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Real Estate Listing Presentation: 25 Steps For Agents (2020)

kyle_handy

by Kyle Handy       Updated July 29, 2020

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In this post, we talk about the real estate listing presentation. We go over a pre-listing presentation checklist that will have you well prepared for the appointment. 

Here is the podcast:

Additionally, we discuss the real estate listing presentation process for when you are conducting the appointment.

As an added bonus, we discuss getting new construction business with move-up and lease buyout programs.

Transcription:

Kyle Handy 0:00
in the chat box there you go perfect just like what EN did he put listing presentations and closing sellers I love that that we definitely will get kicked off with that. And guys, please do the same thing if there's something on your mind maybe some some objections you've been having some issues, some challenges some things you want to strategize around and get some of our collective knowledge on put those in the in the chat there guys. We're going to be here for about 55 minutes. So we need some need some topics that we can talk about. So cool. We got new construction, how to approach work with the builders. Okay, good stuff. Yep. How to initially reach out to Okay, hey, Linda. Just so you know, this is the sales call. So Tuesday's is where we talk about that. So what we will do today is all real estate sales. So if you got anything on that, we'll go ahead and cover that. So we got two topics so far. Keep putting them in there guys, because we're going to need a few more as we go. So if you're thinking as we're going through this, then certainly, you know, put it in the chat box. So, Ian, we'll start with yours, man. I like that one. Actually. To get kicked off with Curtis, what do you think listing presentations and closing? I are closing sellers.

Unknown Speaker 1:05
Yeah, I love it. I think that sounds great. So I've got that on the list. We have new construction coming next. I think that's a great topic to cover as well. And then we had one pending topic from last week is a little bit General, but we were just starting to get into database kind of strategy. Okay, architecture setup, just a little bit about database. And then Tyler's just dropped luxury listings in as well and luxury buyers. So I think that's a good set of topics what I'll do Kyle while you kick off, you know, general thoughts on listing presentations, closing sellers will get some chime in from Ian, I'm going to go back to some of our original notes or the last time we did listing presentations and sellers and just pull some nuggets out as well. So I'll be ready for that if you want to kick us off with that topic.

Kyle Handy 1:46
Yeah, absolutely. So I think you know, with listing presentations, I mean, my philosophy has always you know, been a little bit more of the keep it simple kind of strategy. I mean, I do go in with as Curtis knows, he's probably seen a couple copy of my seller book that I've prepared and I'm happy to share that with you guys. Um, I had this thing made probably, I don't know, maybe two or three years ago or so. And it's a really nice book it explains, you know who I am, it's not my listing presentation just so you guys know this is like something that you would give out as like marketing materials. So I have this that I bring with me and it kind of explains who I am. It explains You know, my listing process. You know, it talks about the advantages of using me It talks about how I price out homes, it talks about it has like a little thing in the back that has a vendor list of all of the trades in our area that you know, as people are trying to get their houses ready You know, they might want to use that vendor list. I'll tell you guys that book is gold like people love to get that book especially the vendor list at the back I find is the most helpful so that's something maybe y'all you know, can take away from this is just a value add is I'll show you what mine looks like. And then if you want to, you know, recreate something similar You know, with your own vendor list and your own, you know, kind of, you know, marketing then that would be great by hand out that book always, you know, so it doesn't matter guys if this is someone that I'm you know that I'm going in that sphere of influence or referral or if this is something that's like a random, you know, callsign Lee that I don't know, I do my listing presentation pretty much the same way. You know, I start to go I go in, I don't start just walking around the house first, you know, I always try and sit down with the person, you know, at the dinner table or at their living room, you know, couches, something like that, and just kind of get to know about them a lot. Like, I asked a lot of questions up front. That's always my process. And those those questions, you know, start out very general, like, Who are they like, what do they do? What do they work, you know, how long they've been in san antonio for, you know, just, you know, building rapport building rapport, building rapport, and then they start to, you know, focus around like their goals, right. You know, like, you know, what do they want to do, why are they looking to sell or they look into mood for certain reason, of course, you may start figuring all that stuff out. And then you want to determine what their experience level is with selling homes, you know, so I always kind of find out like, have they ever sold a house before? What was their experience the first time they sold the house that they've already done that. So you start just asking all these questions to really get to, you know, figure out about them. And I do all of this before I talk really anything about myself, you know, I don't go in there trying to you know, toot my own horn, or tell them anything about my prior experience. And quite honestly, guys, if you don't have prior experience, it doesn't matter. I mean, really, like, you know, when I touch on that stuff, it's very minimal. I mean, you know, if you focus on the other person across the room, you know, that seller, and you ask them all the questions, I think that's going to go a long, long way. And just building the rapport. So, you know, start with asking a ton of questions. You know, I kind of named a few to get you started. But then it's just like anything, you know, those will lead to other questions. And the more you can dig deeper and deeper, and really kind of, you know, sit there asking questions for 10 1520 minutes, maybe, the better you'll be and then what I do is and you want to take control I think, you know, most sellers want to see you lead the lead the charge, right? And so it's like, I don't have like an a script or anything like that, that I always go through. I just kind of have a process, right. So I walk in, I've got my material, I haven't handed them anything like material wise yet. I've just got them in my bag. I do bring my laptop with me. And I'll kind of get into that here in a little bit. We talked to CMOS.

Kyle Handy 5:29
But you know, I basically go in just asking questions after that's done. Then I say, Hey, you know what, tell you what, before we get into the numbers and really going into all that stuff. I really want to take a look at your guys's home, you know, would you mind giving me a tour, you know, and on the tour I'd like you to point out things that you know you guys have done since you've moved in things that you know still might need a little bit of work or things that you were you know, planning to do if you stayed here longer, because I want them to like point out that their houses and perfect right like you know, try and get a couple things that they can say because you might need to lean on that Later, you know, when it comes to the pricing discussion, and so, you know, when you walk through the house, you know, just again, be very observant, you know, like, even if they're walking kind of quick, you know, try and walk slower and be looking at the ceilings, like, you know, just like make, make sure you're really looking at it really good. And then once you're done with that, you know, that's okay, great, you know, let's go sit back down real quick. And make sure you look at the outside of the house to don't just walk the inside walk around the whole outside of the house, before you sit down at the table. And so, you know, but definitely, once you're done with that, and you've done your whole final kind of walk around the house, the inside the outside, you know, I go sit back down at the table, I bring out my laptop, I bring out my marketing materials. And then I basically start you know, I hand them my seller book, which kind of explains a little bit who I am. I don't spend very long, you know, kind of explaining it I give that to them so they can kind of read it later. You know, it sits with them, they keep it but I do just kind of open it up and say hey, you know here's you know a little bit about me, here's a little bit about about my process. So here's the marketing that I do, you know, it lists out all the different things that I do. I talked about the vendor list. And that's pretty much it, I give that to them. And I say, all right, well, Hey, are you guys, you know, written kind of, you know, talk numbers and talk strategy about, you know, what we would do to get your home sold. And so that's kind of how I then introduce, like, the getting into the cma part of it. And until they say, Yeah, let's do it. You know, they're super excited. So if first I do, again, start with questions, I don't just go in and say, Hey, your house for $250,000 I like to ask them and say, Hey, you know, so So tell me, you know, what, do you think that you know, your home is worth I know that, you know, there's a lot of tools out there today, and you've probably seen some numbers, just curious, just so we kind of have a starting point, like, what are your goals? What are you thinking? What do you think that it's worth? And you know, sometimes some sellers are trying to, you know, it depends on again, your rapport, your relationship with them, they might want to hold those cards close to their vest, they might say, Oh, I think it's you know, to 35 but you know, we don't really know that's what we have here. Like, you know, some people are more open than others. You just have to kind of roll with it. If you can't, you know, I might take a second shot at it. Usually I'll, if they don't tell me right out front, I'll just say, Well, you know, I mean, okay, well, what do you need to sell it for? What do you wanting to sell it for? I really want them to give me a number first. And so you know, I'll take two shots at it. If they're insistent that they're like, not going to give me a number at all. Then I'll just move on. And I'll say, Okay, well, Hey, no worries, you know, I know. That's why I'm here. So let's go ahead and get into the numbers. We kind of want to know, like, where their minds at that way you can tailor your CMA and your numbers talk around, you know, whether it's going to be higher or lower, and you're going to be pulling in more things. Like if they're too high, you're going to be trying to on your CMA pulling things that are going to bring them back to reality. Or if they're very low, you know, that's usually a good conversation, you're going to be doing things that are going to be making them pretty happy. And so anyway, so then you get into the numbers. I always bring my laptop with me because I like to show them stuff in real time. So I'll ask him like, Hey, is it okay if I you know, Connect your Wi Fi and most of the time they say yeah, that's fine. They don't know their, their password or something really easily or offhand, I just connect to my hotspot. So make sure you guys you know, have access and ability to do that. One thing I will say is, you know, be prepared, you know, that's the one thing is like, you know, if you don't have you know, like a something ready to go, you also want to have like a paper deal. Like I'll bring a net sheet of printed net sheet and a, just a printout of the MLS. You know, like a CMA summary of the MLS listings that show the available and the sold. I don't like to go over that though. Right away. I use that as like a backup plan. And I use it at the end, give them something that they can hold on to, but I don't go over that. First. I go over my computer first, because I like to show them live stuff. I like to pull up actual houses, run through all the pictures of those houses for a couple of reasons. You know, I mean, it can explain to them like what their house needs to look like to sell. You know, I'm looking at homes and they're all you know, the photos look like it's a model home or something They're looking good, I kind of use that as a guide and say, Look, guys, you know, here's, you know, a home that sold, you know, in 14 days, but look at how it looks like, you know, and we'll talk about the price, but just look at, you know how all these photos look, you know, and how the home is, well taken care of, you know, everything is clean. And, and so I think it's helpful for people to see that

Kyle Handy 10:20
when I worked in new home sales, it was always nice because when I worked in the model home, I could always say, hey, look just like you're seeing this model right now. That's how your house needs to look. So you can sell it and buy one of these model houses. But now you know, you're kind of having to show them these pictures so they can kind of get an idea. Then you go into the numbers and you just, you know, again, kind of talk about before you going to

Unknown Speaker 10:39
highlight something real quick just because we say this all the time. And I think this is really important for everybody to practice and get really good at you know, we always say facts tell stories sell right. So the value one of the main values in my opinion of going through that live CMA process and literally showing them all of the other listings that have sold or not sold is that The ability to sort of weave a story right? You don't know the story perfectly right. But you see a house that looks plain or below average, that was priced too high. And it sat on the market for 125 days and finally sold for 10 k below lyst. You can sort of weave a story as you click through that history on that property, right? You're like, Look, this house got listed. Pictures aren't great. They overpriced it, it's sat for 130 days, and you go through and then you get to the you know, the other example of this house was staged perfectly it was presented Well, it was photographed great. Got a contract in seven days above asking price, you're starting to create for yourself this ability to go back to a relatable story. When you propose a price and you have a days on market story and you have a history of no price changes. You created the story and the sellers minds and they all want that story. They don't want to sell for the most amount of money in the shortest amount of time. And you can kind of come back to that when you've been able to weave that story as opposed to just like you said, handing them a CMA summary and saying here's a All the numbers. So I just think it's important to recognize what you're doing while you're showing them. You're not just highlighting the facts, a story that's going to help them go with the story you want, which is the right price. And you know the right presentation.

Kyle Handy 12:15
Hey, guys, let me share this with you real quick. back to what I was talking about a minute ago, and it ties into what exactly you just said Curtis was the property that I'm actually closing on today. It was one of our personal investment properties is $800,000 house, we paid a professional stager, I did some amazing photos, high res photos. And then I actually took those photos and I had further editing done to the photos. Um, I had a lead come through yesterday from the Zillow listing and it was it was a consumer that had a house close to where my property was. And she was like, I was looking through all these listings and I came across yours and I'm just, I'm just absolutely stunned and fascinated because the photos are incredible. The staging is Amazing. I have a listing that's about to expire, would you mind meeting me at the house, because we're going to switch brokers after this expired, went. So I literally it was just from all that effort that I put it put up on the front and I got a lead from because it's the when you flip through all the different properties from the first image to the staging to everything. So that's kind of why I wanted to start the topic off today. But I've also increased my, my marketing and my funnels for listings. So this is something that's, you know, that I'm going to be working on and focusing on heavily so well, that that's awesome. Yeah, real quick two guys. And I think because Curtis and Andy and actually kind of brought up a good point that I think is extremely important that we didn't even touch on. But you know, really one of the things that that I think is so important when it comes to listings, is how much you prepare before the listing presentation even begins. And we didn't even talk about that. We've talked about other calls, I know that we have, but when I'm going in there like I'm talking about, like oh you need to you know, pull up your laptop and go to the CMA with them. But don't get me wrong like this better not be the first time that you're looking at those comps, like when you have it pulled up in front of that seller, like you better know those comps before, before you go in there. Like, you know, like, I know them inside and out, like I know what story I'm going to leave when they tell me what that number is in their head. And I've already walked their home, like I've already got to kind of figure it out, well, I'm going to pull up this comp, I gotta show him this. I even know like I always go in there. I go in there with the with the tax appraisal value in my head, I go in there with our PR value in my head. I go in there with his estimate in my head even though I'm not a big estimate fan or whatever. Because like sometimes people pull that stuff up. Sometimes they use those different things. You need to know what you're dealing with, when you go into that situation and then what you can lean on. You know when the time comes around that you're going to need to use that in your story. So yeah, being prepared up in the front end of it is extremely important. And one thing that I will say guys like you know, getting your first listing your first Like I'm sure it's intimidating and all that, but when you get it, he would be my suggestion and my tip on that just like Ian said, go over the top guys go over the top on that first one or if you've done a bunch, but maybe you don't, you've never done this, then whatever the next one is, next one you get is go over the top on it, get professional video, get professional pictures like you need something because whenever I go in mind, I pull up my laptop, I pull up one of my recent listings and I take a video that I did on it. I show them on Zillow what my my photos look like compared to the others. And one of the cool things I don't know if you guys are know this or not yet, but like say if you just list your professional, you know HD high resolution pictures in the MLS. I know here in San Antonio. You know it we actually have an HD MLS like we're, you know you're a realtor on there. You can see them and they look really crisp and clean. But then when they get syndicated to like Zillow and realtor.com they kind of look like crap. They just They down resolute do they take them and down resin. So that way they're not, you know as high resolution is what you originally uploaded. And one of the things you can do about that is that if you go on to the Zillow or realtor.com, you can do it on both of these sites. You go claim that listing or if you know you already got your account on Zillow realtor.com, you can go in there. And actually, you know, once you claim that listing, you can edit the listing, it will say all of the data is already syndicated from the from the MLS feed, but you can go back in and actually still change the pictures. It will store your pictures in there so you can re upload your high resolution pictures to Zillow, realtor.com. And then it's actually going to be a high res picture on Zillow and realtor.com. And so when you're actually there, sitting with a seller, the most helpful thing you can ever do is show them in real time, how much better your stuff looks than even anything else in their neighborhood. And most people, most agents don't know that. So even if they've got a HD professional pictures and they put them in the MLS, you go on Zillow, they're going to look very small. And you'll see a big difference like, you can go to, you know, look me up on Zillow, pull up my listings, and you'll see all of them are high reds, I've went through, I always change out the pictures, and put the high res versions of them. And so when you're like looking at, you know, another house in the neighborhood, even if it's a professional one, it's a small one. And then you click on yours, and it takes up the full thing. And they're like, oh, wow, that's, you know, pretty awesome. Like, I never knew that you could do that, right? I never knew that it would look so different. And it's a huge difference. And then you explain what the value of that is, Hey, you know, most homes are bought because people see them online first, you know, you've got to be, you know, hundred percent on your photos and just explaining that to the seller, and they're buying in every single time you're showing them that So, again, that all that stuff is done in the front end. But if you don't already have a listing, or if you've never had a listing, then whatever your first one is, I don't care if it's 100,000 or $150,000 listing, you're going to lose money on it if you take professional pictures. It's worth it guys because that's your portfolio. Yo you're starting that portfolio

Kyle Handy 18:03
and it's worth it guys for your future business to invest in it right you need some story in addition to the story of what you're going to sell their house for. You need some story about yourself and what you do and what makes you different. So invest in that up front on one of those, you know, early listings that you get that way you can start really just leveraging that for future listing appointments. I know Tim power I don't know if he's on the call right now but he just had his first listing and I was like, dude, you got to go over the top on this get drone video get drone pictures, I mean, it's a it's a nice listing go to but you know, go over the top on it because this is your first one man, every single listing after this point, you're gonna be able to leverage that video and or those pictures or whatever it is, and utilize that for future so make sure you know you're thinking in those terms. Even if right off the bat, it sounds like it's going to be expensive to spend $600 for a marketing package, you know to get video and pictures it will pay itself in dividends down the road. When you have those future listings to go to so, anyways, getting back into it as far as the CMA goes, you know, again, you know, we have to think of it in terms of stories. You know, you want to go through the comps and go through the souls and really explain to them why we only look at the sold primarily as far as determining their value. That's what I do I say, hey, look, we use these souls to determine what we you know, think your home will sell for. Now, that being said, we'll still look at the actives because we want to know what your competition is, but I look in those in terms of, Hey, we need to be better than those right those are your competition you don't want to just price your house because of that because we don't know if those homes are going to sell at that price. Anybody can list their home for anything. We want to look these sold because this is what they're selling for. And we just want to make sure we're more competitive based on that what we think your house is going to sell for we're more competitive than what's on the market currently. So that's kind of how I use those. I don't go into you know too much about cancels and expires I know that you can use that as part of your CMA but mine You know, again, if I've got enough data there with the sold the available All that good stuff, then I pretty much just stick to that. And, and then at that point and say, Hey, you know, so based on this,

Unknown Speaker 20:07
you know, you know,

Kyle Handy 20:08
I think that you know, we would have a good chance of selling it for X amount, which, you know, realistically we should probably list it for you know this amount. And in the way that I do that at least with our our MLS, it tells us the average list price to sales price ratio for that neighborhood. And if it's 97%, you know, I make sure to make a point to tell them like, hey, look at this, guys, I know a lot of people think like, you know, all the homes sell for above listing price, or all the homes sell for 10% below or you're going to get a deal on homes, like that doesn't really exist. I say, here's what it is. If you look at the numbers, it's 97% or 98%. And so I say we got to keep that in mind when you're pricing your home. If we go too much above two to 3% higher than what we think it's going to sell for. It's going to sit on the market most likely because you'll see San Antonio is a very conservative market. People don't like to you know, feel like they're low balling a seller. So you'll just end up sitting there and not getting an offer, I said, you don't want to run that risk. And at the same point to we don't want to price it at exactly what its market value is because you know, chances are, we're probably going to get two to 3% less, maybe not, we might get, you know, full ask or multiple offers or some like that, but let's just put a little bit of a barrier there, but not too much. And most people get that, like, when you're explaining it to them, they're appreciative of it, they really like what you're telling them. And so if they're like, Man, it's you know, 200,000 and it's, you know, 98% list price, then I say, look, we can probably go in at, you know, two or three 900 or something like that, right? Let's just, you know, or if you want to be real competitive, we just go right in that 200,000 or, you know, I kind of come up with some story about why I think that it should be that way. But based on the average list price to sales price, and based on you know, sold comps, and available comps, and of course, you know, we explain days on market as well. I don't use that to really price out stuff, but I just use that to explain to them like hey, you know, and this is how long you should expect that it could take Then it also in our MLS shows how much seller contributions are average. And so I explain to them what seller contributions are because it's way easier to explain that up front to somebody than it is to explain it when you're getting an offer. A lot of times people think like sellers, they think like seller contributions or something crazy, that like, it's going to be money out of their pocket, or they're gonna have to give the the buyers cash, or they just get these weird thoughts in their head. And when realistically, you just explained to them like, hey, that's just your net number, right? If it's 25, and they want 5000 closing costs, it's like they're offering you 200,000, basically, you know, and you kind of explained that up front. So when you're showing them the comps, make sure that you're explaining both sides to that story, right, like if, you know, home sells for 186, but it had, you know, 40 $500 in closing costs, they say look, it really actually sold for about one at one 500 just so that way people aren't thinking like all these homes sold for 186 because it really didn't. So make sure you're using those in your story as well because in some price points, you're going to see a lot more seller contribution as an average, as you get higher price points, sometimes it's less, but that's not always the case. So you just want to make sure that you're cognizant of that. And you're, you know, being aware of seller contributions in that story that you're presenting. And so, then at that point, you know, of course, you want to make sure I always bring my listing agreements with me. You know, they're, they're basically printed out, all they gotta do is, you know, hand initial hand sign. And once I've gotten, you know, some established price, right, I say, Hey, you know, okay, so you know, you think that 249 hundred is a good price to go in it yet. Yeah, that'd be great. You know, and I was like, Alright, cool. So we're going to probably sell it for, you know, anywhere from about 195 to 200, will listed at 204 900. I say, you know, based on the net sheet, and then I'll do a net sheet on my computer. I use independence titles, net sheet. If nobody if you don't have a net sheet, where you can pull up online or it's like a calculator, make sure to make that a part of your homework where you can have that bookmarked. I use one it It might be specific to Texas, but get with somebody in your area to find out where you can easily pull up a net sheet.

Kyle Handy 24:08
And so in based on that net sheet I just popped in the values, right like, you know, this is the commission, this is the price. These are the closing date, this is the houses taxes, it'll prorate taxes out of that net sheet for me automatically. It takes out HOA dues and kind of prorate those. And I say look, you know, so based on this story, you know, if we sold it at the average price, let's say we sold it 200. I know we're listing at 249. But I like to be conservative. Let's say we sold it at 200. I'll put that number in there. And then we basically get a net number and I say look based on you paying off your mortgage and everything out the door, you're looking at clearing $86,000 Now keep in mind, you know if we get higher than 200,000 it could be a little higher than that if we get a little less than 200,000. It could be a little less than that. That's just kind of the roundabout average. I think it'll be at Are you comfortable? Is this what you were expecting? When it came time, and if you get their their acknowledgement around that, then again, you're just looking to try and get all these mini closes along the way, right? So you get the many clothes on the house, the sale price, you get the mini clothes on the net sheet. And then you ask him You say, you know, based on what you you know, you've seen as far as you know, real estate agents and you know, people that are going to sell your house, you know, do you feel comfortable with myself? And, you know, with moving forward with having me list and sell your home? Again, you know, if they say yes, it's another many close, if not, it's an objection, you trying to figure out like what it is. And sometimes people aren't ready to commit right away. You want to try and get through that right? Like, well, what's holding you back, you know, there's something that we need to wait on, you know, and the one thing is most of the time, what I find is people are just, they're not ready to list it. So they think that like by signing this paper that they're going to, you're going to list it tomorrow to look now this is just saying that, hey, I'm going to be your agent. We don't have to list it for a month. We don't have to list it for you know, six weeks, whatever it is. But what this is doing is saying you're now my client, I can answer any questions you have. We've got Complete confidentiality, that you know, I've got your best interest at heart. So I make it about them, right? Like how it's gonna advantage them. And I say, look, you know, even if we don't list it for the next six weeks or whatever, you're gonna be able to call me whenever you need, because you're already my client. And I'll give you you know, my honest advice, I can come back out here and do another follow up if you need me to. But I really want to get them to sign that piece of paper while I'm there, right, get that listing agreement signed. And, and so anyways, that's kind of that's my strategy, I get the listing agreement signed, and I say perfect. And then we set up a plan, say, look, you know, how long based on you know, these items. So that's the one thing I didn't cover is, you know, once we've kind of done that, I'll say, all right, well, cool. Here's, you know, based on on what I think, you know, my suggestions for your house, and I'll kind of you know, kind of run through all the things that we need to do. So sometimes we'll get up and walk again through it, and just look at it again and start kind of writing down a little bit of a list of all the things that they need to still get done, which is the majority of the cases they you know, needed either do some declutter a or paint some stuff or clean. But um, you know, really just kind of going through it getting that list. I say, you know, how long do you think it'll take you to do all that? Oh, two weeks. Okay, perfect. So you know, I need to get my photographer out here. You know, can we set it up for Wednesday the 24th? And they're like, Yeah, that would be great as Okay, perfect. Well, if anything changes between now and then let me know for sure. But otherwise, I'm gonna schedule my photographer for that day. You know, it'll take about an hour and I just explained the process. And, and then I say, look, I like to get my pictures done on either on a Tuesday or Wednesday, because that way I can get it back by Thursday. We can get it listed that Thursday, or Friday at the latest so we can hit that weekend. I don't like to take pictures on a Thursday or Friday, just because then I won't get the pictures back. And we already missed the weekend. I was like, ideally, we need to get this thing listed up by Thursday. That way, we can have the full weekend to get people to look at it. Otherwise, we're just wasting days on market. And it's all those little touches that you say that makes you be the expert that might differentiate you from just you know, some random agent that came in that's not explaining this or you know, thinking through it all the way that's going to make them comfortable with you and why they should use you. So anyways, I think that kind of sums up at least gets this thing started. Curtis, I'm going to kick it back to you, man, if you if I didn't get part of your question. Yeah, no, no, that's great. It's just, it's great to kind of hear your thoughts because you're, you're thinking through what you do and, and you guys sell a lot of real estate. You're an icon agent, you've done very, very well in your career. So it's just all golden nuggets, man it I appreciate it. So Russ put a question in. Let's say you have some stale listings and the houses aren't moving. What are you doing to move those properties? Kyle?

Kyle Handy 28:41
All right, say that one away. What are you would you do to a few houses that are not selling? Oh, yeah, perfect. So Russ, I mean, that's, that's that's definitely a good one. I mean, it's a little different each time usually, it's not my marketing. I will say that, you know, causing it most of time it's either price, or sometimes if the house is not the way it should be. Like if like I have actually got a listing right now that, you know, we're not priced too far off, we're probably a little high, maybe 510 grand at the most. But it's also it's got some really like, kind of funny, like paint stuff going on in it like dark colors and, and, you know, I wanted them to do it up front, but I was a little bit lenient because he had a lot of other stuff to do as well. But now at this point, it's kind of sat there for I mean, it's only been listed for probably three weeks, or even still, that's a long time in my market. And for me, I don't like houses to sit that long. And so one thing we had to go back to is I have to have that conversation about, hey, here's the deal. We've been getting a lot of feedback so far, that you know, the you know, X, Y or Z the paint is whatever, whatever and what you might have to do like some some listings, like I actually talked to him the other day, it's like, you might not even get any showings right away. Right? Like you had no showings. And then so you're like, man, what's my story going to be when I go back to that cellar? Well, what you might need to do then is shot that listing around two agents like fellow agents of yours, Hey, can you give me some feedback on this? Like, you don't need to go out and see it. They're just like, look at the pictures. Like, you know, we haven't really any showings, I'm curious, you know what your thoughts would be? And like, maybe if they'll tell you something like, you know, Oh, that one of the paints kind of weird on this or whatever. Now you can go back to that cellar and not be lying to them. But tell them like, Hey, you know, I had three agents that said the same thing, like, you know, this, this paint really does guys, it doesn't need to be changed out. You know, I'm pretty confident if we just made this one extra change. And we you know, add it in like a little bit of like a price drop, maybe 1000 bucks, 2000 bucks doesn't need to be the full five or 10 grand. Just so that way it gets price change status, which if you guys don't know it's a pretty good tactic to use is to make sure that you're changing the price, you know, at least you know, two weeks every two weeks I like to do it just because it bumps it up to the top on all the like Zillow realtor.com stuff.

Unknown Speaker 30:57
So we do that

Kyle Handy 30:57
talk through that a second. Go back home. Yeah, I get that I didn't realize, yeah, so like Zillow realtor.com you know, the two things you can do on there to pop your to bump your listing back up to the kind of like the top of the search results. You know, like if they filter out properties is you can either you can hold an open house because Zillow and realtor.com, like actually pumps up the homes that have open houses up to the top, or you can do a price change on it, because anytime you change the price on it, it gets moved up to the top as well. So like, that's what I would do is one of those two things or both along with doing what you know, that needs to happen for that listing from the feedback that you're getting. So like, if it's paint, if it's carpet, if it's, you know, whatever it might be, I think you have to go to it and so a lot of times to what I'll get as sellers will want to start with Well, hey, what if we give like a concession like, like would give them the ability to take, you know, three grand off the you know, and seller concessions to pay for carpet or pay for pain, and sometimes I'll give in and say yeah, that's fine. I really don't like to But if I have to, I'll say else, you know, that's fine, we'll do that or whatever, they usually ends up biting me in the bud. And that's usually the thing that does need to happen for them to get that house sold. So then you have to go back to them and say, All right, guys, hey, we tried it this way it didn't work, I would recommend that, you know, we change out the carpet, we change up the paint, we do whatever it is that needs to be done, that's not making itself or if the price is just high. I mean, hopefully, hopefully, that's not too much of the case, you know, because if you go in with a good CMA, you know, it shouldn't be too hard. Now, sometimes you get into those higher price points, and it's hard to really know what the price should be. But any kind of like cooker cookie cutter neighborhood You mean you shouldn't be off too much. But if you are and you really got to make that drop, you know significant to get, you know, get some people interested in it, then you have to have that conversation with them and or you know, and if it's a little too much for them to take right away, try and figure out okay, well here's what we're gonna do in the next you know, 30 days we're going to take a you know, a price drop in you know, right now, and then in two weeks and then 30 days and kind of break it up into three, but that way you can be getting you know, that price to Status often. So I don't know. So it's basically one of those those two things in my opinion, it's usually the price or it's, you know something wrong with the house that needs to be done. And in the marketing if you don't have professional pictures and that's why it is then go get professional pictures that should be number step number one a professional marketing. There's things to that you can do to force more eyeballs on it. I mean, that's like probably a whole nother discussion, a whole nother topic we can have about like facebook ads, and how to target you know, certain people and what you should put in your Facebook ad to get people to look at that property. But you can pay for ads and you know, get more people to look at it as well. Which will kind of bump up the showings as well. So I'll do that on definitely on my higher end listings. Usually my low end listings, I mean, they're sold in like the first weekend or the second weekend, so I don't even spend time. You know, doing that. It's just not worth it. But if you have a house that's tricky. It's higher priced, it's maybe a little overpriced, or maybe it's Just, you know, a unique situation, maybe it would be beneficial to take out an advertisement, target people in the area that you would identify that would want to buy that home. And that all comes along with, like targeting and what people are moving up from. There's all sorts of things you can do. I mean, Facebook's made it a little bit more restrictive. of, you know, what you're allowed to do, you can't target like exact zip codes, but you can still do like a 10 mile radius, you can still target income brackets. So like, you know, if you're selling a, you know, $700,000 home and you shouldn't be targeting people under that don't make less than 100 grand right? Like, I mean, you can do things like that, to get your message in front of, you know, the people that need to see it and get the most bang for your buck on your advertising. But, but I know so those are those would be a few of them that I would recommend. Hope that answer your question rough.

Unknown Speaker 34:49
Hey, Kyle, can I so it's nine 940 Central time. We got a lot going on this listing presentation and closing sellers but we've got Jason Phipps, on the call Guys, Jason still here, I'm going to put them on the spot real quick. For anybody who doesn't know Jason Phipps, guys, Jason Phipps is a rock star team leader, him and his wife run an amazing team out in the Northwest. So it's 740 where they sit this morning, but I might get the numbers wrong. But Jason and his team just closed I believe 30 plus units in the month of May, and he their prolific listing agents and buyers agents. So Jason, I'm going to recap here real quick what we've gone through this morning, and I'd love to open it up to you to just jump in in any area that you feel like you might be able to contribute. The folks on this call the theme of our Monday morning mastermind is trying to help every agent on the call, get to their next sale, whether they're creating try to close it or they're trying to new or somewhere in between trying to get a listing or get a buyer. So we've covered everything this morning from preparing for listings and steps related to that. We've covered the actual listing presentations and the structure of an appointment. And then right now what you just heard us covering is, you know, the troubleshooting of stale listings, not moving So just based on your experience of what's on the top of your mind, what could you share with the folks on this Monday morning mastermind here, Jason?

Unknown Speaker 36:08
hopefully he's in a place where he can unmute.

Unknown Speaker 36:09
Hey, I am muted, we're good.

Unknown Speaker 36:12
Um, the biggest thing I want to add to Kyle is let's talk about the paint for a quick minute. So you have a house pictures are on point, prices right around there. And the only thing you really feel is wrong with it is paint. What I always do, and it's a little different than Kyle is I just say, look, we don't need to drop the price. We don't need to get it painted. We'll just do a quick, maybe 1500 dollars. And what I'll do with that allowances, I'll say, Look, guys, you can pick your own colors, and I'll use that to remarket my listing on social media. So now I'll say something trendy, like buy a house and we'll get it painted for you or just some kind of fancy headline and I'll advertise on Facebook and out there your favorite clients probably like five thousand dollars in price drops and all your views from 1500 dollars on the new paint inside. So try to take the balance and make it a new marketing piece for social media. So I just want to piggyback off that.

Kyle Handy 37:12
I love that man. You know what, Jason, I'm gonna try that. You watch me on my last I got one on a lost arrow. I think it's the last arrow. That's all the paint. That's interesting. I'm going to do that. I'm going to see how it works. And I'll let you know.

Unknown Speaker 37:27
Yeah, man, I'm telling you, it's really no secret. If your house isn't selling, buyers are so educated, it's always price. If it's something small like a paint, people are just using that as the excuse the real true reason it's priced too high. So really, your focus should always be lower the price, lower the price, lower the price, and try to do it quick. So you're not chasing the market. That's what I educate my agents on. You know, we're not looking to lower 2000 this week and then 3000 next week, we're going to sit down with our seller, we're going to say look, if we Continue to do this, you're going to start chasing the market, you're going to lose more and more buyers because the house is going to sit longer. And they're going to be like, why is the home sitting? Because you know, buyers are smart. And you're just going to continue this process. What do you want to do is set the expectation up front. If you're sitting down here listing, and the seller is saying, you know, I want to listen for 10,000 more, you don't always have to walk away from that say, okay, we can try this. But if we're not getting the activity that I'm looking for in the first week or two, are you prepared to drop it at 10,000? So what I do is, I agree, after two weeks, I do a $10,000 price drop, and I remarket everything because I'm primarily social media. And by doing that, you're really getting people excited again, you know, listening, not dying. So it's just a way to reinvent your listing a couple weeks and so I'm always open to overpricing by five to 10 and then using my marketing to say hey, well look at here it is 10,000 price drop, come get it today type of thing. So hello Love

Kyle Handy 39:00
it Hey real quick because I know you are big on social media Jason What are some of your quick like tips like when you're doing an ad? Are you doing ads? Are you doing this like organic? I know you got an already a pretty organic following but do you also run ads? And if so, who are you targeting? Like what are some specific categories you're using?

Unknown Speaker 39:16
Yeah, I do both. I just do a lot of general boosting now because I have such a big following. But if I'm targeting really it's just listening dependent so if the to high end, obviously you can still target like top 10% and area code salty. Something along those lines. You can do a lot of things with demographics likely to move is the big one I use for a lot of my campaigns. And that's on facebook you there's a little section. I believe it's in Do you know what party thing Kyle is it in? My graphics part?

Kyle Handy 39:51
Yeah, I just use the search whenever I'm doing my demographics. I put it in little search thing you can search like likely to move and it'll come up usually so like in this That

Unknown Speaker 40:00
likely was a big one. But yeah, it really depends on the listing.

Kyle Handy 40:05
Target. Okay, cool. Cool. Well, good deal. Yeah. All right, what else we got? Thanks. I got one more. I

Unknown Speaker 40:11
got one more thing. Kyle, here's the one thing your listing presentations amazing. It was great. Something I've taught my agents is a lot of times, sellers care about two things. Three things. What's my commission? What's this going to cost me? How quick Are you going to sell it? And how and how long until we can get it active? What I'll do sometimes is if I've had multiple phone conversations with them, I know they're ready to go, especially when you get to my point where you pretty much know you have the listing before you show up. You get there you ask them besides commission, and how we're going to price your home tonight. Is there anything else you want to know? And what you do right there is you narrow out the two toughest things and you open the platform from them ask questions, most of the time you're going to find those are the only two things like care about, and you can be in and out. 30 minutes listening signed, ready to go. So that's also I caught the quick listing presentation.

Kyle Handy 41:09
I love that. Yeah, no, that's huge. And yeah, sometimes and you know which listings you have when you're going to go in there not even interviewing other agents, like, there's really no other options on the table. Yeah, I mean, you can definitely do a little shorter presentation, I love those, those are the best. I think what we're trying what we were doing is like, mine, just now is more of like, if you gotta build value, and you got to still sell yourself and all that, like the best ways you can do that. And I think too, I mean, you know, we're talking me and you Jason and you know, there's a lot of agents so they might be brand new. So they got to sell themselves, you know, I mean, you have to kind of especially in the beginning early on, if you're competing or something like that you want to you know, build as much value. And you can do that of course by you know, trying to build a relationship answering questions, talking about the process, but yes, most sellers especially if they've done it once or twice or whatever, already done it before. This whole you know, our Half kind of thing is a little unnecessary. You might not need to do all of those steps that I listed out. It does boil down to what Jason just said. Absolutely.

Unknown Speaker 42:09
Right. And that's only if you already know you have it. That's what I'm saying. But yeah,

Kyle Handy 42:13
guys, cool. Love it, man. Thanks for

Unknown Speaker 42:16
being here, huge man. And I want to highlight guys just the value of listening into conversations like this, right? Because if you're a newer agent to the game, and you don't have the 15 years of experience, or you haven't listed hundreds of homes, you're still hearing from folks who have. And so when you walk in, if you have already talked to that seller, and you're feeling good and confident, and you take Jason's quick limitation approach, you know, for some types of personalities, they're going to respect and appreciate that and it's going to lend to you so much extra credibility and expertise, that you understand the business and the process of listening so well that you walk in and you cut straight to their pains. Like sometimes that's going to be really appreciated. You know, in contrast to that long hour and a half long listing appointment with gives the husband or the wife time to scrutinize every little thing you say or whether or not you knew what you were talking about, or, or whatever. So there's value to all approaches, if you'll just deepen your skill set and your level of understanding of all these different approaches, right? So even if you're not a seasoned professional, but you walk into a presentation, you've had great rapport with them up front, you're like, Hey, guys, I've got a whole lot we can cover but I want to jump straight to a few things that all of my sellers always want to know. You know, it's just about how you say it, and that sellers gonna say, Okay, well, that's exactly what I'm concerned about. How much is it going to cost me? How much is it gonna sell for and how fast is it going to sell? Yeah, I want to talk about all those things. But here's my only questions. And that's it like so you can use these techniques and try them, you know, the only way you're gonna get good at them is trying them and practicing all these different suggestions. So that was great stuff, guys. That was good, thorough listing appointment and getting closing seller stuff.

Kyle Handy 43:54
Yeah. Hey, real quick when I saw a question in the chat that I just wanted to respond to. It's not a long one, but I've got a 2.4 million Dollar waterfront listing This is from Linda more I was going to reach out to the builder to interview him Any thoughts? So there's a million different ways you could leverage this and kind of capitalize on this situation you know one you could go in if he agrees to do the interview, you know go inside that listing I'm sure it's a beautiful listing, right like why would you not want to be inside of it when you're doing the interview? And and really just, you know, have a great video y'all can be sitting at two chairs, you know, have the camera set up, you know, the biggest thing when you're doing that is you know, you want good audio, you know, people are going to listen to an interview, you know, you want good audio, so, you know, make sure that you're miked up or you got some kind of good way to record the audio from that, you know, those little lateral your mics I love it. If you want to go a little bit more like guerrilla marketing, you can do like just a Facebook Live and going be live. If you've ever heard of be live. You go download that. Do a be live interview on Facebook, you know if you just want to really get some information and get some, some stuff out there. But whatever it is It's the same thing, right, you want to use that interview for the long term, like make it evergreen. And you know, try and pull out some nuggets from it, you know, say if the interview is 30 minutes or 45 minutes, I mean, you don't, you know, that's good to have that as available, you know, have it something that you've done, or you can reference back to or put wherever, just to give you some ability to look like, you know, you're super professional, but then also like trying to leverage you know, like shorter segments of it, you know, maybe 30 seconds long clip or a minute long clip where it shows you in this person interviewing, that's like a real powerful segment of it, you know, some that you guys said that was impactful or whatever. And, you know, utilize that on you know, a Facebook ad or something like that, right? That you're going to try and go out there and get more developers or more builders or you know, you want to kind of repurpose that and make it into a couple of different things. So you know, realistically if you can do it inside the listing, you know, get a if you don't know how to do video stuff, you might have to hire a camera person. It would probably be worth it. Especially if it's a nice little thing like that you want to start targeting that demographic or that type of market, new home builders or whatever. I mean, I don't think that stuff goes to waste any type of video you can do. If you do it right, it's not going to be wasteful I mean, that's the most powerful thing you can do in today's day and age is video. So pay somebody if you've got to, you know how to do it had somebody help you and kind of set up the interview you know when you're doing it. But anyways, and then you know, of course figure out like, you know, again, you got to start with who your demographic is like what's the you know, start with the end in mind like what's the purpose why are you doing this interview? Is it just so you can sell that listing? Is it so you can try and target those you know, that that same type of a new builder for future and you know, get more listings from New builders? Like what is the end goal of it and then kind of you know, figure out what what questions you need to ask based on it or maybe have two goals right. And then you just ask a couple different questions. And when you cut it up, you know, you have a thing that goes out to one people if you're trying to sell it and you want to make a little add around that You can use another part of that interview for, you know what you want to do for future targeting those builders. So, hope that helps

Unknown Speaker 47:06
it out, will you take that thread and kind of keep rolling into new construction just to kind of wrap this thing up? Let's give a five minute. And if we need to go deeper, and anybody has more questions about new construction, but you know, right now, I don't know the statistics up top my head, but I can tell you anecdotally, like new construction is on fire in our market in a lot of markets across the country, because of the competitiveness and the low inventory of listings, right? So if you have a buyer that's looking for something and combine that with the low interest rates right now, like it's an amazing time to put people in new construction homes, and so just give a quick overview, how to think of construction, maybe how to approach it and some tips there.

Kyle Handy 47:44
Yeah, well, there's there's two two things that you can do a new construction in my opinion, right, like you can either work with like a big big builder and then go out there and try and find the individual sales counselors and buddy up with them and, you know, go out and build a relationship with them so that way you can get in on the ground floor whenever they have clients. that need to sell a home, or maybe they need, you know, a little bit of a, you know, like a help with a lease back or something like that are buying out their lease. You know, like if they're already renting and they're trying to buy a new house and they want, you know, $2,000 to buy out their lease so they can get out early, like you can get put on the deal sometimes, if you've got a relationship with that, that new home sales agent, so like, there's one avenue right, you got sales agents within, you know, the builder community, but then you also can leverage your relationships with like, the actual builder, like I, one of my best relationships I had was, you know, with the one of the builders of a white white stone homes in San Antonio. And I mean, he would call on me whenever he had challenging listings, because he knew that my marketing was on point. And, you know, the builders, they'll always try and kind of List of themselves or most of the time they'll try and list it themselves. To save on some costs. You know, they might already have a sales person sitting out there so they're going to pay them. They don't want to you know, necessarily have to hire an agent as well to list it. Most of the times that they have a tricky listing or something they need to sell quickly. Like that's where you have to establish yourself that you can provide value to them by showing them that, hey, typically most new home builders, they're focused on building homes, they're focused on like land development, and financing and all this stuff that goes on in there. The last thing they typically want to focus on is marketing and individual listing. And so if you can show them how you're going to market that listing better than you know, they will themselves and how, you know, like, in my case, I got a deal from a marriage homes where they gave me three listings. They gave it to me at 2% each one but I was fine because it was three listings. It was easy to do. They're all in the same community. I went out there one day, set up all the you know, photos, videos, everything all in one shot. It was awesome. But the person called me because it was a close out community. They were having trouble with these listings. And now at this point, we've already sold one and we got one that's likely to go under contract this weekend. The first coming back out to write up the contracts. So, out of those three, and that's only been in the last four weeks, and so you got to show though how your marketing is going to be on point. Because that's really the only thing why a developer a builder would want to hire you versus just using what they have, unless you just got a really good relationship or some kind of like, you know, deal with that person from the past. And so that's the way that you could leverage it, you know, I would say, you know, start with the low hanging fruit, which is, you know, if you're a newer agent, you want to go out and start that that side of your business, just go out there and start talking to new home sales people and you know, you never know where that will go for you build relationships, show them some value, you know, have made a little write up or a page that shows like, what your differentiators are. And you know, explain that to the new home salesperson, but then follow up. It's just like anything, you got to treat that part of it like a whole separate business, you're going to follow up with those new home people keep going out you know, frequently and and you will get the referrals. They are a great source of business. I've gotten a lot of deals from new home builders. But you know, again, my background was new home sales, so I knew a lot about already coming into general estate, I knew a lot of new home builders, but I stay in touch with a lot of them as well. So but if you're not already there, that's what you got to be doing. And if you do get the chance where you get to sit in front of like the person who makes all the decisions, the sales manager, or whatever it might be, you know, maybe it's the owner of a small, you know, home building group or something like that. That's where you really got to leverage and show them how your marketing is going to benefit their business and why it's worth, you know, them paying you, in addition to all the other stuff they're paying to get that house sold. So I hope that helps.

Unknown Speaker 51:33
Hey, Kyle, let me just wrap up that. Just want to reiterate something that you said, I think that's really important. So if you have not worked new construction, you know, for a significant part of your experience as a realtor. Again, the simplest thing you can do, like Kyle said is you can literally drive out to these subdivisions, and meet the sales people at the builders office and just get to know them, build relationships, learn more about what they have for sale, just build a connection there, which is going to lead you to the opportunities of selling their home. Which is then going to connect you up the ladder to the management, the leadership. And if they're an independent builder, you do the same thing. You're just working with them just doing as much as you can in and around their communities like that's the simple process. If you have nothing else to do, if you don't have a lot of leads, and a lot of prospecting, and a lot of sales clients, you could and should easily be spending days a week out at these communities because they are bored, they need help. They're sitting there, they're hungry, they need Starbucks, like, there's a lot of things you can be doing to build those relationships right away. And most agents, almost every agent that has ever thought of attacking new construction has dropped off a card or two, but very few agents actually build significant relationships with the sales people and help them out and reciprocate and add lots of value. So that's a very simple strategy. I do want to hit Ian's question real quick because I think this is really important and something that's worked for me personally quite a bit and I see a lot of the most successful agents that are selling new homes, doing the following three things from a marketing standpoint. Number one, you need to know the numbers what it costs to buy a new home very well. And you need to be able to compare it to buying a Pre Owned home in this market. What I mean by that, for example is what the payment would be on a brand new house as compared to the payments on Pre Owned homes. And you need to be able to compare brand new houses to rent. So you need to know your numbers really well, that's going to attract buyers online, like Ian was suggesting. So for example, imagine a facebook post that says, hey, drop a yes in the comments if your rent is 1500 dollars or more in most markets, 1500 dollars could buy you a low cost Pre Owned home or $2,000 or more. So just being able to know your numbers and payments and compare that and its really are valuable in understanding the builders incentives and deals right who wouldn't want $5,000 worth of appliances or who wouldn't want all their closing costs paid or who wouldn't want you know, x, y, z incentive and these builders have them and most consumers just don't know about them because like Kyle said, most of the builders They're not doing a good job of marketing online to their target customers that are the buyers, right. And then the last one, and this one's pretty cool. Like there's a huge opportunity to become the branded new home expert. If you're spending all these time in these communities and you're constantly going live and talking to the sales people and capturing footage and video of all these new homes, you're going to quickly establish yourself amongst your audience, like Jason Phipps was talking about earlier as this experts in this arena. And that becomes really really powerful for attracting people to reach out to you because they know that you know the new home process and here's why there's a big opportunity because

Unknown Speaker 54:36
unlike realtor dot

Unknown Speaker 54:39
Zillow cards are easy for the average buyer consumer to research Pre Owned homes. It's not really easy to research new builds, like if you get out there and you just start googling around for communities and prices and incentives and floor plans. It's super cumbersome for the average buyer. It's not simple. They literally have to typically research 234 times more You no longer have to research a lot. And then they have to drive out there to communities to find this stuff out. So they just don't know what's out there. And if you become that expert, and you do know what's out there, and you can take one phone call and tell them everything that's going on in areas, they're going to be much more inclined to meet you on a weekend and go drive around these communities. And then back to establishing credibility. And why this is so powerful for newer agents is, even if you don't have a lot of experience, but you know, all these builder sales reps, when you walk into community, they're like, Hey, EN so good to see you, man. Because you were just there yesterday and brought them a Starbucks. Now you look like a rock star in front of your buyer clients. Oh, man, it's so well connected. He knows everybody, I bet he's gonna get me the best deal possible. And you establish credibility just because of the hard work you've done from a networking perspective, and kind of getting that market expertise with construction. So it's a great avenue.

Kyle Handy 55:48
Hey, Jason, real quick man that Curtis do that was huge. Like I loved that part about, you know, the credibility. And I think that's huge because I've definitely taken clients and you look like a rock Start, you know, they trust you even more. But then yeah, just like you also said, a lot of them just don't even know to that you can get paid on new construction. Like they think like, you know, that's like a whole separate thing than buying real estate. So like you going out and just explaining that you can help people with new home construction is probably going to blow some of the people's minds in your sphere of influence or people that watch you that think that you might not even get to be able to, you know, help them with that because they already deal with other sales people, you wouldn't believe the amount of people that don't think that you as a realtor can get paid on new construction. So that's a huge misconception that if you start going out and just explaining that, hey, you know, here's new construction, here's new construction, they're going to go well, I guess, you know, maybe I should reach out to him about new construction.

Unknown Speaker 56:41
Most consumers think sales people are realtors, they're wrong. The sales people work for the builders, and their job is to sell the heck out of that house with no care or concern for the consumer. Like that's why they need our protection. Right.

Kyle Handy 56:54
So yeah, so it's just it's that's a good point. But I wanted to real quick I know it's a level we're gonna wrap up but Jason, if you're on this thing, I Know that you're a huge builder guy, man, if you got another nugget that we missed that you want to drop, I know you offered it up for people to reach out. But did we miss anything real quick,

Unknown Speaker 57:09
in our area, it's all about the land, whoever controls the land controls the builders. So you can also go to like planning, go to your city planning meetings. And you can just sit there and start shaking hands with people that actually go there. And that's how you'll get in, you'll find out really quick, you'll meet developers and you'll actually go to the very beginning of the process. And I found if you meet the developer first, then you're going to meet multiple builders who want that land to try that approach as well go to like the city planning meetings, go to the health department when they're planning the septic systems. Just look on your local government website. And they'll have a list of all the different kinds of meetings that are going on and just sit in them. They're boring, they're long, but you can shake hands and meet really good people. And that's kind of how you grow in our area is

Kyle Handy 57:55
bad. Bam. And that's why this is the agent mastermind, man. That's huge. Thank you, Jason. I didn't even have to Angle man, that's awesome. I love it guys. Well Cool. Well, hopefully we covered that topic pretty well. If you got any questions like Jason said, I mean you kind of know you know now a couple of different people on this call his experience level feel free to reach out you know, any or all of us. We got em we got Jason got Curtis that talked on this call. So anything we can ever do to help you guys let us know. But do we miss anything else Curtis?

Unknown Speaker 58:24
Now we're this awesome guys a couple things and I think we're going to try and get to number one. Make sure when you hear somebody talk on this call and you like what they have to say you go follow them on Facebook, please and friend them on other social platforms because that's a big part of your research as an agent is watching what Ian Flanagan's doing and Russ Keith is doing and Kyle and Jason like you got to watch and learn and mimic and model like this business is a copycat business so like we're not giving you ideas so you can go try to recreate and figure out we're giving you ideas verbatim so you can copy and be successful and build your business. So like go do that. And then number two, I just dropped a link out in the chat guys. That is a copy and paste Have a Google Doc of all the notes that I just took. So this might get tighter over time but I'm going to give Kyle that link and he can put it in the comments of the repost of this video and I'm going to try and pull notes as we go so you guys can have a tangible takeaway you just got to open that don't don't touch it just download a PDF or something once you do that and that'll be your your notes recap of this call in real quick

Kyle Handy 59:21
guys, before we close this out, was there any topics we didn't cover that maybe we can put in a little list that we can hit on for next week? What was the one Curtis that you'd said it was actually I carry with

Unknown Speaker 59:30
our database? We didn't

Kyle Handy 59:32
Alright, so we are going to cover your database next week guys. So anybody wants to find out about database and how to organize them what the categories what you know how often you should kind of you know, look at them and what you should be doing with them. Then beyond next week, all things database that's like my baby. I love databases, so it'll be a fun one. But the databases What else did we miss anything else? Maybe

Unknown Speaker 59:54
people should drop their social Oh, social media link in the comments. We can cover construction and listening presence. Today so that was good stuff. Those are two of the the four big topics that were requested. The other topic that was requested that we did not cover, give me one minute, get back to the topic.

Kyle Handy 1:00:09
And if guys if y'all want a topic for next week, put it in right now. So we have some stuff to start with for next week. I'm dropping my social media.

Unknown Speaker 1:00:18
The best calls in the business appreciate it. If you like it, keep coming, contribute and bring people to the call. This is open to agents across the country from any real estate brokerage, regardless of where they're at, regardless of their experience level. We just want to help each other be more successful and continue to elevate this profession.

Kyle Handy 1:00:36
I learned them on these calls. That's why this is good.

Unknown Speaker 1:00:40
Yeah, I love it too. I get gets my be kicked off and gets me fired up. I really love it.

Kyle Handy 1:00:44
Cool. There we go. Alright guys, well, good stuff if anybody wants to drop their stuff in there. All right, Jerome. I'm gonna go check you out, man. If y'all y'all need anything. Let us know. But thanks, everybody for attending today. And we'll see you guys next Monday.

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