One thing we should all be aware of right now is that a lot of home sellers are reevaluating their price.

And one thing you should be monitoring in your own market area is the number of price adjustments that are occurring every 24 hours. Maybe on your hot sheet, your MLS data sheet, it's gonna show that number. Keep it a close eye on that, and then think about it with your own sellers.

Here's something that's interesting:

In the last few weeks we've seen 3.5% of all the sellers in America reduced their price.

Now that doesn't sound like a lot. But remember, we're coming off one of the hottest real estate streaks we've ever seen in our market.

But the market's starting to cool when it comes to pricing and people are starting to adjust to get ahead of the market. Typically we don't see price adjustments begin to happen at this level until July or August.

So why are sellers starting to adjust prices much, much earlier than ever before?...

Hey guys, we are still in a low supply market. It's the lowest supply real estate market we've ever seen.

Despite the marketing changes and interest rates rising and the market dynamics kind of influx, still low supply and high demand.

So based on that, how can we go out there and still crush it in the market? How can we thrive despite the market conditions starting to shift under our feet?

One strategy is use the "Pocket Listing Strategy."

It's one of my favorite strategies and it's totally underused. Very few people do it.

Here's the concept:

One in seven homeowners today has raised their hand and said they're interested in selling the next three years. That's 15% of the population.

Drive through any neighborhood, and one of every seven homes you drive by is thinking about selling in the next three years.

There's a massive pent up seller demand, but how do you turn the key to unlock it?

Well, a large group of those people may not be...

Here is a crazy stat that will be interesting for your sellers when you're sitting down to talk about a listing:

84% of the properties coming on the market are selling in less than 30 days across the country.

Now I would encourage you to dive deeper into your own local MLS and see what the number is for your local MLS. But it's probably gonna be somewhere in that neighborhood.

Now, another inverse number to that is what percentage of properties are staying on the market longer than six months? When you go back to 2011, that number would've been about 35%. Today, it’s 2%.

2% listings coming in the market are staying on for longer than six months.

You can just see how the market is so strong right now for sellers and how it's such an advantage to put your home on the market today as a seller.

Another great number to pair with these numbers is the fact that on average sellers are receiving 4.8 offers per listing. That's coming on the...

At this time of year, a lot of sellers will say something like this:

"Hey Jim, I think I'm just going to wait because I will probably get more from my house later anyway. So I'm just going to wait until spring or summer and see what happens then."

How do we address that comment or that concern?

I'm going to give you one script that's worked for me over the years. And it works by talking about the fact that when we're staying and rebuying in the same market, waiting doesn't make a lot of sense.

So let's put this in practice. You might say,

"Hey, I hear what you're saying, but here's something to consider, right? If you're buying or selling in the same market -- because the entire market's going up in value at the same time -- waiting to sell your home to buy another home just means the other home you're buying is also going up in value at the same time.

In fact, there's a little bit of a Delta that if you're buying a higher...

Hey guys, when you set a price on a property, how fast do you pivot if you got the price wrong?

And we all get prices wrong, I've gotten prices wrong. Anybody that's been in the industry for any length of time has gotten the price wrong.

So how fast do you pivot? How fast do you reach out to the seller to try to get that price adjustment?

There's a new study done by ShowingTime, which shows that the average across America, in our current market for there to be a massive drop in activity is five days.

After five days, activity goes straight down.

So we have a five day window to try to generate a lot of showings and hopefully multiple offers. If we get past that five days and we don't do an adjustment, we're probably going to have a hard time meeting the market where it's at.

So we have to lay the groundwork with sellers and have a conversation with them about this five day window. It's not two weeks. It's not three weeks. It's not a...

Interesting question:

How much does what someone sees on TV impact their buying patterns or buying behavior?

And that's a question that was asked within the new staging report from the NAR — the National Association of Realtors. And here's what they found:

63% of REALTORS say that when they're out showing homes to buyers, that the buyers requested to view homes that were comparable to those that they had seen on TV.

Further:

Because of that, 35% of REALTORS say that they have patterned their staging around what they see on TV as well. So TV is definitely having an impact in the real world of selling real estate.

So when we look at those numbers, when we dig deeper, here's what's interesting:

When we ask the bigger question, how many REALTORS are actually staging listings at all?

Here's the numbers:

* 31% of REALTORS stage every listing.

* 13% only staged difficult homes

* 8% only stage high priced homes

But most interesting...

If you want a quick way to generate conversation through text with your Sphere of Influence, here's a great message that's resonating with a lot of my coaching students.

Look at your Sphere of Influence. Pull 5 or 10 people you're going to text today. And here's what you're going to say:

"Hey, have you ever looked at what your home is worth on Zillow? I'm curious as an agent, do you think it's sort of close, wrong, or right on the money?"

Watch what happens when you put this out to your Sphere of Influence.

Now, you can do it through a text or you could post it on social media. It's a great social media post and I guarantee you're going to get into a lot of conversations with people.

The end result of these conversations should be that Zillow is wrong 95% of the time.

In other words, 95% of the time, they don't get within 5% of their eventual sales price of the property. That Zillow's own data.

By the way, if you haven't looked at it,...

Land is the last thing to heat up in any market. And it's the first thing to cool off.

Why is that?

Because everybody takes the low hanging fruit. If you think of the real estate market like a tree, land is at the top of the tree. Everybody takes the low-hanging fruit before they get to land.

But now that everything is sold out in most markets, people are wondering what they can do. And that's when they decide to build. 

That's why land is starting to heat up. Also, developers are starting to buy land so they can subdivide it and build more homes. Which is another reason why why land is starting to heat up.

As an agent, you can actually go after land as a prospecting method. It's an effective method because very few agents are going after land right now.

But as you drive around in your neighborhoods, you'll see a piece of land in a subdivision that's not developed. Or you'll see a piece of a lot that's an infill lot...

Are you looking for more ways to find listings? I'm going to give you three more strategies right now.

Over at erealestatecoach, we've got hundreds of strategies over there. Lots of classes, lots of free material over there to check out. And we'll give you two weeks of free coaching. But today let me give you just three quick strategies:

1. Checking out the garage sales and estate sales that are coming up in the spring market

This is where people are downsizing all their stuff. They're doing the spring cleaning and they're deciding to get rid of a few things. But there could be an opportunity for you to reach out and make contact. Now, what would be the script? I'm going to give you those scripts right down below, but you could use this as a mailer, a postcard, an email, or just a direct approach either in person or over the phone.

So you might say:

"Hey as a local REALTOR, I noticed you had a recent garage sale. I hope it went super...

Are you doing circle marketing around neighborhoods where you have an active, interested, and qualified buyer?

If your answer is no, then you're missing a massive opportunity to unlock listings — not just for your buyer, but for yourself and for your business.

So I'm going to give you the single best circle marketing letter I've ever received as an agent. Because I own several properties, I get a lot of marketing from agents. But this particular letter really struck me as being super powerful.

I'm going to give it to you right now. And then you should take this letter and run with it. When you have a buyer that's actively engaged and wants to live in a neighborhood, send a mailing using this letter to unlock some listing opportunities.

Here's what the letter said:

"Hello, James,

My name is... and I'm a broker with 123 Real Estate. The reason I'm sending this letter is that I have a buyer who has interest in buying a home...