Hey welcome to the podcast i am so excited. I have five unbelievable women who are going to share their insights with you on how last year they went on about 500 listing appointments collectively listed a lot of homes and had a remarkable year through covet through the pandemic and going into 21. All of them are planning on even more so. Let's just jump right into some fast introductions.

I've got glenda baker in the house so good morning, glenda, hey tom, my name is glenda baker. I am a real estate agent in atlanta, georgia. I've been selling real estate since jesus was a baby. So, like 28 years i have a small all-female team in atlanta three selling and three admin.

Last year we did 148 sides. Congratulations all right. Let's keep going right around the horn, so treasure davis in the house. Hello, my name is treasure davis.

I have been licensed since 2005.. I'm in colorado springs colorado and last year we did 450 transactions, and i am super excited to be here. So thank you for the opportunity. Yes, thank you so lisa doyle, who i've known since jesus was a baby before jesus was a baby um yeah.

My name is lisa doyle and i work in outside of san francisco in a um kind of a rural or a suburban area. Danville and san ramon is our main market. Last year we were small team last year we closed 112 and um just excited to be here. Thank you for having me yeah.

Thank you. So much eileen, i'm eileen rivera in long beach, california, i own a small boutique brokerage, uh manage a seal team and i'm very proud to say. I have now been working for mr ferry as one of the senior coaches for about 10 years yep and we love it. We love it all.

Your clients, love you and uh from the great state of texas deb lie in the house great to hear you say the great state of texas. That's right! That's my my home state, ladies and gentlemen, hey so uh yeah i've been in bit in the business since 1998 and uh run. Uh was a small team and it's just it is getting larger here, especially in the last year last year we did write around 350 transactions. 110 of those were listings outstanding 57 of those i did myself and the rest were done by the team good for you good for you, so so for the people out there listening or you're watching on youtube um.

I was texting these ladies saying you know what would be great if you look at like, for example, this morning, what came out from the national association of realtors since 2011, we are now at the lowest recorded record of inventory on the market in the u.s that We've seen since 2011. and i'm sure if you go back, maybe there was a time before that, but just seeing that this morning and knowing that i'm with five extraordinary agents. The first question i have to ask and i'm gon na actually go to uh treasure davis. First, so treasure everyone's gon na say the same thing: how are you getting listings? What are the best sources and what are you doing and then we'll open it up for everybody, but we'll start with treasure um.

So we are leaning in really hard to our past clients and sphere um, and we um so one example that is up and coming is. We are doing a covet friendly, reverse pop by for valentine's day where they can come in and get pizza, they can get wine sparkling cider and they just drive through we're wearing gloves, masks, we're being very careful and we're just saying we love you happy valentine's day. Let's have a great 2021 and so we're leading really hard into our past clients and it's been paying off in dividends because we started with new year's, so we're just trying to every month just lean into them and show them love and appreciation. And and when you're doing that treasure help people understand, is it just a thank you and we love you or is there ever an ask um there is an ask um, but it's subtle for us um, because we lean in so hard at them that it's jab Jab right hook, so this is just a jab.

This one isn't a right hook. I love it. I love it so so i'm gon na i want to bounce uh so deb. What about yourself and your team? What, where are you getting listings from today, and what are you doing what's working right now? Okay, so if i look at the listings, i get um, i probably would say 90 of those or repeat listings, and you know kind of the fun of that is honestly.

We talk about it, it's kind of a joke at the at the office a lot of times. The listing appointment is pick up. The phone answer it and say give me the address. Okay, that's great.

We look at the price and we write it up. We don't even have an appointment um so for the people that are listening right now, you're not watching the video. I just saw four of the best agents on the planet. I'll go like this like what i want that appointment.

A lot of those are repeat: clients, okay, so you know investors and that you know so they want to know what the uh, what the value of the house is going to be it's a phone conversation i send over comps. We come upon a price and it literally is okay i'll get everything docky signed to you this afternoon. So those are a fair amount of my appointments, at least at least 10 20 of my appointments and then, when i go on the other appointments, um yeah they're. Just very personal, i'm going to tell you i'm not very gosh, i'm ready to take notes from everybody else, i'm not very polished with a whole listing presentation and all that kind of stuff.

My conversation is, you know the whole series of questions and then my next, the last part of my conversation is, do you have a computer at the house and of course almost everybody does and really that's where i do my whole presentation right yeah. We talk about humble and strong, though, like oh, my goodness, you know you're not really that polished number one dip like. Of course, we all know you. You are number two.

It speaks to how trust accelerates this process right right, because people trust you um. You have a great reputation, they were either referred. They know you they've watched. What you've done.

Trust again, trust is is like what you've all heard me say about proof. It accelerates credibility, yeah, so all right, so i'm gon na i'm gon na go a different direction. So uh, how do we? How do we create trust and i'm thinking more about you know? I've got five legends in the business right now on this podcast. How does a newer agent or someone that maybe has been in the business for eight or nine years, and maybe they're they're listening right now and they're like oh, they just feel like they've been limping along in the business for a decade and now, all of a Sudden they're committed and they're serious, but what they don't have is the swagger.

So how do how do they get the swag like i'm gon na, go i'm gon na go to uh, let's go to glenda baker. How does someone get that that confidence, that you know that ability to create trust knowledge and the the data and the knowledge of the data gives you the certainty to speak with confidence? So if you are a newer agent and you or you haven't, sold a lot or you haven't been in business a long time, the more knowledge that you can consume and that you can speak with certainty memorize it. So when you're sitting there at the listing appointment with the client you're not looking down at your papers now, let me see here one two: three banana: you need to know that stuff that needs to roll off one two: three banana street with the purple, dining room And the blue shutters. You know that house on the corner that house sold for 5 24 9.

It sold in 32 days that that eileen says it. Nobody says it better than eileen. Nothing accelerates credibility faster than proof and when you can speak with certainty that builds your confidence and theirs. So how much time should somebody be spending studying the market studying the mls? This is something that i've been preaching for years and i i i hear so many agents say but tom.

I do that, and i said no, no, you scan the mls looking for a listing for your buyer, there's a big difference between that and really studying the market lisa. How do you study the market even at this, if you're 35 years in the business? How do you study the market or what do you recommend for someone new? I mean i always tell everyone even and i still do this today, even though i know that my market very well um, if you're going on an appointment, you need to be either driving by every property like like glenda said you need to know hey. You know that one that backed up to the power thing that i mean you know everything about these houses. I preview anything that you can go drive by the pendings drive out of this holes, call the agents who have the pendings.

You need to be prepared. You need to walk in there and know everything, and i tell people this all the time you know i'm so i'm so thankful to share with you, because i've had a chance to see every one of these. I can really help. You understand how your house compares so yeah.

You really have to study, you have to know, and agents should be looking at property even when there's even when they're um, you know someone that's been around a long time like the old people. Like me, you know you, should you still be looking at the houses and know what you're talking about? I know everything about the schools know everything about the the community know everything about the the businesses. You know you've got to build credibility by by giving back too. You know it's all of that.

I i agree so so i got to just say so. Lisa do you remember miss irma eileen? Do you remember miss irma from like so so it's as deb was talking, so i just have so cute little story, everybody. I was coaching, this wonderful gal miss server from louisiana and she tells the story one day she i'm like. So how was your week? She says: well, i took a listing and it was really great and i said well how'd that go she says well, the person called me and said you know miss sherman.

We want to sell at home and she's. Like did. I leave a sign at your house by chance and the client's like as a matter of fact, it's been sitting in the garage forever. She goes well darling.

I just want you to take that son go ahead and put it up in the front yard. For me, like, like dev, when you were telling your story, i was like. Oh my god, it's miss. It's miss irma reincarnated, like i don't i don't have a process, but i ask a set of questions every single time.

It's so great, all right, the last one being do you have a computer, i've shown up at the house and i didn't have a computer and it killed my listing presentation. There's something called a laptop. You just bring up something: okay, there's there's like a 25 year old, listen to this right now going. What is wrong with these? Ladies? What is going on here? Okay, i want to go a different direction: uh so eileen when you're, when you're in a competitive situation or not, do you send a pre-listing package to sort of pre-sell yourself to create an easier glide path? Uh, and if so, you know, what do you send? What do you do or something better um? I? Yes, the answer is yes, it depends on each situation not appropriate for some very appropriate for others um.

I coach a lot of my clients on who have pre beautiful pre-made lists what they call their listing book. Their listing presentation - i i support them in in that great quality. I also encourage them um to customize their listing presentation to the individuals right again, one of those things i've been preaching as a coach for years. If i'm going to um meet with someone to sell their house, that was their first house and they're in their 30s, the photos and testimonials in their listing presentation are going to be from people their age and it it's um, magnified by the fact that i farm So probably 80 of the time they're going through what i've prepared for them and they're like oh, my gosh, you worked with tom and kathy.

You worked with debbie and jim and and again that immediately makes them feel safer and more comfortable. So i customize mine. I think every listing presentation needs to have a foundation of data and testimonials and what you know, and the competitive edge sometimes is just having the eye to point out information that didn't occur to them with the other agent or the next agent right. It's just when you see something, and i would say because of our level of expertise, but you could have that creativeness as a brand new agent right.

You have a you, have a fresh perspective. I remember when i was in a long time ago, very young and a new agent and saying to people that were 30 years older than me but understand. Mr and mrs smith. Your buyer is more likely to look like me than the folks that then than they do like your neighbors, i'm never going to say like them right, but then your neighbors.

So that gives me that gives me an advantage, because i understand that mind of that young family. That's trying so hard to get into this community that that ability to see opportunity and um brilliant. It's it's a it's a little bit of a humble brag because i don't say: oh look at me. Look at me look at me, but i do say, look at what i can do for you because of my insights and my perspective.

So i'm seeing all i'm seeing all of you nodding, yes, treasure, what's going through your mind right now, and then i want to know from all of you like, do you send anything? Do you recommend saying anything? Do you like eileen's approach? Are you going to change your approach treasure? What are you thinking? I mean i have a lot of things going through my mind, going back to your first question. If i can just for a second, i think the other thing to make sure that people are doing is role-playing and practicing. So we're not practicing on our clients, we're practicing on each other and surrounding yourself with incredible mentors and people that will not just be like yay. You did so good.

You need the people that are like. No, don't do that that wouldn't work with my personality. You should change it like this. You should say it like this.

You need those people around you and one thing that i do now, as i'm mentoring, new agents is when we go outside and after we're done, i'm like what do you think give me the good give me bad. Give me feedback. Let's hear it, you know we got the listing, that's great, but how can we improve moving forward, and so that's what we're doing with new agents - and i'm like this - is why i did this and so for us, that's how we're doing it um when we do Our listing presentation, because a lot of our clients are not here um, you know we work with people from all over the world um we do everything on video um. So when covid hit, we were really set up really well for covid, because we were already using zoom.

We were already doing that um, but we do a video where i'm introducing myself. I give them links to my testimonials i'll, give them all the data. I give them all my marketing, because for me, when i get to the house, i don't want to cover any of that, because it's not about me. So i want to cover anything they want to know about my stats before i personally get there see: okay, i'm watching all the head nods again and i love i see deb, who is a legend taking notes which just always impresses me so treasure did you just Say on zoom, you cover all marketing all comps.

All of that stuff. You get all that out of the way. Re reiterate that for me send my video. I send my link to my reviews.

I send um my marketing presentation. I give them the comps um from three different sources: um, i reference other places, so they can see what other places are saying. Their data is worth. I just hit it all out of the gate, because when i get there i shift it.

I learned this a long time ago that when i get to the house, i want to sit down with them, because everybody else is like give me a tour. So i sit down, and i'm like tell me about your plans. Tell me what's going on, tell me about you and the biggest thing that helps us win is when i say what are you looking for in an agent? How can i come alongside you in this journey and then from everything i do from then forward is customized to what they're looking for? How can i ease those stress, points and pain points for them? How can i get rid of them? How can i hit on what their hot buttons are? So it's so interesting, um treasure i had a conversation with tim smith and tim listed kath and i's home for sale, and that was the presentation right. He he never once got into like now now granted he's been my personal client for 12 years.

I know what he does, but it it was only about so tom and kathy. What do you guys like? Why are you guys doing this? You built your dream house. Why are you selling this like? What's the plan right and literally 45 minutes to an hour of just therapy with tim and then okay send us a paperwork we're in right, like that? Was it we didn't even get into price? It was just this. He wanted to understand so he knew how do i best serve you and i'm sensing the same exact approach.

What do you say, though, so i'm gon na go lisa doyle, lisa, they're, a brand new agent, a brand new agent, actually lisa a brand new agent or a veteran agent that doesn't have the kind of reviews and track record that you, ladies, have what would you Say to that person, what do they need to be doing to pre-sell themselves before they show up or pre-educate as treasurer was talking about? You can still, even though you're fairly new? You can still do what treasure says because um we do a lot the same treasure. I send a video up front, a bomb bomb with the same thing: here's a link to our really helping them understand that we're here to support them um and we have a client um. I have a little video that i had clients share. I send that along as well, even if you're a new agent, you could still have people share on your character.

I would still have them create a video. Even if you've never sold a house. You have people who can verify your character. I mean i would prepare as much as i could to verify your um.

The fact you know that that you that you care about their well-being can surpass maybe someone else who sold houses yeah. So i i love that treasure. I love that you're um, that you take a such different approach and i wrote down the coming alongside of them that is such a great, powerful chair. That was a great i saw i saw.

I saw multiple people writing that one down. That was a good one. No, no, i would say i would say as much as you're a brand brand new agent prepare uh. Some of this.

You know video test. Video video is powerful. You've taught us that a long time ago time i mean you were such a ahead of the curve and when we all got hit with, we were all like. Oh yeah, switching you know pivot into video, no, no sweat.

It was like easy because of you, but i would say that they could still do a lot of this, even if they don't have the past clients yet so so, four or five years ago, maybe longer at the summit. We we talked about this strategy. I think it was uh uh scott campa, who you all know from new jersey who said i send this video bomb bomb and then it was just a series of links. Here's my marketing plan, here's my reviews, here's the comps, here's the contracts here and, like literally everything inside that email, so i just just to clarify you're talking about you, send them something like that.

Just for the person listening that maybe isn't clear on everything that you're, including in there, is that right treasure. Do you do a hard package as well? Do you deliver a hard package or just the video, or just that you know? No, i have so. I learned this from eileen. I have a bag of tricks to the appointment.

I have my bag of tricks so that, if i need to pull out a hard copy of something yeah, i have it so exactly glenn for the people that are listening to the audio glenda is on her she's in her car, going to a listing appointment as Soon as this ends and she just lifted up her bag, so so, ladies um, let's actually go to treasure or actually let's go to eileen eileen, no glenda, you got the bag. What's in the bag of tricks, what's in there uh, so you know eileen. I learned from the best so before i go on any appointment, i do massive amounts of recon and research because i don't want to show up in my beauty pageant outfit to the analytical and i don't want to show up to the expressive in with my you Know, hair straightened and all of my little spreadsheets, so i do massive amounts of of research, so i know exactly how to present so. For me, i have everything because the husband is an analytical and the life isn't expressive on the appointment that i'm going on.

So i i mean i have like my big ass spreadsheet, it's gigantic, 11 by 17.. That's awesome because the analytical i will hand him that and then the wife who's. The expressive who all she cares about are the pretty photos. I'll have the brochure for her and then i'll tell her.

Oh, you may think that it's really hokey that we do a cookie that has a picture of your house on it. But let me show you, mr analytical here are actual statistics. This is feedback from this agent on this house on this day that talks about the cookie. How amazing the cookie? Wasn't it kept the house top of mind because he wants to know why? I'm doing that? Yes and then people always trust people who give them food, and so we have hazelnut truffles because you move from being a stranger to being trusted.

When someone accepts food from you, your mom always says: don't accept food from a stranger. Once you accepted the food i'm in i'm in like flynn, i love that i love it. That's brilliant! I'm so gon na copy everything that she does always okay. So for the listener right now you have to understand i i know you might be listening like on the treadmill or maybe in the train or wherever, wherever this finds you in podcast land.

But if you just saw what i saw with all these. Ladies, everybody was like, oh my god. Yes, yes, there was so many inside i leaned like as a coach weren't you just like proud as all get up hey. If they're like this, i show up dressed like that yeah go ahead, yeah! No! Absolutely that's! That's the thing about all of these women and i worked with glenda for years, so super proud of her um, because if you didn't know - and you just watch her celebrity right - you you type caster but she's, a brilliant businesswoman - that if i told her go in A clown suit and she was confident that that was going to get her listing.

She'd go in a clown suit right because it's she's more attached, as i think most of us, are to the outcome right so we're there to serve somebody else. A big nugget that i've shared with, and thank you treasurer also for your kind words um, that i've shared with all these folks for conversion is. If, in your research and your observation, you get a sense of what someone's dreams are and what their fears are. They just gave you the roadmap right dreams and fears are the key to conversion.

So so i think everybody understands that intellectually, can you give us an example? Well, sometimes someone um, a driver will come up, come off very strong and in control and and forceful, and if you, if you're able to connect with them and mirror and match and go into discovery in a way that they open up a little bit. And you get in touch with they're so over the top, because they really really want this thing, even though they're like well, i can you know i can choose to sell or not sell or this or that, but really they want that house over there. On the golf course and they're afraid they're not going to get it all of a sudden you adapt. First of all, i never take somebody else's behavior.

Personally, god help me. I raised four women right. I have four daughters. I don't take anything personally.

So if someone, if a if a prospective seller, is acting a certain way, i come from a curiosity and in that curio. Well, the the you know what the classic starts with what you taught and taught us years and years ago of um. Tell me more about that right. There's a lot of different ways to ask.

Tell me more about that so tom. What are you most excited about? You know tom yeah. What are you most excited about? Keep going. What are you most excited about? What's important to you, um, obviously, tom you've put yourself in a position where you have a lot of choices.

Is there anything that concerns you about the process right like i'm, never going to tell a high d: is there asking? Is there anything that scares you? Is there anything that concerns you, because they're in charge of the world they're not going to respond, but i'm asking the same question in a way: that's palatable to them and all of us i i know i can speak for all these amazing women. We know that if we get what's going on, we know how to help that person. We know how to meet them where they are and lead them to that successful end that they want yeah. All right, i'm going to go a totally different direction.

Deb lie in your marketplace. I imagine there is so much inventory and lisa i'm coming to you next ready that that you know sellers are like look. I can just put my home on the market we'll take our time, we'll get it sold and then i'll have so many options to buy my next home. This is just going to be an easy process.

I'm i'm kidding deb. How do you, how do you solve for the person that says look we want to sell high, but we're concerned that we're not going to find another house. How do you solve for that deb? Well, so i want to go back to the statement where i said: do you have a computer you've been waiting so patiently? Oh, no! I i'm answering your question, i'm just picking it up there yeah! So like i don't go with my bag of tricks. Uh i've found you know i've taken my computer, but then i'm logging in with their password or i'm not in a place where my connection is good yeah.

So, typically, if they have their own computer and we're at their console, it just ends up being a better place and, honestly, that's where my whole listing presentation is - and i built my trust through education. So answering your question: we walked the house and the rest of my listing presentation is on their computer and we're pulling up the comparables. I brought a printed up list, but we're pulling up the comparables we're looking at how it is we're. Looking at hey, this house is very similar to yours.

Oh no, this one's nicer! You see it has this this one's not as nice, and i really lead them through the process, they're picking up the houses that they think are most comparable to theirs. So they're. I think here in our area, um we have a fairly educated clientele, so putting them in a position to see the process and what to look for and have them pick up pick out. The houses really gives them that um and that's what's also creating that trust.

Honestly, so it really get empowers them to see how we come to these decisions. It's not just numbers that i picked on a on a piece of paper yeah, i love it. I love it so so, first of all, thank you for clarifying and i i love that process. I think watching you know everybody else's sort of emotional response to that.

You know imagine you're going into someone's home and you're like let's sit down at your computer, that place where you feel safe that place where you know it's, it's a faith, popcorns book you know on cocooning like you're in their sacred little spot right and then you Go into your presentation, i love that distinction. There's also so much that you can do without saying. Look at me. I can look at computers online.

I can say my gosh. I love this agent is awesome with the way she does her pictures. I love that and then we go to another picture. It's like.

I can't stand it when the you you're taking pictures of a house, and you have the car in the driveway and what i'm saying is. I wouldn't do it like that without saying it that way. Yeah yeah, so as we're going through the process, i'm showing them the things that i like that the agent did right, comparing to that's how i would do it as well yeah, so they're getting they're getting it intuitively with you just showing sort of law. Of contrast, as a strategy of education so deb, how do you, but let's go back to the question? How do you help that person? That is, you know, hey we want to sell, but there's nothing for us to buy.

How do you? How do you help make that transition and then at least i'm going to come to you and i actually, i want to hear from everybody, because this is a major issue right now happening, certainly in most markets. So how do you? How do you help them through that process? What hacks do you have? Do you talk about lease back options? What do you do? Are you asking me or dad? I'm sorry, i was asking deb, but i'm going to go to lisa, oh okay! No! I thought you were asking recently so i'll be i'll, be happy lisa go on um. Well, so i even i would say, there's a bunch of things because you know our market is is a very tight. You know super tight market, so they're listing a house.

There's 30 other homes for sale. That's in our entire area right, but we do a lot of um. Most of the buyers are very comfortable with long lease backs tom, like i've had a few where we sold it last july and they're only moving out in february. I mean like the long lease back is a very possible in our area, because it's so competitive the buyers are willing to give you pretty much everything you want.

So we do a lot of lease facts. A lot of lease backs at no cost um. So i tell them that you know and something else that we're doing that's been super super um effective is we've all heard of like a slidell right, so we we walk the seller through. I do walk the seller through a whole and the team.

All these things that we're gon na do to help you find your next house yeah. We do. I mean i've gotten like five listings in the last 30 days by doing this and so um any time that we have a buyer looking in a certain area or we write an offer for a buyer. They don't get it.

We do a slide dollar drop. Where you can do a radius drop voicemail and look the house over on 123 main street just received 15 offers. My family is so it's like. It's like a yikes video message that her voice called the big props and you'd be surprised at how much interest.

But you need to tell them all the things that we're going to do to hunt you down properties that are not listed yet, and you just have to trust me that we're going to get along along um right back after if a buyer is not willing to Do it then we'll find a different buyer and but you've got to have your household first? You cannot go in with this contingent or you won't. You know you don't have a chance, so treasurer what what say you and then i'll eileen, i'm gon na, come to you and i'm gon na go to glenda. I wan na hear from everybody on this one so treasure what what additional things are you doing to help that client in that situation? Um we do a lot of rent backs um. We also i'm an eye buyer, so i will go in for the right properties and buy it, and that won't work, obviously for everybody, and it honestly has to be right for us.

We also have, with our lender some creative things that we can do where they buy the home for cash and then they're able to purchase the home, and then we sell it on the back side. So we're super creative because there's not a lot of houses in the market, so this is a pain point for everybody, and so we've really been working hard at at getting around it and when they go to find the next house, it is really looking for. What's coming on the market, looking at new construction, you know letting them know that we're not just waiting for things to hit the mls and that we're really gold mining reaching out to our past clients in sphere and saying i have a buyer that matches the criteria. Would you consider selling and they're like for the right price and i'm like exactly so, then that has bridged the gap where they were kind of thinking about it, but not really sure and that's come from just our past clients? Would you treasure, would you share? First of all, this is this is exactly what i was looking for.

Ladies, this is going to be super helpful for a lot of people. Would you share your criteria around uh? You know becoming the buyer, and then how do you present that to the seller? As a as a an option, that's valuable to them. Yes, so i literally um just did this one. So i had a past client that came to me and said um.

I need to sell my parents um home, they passed away, but it's rented and it's rented until july um. So i said great: what's it being rented, for she told me, i did my research and said: that's not fair market value, so we looked at it and i said you know what do you want to sell your home? For she told me - and i was like - i don't know - that i have an investor - that's going to work in that buy box because they typically want it for a lot less um. And i can't do the renter, because you have a lease until july and you're. Not paying fair market value, the mom passed away, there's a lease in place, this whole story, and so i was like.

Let me go look at the house, and so i went in and looked at the house and i was like i like this house. I can flip this house and i'm not looking to make investor rate, but if i make 10 or 15 000 that's gon na more than cover it and i'm helping a past client. Who now has given me another listing and it all worked out, so i actually purchased the home for her because it didn't work in the investor buy box and it didn't work for the traditional because of the lease that was not at fair market value. So i think it's just being able to have a line of credit that you work up to that you build to that.

You can use it when the property is right and i only buy properties that i would live in. That, i think, would be great and we're helping a family out, and so that's been fantastic. We also had one that they were buying a home. It didn't appraise the buyer backed away, and i said that was a bad appraisal.

Let's go back on the market and they said if we could just get this, we would sell the house and i'm like you should go back on the market. They said no and i'm like well, if you're gon na sell it for that, then i'm gon na buy it, and so i bought it and then they stayed there until their new construction closed and it worked out fantastic. So obviously, i'm not doing it like the other. You know, disruptors are at that high level, but even one or two like it's impacting people's lives, yes yeah! So let's, let's keep going glenda.

What do you do in that same situation? I mean you're in a super competitive environment, any any additional hacks for the listeners out there to to win the listing and ease sort of the emotional fears of the client. So for us that run back thing, it sounds really good wherever you guys are, but here in atlanta, that's very frowned upon it's not very prevalent. We don't see it so i really have to talk the seller in to look if susie and bobby come to buy your house and they have a house to sell we're not going to accept their offer. So i want to put you in the driver's seat: let's go ahead and get you the most amount of money for your home.

I have a couple of airbnbs. I can move you into one of those until we find the home of your dreams and then that way, when the home of your dreams comes on the market you're in the driver's seat, because you don't have to sell to buy yeah. And so we go ahead and get them already. The all of the mortgage done literally, all we have to do - is drop in the appraisal, so they're completely approved and they're in the driver's seat, and that is what i find that the seller kind of converts them over to selling now, rather than waiting until they Find something because oh glinda we're just going to wait till we find something that is the freaking kiss of death.

So i go ahead and i just tell them look you. I can't put you in the driver's seat if you've got a sell to buy. So let's go ahead and get your home on the market. Get you the most money, move you into temporary housing that you're going to love at a very low rate.

So then, that way, when you find the home of your dreams, you can buy it at a discount. I'm so surprised, glenda that that lease backs haven't become a part of your market. I mean we, i can't think of a house that we've sold in the years that hasn't had one that's interesting, so the so here you have to you, have to take occupancy of it within 90 days to have your mortgage be you're, not an investor mortgage. So if it's, if it's an owner-occupied mortgage that you're saying you're going to occupy it, you've got to take occupancy within 90 days to keep that mortgage eileen go ahead.

So so in reference to at the listing presentation. Yes, well we're all experiencing this objection, a lot or most parts of the country. I just immediately say tom. I completely understand how you feel.

I'm sure you're not surprised that. I hear this quite a bit. My question to you is: would you rather make decisions based on what you know or based on the whims of the market, yeah and and how to most respond yeah, i'm assuming even even whether they do it nicely or or a little date? Yeah everybody responds like you know. Well what do you mean by that or well of course, based on things i know.

Well, here's the thing look at how much has changed and how rapidly it's changed in the last 12 months. Do i think that we can make the pieces of the puzzle come together? Get you top dollar negotiate, something that allows us to find exactly what you want. Is that possible? Absolutely. Can i guarantee it? No but tom, it's not until you have that offer that you're ready to take action right.

So, let's, let's see what the market tells us, i think the market's going to drive incredible opportunities to you. My point in us putting the house on the market now, is that the one thing i'm certain of is it puts you in the driver's seat. It puts you're the one. That's making decisions not wondering what, if or what, if this or what, if that, that is what you want correct, you want to be in the driver's seat, i'm just i'm! I just watch you eileen, like the the cuban like the hand, gestures the energy right like the head nods.

Yes, i want to be in the driver's seat. Yes tell me more, what do i need to do? Okay, just like linda said: if, if they, if they aren't sold, they have they don't have a chance. You know no one's going to sell them their house with a contingency just like they would never take one. You know so yeah, that's good! No, no! That's similar to what we do too.

I mean i just look at him and say you know tom you're right there isn't any inventory and the houses that come across are going to be few and far between. But that being said, if we don't sell your first house first, what you're going to do? Is you you're going to be settling on something? And it's not going to be your dream home, because you're going to be in a contingency situation and the house that you really love they're not going to take a contingency, so you're going to settle on somebody. That'll accept your offer on a contingency, and i know that's not what you want. So if we could put your house on the market most of the time honestly, we can work out some kind of a lease back and, if not, i have a vacation rental myself.

As well glenda just down the street in galveston, and you can look at the water while we're making that transition so and there's one last thing too tom that people need to share with their clients. Is i always give them this if they still continue to resist? After all this conversation - and they still don't want to take action, they want to move but they're afraid to list first. Is you tell them look if they don't sell? First, we'll put it the other way. If you do sell first you're in a power position to sell your home at top dollar, and then it comes to the purchase you're in a power position to gain the highest opportunity.

If you do it the other way, you are taking a lower offer on your house, because no one else is going to like no one's going to wait for you, so you're going to pay more for the one you're buying and then you're going to be on The desperate situation on your house and not getting top dollar it's like they're, just not like, like eileen, said the driver's seat they're, just not there. You know they're going to get more on both sides if they just um, take faith and do it that way. You know that's how we wound up with all those off-market ones, tom that we were talking about earlier right, because we were able to bring the pieces together exactly yeah. So i'm so.

I'm gon na ask the question and i'm gon na i'm gon na. Let whoever wants to go first, go first, everything you're saying sounds amazing. I know you're a you're, a veteran i've seen your sales. I was on zillow.

I saw all your reviews, but i talked to this other agent and they they just said they would do it. For like one percent that the market's just so good right now that that why would we pay a full? You know rack rate, commission. Ladies tom, did that concern you at all? No, i mean i was thinking about the 18 000. I was gon na save.

Oh, my gosh, okay, i i i understand that part of it the savings part, but we're talking about a million dollar property or 200 000 property, we're talking about a million dollar property, and you feel comfortable in the hands of someone who can't defend their own worth. That they're going to be able to defend your equity. Well, i didn't think about it. From that standpoint, i just you know they.

They just kept saying that the market is so hot that why would you overpay on commission, when someone's just going to put in the mls and get offers? Oh well, that explains a lot that thank you for sharing that with me um. We don't just put it in the in the mls and get offers. Let me show you the process that ensures that you will get top dollar. My job is to drive options to you, so you can pick the best one for you and kathy.

That is what you want. Isn't it? Yes, nice tie down. Yes, yes, so who else is going to go next? I need. I need way more help me understand.

Why should i pay more commission, i'm very so glenda? Why should i pay more so whenever somebody tells me that i always say you know what let's do this? Let's pull up susie's statistics, because the most important thing to me tom is that you get the most money for your house. You know my listings sell at 98.2 sales price to list price and an average of 32 days. Let's just pull up susie's statistics - i mean i'll. Do it right here with you, because i've got my ipad, because i want to make sure that everybody's being transparent with you and if susie can beat my statistics i'll meet her price? How about that? Let's take a look at it.

Let's take a look at her numbers yeah, we look at susie's numbers because, typically it's the same five agents that they interview on every single listing yeah, and i know that i'm going to beat the susie yeah so and how do you? How do you like it? So they say why you're selling at 98.2 they're they're at 96.9, so tom, let me put that two percent in perspective for you on your 500 000 house. That's ten thousand dollars! Are you willing to give that ten thousand dollars away to save one percent? Commission? Probably not that's not good math yeah yeah, you may you may edit this one out glenda. You know this one. You may edit this one out, we're not editing out.

You just said you may edit. This there's no way we're editing this out. You just brought every listener in closer um. I i appreciate people looking for a bargain um and you know no no offense to anyone, but if someone has to go to a free clinic to get a prescription like, i i'm glad that they're able to do that.

By the same token, if you or i need surgery, we're going to research that person we're going to make sure that they know more than we know that they're competent, that they have a track record that they're experienced and tom here's the deal. The reason i i mention that is because, for most of us, two of the most important things in our lives are physical, health and financial health. I can't do a lot to help you with your you know, with anyone with their physical health, but i'm here to protect your financial health and i take that responsibility very seriously, someone who can't defend their own worth. I just i personally.

I couldn't trust them to defend me financially and there's. I tried editing and cleaning up as i was going, but finance just just develop your own script between comparing financial, health and physical health, and we don't look for discounts. I love the metaphor, so treasure. What do you, what do you think on the table right eileen? Would you ever hire the the attorney who walked in and said, i'm the cheapest ever you know, never that's a great one, but and but lisa like you know, redfin is prevalent in your marketplace.

I'm assuming treasure redfin is prevalent in your marketplace. How do you guys deal with the redfin objection? Sorry treasure i butted it. You know we really focus on the net. We do a net sheet for everybody and we really focus in on the net um.

We let them know that um commissions are negotiable, we're here to negotiate that and then we provide our value and let them know where it's at. But we really focus on the net of what they're going to walk away with and because of the market, and because of the way that we price our homes, we're not taking the lowest stance of listing we're taking the highest and so that nets them more than What they even imagined they were going to net because we're not trying to list it low and then bid everybody up we're going in high because we know the home worth and we know our marketing worth and we know our negotiation worth. And so when we show them the net that really helps us, i'm never gon na list. I'm never gon na lose a listing and i don't think either any of you are either i'm never going to lose a listing over price, because if there's resistance, i'm very clear, mr and mrs seller, this is your home.

Ultimately, you will decide what price we go to market with right. I'm here to answer all of your questions about the data you control. Ultimately, the price of the house. I control the marketing the exposure how the home is presented and the market controls the value the market determines the value yeah absolutely and tom there's another one that you can do with redfin, because they are probably our biggest competitor discount company they're, the ones that stand Out and we have data that we take on every appointment just in case, we need to pull it out about redfin versus us, and one thing that i tell clients and i always say the same thing that eileen was saying earlier.

You know, and i support everyone's model. Everyone has a model that works for them, but you know, may i share with you why redfin tends to command a lower price and oftentimes based on the data they never get. The household at all. You know imagine this.

When you hire someone who's redfin their model is the agent is paid, regardless of whether your house is sold or not they're paid a salary. You know how? How much are you going to gut out that extra phone call or get out that extra work on that? Like you know, you know that when i, when you hire me, i'm only paid when i succeed for you at the highest level. You know i work with redfin agents and i and i appreciate their model, but they don't have to work as hard as we do because they're paid regardless they don't, they might care, but they don't. They don't have that instinct to really um fight for you.

You know that is why they don't command the high sweller. I just got the biggest like yeah from treasure like yep, using that one okay, so i want to go different direction. Ladies, like this has been super fun, and i i think we could do this for three hours except you know, glenda's got a listing appointment. She has to go to she's already in the car in front of the house, probably right now, which is great um.

What i want to know is uh, let's, let's hit three things treasure treasure brought up pricing. So how is everybody pricing today recognizing that you know the market is just bonkers in almost every case. What are you doing differently? What are you saying differently? Um, you know just just insight on pricing. So deb, let's go to you first.

What are you doing differently during this? You know the pandemic and now with pricing versus in the past, you know, of course every house is different right, but the the main thing, especially if we have a you, know a house that i'm going to put on the market. I already know our problem is not going to be a price. Our problem is going to be what happens after we get the offer. So we start talking about.

You know how we're not going to you know and we work on this in the negotiations and how we're not going to want an appraisal addendum along with our contract. So we don't want it based on an appraisal, because we know that's one of the challenges that we're having this year. You know appraisers are looking at history, they're, not looking at what's happening now and in the future. So we have that conversation.

So when we do talk, we're typically talking about how we're going to price ourselves higher really than an appraisal, can support and how we're going to strategize, how we look at offers after that and how we're going to respond to offers love it glenda. What about? What about you on pricing? What are you doing differently if anything, so i priced right out where i think that it's going to sell, because i do a coming soon campaign that starts wednesday or thursday. I don't let anybody in the house until sunday at 2 pm and then it's literally my my goal is to create a traffic jam on waze. So i have a line standing out the door to get in.

I know that a lot of people are going to say: oh glinda, what about that whole covid thing yeah, i'm in atlanta, georgia, it's rifles and rednecks wear a mask and let's go so literally. They stand in line apart. I got tristan over here is from atlanta and he's like yep for all, my for all, my friends that are in, like the super high end of atlanta, like just relax, all right just keep so anyway, so we have them in line six feet apart. They come in the house, it builds a sense of urgency.

It shows that there's demand on the house. Last two weeks ago we did one of the listings that we did listed at 485 under contract at 5025. Uh ten offers the one that we did last week that that one had 50 groups through the one we did last week had 32 groups through on the market. With a previous agent for forever we reduced the price just a little.

We did our plan wednesday or thursday. Nobody goes until sunday. No lie offers already. So it's literally like shooting fish in a damn barrel.

You have to have a system and a process, and it's not about assigning a lock box. It's about preparation, creating a digital footprint to attract the buyer. That is most likely to buy that house for the most money in the least amount of time, and that's where most agents get lost in the process. They think it's about a sign and a lock box and mls.

That is not true. I don't get paid this much because i sold it in one day. I get paid this much because it took me 28 years to figure out how to sell it in one day. Oh, i love that line.