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Monday News You Can Use!

June 20, 2022

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Send to buyers: Looking to buy a home? Here’s why you shouldn’t limit your house-hunting to the weekends.


Send to Sellers
: Considering offers on your house? Make sure you factor these details into your decision.

Mortgage Rates UP

Why you shouldn’t delay your home improvement project

 _____________________________

Conversation Advancer:

(remember you’re supposed to get objections)

“I want to find a house before I put mine on the market.”

“I agree, finding your new home is important and it may take as long as 1.5 to 3 months for your home to sell.  Then it will take another month to six weeks to get the closing done and by that time, any home that you would have found will likely already be sold. And we can ask for post closing occupancy. Motivated Sellers today are looking for non-contingent offers. There’s a couple of ways we can make your offer stronger.

The goal is to get you into that new home right?

________________________

Tech Tip

Audience Handwritten Mail Logo
For those of us without decent handwriting – A handwritten note service

Audience Handwritten Notes Robot

 

 

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?
Loving You
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

June 13, 2022

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So this Monday News is a bit different – focusing on the PulseEnomics/Zillow report just published last week. 
  • Sixty percent of housing experts polled by Zillow don’t believe the housing market is in a bubble, compared to 32% who do.
  • The panel expects to see a short recession by 2024 as the Federal Reserve works to tame inflation.
  • The panel raised home price growth forecasts for 2022 as demand stays strong
There are two charts that are critical in helping your clients make good decisions:

First Is when the economists predict the recession will occur Predictions start in the 3rd quarter of this year with most expecting before the 3rd quarter of next year.  Surprisingly 16% don’t expect it until after 2025.

The second chart (not from the report) Shows that recessions do not necessarily affect housing prices (the biggest downturn was in 2006 to 2011) the previous 4 recessions saw either price increases and or very slight decreases.

More interesting is the chart that shows what these 114 economists predict for housing prices. 

The most pessimistic says over 9% increase for the next 4+ years.  The average of all of them is 26% increase- So this chart is great to share with buyers worried about “the imminent crash.” There isn’t going to be a big crash. Share this chart with everyone.

As with all statistics remember that none of these experts predict 5.25% interest rates last winter – they all said 4.5% by the end of 2022.
On another note Case Shiller shows highest rate of appreciation
Mortgage applications plummet
Good article on Financial Advisors and Real Estate Investors – interesting our guy said buy real estate, not stocks two months ago.

Lies, Damn Lies, and Statistics
Benjamin Disraeli

 

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?
Always Smiling!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

June 6, 2022

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Some Highlights

  • It’s important to understand history proves an economic slowdown does not equal a housing crisis.
  • In 4 of the last 6 recessions, home prices actually appreciated. Home prices only fell twice – minimally in the early 90s and then by nearly 20% during the housing crash in 2008.
  • If you have questions, let’s connect to discuss why today’s housing market is nothing like 2008.
 Saw this posted – we need to read our news – Home prices may dip 2.2% in Canada 🙂
 
For everyone – Backyard design rules to be broken 
Video on HGTV  stale to Sale! Need to catch their attention in under 5 seconds.  Tell a story.
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Tech TIP

Good article on how to wipe your device if lost or stolen

Conversations advancer of the Week:

When they say: “We decided to save the commission and sell it ourselves.”

What you could say: “I agree that you can save on commission by selling it yourself — we all like to save money, I mean I shop at Costco too and value is what you get when you hire me.

“Most top agents and buyers who are serious will never look at an FSBO [for sale by owner], and the buyers who will consider buying a FSBO will want to save the same commission that you’re trying to save. Statistics show that FSBOs sell for almost 6 percent less than houses listed with a professional. That means you could have me market the house and pay my fees — and still walk away from the settlement table with more money in your pocket than you would if you sold on your own. Are you ready to put me to work?”

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?

Taking Risks!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

May 30, 2022

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Pending home sales down over 9%
Short Video from Realtor.com economists – Moving to new Normal – rent at new highs!
Lock in rates now – feds planning to increase 50 basis points – Money moves to make now. 
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Tech Idea

Youtube Videos – Do any of you do video tours?

                                                                                         

Conversation Advancer

I can’t net less than $XXX,XXX or I’ll have to sell on my own.

What I hear you saying is that you believe you could net more on your own, is that what you believe. That’s a bit like saying I don’t know how to sail but I’m going to take this 50-foot sailboat onto the open ocean in uncertain weather. Would you really want to take that risk?

Because it means you have to put up the upfront marketing expenses and time to try to sell it.  In spite of the statistics saying over 90% of all Americans who sell use an agent and that year after year studies show agents net an owner more money and do the work at closing.  We all like to save money – I shop at Costco, too – but I am willing to pay for things that add value (cost less than their value).

I’d like to make this ZERO Risk to you.  I’ll let you cancel the listing with 24 hours’ notice anytime, at no cost, if you feel I’m not doing a great job for you!

 

Finally, prayers for the families who have lost family members to gun violence. 

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?

Its Time for Change!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

May 23, 2022

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Send to all your potential Buyer Clients – When to increase your housing budget?
Mortgage Rates Highest since 2009
Send to everyone – Remodeling tips on a budget
Fun argument – are real estate reality tv shows good or bad for the business s- what do you think?
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Techie News

I’m really enjoying this card-making app! 
https://www.feltapp.com/

Handwritten Cards for the Modern World

Sealed, stamped, and mailed – all from your phone or tablet.

                                                                                         

Conversation Advancer
One to have with yourself 🙂

I think Big

I am not focussed on what is possible. I think BIG. I set goals that really excite and inspire me. I take whatever fear and turn it into rocket fuel to go out and take action. I unleash my creative power to help me achieve them. I discover ways to make it happen when I focus on what I want (even when I don’t know how I am going to do it.) I love thinking big. I am a big thinker. I love the experience of being willing to think big thoughts. I love the thought” What would I do if I knew I couldn’t fail?”

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 Flexible!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

May 9, 2022

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So I spent the last week at the NAR Mid-Year Legislative Meetings: look for continued fair housing initiatives and efforts to include more diversity at the Local State and national Level. 

Best Quote:

“Diversity is not just about color

Diversity. We allow everybody to come into the room

Equity. Equal access to all opportunities to everyone

Inclusion.  Allow everyone to have a fair voice.

Take the steps necessary to make the change.  Be brave enough to sacrifice to do what’s right”

Feds changing fair housing guidelines for the first time in over 20 years!

Buyers today are spending 55% more for the same house

Best Conversations:

“Teaser pricing is a factor. Listing at $395,000 when they know the home is worth worth $450,000 is confusing. Buyers cannot navigate teaser pricing since a $400,000 home may be worth $400,000 or $500,000. That’s why you need me as your representative.”

&

“I am not an economist but I listen to smart economists. In our area our population is growing we have secure jobs and demand is increasing. You may need peanut butter and jelly instead of avocado toast but if you can afford it long-term then buy.”

 & 

“Tell us what you know about the market?  Then confirm or correct”

“I am so delighted to hear that. Zillow is a wonderful tool for cocktail party conversation but when you’re buying or selling you gotta go deeper than that.” 

If you want all my notes for the NAR Mid-Year Meeting (they may be rough) email me at  Mike.Stott@mac.com.

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Tech News

Best “Tech”
SummitVASolutions.com 
$1500 a 
month for a full-time, trained US-Based  Virtual Assistants

                                                                                         

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?

Keeping it Simple!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

May 2, 2022

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If your city is bursting at the seams then the politicos may be looking at limiting development – 2nd half of article details woes for entry level buyers.
Send to all your clients –its time to buy investment properties  Nice little article
A black eye for Redfin– paying $4,000,000 for a fair housing lawsuit. The Feds are coming after Real Estate businesses in many ways – this is one.
Median price home costs 50% more to own this year than last year. 198% price increase + Mortgage rates rising will do that. Time for the conversation below.
Decent article on ARM loans  Last line is the best.
Prices not expected to decline but appreciation should slow.
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Conversation advancer of the week

With the rise in rates I can’t buy anymore.

You could be right. Higher rates means it costs you more to own than before. And I suspect rents will go up too.  Lets look at the numbers If you were looking at borrowing $300,000 at 3.5% your principal and interest was $1348 a month.  Rates are as high as 5.5% now for 30 year fixed but 10 year Adjustable rates mortgages could be just what you are looking for – your rate is fixed for TEN YEARS – and the payment is $1502 at 4.4% – about $155 a month more – it hurts but it shouldn’t stop you from buying. Lets’ chat with your lender to see what’s possible.

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Tech News

QR codes – easier than ever 

*Article by Sam Trimble

COVID-19’s impact has boosted the appeal of QR codes because they’re “touchless” and truly convenient. So, what Zoom has become for office meetings, these link-bearing graphics are doing for marketing materials and client engagement.

The tip of the iceberg: A QR code capability overview

I began using QR codes some years ago as a real estate agent in the West Texas town of El Paso. I now share my experience with agents, title companies, lenders and other industry leaders all over the country as a marketing technical director with WEST, a Williston Financial Group company.

You’re probably already thinking of ways to use them in your business, but here are a few of the things I linked QR codes to:

  • A PDF file such as a buyer or seller questionnaire, flyer or move-in estimate
  • A website (i.e. a splash page to promote an open house and then on cards inside the open house to things like a video describing outstanding upgrades, neighborhood highlights or my lender partner)
  • A simple v-card to download your contact info with one click
  • A text message, email or telephone dialer queued up to contact me; I often asked them to scan it while we were talking so I could add them to my database for follow-up. (And keep in mind, you can pre-populate the text)
  • A video file introducing myself or the origin story of my company (you can easily redirect it and regularly update it with a major new listing, some local information or other items to keep it current)
  • My Wi-Fi access info for anyone in your waiting area to scan and log in without having to drop what you’re doing to help them connect
  • Prompts to follow my social media accounts or open a micro-site
  • An FAQ flyer or video (for an easy way to stop and divert those frequent general information questions.

How to create your own QR codes

There are many QR code generators, and most have a free version and a paid version. I typically use Flow Code because of its ease of use and diversity of design options and functionality preferences. Another popular option is QR Code Monkey or Canva. Each has many super simple options and lets you create about a dozen custom codes to use immediately.

In FlowCode you can add your logo, customize the color, make it circular, and more, including changing the barcode to stars, hearts, thumbs-up and several other options.

Their tracking features are really robust, too. On their dashboard, you name the code, pick how many destinations you want, though I still keep it to one to avoid overcomplicating by directing the link to multiple places. Then just paste in the link to your document, YouTube video, Google page, Facebook, text, email, Wi-Fi — whatever — save it and your QR Code is ready to go.

Download it and do whatever you want with it.

You can always go in and edit your QR code’s link. So feel free to print a code on the back of your business card or save it as a favorite image on your cellphone. You’ll be able to update the link to another address any time you want, for instance, to link to a video instead of a PDF, or a new website, etc.

Be sure to make your QR code stand out wherever you print or place it in a marketing piece, a sign on your desk or a business card. Make the benefit of what they’re going to do very clear. If it’s a giveaway, make sure they know to “Scan this to enter my giveaway” or whatever it might be.

A boost to your review and testimonial generation

As I wrote about in a previous Inman article, reviews really are the future currency of our businesses. With a QR code to facilitate a client going directly to your specific review pages (be it Google, Facebook, Zillow, or another site), you’re sure to have more clients leaving reviews and testimonials.

The best time to ask for reviews is closing time, when they’re the most positive, most happy and most relieved. Have that QR code on your phone, and flash it to them right at the closing table. Why not get it done right then and there? There’s a good chance they’re going to open it up and leave a quick review for you.

After these record-breaking years, we are missing the boat if we’re not gathering as many reviews as possible. Although this incredible market won’t last forever, your reviews will.

*Sam Trimble is a marketing and technology director at WEST, a Williston Financial Group company, in El Paso, Texas. Connect with him on Instagram or Facebook. 

                                                                                         

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?

Time for Action!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

April 25, 2022

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Interest Rates!!! Ukraine!!! Russia!!!  Politics!!! Prices!!!! Uncertainty.

Yep its all happening.  And its OK – we’ll work through – we will BLOOM! 

People will still buy and sell homes.  We will see a decrease in the number of sales and maybe an end to increasing prices.  You’ll be ok so long as you build relationships, provide the best possible information, show people their options and do the work! 
 
Love this term “Locked In”   the experience a home seller has in deciding not to upgrade because the cost of a new mortgage is so much higher than the current mortgage they have. 
 
Number of sales forecasted to be down 10%
 
Taming inflation is responsible for interest rate increases. 
 
Prices may need to be reduced 
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Tech Tool

This one saves me much embarrassment

Grammarly

Grammarly is a cloud-based typing assistant that reviews spelling, grammar, punctuation, clarity, engagement, and delivery mistakes.

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Conversation advancer of the week

We will just wait until the market gets better in a few months. What specifically causes you to believe that the market will get better just because six months goes by?

  1.  … that this offer isn’t at today’s fair-market value?
  2.  … that now isn’t a great time to buy your next home?

What matters really is how much down and how much per month isn’t that correct? Lets look at the numbers.

                                                                                           

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?

Building Relationships and Blooming! 
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

April 18, 2022

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What do you think???  Canada banning foreign investors for two years!
Wow USA Today finally reports that Houses used to be on the market for “months at a time” and “Now we are surprised if they aren’t sold in 2 or 3 days.”  But there are some interesting stats in the article.  Expects the housing shortage to take 20 years to close.
Waiting on the market to crash? Send this to your clients who think the market is going to get less expensive.
Mortgage Rates hit 5% – first time since 2011
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Tech Tool

A terrific Mortage Calculator – tons of info and no bank ads!

This calculator allows you to compute the monthly/bi-weekly mortgage payment for your FHA mortgage loan, including the Upfront Mortgage Insurance Premium (UFMIP) and Annual Mortgage Insurance Premium (MIP). It also helps you understand the total cost of home ownership over the entire loan term, by taking into account one-time expenses (closing costs, home furnishing etc.) and recurring costs such as property taxes, homeowner’s insurance and HOA fees.

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Conversation advancer of the week: Future Pacing

IN NLP Future Pacing is an effective way to help people make those decisions that most benefit them by using the future and time as a motivating factor.

Future Pacing is used to:

1. Gain commitment or agreement.

2. Bring up the possibility of them not following through on an agreement.

3. Re-program the client for a different outcome.

4. If they do think about not following through, will what cause them to keep the agreement with you in spite of these thoughts?

5. Reinforce the commitment or agreement.

Remember that when you bring up an objection first, it loses all of its power! When you bring up an objection first, then you control the direction the objection will take. So, do you want to meet it ‘head on’ or have it control you and your income?   

Examples: Good job on deciding to list your home for $229,000 … it’s a great start to list your home at that price and the first step in getting your moved to XXX, isn’t it? If 30 days from now we’ve had no good offers on your house … we will need to review any changes in the market and reevaluate your price. I feel very confident about the price you have chosen but you never know how this market causes buyers to react.So Mr. Buyer, I’d like to you carry a few of my cards. That way if you stop by an open house or a new home development you can hand the card to the representative and tell them you’re working with me. They’ll appreciate knowing that up front and will not pester you.

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

••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••••

Do buyers ever second-guess themselves after they make an offer? Instead of having your efforts derailed by the susceptibility of your clients to the advice of amateurs, here is a sample for reassuring a buyer that they are making a good purchase decision. You won’t ever ‘memorize’ the entire dialog – rather you’ll feel comfortable as you begin to use the process with your prospects & clients!

Give Them Massive Approval

1) Congratulations on making a really good offer on what will soon be your new home! You’ll find that home ownership is wonderful and will really make you … feel comfortable … as the years go by and you continue to build equity … and live in this wonderful property.

You Bring up the Objection First!

2) Now, when you speak with your parents or friends or advisor about your new home, and they start in with you about how you’re paying too much for the residence, what will immediately remind you that you’re determined to … buy this house … and that it is a great value at the price you’re going to pay? [Great neighborhood] Right … XX is a great neighborhood! And in buying a home in this area, you’ll find that your new home will most likely appreciate in value over the long haul … and that the money that you’re putting in the home instead of rent will probably be one of your greatest investments … except that you get to live in this one!

Massive Approval

3) Over time you’ll find that this is a very secure and safe thing to do. And when you go to sell the home in a few years … so that you can move into an even better home … you’ll find that the appreciation will act as a lever in getting you into your next home. You just can’t go wrong and I’m very excited for you!

Future pace their response & reprogram the outcome with additional reasons!

4) So if you’re parents / friends / advisors felt that this was not a good step for you and they recommended that you back out of your new home purchase, what will immediately remind you of all of the reasons that you’ve made the best decision for you to buy this house? [Appreciation and safety] Right and the more that the prices increase in the area, the more that you’ll always have the security of building up a great deal of equity in your home … what a great investment it is. And not only is the investment itself a smart and safe investment, but that the area itself is one of the safest and best places to live in the entire country. You and your growing family will be physically safe and secure, too. So, you’re so right that this is a very safe and secure investment for you and your family. In fact, it’s a big step towards your adding to your net worth … congratulations!

Test and reinforce their decision

5) And is there anything else that you would need to say to convince your parents that you made a great decision? [Maybe that we should have bought in XX, instead]. As you already know, the XX area doesn’t offer the same type of appreciation or safety for your family that this home and area offers, right? And, what is even more interesting is the cost difference between the two properties is very, very small. And when you look back on this decision in five years, you may have made tens of thousands of dollars more for living in a much better area.

More approval!

6) Is there anything else that you would need to say to convince your parents that you made a great decision? [No] Great! Congratulations on your new home!

                                                                                           

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?

Willing to Screw up! 
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

Monday News You Can Use!

April 11, 2022

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Healthiest and Unhealthiest Cities to live in – Atlanta is 24th – not too shabby (use this with clients on a FB post)
 
The most beautiful place in every state – agree or disagree (you can ask this question on FB for your state)
 
Home prices up 20% February over February. This means a home that was worth $300,000 in February 2021 is now worth $360,000 in February 2022 – $5000 a month appreciation – way more than the total payment! 
 
Interest rates at 4.67% up 1.5% since a year ago – but market is volatile and could move lower. 
 
Head of ReMax says – Millennials and Generation Z’s make up almost 80% who wants to buy – work from home still desired. Shortage of 4 to 5 million homes!
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Tech Tool

Buy this and you can work from anywhere 🙂

OMNI 120W & 240W All-in-one Solar Charging Station

A charging station that charges power stations,
vehicle batteries and personal devices – directly.

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Conversation advancer: 

Will you cut your commission?

“I hear you, there are a lot of desperate agents out there and that should concern you… can I tell you why?

Do you own anything more valuable than this home?  (No)

Could you say that it is amongst your most valuable possession?  (Yes)

If an agent is so desperate that they are willing to broadcast the fact that they don’t think they have full value as a Realtor, then you should be confused.

Is that the type of person you want sitting across from the negotiating table trying to negotiate you a better price?

We are talking about a person who has already admitted that he or she doesn’t even see value in himself or herself.

Is that the type of person you want to represent you in the most valuable transaction of your life? (NO) 

If you did , then I should not even come over, considering I work 12 hours per day and my assistant works 8 hours a day to get your home sold and put the most money in your pocket.” Fortunately I have time this evening or tomorrow – which is better for you”

                                                                                           

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
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Rainbows Rule!
Mike Stott
mike.stott@mac.com

www.YourCoachingMatters.com

Cell: 678-232-0927

Office: 770-726-1256

International Coach Federation • Certified ACC

Filed Under: Monday News You Can Use! Tagged With: Coach Mike Stott, Monday News You Can Use!

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