start. Only 2% of people actually write down their goals (but those who do are 5-8X more likely to succeed). We share how to create a business plan you'll actually follow, whether you're a doorknocking extrovert or a data-driven introvert. No motivational fluff - just practical strategies for building a business that feels like you.

CHAPTERS: 

00:00 - Why most real estate goals fail instantly

06:15 - Converting money goals to actual business plans 

12:30 - Finding strategies that match your personality 

18:45 - Creating your annual plan (without overthinking it) 

26:10 - The "warm blanket" approach to tracking your numbers 

33:20 - Balancing discipline with boundaries (and sanity)

Email: [email protected]

Website: www.realestatedonerightishpod.com

Join Our Nonsense - Want more real estate insights, stories we can't
share on the podcast, early access to resources and events? Join our newsletter community. Click the link and sign up!

Follow Us On Instagram:

Real Estate Done Right(ish)

Jennifer Briggs

Annalie Nienow