Your Coaching Matters YCM Pedia

Make This Year Your Best Year Yet in the Real Estate business

Monday News You Can Use!

September 19th, 2022

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Interesting article on HOA’s – they have too much power in Georgia – how about your state?

Mortgage rates hit 6% – buyers not buying.

Major west coast markets seeing prices lowering. 

Rent rates can’t keep rising can they?

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TECH TIP

I have buyers looking for  Toilets with Bidets – how about you?

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 Conversation Advancer of the Week:

“I’m a year or so out from buying”

This is a stall – their monkey mind is just keeping them safe – ask a great question that brings them into the pre-frontal cortex:

“Just out of curiosity what’s magical about a year or so? If we could get you approved for a loan with these low-interest rates, get you into a great home, and show you how that’s cheaper than renting would you be willing to take a look?”

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Getting it Done!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

September 12, 2022

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Pretty Cool report from the NAR (yet another reason your dues dollars are well spent)  Good info graphics to share with your clients/customers and the full report is downloadable.  I’m surprised that hardwood floors are the most effect cost return wise.  Real really cool feature is the Joy return – what a great concept (top return  – kitchen remodels)

CITI and Bank of America offering programs for buyers with little or no credit – easier qualifying, lower downpayment, and no mortgage insurance. It was interesting that the press initially reported theses as only for Black and Hispanics but they were wrong.  Fact Check everything before you spend energy on it!

Inventory up 27% nationwide – its time to work on how to keep listings happy and get price reductions – ask me for a free report .

Mortgage rates at highest level since 2008 – make sure your buyers shop around as rates are varied from company to company.

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TECH TIP

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Calendly: 

Connects to your calendar and shows clients your availability, integrates with other tools, and can be embedded into your website for new prospect appointments. Monthly plans are $15 with custom branding, group events, and integrations.

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Conversation Advancer of the Week:

We need to net more money!

I hear you. More money is important. Is that correct? Im just curious, how would you know if more money wasn’t possible?

(Listen to their answer, be ok with silence)

Saying you need to price your home determined upon what you need is almost like believing the market cares what you need, when in fact the market doesn’t take action on what we, as a seller needs. Based upon my professional and skillful analysis your next best step is to put the home on the market, Mr and Mrs Smith, for $XXX

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
I’m Happy – Truly Happy!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

September 6th, 2022

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Canary in the Real Estate Coal mine has been San Diego for Decades – this video explains housing’s hot market and return to normal. I like the “starter home concept.”

More on the new normal – with rates higher (but still great rates historically) price appreciation will slow down.

Misleading headline designed to get readers – it could have said – “Home Sellers still getting 99% of asking prices”.

Generally not a fan of housing as an investment even Goldman Sachs is saying prices will only flatten 

MLS listed homes sell for more (send this to all your prospects)

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TECH THINGY

Something cool to lets your clients children occupy themselves 
(Buy a couple as the kids love it as a gift!)

Carson MicroMini 20x LED Lighted Pocket Microscope
with Built-In UV and LED Flashlight

The MicroMini is an Easy to Use LED Lighted Pocket Microscope with a Keychain Attachment;
Magnification: 20x Power ; Extremely Lightweight, Portable and Compact Design.

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Conversation Advancer of the Week:

I don’t want to give it away.
And I certainly don’t want you to ‘give it away’ either. 

So when you bought this home for $250K 7 years ago, did you ever think that your home would almost double in value in such a short period of time?

Congratulations you won a real estate lottery! 

And so when the market price appears to be closer to $510K (as the buyers are telling us), are you really giving your property away? Why don’t we take a look at how you can best take advantage of today’s market and get exactly what you’re looking for.

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Finding Simplicity, Harmony and Opportunity!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Use!

August 29, 2022

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Should you buy or rent in this savage market? The comments are ridiculous but we need to be able to answer “hesitant” buyers concerns.
Rents set record high – remind your buyers that renting costs more year after year
If this is a recession its a weird one.  Go about 1:40 into the video – number of sales have declined.

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TECH IDEA

Look at 25 year mortgages for your buyers.  

Points charged are less and the interest rate is lower and easier to buy down.  And the mortgage is paid off 5 years sooner. Meaning equity grows faster.

For example – currently the 30 year fixed is 6% and 1 point. 25 year is 5.75% and no points (saving $4,000 upfront on a $400,000 mortgage.).  The payments are then $2,399 for a 30 year fixed and $2517 for the 25 year fixed loan. So you could save $4,000 upfront and pay $118 a month more and break even at about 3 years.   But if you put the same point of expense towards a buy down the 25 year rate  to about 5.0% the 25 year payment goes down to $2,339.  Saving $60 a month and paying it off 5 years earlier! On the 30 year 6% portion after 10 years you’ve paid off $68200 and with the 25 year same points at 5% you’ll have paid off $92,400.

If the numbers are confusing talk to your local lender and have them explain it.

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Conversation Advancer of the Week:

Setting the Stage on a price lower than what the sellers expect.

“Wow, thanks for showing me your home.  As we getting into my professional pricing analysis I said WOW! I see you bought the home in September of 2017 for $340,000.  If you had known then that the value in 5 years would be over $520,000 you would’ve been thrilled – that’s like $35,000 a year in appreciation.  Congratulations.  Heres my spreadsheet showing you what your homes value is today.”

This can lessen the disappointment or “Im losing money” when they expected the home to be worth $600,000.

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Be Happy!!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

August 22, 2022

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A nationwide number of home sales down 20.2%  And the median price rose 10.8% from July to July!  Do you know these stats for your service area? (Ours is down 36% and number of sales up 15% in median price)

What do you all think about this lawsuit?  Brand protection for real estate advertising.  This could lead to a kerfuffle.

Is the market going to see declining prices? For builders maybe

5 Backyard Patio Ideas

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TECH IDEA

SpeakingPhoto

Imagine you are a FSBO and receive a picture with VoiceOver telling
the seller much you like their house/ad/trees etc.
Ice Breaker???

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Conversation Advancer of the Week:

When you hear something SO WRONG!!!! 

Be gracious and spacious when encountering a belief that is wrong.

I often hear a FSBO or another client say something that is 100% wrong. The BACKFIRE EFFECT can come into play if I use the wrong language. Anything that is controversial can close off space and cause the client to get defensive and will even solidify their erroneous belief. Correcting misinformation hardens, rather than corrects, someones mistaken belief (just look at any comments on a controversial post on Facebook.) Try using “would you be willing to consider…” and “You may be right …” and “others thought that way and then found …” and experience the space and grace it allows. 

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Staying Possitive!!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

August 15, 2022

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Mortgage rates tick back up – “Market is stabilizing.” 
 
Oklahoma Castle for Under $1,000,000 – the pictures are very unique.
 
 
Its tough be a lender- interest rates swings cause surge in refinances. 

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TECH IDEA
Run a CSV file from your database through this program for free
and get a score on likelihood to sell.

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Conversation Advancer of the Week:

Speak Softly

When things get heated and loud – speak softly. Your soft voice will force active listening. When your clients listen they don’t argue, yell, or talk. For example:  I CAN’T LOWER THE PRICE!   Breathe, lower your voice and ask – “Tell me more about that …”

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Speaking Soft!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

August 08, 2022

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SURPRISE –  Open Door cost sellers more than “traditional” agents.  Fined by the FTC $62,000,000!

And BIG Tech is coming after your commission dollar – all their plans include getting money from you. 

Lock your buyers in – Under 5%

I Disagree with most of this article  – it’s skewed very negative –  how about your thoughts?

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TECH TIP

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Mortgage Calculator 

– simple – use it!

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Conversation Advancer of the Week:

Why do agents get paid so much money?

“With the amount of driving, marketing, and other fees that we have to pay in order to be agents and to sell real estate, the commission is not as much as it appears. Especially since we, as agents, are still paying into our company; they take a portion of our commission with each sale. When you factor in that we spend on average 100 hours per transaction, and the risk to you being nothing if we don’t do our jobs and get it sold it’s really quite a bargain. If you feel its too much – I’ll be happy to reduce it by 50% if you are willing to pay that fee upfront.”

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Dynamic and Creative!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

July 25, 2022

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Rates inching up – expect more 
 
Home Builders predict price drops!  Low to medium single digits!
 
Interesting idea about a federal board to stabilize house prices 

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Conversation Advancer:

Prospect: “I like what you say, but I’m not sure I’m ready to list right now. Need to stage, buy new countertops, clean my house, prepare…”

“That’s perfectly fine. And I think that may be a very healthy approach that will help us get you an even better price on the sale. So we don’t need to list it now. Instead, how about I warm up the market for you? I have a few buyer agents that might be interested in the property. I can create some buzz for your property before it’s listed and have some qualified buyers already lined up. When do you think you’ll be ready?

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Tech Gadgets

Cools products for those of us (or our clients)
who have gang relatives at home – Share this with your clients

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Focus
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

July 18, 2022

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Lock them in now – rates dropped again

Buyers are getting more equal footing with sellers.
Mobile homes appreciating faster than single families – wonder why?
Inventory Up 28% In Boise 61% of sellers cut asking prices.

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Conversation Advancer:

When someone gives you an appointment in a few days (NLP Future Pacing)

“Thank you for setting the appointment to see me for Saturday at 4:00. You’ll find our meeting very helpful to you.

Now, since we’re not meeting until Saturday, sometimes other agents may be calling and bothering you and even pestering you to set an appointment.  And since the average agent sells only a few homes each year, if you make the mistake of setting an appointment with them, then you have a really good chance of meeting with an inexperienced agent who cannot really handle the more difficult parts of the marketing and negotiating process.

You are already aware of the importance of working with an agent who will get you the highest fair-market value possible, right?  Could it also be that, the more that you think about how important it is to … select the right agent … you realize that your equity is at risk simply by making the wrong decision?  You can comfortably tell those other agents that you’ve chosen me to interview and offer to call them back after our meeting on Saturday. So I look forward to moving you forward when we meet at 4:00 PM!”

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Tech NEWS

If you need a new Mac – it may be wise to wait.

Apple may release M2 14-inch and 16-inch MacBook Pros as early as this fall

 

Provided component shortages don’t get the best of Apple.

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Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. 

If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Playing to Give
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Monday News You Can Use!

July 11, 2022

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Another economist’s view on the housing market and where prices are headed. I don’t necessarily agree but they say no real change in prices in the US is expected on houses.
6 things to know about the market. The article says prices will go up
Author uses charged words but some great charts – especially the supply and pricing charts.
This recession is different – some good thoughts and things to know.
Rates down to low 5.3%

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Conversation Advancer:

What Winning is in Reality

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Tech Tip

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A Break Reminder

TimeOutBreak – perfect for supercharging your business

 

 

Your Coaching Matters Supports Agents and Brokers to
Elevate the Professionalism of Real Estate. If you are not a member, will you join us at
https://www.facebook.com/groups/CoachingMatters?
Happy & Looking GOOD!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

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