Today's Real Estate Coaching Radio podcast answers this question from a show fan:

Should I ignore 'lowball' offers? (as the listing agent)
You are required to present ALL offers.How you handle a lowball is different if it's your ONLY offer, especially if the house has been on the market a while.Find out WHY it was low...is that all the buyer was qualified for?  Are they culturally conditioned to negotiate more than you or your seller would likeCounter every offer unless it was low because they buyer CAN'T afford more.Provide comparables embedded in your counter as 'addendum A'.Ultimately if the deal doesn't come together, it's a great opportunity to get a price adjustment.Schedule A Free Coaching CallListen on iTunesListen on SpotifyListen on Stitcher

5 Secrets Revealed: How To Win The Sale Everytime

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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Everyone predicts that the number of licensed real estate professionals will decline. Why? 
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
-The commission lawsuits will separate the skilled from the unskilled since the buyer side of the transaction now requires a presentation, objection handling, and a signed agreement.
-Higher mortgage rates are causing some buyers to put the purchase on the back burner.
-Inventory is improving but still scarce in certain areas.
-Inflation continues to drive prices up.
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/
All these facts are true, but it's also true that you have a real estate license and you need to earn a living.  So, let's pivot to see why you can still survive and thrive.  We'll look at some facts and some immediate action steps to take.
Facts:
-Demand is still very high, with nearly 3 offers for every closed transaction last month.
Home prices continue to climb. This means the market is not crashing like people thought it would with higher rates, and homeowners' home equity is increasing daily.
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
-Demographics and household formation are on your side.  27% of recent closings were millennials who were NOT breaking up with low-interest-rate mortgages.
What should you do now to ensure your survival and thrive? Will you still be in business next year, or will you be real estate road kill? 
1.     Get and follow an actual business plan immediately. Premier Coaching includes the Real Estate Treasure Map, Survival Plan, and 90-Day Massive Action Plan. You will have specific goals, an actual schedule, and a lead generation plan to follow. Commit to following your plan versus waiting, speculating, or hoping for your next deals to happen.
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/
2.     Stop spending money on things that don't work or that you think might work someday. You're gambling on your success when you depend on someone or something else to give you business. Do more of what is working, starting today.
3.     Speak to 100% of your database before the end of the year.  At least 5 contacts per day on work days, but more is better.  Use your F-O-R-D script and ask whom they know who could use your help buying or selling real estate.  Offer a free comparative market analysis.  
4.     Systematize your open house system and have effective opens every weekend that's not a holiday weekend between now and the end of the quarter.  Follow up immediately with all prospects.  Wayne Gretzky famously said that he skates to where the puck will be.  Be where the buyers are in today's market. Everyone is starved for inventory. Buyers go to open houses in the neighborhood they want to live in.  Go where the buyers are!
5.     Spend more time speaking to prospects about real estate than you do doom-scrolling for details about the commission lawsuits and other things you have no control over.

Agents: Will you be in business next year? (Shocking Truth)

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.  Show up on time: Being fashionably late doesn't apply to real estate appointments. Arrive early to show you're not just on time but ahead of the game!
2.  Parking prowess: Don't play driveway dominos with the homeowner's car. Park on the street, allowing them to come and go without a vehicular obstacle course.
3.  Strive for handshake harmony. Aim for a handshake that's just right, akin to Goldilocks' porridge. It should be neither too strong (avoid being a bone crusher) nor too weak (no limp fish impressions, please).
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/
4.  House rules, no shoes: If you spot a shoe tray by the door, it's a sign to slip off your kicks. Respect their floors, and you'll be walking on sunshine!
5.  Enthusiasm is infectious: Bring your A-game with energy and enthusiasm.  When touring the home, be positive and complimentary. 
6.  Seating strategy: It's the great debate—dining room or kitchen table? Should you sit at the head of the table or let someone else? Let them call the shots and take the seat that feels like home, sweet home, to them. Avoid the awkwardness and just ask where they usually sit! (Driver personalities, beware of this point!)
7.  Hospitality acceptance: When life hands you water and cookies, say thank you and enjoy the treats! It's a small gesture that can make a big difference in building rapport.  Maybe they baked those cookies just for you!
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
8.  Gratitude is the attitude: Whether you clinch the listing or not, send a thank-you card. It's like sprinkling gratitude confetti over your client's day, and you may be the only one who's that thoughtful. You're competing from the moment you set the appointment to the time they sign the agreement.
9.  No politics, please. Keep the conversation neutral, like Switzerland. Avoid political minefields and keep the focus on real estate, not debates.
10. Dress for success: Dress to impress, erring on the side of a tad nicer than your prospects. Striking the perfect balance between professional and approachable attire is key.
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/
Turn the 10 points into your pre-appointment checklist. Print it and read it before each listing appointment until your good habits are solidified.
Want more listing presentation coaching? Sign up for Premier Coaching today.

Don't Lose The Listing! Top 10 Must Avoid Silly Mistakes!

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.  Mortgage Market Trends:

Mortgage rates have risen from 6.6% to 7.4% over the past two months due to a challenging bond market affected by strong job growth and rising inflation.

The odds of Fed rate cuts at upcoming FOMC meetings have shifted. A rate cut in June is effectively priced out, and the probability of a rate cut in July is now 50/50.

Remember that over 30% of transactions are cash. If your buyers are financing, there are many ways to buy down rates, lock in an advantageous 30-year fixed rate, or refinance later.


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.  Builder Incentives:

Builders offer various incentives to attract buyers, including closing cost contributions, design center credits, and lowered interest rates through in-house mortgage companies or preferred lenders.

If you don't know what your local builders offer, you're not doing your job as a real estate professional. More than 30% of today's available homes for sale are being built right now.

Take this week to deep-dive into your local, new construction market.  Visit the model homes, learn about incentives, and use that knowledge to connect with your database via social media, video production, and good old-fashioned calls to your list of past clients and centers of influence.


REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
3.  Inventory Trends:

National inventory has increased 4.5% month over month to 695,000 units, with new listings jumping 16.6% Month over Month. This is encouraging news for buyers. 

Nationally, we are within 20% of pre-pandemic levels of inventory, and some states (like Florida) are already above pre-pandemic levels.

No more excuses for not finding something to sell to your qualified buyers! Some of those buyers are would-be sellers. When was the last time you spoke with folks who said, 'I'd sell, but what would I buy?'


4.  Millennial Homebuyers:

Millennials comprised 38% of total homebuyers in 2023, reclaiming their position as the largest buying group from Baby Boomers.

28% of buyers are first-time buyers, proving that even 7%+ rates aren't stopping them.


5.  Home Purchase Sentiment Index (HPSI):
Fannie Mae's HPSI declined slightly in March, driven by higher mortgage rate expectations. However, the percentage of people who perceive it as a good time to buy rose to its highest level in 9 months, indicating potential adaptation to mortgage rates around 7%.


What to do this week:

Join Premier Coaching. Go to your DAILY, semi-private coaching sessions to polish your skills, boost your production, and be surrounded by like-minded superstars like you.

Use the talking points from today's show to make more connections. How many conversations are you having daily about real estate? Calls, videos, coffee with past clients, meet-ups, and clubs are all easy ways to show you're a knowledgeable professional. Don't be a 'secret agent'.

Tour your local, new construction and understand builder incentives.

Real Estate Mastery: Top 7 Convos, What Your Clients Will Ask You

On today's show they answer these questions and more..if you would like to have your questions answered text your question to 512-758-0206.
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
Here are the questions submitted by listeners that are answered on today's presentation:
- I’m in a schedule rut. I tell myself that tomorrow is the day I’ll do what I’m supposed to do but then I don’t do it.
- I need to make money NOW, HELP?
- How can I generate a closing as fast as possible without looking desperate?
- How can I find inventory for all these buyers??
- Can I do an open house if it’s not my listing?
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/

Ask Tim and Julie Harris ANYTHING!

Many individuals are firmly entrenched in the Scarcity Mentality. They perceive life as a limited resource, akin to a single pie to be divided among all. Consequently, if one person claims a large slice of the pie, it's believed to leave less for everyone else.
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
This mindset operates on a zero-sum paradigm, where one's success is viewed as directly detracting from the opportunities available to others. Individuals with a Scarcity Mentality struggle to share recognition, credit, power, or profit, even with those who contribute to their achievements. Moreover, they find it challenging to celebrate the success of others genuinely.
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/
If you have a scarcity mindset, you believe that money, friends, success, and promotion are scarce. You believe there simply aren’t enough of these things for everyone to have a chance. This mindset affects your thoughts, actions, and outlook, as well as your perception of and by everyone else.
The scarcity mindset keeps you from saving. You find it challenging to save time and money because both are scarce. If you have either, you spend it immediately before something happens to it!
REAL ESTATE LEADS, LEADS and more LEADS: Question: What is Tim and Julie Harris's favorite PROBATE LEAD PROVIDER? Simple, alltheleads.com/harris
Let’s test quickly to see if you have some scarcity mentality tendencies…
There are 11 ways (there are more, but these are the most obvious) to know if you’re scarcity-minded in your real estate practice.
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/
Note: If you can answer ‘yes’ to even half of these, you have a mindset challenge that must be corrected before you can reach your next level! We’ll do this quickly because no one wants to dwell here! Jot down any thoughts you want to get rid of.
After the test, we’ll get to the good stuff: The Mindset of Abundance!
11 Things to Consider: The Scarcity Mindset…
1 You have no savings. Ever. If you do, it’s maybe for a couple of weeks, sometimes as scarce as a couple of hours.
2 You believe there’s only so much money to go around and often get into conflict over commissions…both with clients and other agents.
You’re a fan of the ‘procuring cause’ argument.
3 You don’t use a buyer’s agency agreement because you’re afraid of losing the commission to an agent who doesn’t use agency agreements.  Fortunately, this particular issue is no longer up to you as of July this year!
4 You lose listings over ‘sticking to your guns’ on commission. You’d rather be ‘right’ or ‘righteous’ than give a little to make a deal happen.
5 You are immune to goal setting and feel you’re above it. Goal setting ‘isn’t for you’.

5 Secrets Revealed: How To Win The Sale Everytime

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