With change, comes opportunities. Since there is an environment of change, we can be advisors that provide guidance during these times. It’s time to change your scripting and strategies. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

There’s a lot of taglines with today’s topic. People are chatting away saying “The market is slowing down” or “The crash is beginning”, but are they taking a look at the BIG PICTURE. For the past two years, the market has been in an odd state. STEP BACK and look at the opportunities we can take advantage of. The ones that couldn’t happen in the past two years.

Listen up to get a resourceful perspective on how to handle the current market’s changing pace. We suggest tools to get you ahead, and discuss the two ways of looking at the market trends: data-driven and anecdotal. We also break the illusion of “price reduction” so you can provide relevant information to your clients. Make sure you reevaluate your game plan and the advice you’re giving to people.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - “The market is slowing down”… but is it?

[03:13] - We need the market to slow down.

[04:53] - Here’s the real deal behind the “price reduction.” 

[07:33] - What does appreciation look like across America’s housing market?

[09:29] - There’s a lot of opportunities for listings and buyers.

[11:33] - The REALITY and PERCEPTION makes people more open to discussion.

[13:32] - Time to run back through your CRM.

[15:37] - Here is a strategy to have your seller’s home stand out now that the market is more crowded.

[17:01] - Hold open houses.

[19:44] - The shift in the market may make things easier. We need to weigh our options.

[22:05] - Here’s how Revive helps you in this changing market.

[25:05] - Having relevant information to present to your client puts you ahead of the competition.

Links:

Real Estate of Tomorrow

Edgardo Balentine 

Scott DiGregorio

Episode 8: Why a CRM is Simply Necessary

Revive

Episode 15: The Best listing conversion tool we've ever heard of

The Neuro Side of Influence and Leadership

Even if something feels like a huge problem, it doesn’t mean it’s actually a huge problem. Somewhere in the noise is a SOLUTION. Conversations around housing affordability are bleak these days, but the numbers show a different story. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

We’re SUPER PUMPED for today’s topic. It’s on everyone’s mind. The rumor is that nobody can afford to buy a house. We get it. It’s kind of believable when you look around and home prices have not gone down, interest rates have not gone down, and inflation is the highest it’s been in the last few decades. We don’t get stuck on fear. We’re here to give a DATA-DRIVEN conversation on why affordability is not a huge problem in the current market.

Listen up to learn the key factors behind affordability in the current housing market. Affordability is an issue, but the mishap is that people are comparing the present market to the market during 2006. In case you forgot, that’s right before the Great Recession. We’ll compare the two markets using REAL NUMBERS from US data points like average home price, average interest rate, and average income. Find out why the market is not as bad as what the media wants you to think.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - We’re discussing affordability in the current market.

[03:22] - Let's take it back to 2006.

[05:16] - You don’t use 100% of your income to qualify for a mortgage.

[07:28] - Disclaimer: Since taxes vary, we’re sticking with the average.

[09:06] - You do need to look at the distribution of wealth throughout the US. Here’s what we noticed.

[11:24] - People have no idea what they’re spending money on most times. 

[13:54] - We need to have budget conversations.

[16:15] - Guide clients through financial literacy, and you become invaluable.

[18:10] - The alternative is renting, but is it worth it?

[20:19] - Have real conversations about finances and home ownership.

[22:54] - Sometimes you don’t get the ideal place, but you can take a step closer to it.

[25:11] - Don’t get sucked into the fear the media promotes.

[27:26] - People seem to miss this simple math in the housing market.

Links:

Real Estate of Tomorrow

Edgardo Balentine 

Scott DiGregorio

We talk all about how there is an inventory crisis, prices surging during the crisis, and basically calling out how there’s a lot less houses than buyers. It’s hard to get listings in this market, but we found a way to make a dent in the inventory crisis. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

We’re sharing with you the best listing conversion tool we found so far. This is an extremely exciting episode where we give 100% actionable tips for using the new tool we added to our practices. Revive is a real-estate platform that acts as a partner in home selling, renovating, and repairing. Their programs allow agents and clients to MAXIMIZE deal opportunities. We’ll be going through the programs, percentages, and questions you may have for how to include this new real estate tool in your operations.

Listen up to learn how to offer a solution that gives your deals MORE OPTIONS working in your favor. With Revive, agents and clients get more time to have real conversations about big decisions. We’re currently in a US market where most homes are appreciating at least 1% per month. You can offer value with a tool that makes the most of the market, instead of falling behind the market.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - We found a way to make a dent in the inventory crisis.

[03:15] - What happens when the timing of a close is off?

[05:40] - What would you do if you had 4 extra months to sell your house in this market?

[07:53] - Having more time allows you to maximize your deal opportunities.

[09:32] -  What if the house needs work done? Revive has a program to organize the contractors.

[12:26] - Here’s what you need to know about the percentages of a deal if you work with Revive.

[15:08] - The important part of this solution is that you get more time to have real conversations for big decisions.

[18:05] - Think about the big picture of a home purchase.

[20:59] - Offering Revive can empower agents and clients.

[23:55] - Be a real estate professional that offers value.

Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

Revive

Episode 14: Will rising rates crash the market

If you know the market, you know there’s a phenomenon going on these days. Rates up and prices going up, which doesn’t make sense. The US has not seen the rates of this market in decades. Will rising rates crash the market? This is not a typical market, but it’s where we’re at. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

Interest rates have gone up at the fastest pace in the last 35 years. It’s time we talk about rates, the housing market, affordability, appreciation, and solutions to higher interest rates. You may think the housing market doesn’t impact your clients from making a purchase, but it can impact their conviction that purchasing is a good investment. The way to solve the problem is to look at the opportunities. We need to be part of the SOLUTION, not the fear-mongering (there’s plenty of people already pushing that agenda).

Listen up to learn how to properly frame your real estate conversations. Understand all the ways that inflation and inventory are causing MAJOR shifts in the market. This is a market that requires commitment and excitement. Being knowledgeable about the current state of the market allows you to navigate the chaos.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - Interest rates have gone up at the fastest pace in the last 35 years.

[02:26] - How are news and outlet headlines impacting the perspective of the market?

[05:01] - Properly frame your real estate conversations.

[07:09] - Why are rates up?

[08:40] - Supply and demand is driving appreciation. 

[11:35] - America is behind on inventory in the housing market.

[14:08] - The way to solve the problem is to look at the opportunities.

[16:45] - Should people do an adjustable rate or fixed rate mortgage?

[19:28] - We need to have a positive outlook on the market.

[21:21] - Markets like this are a time to get knowledgeable.

[24:16] - This is a market that requires commitment and excitement.

Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

Selling a house isn’t hard, but creating a system to sell multiple houses requires you to STEP YOUR GAME UP. You want a system that keeps your flow of clients engaged. To keep the flow going, you need to provide professional value to clients long term. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

Build a referral generating machine in your business for long term success. You can provide professional referrals to help clients navigate the extra work that comes with buying a home. We’re talking about ALTERNATIVE LEAD SOURCES. Collaborate with professionals that your clients may need to speak to in the future. Create a referral machine connected to roles like financial planners, CPAs, divorce attorneys, estate attorneys, and life insurance professionals.

Most clients eventually talk to financial and law professionals to sort out some kind of flaw or situation happening after they purchase a home. Sometimes it happens during purchasing a home. You provide EXTRA VALUE as a real estate professional, when you can point your clients to a reliable resource. You might be worried about if something goes wrong with a professional you recommend. That’s a LOSER’S MINDSET. Maintain your WINNER’S MINDSET, and do your due diligence to ask the questions and find the professionals that are philosophically aligned with you.

Listen up to learn how to build a referral generating machine that continues to provide professional value to clients. Takeaway actionable tips from examples of building relationships with referrals and from scenarios of which referrals are useful in certain situations.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - Build a referral machine in your business for long term success. 

[02:49] - Advise clients not only on the home purchase, but also the life events that come afterwards.

[04:59] - Provide value through referrals.

[06:37] - Surround yourself with people who are philosophically aligned with you.

[08:57] - Drop the fear-driven mentality about forming connections with referrals. Be authentic and do your due diligence.

[11:04] - Open up to asking your referrals the questions your clients ask you.

[13:19] - Here’s why divorce attorneys can be part of your referral machine.

[15:57] - One transaction becomes a couple of transactions.

[18:50] - Put together data to collaborate with your referrals.

[21:04] - Avoid this comical mistake.

[23:38] - Challenge the way referrals see their role.

[25:44] - Make connections actionable.

Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

Ep 10: How to Win Every Client on the First Call

Ep 12: Adding this role will explode your business (CSM)

No one likes feeling used by someone. Clients go through an emotional journey of buying a home, relying on YOU to help be their guide. Then suddenly, you’re gone after the sale while they get BOMBARDED with the ongoing decisions of owning a home. Don’t be that person. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

FIRST OFF, let’s change the idea that the value of real estate professionals is confined to the transaction process. Most realtors work like that, but confining value means the industry is missing out on serving clients. This is a relationship business, and realtors should continue providing value BEYOND closing a deal. You can do this by adding a very intentional, client-facing role to your business.

When the dust settles, and the transaction is over, clients still have a lot of choices to make in their time of being homeowners. Take care of your client database with a person who can interact with your clients long-term, and in a tactical manner. This is a competitive market where it’s never been easier for a homeowner to sell their home without you. Forming a long term mindset in client communication separates your business in the minds of your clients.

Listen up to learn how to create authentic moments of connection during the transaction phase, how to ease clients into essential conversations, and how to cultivate resources for your clients. If you think you don’t have the knowledge? Great news for you. GO GET the knowledge. You can start here with the Real Estate of Tomorrow podcast.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - Have you thought about the real estate industry from this angle?

[03:29] - The industry is filled with the lone wolf salesperson, the relationship salesperson, and the challenger salesperson.

[05:17] - Are you providing REALvalue? What separates you from others?

[08:03] - Give clients long term value by investing in this role for your business.

[10:59] - YOU have the clients attention as the person with them during the buying process.

[13:24] - Focus on being a realtor expert, and cultivate relationships with other specialists as resources for your clients.

[16:21] - Ease your clients into having ESSENTIAL conversations with this framing method.

[19:08] - Learn how to take action, and start building a team to provide REAL VALUE to your client database.

[21:55] - How can you create authentic moments of connection during the transaction phase?

[24:11] - SUPER ACTIONABLE ITEMS. Part 1

[26:36] - SUPER ACTIONABLE ITEMS. Part 2

[28:43] - Research how you can provide REAL VALUE through information and resources for your clients.

Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

How to Win Every Client on the First Call

Vacation home buying will never be the same. There’s no other way to say that. The government is changing a policy so that buying a second home (aka VACATION HOME) is more difficult. What should you know about the new switch? LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

Look, we hate to be the ones to tell you, but you need to rethink any vacation home plans. Fannie Mae and Freddie Mac (aka the government) plans to bump up interest rates. Bumping interest rates is directly related to the Loan Level Pricing Adjustments (LLPAs), which is everything that impacts your rate. The policy changes won’t affect all areas in the country, but the areas it does impact are areas popular for vacation homes.

Most real estate is being purchased by institutions (aka WALL STREET). The policy changes are meant to slow down institutions from buying up all the real estate, and help fix the inventory crisis in America. In REALITY, the restrictions aren’t impacting the big players. It’s only squeezing the MIDDLE CLASS.

By the time this episode is out, the policy will be happening already. Today’s episode is giving you the mindset of where to focus to keep your rapport with your clients. We’re lenders and real estate professionals working together as a team to guide people from point A to point B. Our focus is on delivering what the client needs to know no matter what changes try to flip the market.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:

[00:36] - What’s going on with vacation homes?

[03:14] - This is not going to fix the inventory crisis in America.

[05:49] - The rent price crisis is worse than the housing price crisis.

[07:28] - Why should real estate agents care about these changes?

[09:47] - Which numbers do you need to be familiar with for dealing with the policy change?

[12:15] - Sit with your clients to go over their options.

[13:52] - How can people build a real estate portfolio without a lot of capital? Find out in the NEXT EPISODE.

Links:

Real Estate of Tomorrow

Edgardo Balentine 

Scott DiGregorio

Form a connection with your clients that makes them look forward to hearing from you for years and years. Clients like to hear from the people who take good care of them. A simple strategy of questions can help your clients feel heard. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

The current market is challenging for a lot of people. A lot of decisions need to be made, and most of those decisions are blocked by FEAR. It’s our job as real estate lending professionals to replace that fear with enthusiasm, excitement, and motivation. Today’s conversation changes the perspective on what’s going on in the market through servicing clients differently. Instead of focusing only on transactions, we’re getting very specific on how to address the EMOTIONAL COMPONENTS of purchasing a home. This mostly applies to buyers, but can also work on sellers. 

Listen as we discuss what questions you should be asking your clients. Learn to win every client when you ask questions that get you into a deeper conversation and build a relationship with your clients. We talk about which questions to ask, and we share how you can preface questions to ease into the conversations. These questions are really to open up your mind to develop your own questions.

The overwhelming majority of real estate and lending space is completely transactional in nature. Having an initial conversation like this strategy immediately sets you apart, increases your referral business, and you will walk around feeling DAMN GOOD about what you’re doing out in the world (and that should be #1 on your priority list).

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:[00:36] - Let’s change the perspective of the market.

[02:17] - Don’t overlook these trends in the market.

[04:41] - What four steps can allow you to help your client in a deeper way?

[06:57] - Set the tone for an honest and informative conversation with your clients.

[08:55] - Answer the questions that your clients don’t even know they have yet.

[10:30] - Ask “What are your current and future goals for listing your home, and what fears do you have?”

[13:13] - Ask the question, then shut up. Allow the client to talk through their answer.

[16:04] - Have clients think ahead to an Exit Strategy.

[18:32] - Use this super follow-up question on the maximum purchase price to get more information on your clients.

[20:52] - Most people hesitate to ask clients these following questions. Why should you not be worried?

[23:06] - General wealth is part of the real estate conversation. It can change the options clients are looking at.

[25:55] - What can you say when clients feel you’re getting too “personal”?

[28:30] - There are opportunities in every transaction and encounter.

[30:41] - Remember these ACTION STEPS for using today’s strategies. 

[31:35] - Guide your clients towards a better outcome.

Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

When someone’s confused, they say “No.” People are hesitating on offers, or even fearful to start the process. Should you buy or sell first? What about the inventory crisis? Get ahead of the questions and concerns. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

You get to tune in to what will be the Most TACTICAL episode so far on Real Estate of Tomorrow. Today’s conversation talks about strategies to compete with cash buyers in the market. Listen to a breakdown of how to approach, communicate, and deliver offers to make everyone involved feel more confident in the offer. You can use insight on market analysis, appraisals, and loan commitment as a catalyst for your transactions. Fix your sales conversations, so you can FLEX your offer.

It’s time to FLIP the perspective of the mortgage industry. Conversations that normally happen at the end of the process need to be moved to the beginning. It is the job of the Real Estate Agent and the Lender to hold these conversations in a consistent way. Insight, and a human touch, will guide clients further and further through your offer. That’s how you not only compete, but WIN.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:[00:36] - It’s time to FLIP the perspective of the mortgage industry. 

[02:40] - What is an Appraisal Gap strategy?

[05:37] - This is how to have an offer conversation. LISTEN UP.

[07:17] - Minimize the stress of the buyer, and answer questions they have not asked yet.

[08:29] - Get clear on how to present your insight, so it doesn’t sound like a “sales pitch”. 

[10:30] - Up your game with a loan commitment offer.

[12:51] - Should people buy or sell first?

[15:21] - What is Revive?

[17:24] - Don’t miss opportunities as the market continues to evolve.

[19:49] - A simple call and a presentation communicates why your offer is strong.

[22:15] - When someone’s confused, they say “No.”

[24:10] - What causes people to hesitate from moving forward in a real estate deal?

[27:00] - Small, sincere moments make the difference.

[29:25] - Look forward to the NEXT EPISODE. Links:Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio

A CRM is more than a newsletter tool, it’s like having a virtual assistant. If you have a lot of apprehension with this topic or think knowing the basics is enough, give the tool a second thought. Incorporating a CRM into your business is more than what meets the eye. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

Your business experiences longer buying cycles as clients are more educated and involved in buying decisions. This means that conversations, questions, offers, and all forms of exchanging information digitally are valuable over a longer period of time. You can TAKE INVENTORY of your sales cycle, and you can proactively update your contacts with information they need. Silence is your worst enemy when it comes to your clients. Don’t ghost your contacts; keep in touch.

If you are successful, and not fully taking advantage of using a CRM, you’re leaving a lot of opportunity on the table. If you’re not successful (which you will be if you keep listening to this podcast), take advantage of the CRM early, and get a solid foundation in place. Whether you use 100% of the tool is irrelevant, just learn 100% of what you can about using a CRM to equip your business with more LEVERAGE. Using a CRM will DRAMATICALLY change your business.

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

[email protected] 

Hit us up.

Time stamps:[00:36] - CRMs are for more than newsletters.

[02:32] - You can grow your business while saving yourself time by using a CRM.

[04:09] - Your business experiences longer buying cycles as clients are more educated and involved in buying decisions.

[05:58] - A CRM helps you keep track of multiple conversations happening with clients over a period of time.

[07:58] - What is a CRM?

[09:48] - Jungo is the mortgage-specific CRM from Salesforce. How can you use it?

[12:05] - Take inventory of your sale cycle.

[14:47] - Pay attention to the quality of your service, and even more attention to the experience of your service.

[17:31] - Hack patterns so you can automate business and maintain consistency.

[19:30] - Silence is not a good sign when it comes to your clients. Any relationship needs communication.

[21:40] - Let your personality shine. Find what works for you.

[24:32] - Do you know the numbers behind your lead to closing ratios?

[27:00] - Place systems in your business NOW.

[29:03] - Explore CRM options and experiment.

[31:05] - Anything is better than not using a CRM.

Links:

Real Estate of Tomorrow Edgardo Balentine Scott DiGregorio www.ijungo.com/