Hey welcome back to the confidence conversion show today. I've got four extraordinary agents talking about their best practices, if you're the kind of person that's struggling with buyers, or how do i get my buyer off the fence and interest rates are going up. What do i do? This show is for you, let's start very fast, with introduction, so tell them who you are tell them, where you're from all that good stuff we'll go around the table. Let's get right into the action, i'm sarah allen from prescott arizona.

I've been in real estate for five years, and i love it. Yes, not prescott. Ladies and gentlemen, like biscuit, i've never heard that one before okay, i'm sarah jenn. I am jen dillard and i am in hood river oregon, which is 45 minutes east of portland, oregon and yeah.

Happy to be here, love it all right. Carrie we've got to like literally move the microphone around. Here we go, we got it. Carrie white, in los angeles and been selling real estate for a very long time, but that's not the question right.

Yes, yes, queen of santa monica. Yes, yes and my name is glenda baker, i'm a real estate agent in atlanta georgia. Yes, we all know that script. Yes, okay, so so, ladies, let's just talk about the person watching right now, definitely they saw the thumbnail they were like.

Oh finally, please i need i need another perspective of i'm dealing with these buyers. Interest rates are going up, people are freaking out over inflation, and now my payments are going to be higher. Maybe i should wait. Let's talk about that.

First. What what do you do to help a person make a decision to move forward if it's the right decision for them? I can take this one take it, so i think right now, there's a lot more preparation with buyers, so the old buyer script is out. So now, when i'm meeting people, i've got a whole new script, i'm going through like this is what's happening with the market. If this is what you're looking for here's what's sold, here's, how much is going over asking here are some examples of my clients.

How many of the offers they wrote, which ones went over, how many times they had to write until they would get accepted, and then we also break down the monthly payment? How much will it be if it goes up and then we go through some scenarios? Okay, let's make a timeline because last month we spoke - and you said the market was going down and it hasn't. So let's keep a timeline. So then, when i check in we said: okay, since then, prices have gone up, rates have gone up, the houses that you want are going up up up, so we get a plan and then they are motivated and they know okay, when it's time to go we're Going to write over asking or we're going to look for something that was reduced and it's a lot easier to get them into properties that way so carrie. I love that because you have a plan and ladies, please interject also, but my initial reaction is: what do you do with a person's like yeah? But like my parents told me, or you know the last time we bought a house like there was like room to negotiate like it just feels like there's no negotiation right now like like that, just doesn't feel right or it's just not me.

I have to get a deal i tom i'm with you. I want a deal too. I'm the same way. I want to write under asking as well, and all i have to say is i'm a fact-based agent and i'm going to give you the facts and whatever anybody else is saying is just talk.

If you want to get into a house here's the plan, here's the results that we've been able to get our clients, that's just what it is yeah, okay. So, ladies and gentlemen, sorry, if it's not a deal today hold on to it in 10 years, it's a deal, i mean it continues. Pricing continues to go up, interest rates continue to go up. Why not buy now, and then you know that's where your deal is and who's whose money your money is going to go into someone's pocket, whether it's yours or your landlord.

Absolutely so, if you're going to be putting money out there for an offer, that's a little bit above. That's still going in your pocket. You're still utilizing your money the best way and who says that interest rates aren't going to go down in another two years or six months to 20 months and that time frame you can refinance pull money out, do whatever you want with it, but you're still putting Money in your pocket yeah, so so these are good glenda, so typically they've been online. Looking so for two or three months, and what i love to do kind of like kerry, is, i say, tom, show me three homes or five homes that you fell in love with online saved on my phone.

Absolutely absolutely, but it's already gone glinda glinda. It's already gone yeah this one's hot, real, quick tom, just show me the three, your top three and i sit down with them. I pull it up in mls and i say the house that was a million two sold for a million 450.. The seller made no concessions, yeah it sold in five seconds.

So i just want to prepare you tom, because you know what i don't write the mail. I just deliver it, but i'm here to get your offer accepted that i promise you i'll get you to the end zone, but what i want to do is i want to prepare you yeah. I want to educate you because you're going to hear stories your mama and daddy are going to tell you that you can get a deal. They'll pay the closing costs that they'll include everybody in their first child with it just to sell their house.

The real estate of 2022 is not the real estate of 1982.. Let me help get you into the end zone yeah. So, ladies, all of you are saying these great things, and i i'm i'm countering all of you right. I'm thinking about the person watching right now says kevin.

I've said some of these things, but it just doesn't land like it doesn't stick until maybe they've written three offers four because they have to go through the pain. Absolutely they have to go through that experience of rejection you know, offer rejected, offer rejected until they finally get it. So sometimes they you can do what you can to set that expectation, but sometimes it's their decision in the answer. So how do we get them through? It faster, what have you done like? What's the hack? What's the buyer consultation, that kerry said i mean you have to set.

I know you have to set the expectation as soon as you get them and it's not a conversation. It's not something you do in the car, it's something you set in the office in a professional setting. That says this is what you need to expect as the buyer and i'm going to do my job, because i have authority in this industry and i have proof of it. So trust me.

I know your market know what what is the average percent over asking that that the houses are going for, know your market and make sure that you know you are the knowledge broker so that you can educate your client yeah. It goes back to the whole know. Like and trust, if you're putting out the content they're on the e-blast they're already seeing that you're the knowledge broker so they're more likely to trust you and when you say this is what we need to do be like i'm, the expert but you're the boss right. It's one of my favorite lines, so i'll tell you what you need to do and you can either choose to do it or not, and it's how many times are we going to repeat this process yeah right and i think it's really exciting but you're the boss? There's a new, blended, tick tock coming soon.

I love that that is awesome, but you know you have an advantage when you're a listing agent when you are the listing agent, so what we've been doing is we've been like showing them here we got 70 offers on 123 banana street. Let me show you what people were willing to do to get it right, and let me show you what the person who got it did. Yes, and because nothing accelerates credibility faster than proof, and when you can show that again, nothing accelerates credibility faster than proof and when you can show them here's what bobby and susie were willing to do to get one two three banana street they're like oh okay, we Get it right because they can see what bobby and susie did we had 70 offers and we kept them. I printed them.

You know, because i'm old school me and you were old tom, so i printed them on paper. This stuff called paper from by the way we were singing songs from the 80s before the show started so, and we knew every lyric and these these three were like what, but, and so that has really helped get our buyers. Yes over that hump like realizing what they're going to have to do so so, let's talk about the the other side of this, which is like how to actually write an offer and get accepted. Okay, like what's your like: let's start with okay, i'm calling the agent right.

We all call the listing agent first. Yes, what do you do when the agent is an agent? That's not in town literally like what does it mean she's, not in town? No like no like, like so so the agent you're, the you're. You got your buyer in riverside, but the agent is from orange county right. The agent is from riverside county and you're, like i don't even know who this person is like get to know him fast.

You know what do you all do? Well, yeah, i mean it's your relationship with that other agent right, it's so important, so send them an email with you have to be as professional as possible right. You have to really form a relationship if they're not going to pick up the phone. You know we've had a video text before i've sent wine. I've sent flowers.

I've sent one of those baskets with the fruit and the chocolate edible arrangements. We're talking about california, edible arrangements mean something entirely different. Ladies and gentlemen, right, like sympathize with them, i know we just had 14 offers on one of our listings. I know your phone is blowing up and i am going to make your life so much easier when you work with us.

Yes, you just relate to that yeah. What else? What else? One of the things i love to say this is my favorite. I just feel like hi. My name is tom: i'm the mic boy, yeah you're, my cabana boy with the mic.

I love it. One of the things my favorite question to ask is: don't you owe it to your seller to let them write the perfect offer. So tom just tell me: what is it exactly in a perfect world? What is your seller looking for? Oh glenda, they want the most money, no contingencies. No, no! No tom tell me exactly yeah.

That's the obvious. Tell me exactly what is the perfect offer for your seller yeah? Let's do this. If you tell me what it is i'll write it up, if my buyers will sign it, we're done you don't need to look at those other 70 offers. Don't you owe it to your seller to allow them to write the perfect offer for their home? I do that too.

Just not so beautifully yeah, that's a real question, while they're working there, i'm like what does the seller want, yeah? Well, if the agent on the other side is like, you know, standoffish and doesn't want to answer those questions because they don't want to get themselves into a into a hole they, you know always ask those questions that are yes or no. You know it's like. Do you have any cash offers, yes or no? If i wrote you an offer for blank, would that you know, would we be in the running? Would we be in the top two yeah? You know and like just ask those questions, yes or no questions. I feel this will be on the short list.

Yeah right. It's like the price is right. Yes, at a million 375, do we win right exactly exactly not exactly glenda at a million four? Do we win, maybe at a million 425, are we done yeah you're good? Your people are signing today right, that's exactly that's where i'm going! Yes, absolutely! Yes! Yeah! If we write 1.275 will we get acceptance, yeah same type of thing, so so obviously agent relationships? Now more than ever, they've always mattered right right now it really matters um what else? Besides calling the agent? What else is working right now? Well, sarah's, like yeah, i know like me um, so i've been doing just non-refundable earnest money and i just put an additional clause in there that says. If this offer is accepted, half of the owner's money will be non-refundable and be released to the seller upon contract acceptance.

And it's not it's not a lot of money like maybe it's twenty five hundred dollars. Maybe it's two thousand dollars and i'm like okay, if that's gon na get them they're totally going to do it and it's won every time. Yeah, that's a good big one. I love it like a signing bonus like that's exactly what it is.

What we're doing is tom, if you sign tonight, if you sign tonight by 9 pm, we'll do a 25 000 signing bonus and i mean they're like i don't understand this yeah. No, no! No! No! All i need you to do is sign tonight by 9 p.m. We'll give you 25 000 more than our offer yeah, and that puts the seller in the driver's seat. Again, yeah everybody yeah everybody wants to be in control.

Do not kid yourself! The listing agent wants to be in control. The seller wants to be in control. So, as soon as you relinquish the control as soon as you give it up, then they're wanting to work with you they're like okay. She she knows what she's doing.

Who do you want to close with tom? What offers what offers do you have that you hate tell me what you hate? Who is the closing attorney? You don't want to work. Oh, i feel like another. Hot topic is inspections, so you know i. I don't recommend that my clients waive the inspection entirely unless you know their situations where maybe it's okay, but um.

So what we've been doing is we've been saying either. You know that the inspection is upon um, that the inspection is for informational purposes only and so we're still having an inspection, but they will not ask for repairs or a buyer. Won't ask for repairs under a certain dollar amount unless for safety or financing reasons, so that kind of makes the yeah it makes them feel a little bit better, the buyer that they're not weaving it entirely, but what about appraisals? It doesn't make a difference right like those are gone, but appraiser appraisals are coming in right now, yeah all of them are coming in. Oh, it's 500.

Over it, appraised razors are like whatever you want, we'll write it right, but if it makes the seller feel better. Put it in an appraisal gap, and you can talk to it. Talk to the lender. You know see if there's any wiggle room there with their down payment so that you can offer that have you ever submitted a seller net sheet with the offer with your numbers in there i don't know.

I just thought it might be a good idea, because then it really shows okay. This is my. This is what i'm getting at the end with this offer. I know every free everything that you know is there.

Nobody else is doing it. That could just be that one extra connection right the analytical process yeah. This is my end - cover letters in or out where you all are. Oh, my stars and stripes.

Okay, i mean maybe a glenda, isn't here: no, no! No! No, because fair housing right! So there's no more love letters! There's you can write letters, but you can't write letters like tom and kathy their mother-in-law, their dog and their kids, because they want to be in this school district housing yeah. It's funny, though you could do it in canada for christmas yeah, you can do it yeah. I think there are so many you can still shoot videos yeah. I don't think so.

I don't think i think across the board in the us it is a no-no. My seller, the other day, said: do they have any cover letters who are these people? Can you send me some cut? I was like nope sorry, so that's taken a different element out of it: yeah yeah. Okay, let me go a different direction with the with uh. The four of us - that's weird, the four of you, so so a lot of the dialogue i'm in right now with all the besties is time or money right, timer deals and and what i'm finding is most of the people i'm talking to are like.

I have enough deal flow, but what i don't have enough of is time. What have you done this year to get more time, to have more non-negotiables to to manage your life a little better, because we're all running fast right now, so just anything time, hacks go! So this whole year has been dedicated around intentional time and, of course, intentional time brings more money, which is what we're seeking. So i've been really hard on myself to say: okay, if i'm setting this schedule - and i have this time block when i'm done with this time - block i'm done and i have to say it's okay, if i didn't get everything done that i wanted to for that Segment in that time block - and i have to pick it up at another time - and just just allowing myself to say it's - okay and from a perfectionist standpoint - it's really hard to do. But i would rather have intentional time with my family and myself than you know.

Go over something for the tenth time, yeah yeah. We actually set up some um. Well, i'm very systematized and checklist where, if we've got offer deadlines or things over the weekend, we let people know ahead of time offers will not be reviewed after 5 pm on a friday or before 9 am on a monday. And if we have things to get in from our clients, we let them know it's 10 a.m.

If we do not get this back by this time, it's not happening today. That way, my staff is not working late, i'm not working late. What do you worst thing? Is on a friday at six when you're trying to get an offer in it's like right? What are we doing? Do you do the automatic text messages around that? I love that yeah and everybody wants to write an offer a friday at five, always right, yeah and my buyer wants an immediate answer. Right, i say all my voicemail.

These are my office hours, saturday and sunday by appointment. Oh, i am i'm. I've got a three-year-old and a six-year-old, you know, and a 34-year-old husband, sorry babe, it's like you know. I got ta.

I got ta make my time. You have to set those boundaries right when it comes to your family and i love your yeah. So my family has no zo, no time sorry, no phone zones and no phone hours so between five and eight pm, no phones and the table. The bedroom, like those are no phone zones, yeah and so we're.

You know we keep it and we have to. We have to hold each other accountable, my husband and i are both entrepreneurs, so we have to be like uh uh, you know call each other, but you know that and and a weekly date night and i feel like it keeps things strong, so yeah. I agree. I agree yeah, so so gb.

What are you doing to get time back? We actually. So this is kind of like technical, tactical, practical. You know which one tactical tactical or practical, it's it's both you're dealt with ttp yeah. You know me mtv, we created a google form yeah that we put in the private comments that feeds into the multiple offer.

Spreadsheet live, oh yeah, so it says you know you need to submit your offer via pdf, but you also need to fill out this form. Yeah so because i mean 70 offers right them to fill wow you you're filling because the thing about it is, then it feeds into the google sheet and the google sheet is live and the seller has a link to the google sheet. So in real time i can't wait they're seeing the offers so that saved i mean that gave us back like four to six hours. That's great on all of these, because because we're filling it out, like you, know, right and i'm like this - is can't we do.

This, and so i was like, i think we could do a form, especially that yeah i'm looking now to my audience here. Did you get that you you no charge for that tip? Yes, that was a gb special right there. That was that started out with you know, with ttp yeah and then bam. You know, okay.

So what else on time? What else gives you more time? Where are you trading hiring? Where are you trading money for time? Right hi, i would say hiring delegating. I mean, if you feel, like you're running out of time, make a list of everything that you're doing in the day on the left side is what you're doing and then start circling everything you can delegate and put it on the right side, and you just created A job title, a job description, so yes, yeah yeah. Okay, same same i mean i have had to i've had to grow my support staff a lot in the last year and i finally feel like i can breathe, but i was definitely getting to the point where i felt like it was too much. What about trust issues? Don't you two have trust issues? Doesn't everybody have trust issues and have trust issues? I'm like glinda, i'm a control freak and i want i, i never think yeah.

I never think it's going to be executed as well as i can execute it until i see it executed by somebody else, because they have the time to do it and i'm like oh yeah. They are definitely i'm like. Okay, thanks cheryl, so um. So it's just really acknowledging that you aren't the best at everything when you're doing everything and what what are you the best at and focus on that and things you are the best at when you have limited time and you're crunched, you don't become the best at Anymore, but for me um with time, there's been more motivators in my life.

The last few years, like i used to work at home, you know maybe have dinner, not have some champagne and work till 10, 11 at night, just jamming dancing doing the thing, and now i've got my puppy and my husband and our desert home and i'm like. I could work, but everybody sneakers and, like the champagne and dancing, sounds like a great time dancing. It was my best time, but now you know we go around the golf cart at one of our houses and it just so. The motivation for the time thing changed.

A bit right right, just beautiful, just your! Why? Right? Yes, it's privatization! It's it's trading, some money for time. It's realizing what your highest and best is versus everything else, so so we're here at a video mastermind, the person watching right now has probably had a little fomo if they followed any one of our instagram stories or reels uh. Let's just talk last thing, most important, video tip for the person that wants to get better at video right to scale their brand, to get more trust to get more dms to get more come listening calls what's the best video tip around the table be consistent. Just start doing it get comfortable being uncomfortable and and just be consistent.

How do i get consistent because nobody they're all saying - but i don't know, yeah yeah right yeah - have an apple note on your on your phone and just consistently write down ideas in there and then record when you have a chance to record yeah record as many As you can in one and one sitting, you're not doing it yeah for sure another agent's doing it and taking your client. So absolutely that should be enough motivation right there right right, yeah! I think the biggest thing for me is that the camera will never give me a real live objection, a live objection, so it's like, i can say whatever the hell i want, and that camera's not going to do anything. It's not going to give me some sort of feedback, and i can edit out anything, that's not good in my opinion, so it's like just treat the camera like it's just the stagnant object that you're just practicing your scripts with and eventually it'll, be great yeah. So well, you can filter it.

Yeah, yeah and utilize yeah um, so go live, don't be afraid to go live. I think that that is probably going to get you over your video right now. You know like if you have some phobia about being on video. Go live because nobody will watch it, nobody will watch it.

You can't delete it. Yeah yeah and the thing about it is, is that it'll get you used to it. Yeah um and i think that it's real and in the moment it's putting in the reps. It's putting in the wraps, and it just makes the muscle stronger.

I think it's so important to be yourself. I think that it's really important to be very clear and very certain about what you're going to speak about that'll, give you confidence in a plan, yeah yeah. Absolutely but whatever it is just focus on whatever it is: you're going to talk about inspections, you're going to talk about closings you're talking about first-time homebuyers. What just know that inside and out and focus on one thing, don't be intimidated by the camera, and the thing about it is: is that go where you feel the most loved so whatever platform, that is, if that's instagram tick, tock facebook linkedin go where you feel Most loved because then those people get it back to you, sending it to your mom.

Those people will get it back. Those people will give the love back to you, which will kind of give you some confidence, yeah right, yeah and don't be afraid to collaborate on videos. If you have someone that you know like a title, yeah a title rep, i have a title: rep bullet beau bullard in my area, and he is fantastic with video and he's starting to do collaborations. And it's like this breaking point of you know getting out there and saying i'm okay to do this, because someone is with me and they can hold my hand through it yeah.

You know jason talks about the different avatars you know, and so that's something that i think you can watch that episode. That jason did about avatars, and you know for me it's one of the things that i love is comedy, so just bringing the comedy into it makes me feel more comfortable. It's kind of, like my that's my whole yeah comedy, so find what works for you and do it yeah. I love it.

I love it all right. So, ladies first of all has been super fun. This could have been like a five hour show. I can already tell maybe a five-day show: that's why you have to have us.

Well, absolutely. Please come back to dallas so for my friends that are watching, obviously like subscribe share, but, most importantly, how do they reach you all on your favorite social channel? Where should they reach out to you? They want to ask a question. Yes, instagram is the best platform for me, and my phone number is in there as well. My handle is sarah, with an h allen with an e realtor love it um, instagram and my handle is at jen dillard team love.

It carrie. You could literally google me and there's like 80 ways to contact me, but the easiest is my ig carrie ann carrian. Carrie, anne carrion, hey, my name is glenda baker. I'm a real estate agent in atlanta, georgia.

Send me a text tag me in a post. Give me a call, that's what i love the most, because i'd love the opportunity to talk real estate with you today. God do i feel, like she's done, that a few times? Yes, all right, you know come a long way, girl power all right. Well, thank you.

So much obviously hey comments, because all of them will jump in later on youtube or whatever platform, and this is an opportunity for you to connect. Thank you. So much for watching and being a part of our show, we'll see you guys soon take care. You.