Hey, team, you're on prospecting calls today—reaching out to expired listings or for sale by owners, maybe marketing in a neighborhood. What if no one picks up? Do you leave a voicemail?

Before that, try this trick:

Hang up and call the same number quickly, twice. Imagine being on the other side—seeing a missed call, then the same number calling back. You're more likely to pick up.

Now, they still don't answer. It goes to voicemail. Should you leave a voicemail as a salesperson? Absolutely. The chances of circling back and calling again are low. Keep the message concise and to the point.

For an expired listing, I might say, "Hey, I'm Jim. Your property delisted today. Wondering if you're interviewing other agents. I have a 25-point marketing plan that works. Just sold a house nearby, 25 days, 5% over list price. Let's talk."

For a for sale by owner, a simple approach: "I'm J Man with ABC Real Estate. Saw your ad on Craigslist. Can I do a video of your property for...

There's a fantastic book I read years ago called "Positioning" by Al Ries and Jack Trout. It delves into the concept that our brains, like a whiteboard, need a space. As marketers, our goal is to occupy that space in the consumer's mind. However, with numerous competitors in the market, the challenge is stiff.

I appreciate the idea that it's not about what we want to say; it's about what consumers want to hear and learn from us. Consider the top four things consumers seek from a realtor: finding the right home, assistance with paperwork (part of negotiation), negotiating price, and negotiating terms.

Reflect on these four aspects—finding the right home, negotiations on price and terms, and paperwork. Are we addressing these in our marketing and branding? Shift from what we want to say to what clients want to learn. This transforms marketing into something people want to pay attention to.

Now, let's consider what sellers want. The top four things a seller desires: an expert in...

Hey everyone, I've got some thrilling news about a game-changing trend in the real estate industry.

Meet the "Silver Tsunami."

Get this: 51% of individuals aged 50 and above are gearing up to downsize. Brace yourselves because this wave kicks off in late 2024, gains momentum in 2025, and is expected to roll in for decades, unleashing an estimated 30 million homes onto the market.

Just to put things in perspective, we currently have around seven to eight hundred thousand homes available.

Now, imagine an additional 30 million hitting the market in the next 10, 15, or 20 years. That's a colossal opportunity!

So, the big question: are you targeting these silver tsunami sellers?

Take me, for instance. I'm 54 and just sold my home—right in the sweet spot. Many individuals like me, empty nesters whose kids have flown the coop, are looking to downsize. This demographic is about to create a flood of opportunities in our market.

Now,...

Here’s a quick and easy technique when you're talking to investment property owners:

So, you're out there doing lead generation, looking for investment properties like duplexes, triplexes, or RV parks. Often, when you ask owners if they've considered selling, the answer is a flat-out no, right? Happens a lot. But here's the game-changer: ask them why they're holding onto the property.

"Why are you holding onto this property?"

Give them a moment to think, and their response might be about it being a good investment or passing it on to their kids. Respond with understanding, acknowledging the value of holding onto good investments.

Then, drop the bomb: ask if they know their current rate of return.

Offer an income analysis sheet to calculate their cap rate and return on investment.

Now, here's the kicker – if you can beat their current rate of return, would they consider moving their money to something even more profitable?...

Hey everyone, with the recent Sitzer Burnett lawsuit and NAR's loss, even though there are pending appeals, how should we adjust our approach to working with buyers? Waiting for the appeals isn't an option; we need to change right away.

So, what should we change? We must revamp our tactics and strategies. Today, I want to discuss a couple of key elements that should be part of your buyer presentation.

A common question from buyers is, "Why pay a buyer's agent a hefty sum to search for properties on the MLS when we can do it ourselves on platforms like Zillow or Realtor.com?"

This is a valid concern. To prove our value, we need to show that we bring a lot more to the table. In your buyer presentation, just like a listing presentation, there are crucial points to cover.

When it comes to the property search, it's not just about using the MLS. We go above and beyond. I emphasize that we leave no stone unturned. I mention that, of...

We know that NAR lost the lawsuit, totaling $5 billion. It's actually $1.8 billion, but it was tripled during the court process. Additionally, some major franchises in America are also involved in this lawsuit.

You might think that it doesn't affect us because it will get appealed, but that's wrong. The major news outlets have been covering this story since the trial, and now, after the verdict, they're going to continue. Your clients, both buyers and sellers, will be talking about it.

A situation might arise when you or another agent in your market is taking a listing, and the seller asks, "I read in the newspaper that I don't have to pay a buyer agent commission. Is that true?"

How do you respond to that?

Well, here's how your conversation should go:

“You have the option not to offer a buyer agent commission. It's entirely optional. But let me frame this for you as it's a competitive and...

Imagine someone asking, "Jim, why should I buy a home now? I see a lot of negative factors: record-high interest rates, historically low inventory levels, and soaring prices. Is this the right time to buy?" I'll provide you with four compelling reasons. Ready? Let's dive in.

Reason 1: Sellers who've been on the market for 30, 60, or 90 days are starting to feel the pressure. They might resort to price reductions, creating opportunities for bargain shoppers like you.

Reason 2: Many sellers are now open to offering owner financing, especially if they've struggled to sell traditionally. They're willing to provide attractive terms, like a 4% or 5% interest rate.

Reason 3: Working with a skilled agent like me, we can help you uncover assumable loans. Approximately 70-80% of loans on the market are currently under 4%. We'll explore homes with assumable loans at lower interest rates.

Reason 4: Sellers are offering incentives....

I've noticed a common practice among the top performers in the country, and it's what I like to call an "Easy Exit Listing Guarantee."

The question for you is, do you have one, and are you effectively marketing it? And what exactly is an Easy Exit Listing Guarantee?

It's pretty straightforward: It means that if a seller feels you're not meeting their expectations, if they're unsatisfied with your service or marketing, they can exit the listing and hire another REALTOR.

Now, there are a couple of conditions to consider.

First, they need to give you a 48-hour window to address the issue. Some may prefer 24 hours or 72 hours, but there should be a timeline for addressing any perceived problems.

Second, they can't exit the listing if it's pending or close to closing.

Those are the two key caveats.

So when you're in a listing appointment, you can say, "I want my clients to feel completely satisfied with my service, so I offer an...

Did you hear the latest news from the Federal Housing Administration about financing ADUs, which stands for Additional Dwelling Units?

In the past, lenders couldn't consider rental income from these ADUs, making it tough for buyers unless they were all-cash purchasers. But here's the exciting update: Starting now, you can purchase these properties more easily. For ADUs that are either not built yet or in need of a complete remodel, you can use an FHA 203K loan.

The best part?

They now count 50% of the income from the ADU in your qualification. And if it's an existing ADU, they'll consider up to 75% of the rental income!

This means it's a lot more accessible to buy such properties.

So, if you know someone who owns an ADU, let them know it's now easier to finance and sell.

And for those of you with buyers seeking these types of properties, whether it's for a second family situation, this is fantastic news to share on social...

How many referrals did you get last week?

If you received none or just one, you might be wondering, "How can I get more?"

Well, here's the secret: To get more referrals, you need to start by sending more referrals. It all begins with the concept of giving. When you give generously, the power of reciprocity comes into play, and you'll start receiving more referrals.

As REALTORS, we often act as real estate concierges, with a network of contacts at our fingertips. When clients ask for recommendations, it's common to say, "You should use my friend John for that. Let me send you his number." However, this might not be the most effective approach.

Instead, consider this value-added strategy to increase your referral potential. Say, "I have an excellent gardener who does exceptional work and offers my clients special deals. Would you mind if I give him a call and have him contact you, so he knows the referral comes from me?"...