Hey welcome back to the confidence and conversion show. Today i've got legendary coach, jeff mays who's, going to help us move sellers from a place of uncertainty, to certainty, to get them off the fence and ultimately, on the market. Welcome to the show jeff, hey thanks for having me tom. This is amazing, love this yeah man.

So what are you finding to be the best dialogue to educate the seller, to get him to take action? You know, i think, that we got to recognize that the feds said a month ago, and this is the first time that they said that they're going to raise rates three times this year. You saw that, didn't you yeah, and this is the first time they put it in writing. Hey guys they're giving us a head start, they're, basically saying they're going to do this in march and then maybe june and july, and then october and most people are foreseeing rates to be about four percent or higher at the end of the year. It's gon na be a little different market, still gon na be a super strong market.

So what what we need to be saying right now, if i was you, i would be calling sellers and saying this kind of dollar can. Can i go through this with you? Real quick, please here's the dialogue, you know we want to start off with a question. You know at some point this is you know this is a service call. This is not a sales call, and you know that all sales start with a conversation, and we just want to get into a conversation with them and at some point in this conversation i would ask him hey tom: did you see what the feds announced in december Did you see that yeah something about raising the rates two or three times yeah? They said they're going to raise it three times, and you know the key here is: if you're thinking of moving really this year or maybe even next year, let's get together and let's just talk about how these rate increases could affect the value of your home.

Do you have time to get together? What is your week? Look like how about thursday or friday yeah thursday, thursday is good. I mean we, i mean we could do it via zoom face to face whatever you want yeah. Why don't we hop on zoom? I just want to you know: i i think that rates are going to increase, they're, saying they're going to increase, and what that happens to. Why is that? It's important to you as a seller is there's going to be a little bit less buyers out there or they're not going to qualify for as much so that'll.

It will at some point affect the value of your home. So, if you're thinking of selling, let's just get together, let's just talk about it and see whether that works in your plans and what you're, what you're planning to do in the next year awesome. So i love that to to get the appointment even in a soft way. So then, once you're there, what questions are you asking? What are you saying, what are you educating people on to get them off the fence if they're thinking about really selling again kent can't convince someone who isn't motivated and educated right if they're, not motivated, doesn't matter, you know that so to me, i'm going to just Be like would it be like if the value, i think that you know values have gone up.

You know in some areas, 10, 15, 20, and what if it only goes up, maybe three or five percent, or you know, tom most agents. If they've been in the business less than 10 years, they've only known this type of market, we may see something like that or hopefully not like that. I'm just preparing my agents and the agents that i coach of just we're gon na have different dialogue. At the end of the year, if rates do get around four percent, so i'm really going to focus in on their motivation.

Why they're doing this? Could we move up this process? A whole lot of the questions i would be asking around would be like timing. You know what would it look like if we got it under contract in in the fall or in the summer before these rates really start to change and have effect on sellers okay? So it's really about uh, almost like not objections but dealing with the conditions of hey what if it was sooner versus later yeah yeah. Would it be worth it to you, you know: could you navigate that? What would be the worst case scenario? If you did what would be the most likely scenario, if you did, is it that kind of dialogue totally, and i think that you know i've been rolling this out and talking to a lot of my clients? And oh, it's not going to happen here. We've been through this type of market where rates start to increase, and then it can be like a house of cards in some areas.

If you don't really know, i would be, i don't think it's going to happen in the first couple months, but i think maybe midway through the year. It's just having that dialogue with sellers, because maybe rates are going to flatten out or maybe there won't be as much uh as many buyers making offers out there. It's just really talking it through with sellers so jeff. I have two thoughts that go through my head, but the person listening or watching right now, first, is: do your homework go back to october right when the interest rates went above three and i put three two three three yep yep there was a.

It was the first time in a long time that you and i were talking about price reductions with our clients getting people to price it correctly, because homes were sitting on the market, not in every market, but in many markets, but then go back to 2018. When rates went almost to 5 - and i remember being at the summit in this room with people all over, the world and rates hit, five and agents were freaking out and, more importantly, buyers were freaking out because they went from historic lows to the rates. All the way up to five, it did slow down the market. So what we're trying to do is prepare people you're.

Not this isn't a fear tactic. This is called i'm an educator. This is what the feds are saying. This is what i like to do.

What would you like to do so? Is there a is there a close or a a piece of dialogue? You found to be most effective to help that person that is motivated is educated, wants to move forward, but maybe just has a little uncertainty about putting on the market. Now to me, i'm i'm a big fan of going to the net sheet and figuring out what they're going to walk away with. And if that's in that, if they can maybe have a haircut or maybe, if they're, okay with the value now or maybe a little bit lower, i would just to me i'm a big fan of numbers numbers tell the story, and just really is this: what you Want to net from the sale of your house, maybe if they're they're selling to buy their next house, it could affect that as well. Uh, you know, so i don't know that.

There's like this close as much as it is just having it we're to some degree, we're real estate financial planners right now with them right thinking ahead, and i i just want everybody to realize like this is an opportunity most of my experienced agents they're like hooray. I want rates to go up because i know how to navigate this market and for those agents that haven't been in this before. It's just be aware of this recognize that you're, probably right tom they're, going to be some more price reductions, and what does that lead to more expireds that are going to be happening? These fsmos won't be selling like hotcakes and the every opportunity you know presents something that can benefit you to some degree. As long as you change the dialogue when you're talking to sellers, so let's do a little role play so jeff.

We you know, we really would like to sell between spring and summer right thinking about our kids and you know making that transition and move um. But i am a little bit concerned if the rates you know start to go up, as you mentioned, as the fed said in in spring and in summer right, but is it really going to impact us? I mean i live in this beautiful community. One there's only been one home on the market in the last four months. Yeah, i think i i was told it had like 10 offers in our house.

Jeff is so much nicer than that. One totally understands. I just don't think the interest rates are going to impact the sale of my home. So let me ask you this: what's important about waiting, you know like i just i don't want to make multiple moves.

I don't want to disrupt my kids like they're. Finally, back in school and we're creating some level of normalcy, but we are moving from texas to you know to boise, and i just you know, i'm thinking about them. I'm thinking about this one moment in their life, where i can have some normalcy and why throw another wrench at them totally understand. Let me ask you tom: if we could get it under contract in, like maybe march april may, and you rent get your money and i will negotiate a rent back for three six nine months.

It's really just a matter of timing and the timing can be a big issue. Why? Who knows what rates are gon na be? I don't have a crystal ball, but they are saying they're gon na go up and that will we know that when rates go up, your values go down to some degree. So would you be interested in getting it under contract and not having to move until man? We could maybe even work it out october november or december. How does that sound? I mean it almost sounds a little too good to be true, so i could cash out stay in the house.

Pay some form of rent um. I'd have to run that past. My life, hey tom uh, i feel like if you're a homeowner right now you've won the lottery. It is too good to be true.

Okay, in this type of market, you can dictate whatever terms you want and that will be easily negotiated. Get it on your contract. Have your money you're, actually a you're, a stronger buyer when you go to idaho, when you have your money, wouldn't you rather have that cash in the bank and have it on your timing instead of having to rush or have that uncertainty about what the values will Be in october november december man, i love role playing with you. That was really good.

That was pretty good. I was really testing myself on that one all right so again, hey the goal of this show is to just give you snackable bite-sized pieces of content, things that you can say and things you could do a mindset to perspective that ultimately gave you more confidence. So you have greater conversion, because that's what sales is all about, so jeff. Thank you.

So much for being a part of the show we look forward to having you again partner. Take care. Make calls you.