The Solution a Real Estate Podcast

Las Vegas was host to the largest cross-brokerage residential real estate conference, Inman Connect. This was the first major conference post-COVID and it was interesting to listen and learn. It feels like more change is coming, at a faster rate, than it has in years past.

We’re sharing our top five takeaways from Inman Connect 2021:

Starting with the bottom of the list at number 5: The most common question we heard was “What is LEOPARD?”. Word is getting out nationally and we’re making waves. (Learn more about LEOPARD here 👉️ https://youtu.be/DQLUgH_x2fo)

Number 4: Video! Video! Video! The people that are getting highlighted as being great at their jobs all have a personality on social media. They don’t get lost behind static photos as they are connecting with their audience via video. This is no longer something you “should” do; it’s something you MUST do to get your brand out and stand out amongst the sea of others.

Number 3: IDX gets blasted! Andy Florance with CoStar talked about the existing system of IDX and how they’re “hijacking listings”. Buyer leads to the listing agents have decreased as the IDX sites have gotten better at capturing the leads and giving them to THEIR agents.

Number 2: Teamerage. Team influence expands and is starting to catch attention as this was the first time we saw teams a focus at Inman in the 5-6 years that we’ve attended. Some even think teams may be replacing brokerages. Some brokerages such as Keller Williams and eXp have leaned in more and then there’s Guy Gal with Side, the invisible brokerage. He’s created mini brokerages that you can’t find via a Google search.

And the number ONE takeaway from Inman Connect was a topic we heard repeatedly… vertical integration aka bundle and save. This includes real estate commissions, mortgage origination, title and escrow, and insurance. Bundling and saving means you can offer your clients the ability to pay less, if they chose, the services you offer. This means we can offer the consumer a total lower cost. When it’s easier, it’s faster. (We first introduced vertical integration here 👉️ https://youtu.be/BG92n5PA7L0)

Listen to the full episode to learn more.

The Solution is a Real Estate Podcast by LEOPARD - Real Estate Agents for Consumers. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

#inmanconnect #iclv2021 #realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching #realestateleopard

Last week we had special guest Mark Pattison, team lead of PorchLight Realty in San Diego, on the podcast. He went from 24 to 800 transactions in a 6-year span and in this episode, he’ll share exactly how he did it.

Three things you’ll learn from this episode:

Number 1:

How having systems and processes in place ensures a smooth, and consistent agent onboarding process. From the new agent interview to graduation from PorchLight University, he breaks down his exact process in finding (and keeping) agents.

Number 2:

The importance of setting new agent expectations for production and agent accountability.

Number 3:

How leveraging and empowering your team and using the right tools will help your business grow.

Mark’s Bio:

Mark Pattison is the founder and owner of PorchLight Realty Team brokered by eXp Realty. His team has closed 2,000+ transactions and a billion dollars in volume and ranks among the top teams in San Diego County. Reputations are not made overnight, they are cultivated over time and Mark has carefully hand-selected his servicing team that supports his efforts to give the best experience to his clients. With over 800+ 5 star reviews on Zillow, Mark is constantly striving to empower others around him.

To find out more about Mark, visit:

https://www.instagram.com/markpattisonshow/

https://www.instagram.com/porchlightrealtyteam/

The Solution is a Real Estate Podcast sponsored by LEOPARD. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about Real Estate Agents for Consumers 👉️ https://realestateleopard.com/

More about the Sibbach Team 👉️ https://www.sibbach.com/

#realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching

Teams are just a group of agents so why are they such a controversial entity?

No two teams run the same just like not every brokerage is set up for teams. Some say teams are a parasite to brokerages because they want everything for nothing (office space, lower cap, personal transaction coordinator, etc.). What you don’t realize is how much teams spend on marketing to the consumer (with the broker's brand). Whereas brokerages market to other agents.

Real estate school teaches agents textbook material. You learn the legal side of being an agent. What you don’t learn are sales and marketing strategies and tactics. You simply earn your license and are left to fend for yourself with no understanding of how to run a business.

This is where teams come in. Teams offer structured support as well as coaching to help agents develop their skills as they get hands-on experience.

Listen to the full podcast to hear Jeff and Phil discuss their observations and what it was like forming their team.

The Solution is a Real Estate Podcast by LEOPARD - Real Estate Agents for Consumers. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about the Real Estate Agents for Consumers 👉️ https://realestateleopard.com/

#realestateteam #realestatepodcast #realestatetips #realestatenews #realestate #realtor #realestateagent #realestatecoaching #coaching #realestateleopard

How can we stay competitive moving forward in a progressive world?

In today’s podcast, we’re introducing the topic of generating passive income while staying at your brokerage.

With major players such as Zillow, OpenDoor, and Redfin offering mortgage and title services, it’s time real estate brokers and agents start to think about ways to offer vertically integrated services. In order to stay competitive, we need to think of ways to bundle and save for the consumer.

Here are three basic steps to creating passive revenue streams while staying at your brokerage:

1. Review your Independent Contractor Agreement (ICA)
2. Talk with a RESPA attorney (Real Estate Settlement Procedures Act)
3. Get a license(s) for the services you want to offer (such as mortgage)

Listen in to hear the full details on how to generate passive income without leaving your brokerage and be sure to subscribe so you don’t miss an episode!

The Solution is a Real Estate Podcast by LEOPARD - Real Estate Agents for Consumers. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about the Real Estate Agents for Consumers 👉️ https://realestateleopard.com/

#realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching #passiveincome #revenuestreams

After you sell a home, how do you stay connected with your past clients? Do you have a process for keeping in touch with them?

Today’s podcast is with special guest Sean Carpenter. Sean Carpenter is the former Director of Training and Development for NRT Ohio who has been a licensed Realtor with Coldwell Banker King Thompson since 1998. Sean led a successful career in real estate prior to becoming a branch manager in 2003. He loved the training and coaching part of the job and was elevated to the Agent Development role in 2005. During the 11 years in that role, he was the co-creator of the company’s highly regarded Pro Start Academy, and also developed programs such as the Elevation Workshops, Boost Your Business sessions, B.A.S.I.C Training workshops, and co-created the Success Track Coaching Program.

Sean has been recognized as one of Inman News 100 Most Influential People in Real Estate (2013), he’s been one of the Swanepoel’s Top 20 Most Influential Social Media Voices in Real Estate since 2016 and was recently added to Homespotter’s Top 100 List and Contactually’s 10 Influencers to Have on Your Radar.

Sean says real estate is about three things: building relationships, solving problems, and having fun. This week's podcast is sure to inspire, motivate, and encourage you no matter where you are in your real estate career. Sean shares his wisdom and expertise on ways to create better relationships with your sphere of influence.

Listen in to learn why September 30th is like New Year’s Eve, how to earn trust from your clients, and what the 4H club is all about. This is an episode you’ll want to take notes on because it’s packed full of tips that you can implement in as little as 45 minutes a day.

The Solution is a Real Estate Podcast sponsored by LEOPARD. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about the Real Estate Agents for Consumers 👉️ https://realestateleopard.com/

#realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching #customerservice #clientexperience

RateMyAgent Executive VP Bill Risser joins Jeff and Phil in this episode of The Solution to discuss why REALTOR® feedback is so important, how to use feedback, and why negative feedback is actually a good thing.

Listen to the full episode to listen to the full conversation in front of our live studio audience.

The Solution is a Real Estate Podcast sponsored by LEOPARD. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about the National Association of Real Estate Teams 👉️ https://realestateleopard.com/

More about the Sibbach Team 👉️ https://www.sibbach.com/

#customerservice #realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching

Arizona is a Zillow Flex marketplace where they have chosen teams to send their connections to. In today’s podcast, we’re sharing what Zillow has taught us about lead conversion as a Flex Premier Agent. These are lead conversion strategies we wouldn’t have otherwise learned.

Zillow tracks stats within their CRM such as call pickup rates, appointments, and conversion rates. They then get paid 35% on every deal we close (the first two deals only). In the Flex program, it’s all performance-based. The better you do and the more you convert, the more leads they dish out to you.

These Zillow lead conversion strategies are to help you be more focused and to close more deals. Listen to the full podcast for an explanation of each lesson.

Lesson 1: Try harder to talk to the leads.

Lesson 2: Urgency for the appointment. 

Lesson 3: More than 50% of the leads you talk to think you are the listing agent.

Lesson 4: Mindset. 

Lesson 5: Talk less. 

Lesson 6: Property-level leads are where you should spend all of your time. 

Lesson 7: if you’re not free in the next 3 hours, the lead is gone. 

Lesson 8: Survey every single one of your clients.

The business of sales and marketing isn’t about being unique 100% of the time. Sometimes it’s about benchmarking, and taking what you learn from other successful models and implementing it into your business practices.

Zillow is good at sales. When they got into the Flex program (referral fee model), their business is to help us agents get better at lead conversion. Take note of how much attention Zillow puts on us when it comes to what we’re doing with their leads and then apply that same level of attention to our other lead sources when you’ve given them to other team members.

Listen to the full episode to learn more and hear from the live audience.

The Solution is a Real Estate Podcast sponsored by LEOPARD. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about the National Association of Real Estate Teams 👉️ https://realestateleopard.com/

More about the Sibbach Team 👉️ https://www.sibbach.com/

#zillow #realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching

While demand has come off the peak, we still don’t anticipate seeing a dramatic increase in supply anytime soon. So how exactly do you get your offers accepted in a low supply environment?

In today’s podcast, Jeff and Phil share five strategies you can use to win when inventory is low.

Key #1 to getting your offer accepted is agent-to-agent communication. Your communication with the listing agent is the most important thing you can do to get an offer accepted. This is tougher with teams as you may not know the right person on the team that manages offers for the client. It’s important to sell your client and the ability of your client to close on the property.

One thing to note is that your credibility comes into factor here. If you’re new and haven’t sold many houses, you may not have any (credibility). The other agent is going to be sizing you up as they form an opinion of you and your expertise. The offers we’re seeing get accepted are when agents communicate early and often. This is why it’s important to build rapport with the listing agent pre-sale. Be respectful with their time, when you communicate, have your questions ready.

Key #2: Be sure it’s received. Make sure your offer is actually received by the person negotiating the offer.

Key #3: Make sure your offer is competitive. It’s hard to know what competitive is. Sometimes no feedback is feedback. It could mean you weren’t aggressive enough. The agent usually cares about “is this deal going to happen?”. Your offer has to be substantially over the others.

Number four on the list of ways to get your offers accepted in a low supply market ties in with number 3. If you don’t execute all of the other strategies above, #4 doesn’t matter.

Key #4: Terms of the deal. Contingencies in the contract include title, HOA, inspection, appraisal, CCNR, SPDS, financing, and leaseback. These are all contingencies that can be waived. When the buyer wants out, you can use any of these contingencies.

We have a buyer’s agent that’s representing a buy. The agent presented the buyer advisory. The buyer went home and looked up the sex preditor’s list in their area. They submitted the inspection but they happen to be in an HOA that got documents out early (which isn’t always the case). 

The buyers’ inspection notice was submitted leaving financing, but this was a cash deal. We signed the SPDS and our buyer waived the appraisal. Then they found out after the inspection period ended (because they submitted the BINSR) there was a sexual predator in their neighborhood and they wanted out. We were looking for ways to get out with the buyer, going through each of the contingencies.

That’s why this is a way to get your offer accepted. You need to get your client to eliminate as many of the contingencies as possible so that you give certainty to the seller that you’re going to close.

The strongest way to win is to offer your earnest money hard, at acceptance, for whatever your client can allow (even if just a portion). We don’t see many deals where they’re waiving the earnest money upfront. This shows certainty that you’re not going to cancel. Higher earnest money influences sellers. Most buyers don’t lose their earnest money because the contracts are written in favor of the buyer. There are so many ways to get out that it’s rare it gets lost.

It’s our job as quality agents, that the higher number influences sellers. If you have higher earnest money, it does make you look stronger, even if you have 4 or 5 contingencies.

The final key for getting your offers accepted in a low supply market is educating the consumer pre-offer. The first time you ever meet a client (at the very first meeting) is when you need to educate the buyer. This is understanding what the buyer is using for their sources of information, and whether those sources are credible or not.

This might be asking the buyer, “where do you get your information on the market”? You need to dig and find out how they got to the information. Buyers used to go the agent for education. Now they go to the internet (Zillow), news sources, a friend, or a neighbor.

It’s your job before you make an offer to sit down with the buyer about what’s going on. Don’t just tell them, show them with pictures and charts for a visual appeal. When they SEE it, it impacts them and changes their mind.

Listen in on the full podcast for 2 bonus strategies from the audience.

The Solution is a Real Estate Podcast sponsored by LEOPARD. Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Learn more about LEOPARD - National Association of Real Estate Teams 👉️ https://realestateleopard.com/

#realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching

Welcome to the Solution - a Real Estate Podcast where Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

Today, we’re going to talk about an industry conference in Miami. It was a real estate summit hosted by Grant Cardone. 

If you're not familiar with Grant, he authored "The 10X Rule", "Sell or Be Sold", and "If You're Not First, You're Last". He's a sales trainer, renowned speaker, international social media influencer, and real estate mogul.

Phil breaks down his experience attending the conference with over 1000 others. So if you’re wondering if Grant Cardone’s 10X Summit is worth it, check out these top takeaways:

1. When you are in front of your client, have a LOT of energy. Care about your health so you’re on point with selling.
2. Make sure you have enough time with your clients.
3. Repeat. For you to digest something that’s new to you, you have to hear it over and over. Grant did this repeatedly in various ways. Don’t expect to fully understand Grant’s philosophies the first time.
4. Use positive cash flow when you’re investing.
5. Leverage your debt (rule of thumb is 1:4 ratio / 25% down).
6. Grant said “outsiders move markets” aka locals don’t like things to change. The takeaway here is to think more like an outsider.
7. “Win the deal first”. When a big listing agent lists a $165M apartment complex and you call them, YOU have to be excited. You have to do whatever it takes to win the deal. Once you’re in the deal, then you negotiate.
8. Grant scheduled time for a lot of Q&A’s. When you think about your leads, how many times do you reach out to them? Marketing is not a one-time event. We don’t try hard enough to connect with leads.
9. Be patient and still keep trying. If you don’t hear from a lead after trying to make the connection, don’t give up, keep trying to reach them.

Would we go back? Buy another ticket? Listen in to hear Phil’s response.

If you’ve heard about the 10X Real Estate Summit and have been on the fence about attending, listen to the full episode to hear more takeaways and to get an insider’s perspective.

More about the Sibbach Team 👉️ https://www.sibbach.com/

#grantcardone #realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching

Welcome to the Solution - a Real Estate Podcast where Jeff Sibbach and Phil Sexton share what they see happening in the industry, ways to put the consumer first, and how we can collectively change the industry for the better.

We’re slowly coming out of a market where we’ve seen euphoria pricing, knowing every house was going to sell regardless of its condition, and overall selling was easy. With the market leveling off and more homes available, we now have to pitch the expertise that we bring to the table.

With the changes happening, your listing strategies will also need to adjust. In this week’s podcast, Jeff and Phil share 5 listing strategies.

Listing Strategy 1

Do more open houses. We saw a decline in open houses as properties weren’t on the market for more than a day (if that). With the shift in the market, you may have to do 1 or 2 open houses to find a buyer.

Listing Strategy 2

Limit showings until the open house. Go live on the MLS on Monday to leverage the full benefit of MLS, as well as syndication to all online marketing platforms. Then schedule an open house on Saturday (and/or Sunday), with no showings until then. You’ll be consolidating demand to 1-2 days.

Listing Strategy 3

Educate sellers why it’s a bad idea to list at their euphoria price. If you can’t win the argument, set timeframes in place in case the property doesn’t sell at the seller’s euphoria price.

Listing Strategy 4

Stay aggressive in a neighborhood as you can reemerge and take over as a local area expert. This is a long-term benefit that will be effective for you as you continue to grow your sphere.

Listing Strategy 5

Restrict the number of photos to make the neighbors see the house. This means your open house will be busier with more traffic.

Listen to the full episode to learn more and hear from the live audience.

More about the Sibbach Team 👉️ https://www.sibbach.com/

Learn more about the National Association of Real Estate Teams 👉️ https://realestateleopard.com/

#realestatenews #realestatepodcast #realestatetips #realestateteam #realestate #realtor #realestateagent #realestatecoaching #coaching