Alright. It is, ten o'clock eastern, nine o'clock central. And, what time is it in Hawaii, coach?
Six o'clock. Six o'clock in Hawaii.
Six o'clock. Not bad. Not bad. You still have the whole rest of the night left.
I'm telling you. You know? Yeah. That's why I still got my sunglasses because it's still sunny out. You know?
So You know?
Exactly. Exactly. Well, I just appreciate everybody here for, the the Saturday night session. And, we are both here as your host for tonight, Shay Carter, Texas broker, and coach Dean right here together.
And, we already kicked it off. We were talking backstage about the Dallas Cowboys and, the Oilers and all sorts of things. So we're gonna have fun tonight. So good evening, everybody. This is the, conversations with sellers question or session tonight. You can tell it's been a long, a long few days. Coach, how you doing over there?
I am doing great, man. It's been awesome. Matter of fact, this is one of my favorite subjects. So we I just had a class yesterday all day. We talked about mindset and one of the subjects that we've touched base with your mindset with your, sellers. So I'll probably implement some of that information.
And there was a lot I didn't tell because I didn't wanna overflood the brain brains of everybody because this whole thing can very easily do that. And, you know, we just wanna make sure that we feed enough that they can, see the importance of it, not get overwhelmed. Right?
Definition of overwhelm is your brain shutting down, so we don't want that Exactly. So, yeah, it's just, it's just that's good to have everybody here.
We get a lot of lot of the, West Coast people, I'm sure, you know, here because it's it's ten o'clock here on the East Coast. So, I I just pretended to be in Hawaii, by the way. I gotta be true.
Well, nice. Alright. Well, you know, we're here on August the seventeenth, and there have been lots of activity today.
I I have to brag on, some of the stuff that's been going on in Texas today.
I I gotta say that, like, earlier this afternoon, I got a text from a team lead that said, hey. I put together this quiz for everybody in my team. I wanna get your eyes on it before, I send it out to the team. And he sends me this quiz, and and I don't know if his idea was to turn this into a Google quiz or what. But it was about a fifteen question quiz for his entire team to make sure they knew all the right answers before they went out today. And, man, that just made my day. I thought that was just that initiative and making sure that I really you know, the thing that really stood out about that was how important community is.
And that's one of the things I love about our culture here at LPT is that community is so important. And for those agents that are all connected to that team lead, you know, they're getting such incredible, and such incredible support from that lead. And, it just goes to show how much community can really help.
So let's talk about sellers for a second. With with agents who are really struggling with how to present this new paradigm to sellers, what are some what are some tips that you could give them, to help them overcome those challenges?
Well, I tell you, first of all, our mindset has to change.
We can't be real estate agents first.
We have to be marketers because we are having marketing company called LLListing Power Tools Incorporated that provides us these power pack boxes for us to use, with the sellers and present that to them, and we should be advertising that. Then we have to be educators because right now, guess what? If you don't think you know what's going on and you're trying to keep up with everything that's happening, how do you think the buyers and sellers are doing? Right?
They don't have a clue, and we got to show them that. The first perception that came out several months ago when this whole thing started was buyers were thinking that, oh, I don't have to pay my pay, commission anymore. Well, that's far from the truth, isn't it? Right?
So when we're talking to the sellers, we really need to educate them to understand, look, not to pay another agent to bring a buyer to the table is an option.
It is not the solution.
It is an option. I've been doing this twenty one years, and I will tell you that if you take out your number one resource, which is other real estate agents with buyers that are looking to buy, and that's exactly what they would be doing, you are literally taking a possibility of selling your home in sixty days to selling your home in two hundred or three hundred days. My advice right off the bat is if someone decides as a seller that they wanna do that and they're very adamant about that, and you as an agent have a choice to take that listing or not. And if you do, please, please, please tell them that you're gonna sign a one year contract because that's how long it's gonna take to sell their home.
Don't cut yourself short and do a six month because it's gonna take longer than that. If you're taking out my main resource, my number one, I I I just I can only do so much. And then they're literally asking you to pay you pay you three percent to do all the work. And that Yeah.
That's gonna be really tough, especially with the pricing of marketing these days and the efforts that have to be done. Please hold on to your worth, hold on to your commission, and you have an opportunity to make what you should be making. And, I think this is a great opportunity here, but we really need to educate our sellers on what their options truly are.
You know, I I think you hit on something that was really important, the fact that it really is their choice. It it it's the consumer's choice, and this new paradigm is really all about making sure the consumer knows exactly who is paying whom and how much the parties are making, and there's that disclosure, and there's all of those things there.
Yet at the same time, I think it is our job, just like you're talking about, to not just educate but set those expectations. Right? If they're gonna have those choices out there, we need to be the one setting those expectations of, okay. If you're gonna choose option a, this is what you ought to expect.
And if you're gonna choose option b, these are the other things that you should expect and so on and so forth. And I think to have that data behind us, to know what days on the market look like, to to start studying now. We wanna be the market experts. Right?
We wanna have that data in real time.
But, yeah, it really does come down to their choice and, and our education and setting that expectation. I appreciate that.
Yeah. Yeah. If you're gonna do this, this this this and this could happen. If you're gonna do this, then this this and this could happen.
How do you wanna go about doing that? When do you and see, when you're talking to sellers, what is their number one? They they may indicate it's price, but it's not price. K?
Mhmm. It's it's it's the motivation they have to sell. Otherwise, they wouldn't be selling right now. This is not necessarily a market to be selling and to get the top dollar.
This is a market to be selling in because you have to do it. Right? You have to sell. You know?
So there are there are people that you're looking for in general to to to bring to the sellers. And if you give me an I I would love to be able to share that with you. I actually put together, you know, an acronym, and I created this myself. So I'm gonna take credit for this.
Actually, there's six types of people that you should be looking for for your sellers, and you should be explaining to your sellers these are the type of people that you want. Because anybody who wants a deal or a steal right now, it's being sold before it hits the market. K? The real estate agents are buying that up, and that's what it is.
So if you're taking notes, I want you to write down vertical. I want you to write down LPT DDD.
Okay? And I'm gonna go through six different people that you need to be looking for as you're helping with your sellers regardless of what they're gonna be doing at six percent, three percent, or whatever it is. Just make sure that they understand this. Right?
So l l stands for love. Okay? So love. People are getting married. Right? So people get married.
They wanna buy a house, and that's gonna they're gonna be expanding their family that way, so that's gonna be the beginning from very one. Okay? So you got l. P.
P is promotion. So there are people getting job promotions out there, and they're gonna want to expand either by moving to a different area in the country. And please, everybody know, as real estate agents, you can be involved with the transaction in the entire plant. I wanna be the first realtor on Mars, so then I'll be able to allow you to be able to move to Mars if you wanna move to Mars.
The concept is we have a real estate license here in Florida, in Texas. Whatever state that you're in, you can actually be part of a transaction anywhere else in the world. So keep that in mind. So p is for promotion.
T is for toddler. Okay? So toddler basically stands for growth of family. So if you're in a three bedroom, two bath house and you have three children, you're in trouble.
Right? Because once they hit teenage years, that don't happen anymore. So people have to buy homes because they have a a growing family. So keep that in mind as you're talking to them.
The three d's. The first one is demotion. So people lose their job. I mean, we do have that.
Right? They lose their job. They need downsizing. They need to go someplace else. We have another d.
It's called divorce. Do you realize that since the pandemic, divorces have climbed to sixty five percent? So now instead of a fifty percent chance of people getting divorced after getting married, it's a sixty five percent. I guess living together too close quarters for too long has caused some issues.
Right? So, therefore, the numbers have gone up a little bit. And you know what the scary thing is, Sykesha is? What's that?
These there are people right now who are divorced still living together because they can't afford to buy a house themselves.
Ouch. Right? Ouch. Right? Yeah. These are the type of people when the market starts to really awkward. Is that awkward or what?
Yeah. They're living That's really awkward. Yeah.
See, now they need a bigger home because they can't live in the same bedroom anymore, so they're not or some are because they have kids. It's it is very awkward. Right? So so you have that situation.
And there's that a desperate moment when the interest rates pop down to, like, five six percent, and then the house will start dropping another one percent, then it's like, oh, now I can afford to get out. Be ready for that, everybody. Be ready for that. And then the final d is death.
Right? There's death that happens every day. People lose lose their loved ones. They may live up north.
I'm in Florida. So a lot of people will that have homes here in Florida have families and children and siblings that live up north. They wanna come down here, sell the property. They don't wanna live in Florida.
They wanna stay in the cool states, so that's where they wanna live, but they wanna sell the home and move on. And that is another path to sell. Right? Path to sell.
So make sure you're having these conversations with your sellers because you need to know what situation they're in. Some of them are moving from Florida, even Texas. They're moving out to go back with their families up north because they're getting older, and they don't wanna be living alone anymore. Yeah.
You you need to find out sellers' motivation that is more important to them than actually the money. The money, the home itself, if it gets them out and into something else, the home has done its job. And so we, as real estate agents, need to be educators to educate them on what this all how this all works. Okay?
LPTDDD.
Go after them to be your sellers and buyers.
Yeah. And and sometimes I wonder how much or how often it takes some of those conversations for them to actually connect with their own whys sometimes.
You know, sometimes those whys are are evident, but sometimes they're a little deeper, and it takes some some pretty deep dive conversations.
It does. It does. And we have to get intentional. We can't and now look. It's really interesting, Shay, you said that because as as a real estate agent, we're asking these questions.
We gotta be careful not to dig too deep. We gotta be able to dig as far as we can go and let let let them let us dig deeper. Right? You know?
Because I gotta say this. They're not gonna tell you everything. Right? They're not gonna find out until you have to know where they're really at.
I mean, I've told sellers before, tell me now or I'll find out later. And I've literally have found out that sellers, are in the bankruptcy, and they never said anything. Matter of fact, their issue date issue wasn't even issued yet, so we had to put a speed on it. And then we found a home that they fell in love with.
That's a total mess. But can it have can it work out? Sure. It did. It did for me.
I was able to sell two homes and buy another one, and we did it in a very quick as quick as possible. It took us three months, but as quick as possible. But, yeah, motivation and digging deep in those questions are huge when it comes to having communications with your sellers. Exactly.
Yeah. And I I think, you know, more and more you know, I I love what you said in the very beginning. First of all, you know, we're not gonna go into this being real estate agents, first of all. We're gonna be going in being all these other things, wearing all these other hats. And and I really believe that one of the things that's really gonna help agents connect with consumers, you know, especially sellers in this market, is just having those human moments.
Really being, you know, not pushy, not salesy, but being full of information, being curious, asking them really powerful questions.
Like you said, just leading letting them lead us to where they're kind of wanting to go and, just being ready, being observant.
What what do you feel like are some challenges that, sellers are gonna see in this market, especially with regard to how to overcome that perspective, you know, that that that perspective that was kind of falsely created by the media in the beginning that suddenly they're gonna save all this money, suddenly they're gonna, have to never pay buyer commissions again. Those really kinda set some bad expectations up front.
Oh, it does. It does. And, you know, my granddaddy always told me you get what you pay for. And I think it's the same as applying right here right right now. I mean, we've dealt with discount brokers for a very long time.
And they'll so they'll come out there and they'll do things for less. Right? We'll do what do they really do? We can only do so much for the money that we make.
And you know what? Everybody thinks it's a lot easier because of technology. Look. I personally feel that it's gotten harder because of technology, because we lean on something that we feel that should happen overnight and it actually doesn't.
We still gotta work. It's you know? So I I think the biggest thing is is the sellers need to overcome the process. They need to understand that process.
They need to understand that what is their best option to get where they wanna go in the shortest period of time. This has always been for the last twenty years. Right? Shortest period of time, most amount of money, least amount of hassle.
It's always been there. Right? You know? I mean I mean, Coldwell Banker started with that many, many years ago when they first started the real estate so long ago.
They've been around since nineteen hundreds. Right? Mhmm. You know? So so it's just that that's really where we need to kinda there are gonna be objections, but I want you agents to understand what an objection is.
It's an opportunity. If if if a seller has an objection of any sort, that means they're still interested in you.
Otherwise, they wouldn't ask the question.
So when they ask that question, Otherwise, they wouldn't ask the question.
So when they ask that question and you have and say, for instance, I think the biggest fear that most agents have, Shay, is they don't know the answer, and they wanna make sure that they do because they feel they need to know everything. I'm here to let you know that when you're having a conversation with someone and you do not know the answer, then you need this is an opportunity for you to call them back and get top of mind again. And I gotta be honest with you. This is a total honesty.
When I figured this out back in two thousand and three, I discovered that no matter what question was asked of me, I didn't know the answer because I forced myself to be to become top of mind one more time. And I said, you know what? That is an excellent question. I never thought of it that way as far as this particular house or this particular market or this particular neighborhood was concerned. Do you mind if I take some time and do some research and give you a callback tonight at four thirty, five o'clock? Would you be available then?
I don't care if I knew the answer. I knew that I wasn't going to be get that person to do anything at the moment because it takes ten times or more before someone realizes who you are, what you do, and who you're with. That's just the numbers. That's just how that is.
It gave me a chance to get back with them again. So agents, please, you don't have to know everything. I've been at this twenty one years, and I still don't know everything. I'm still learning.
You have to be learning based to be to be able to do this business, period. Right? You know? So I think education is really huge to the sellers, and I think that, you know, we just need we know more than they do.
They just don't accept that back yet. They think the Internet has all the answers. Well, everybody, the Internet does. Not in this case.
There are so many things and so many things are gonna come out of this, Shay.
Don't WebMD your own home.
No. No. That's right. And this is not a I mean, this is this this is just beginning. You're we're still gonna have months and months, if not years, of changes because of what's happened here. So just keep the rest of what's going on.
You know, I I I read an article today. I think it was actually written, by Damien Mills with the realtor dot com. And the in the article, it made the statement that eighty percent of first time homebuyers qualify for, down payment assistance, but only thirteen percent of them ever apply.
Mhmm.
And and as I was thinking about tonight's session and, you know, seller conversations, I I really believe part of our value in in setting the standard and stepping up the game sometimes is when we're looking at listings, you know, do some research. Find out what down payment assistance programs can really help potential buyers.
That's great information to have in home in in open houses.
That's great information when you get a buyer's agent that's really trying to see if they can set an appointment that's asking about, any sort of compensation. If they're asking for that and you can help facilitate something on the other side by pointing to them, pointing them to the down payment assistance programs in that area, wow. What a great service we can still provide.
Absolutely. And don't yeah. And on that line, they most most sellers need to buy, and we're missing that extra question.
Right? We should be asking constantly, so where are you moving to?
You know? Well, I'm moving to Arizona. What takes you to Arizona? I I had one that happened to me.
This is a life story. Okay? I had Richard and Ruth. They came to me, through when I was in Orlando, and they wanted wanted to meet with me.
And I talked to them, and they said, so what are you moving? Well, I'm moving to Ohio.
I said, we live in the promised land. Why in the world would you wanna move to Ohio? It's the flattest state in the in the United States. I've been through it several times.
What the heck? And they're just like, well, I have a a a daughter up there who has one of my grandbabies, and we don't get a chance to see them. And they're not coming down here, and we're getting up there in age, and we wanna be there. And there's another one on the way.
I said, ouch. Right? Ouch. So guess what I talked about from that point on? Wasn't about selling the house.
It wasn't about getting so much money for the house. It was about getting those two to Ohio to be with their grandchildren and the one on the way, which was gonna be here in sixty days. They wanted to be there for that. Right?
Yeah. So that that you have to you have to know that when the seller talks about that motivation, please just stop talking about listings and commissions and and because every time they hear the word listing, they hear money coming out of their pocket. Every time they hear commissions, they hear money coming out of their pocket. Every time they hear I gotta get you to Ohio to be with my grandchildren, they hear a service.
They hear I you, the real estate agent, is really truly interested in getting me where I need to be in the shortest period of time. So Yeah. We have to know when to stop talking about certain things and move on to them, all about them, and not mentioning anything about money. Because if you keep mentioning money, when it comes down to the actual offer, guess what it's gonna be?
Right? It's gonna be about money and not about the motivation.
Right. Good point. Hey. Do you mind if we do a little, role playing for a minute?
Yeah. I haven't done a role play since yesterday.
Alright. How about, I'll I'll be an antagonistic stellar. How about that? Okay. I can be contrary.
Man, you put the spot on me then. Okay. I'm good with that. I'm good with that. Got it.
Alright. So, man, I I'm really glad you're here today, to tell me about, how you could help me sell my house. So what do you got?
Well, I tell you what. My first first of all, Shay, I thank you so much for giving me the opportunity to have a conversation to talk with you. Look. I just wanna set the stage.
K? There are one of three things that's gonna happen today. You're gonna decide that you like me and you wanna work with me and you're gonna decide to list with me. Are you gonna decide that I'm not the right person for you and maybe some of my marketing just doesn't seem right for you or my pricing of the home might not be right, and you're gonna decide not to work?
Or I'm gonna decide that you're right for me or you're not right for me, and I'm either gonna work with you or not. And either one of those decisions are gonna be okay with me. How about you?
Sure. Absolutely. Okay. Very good. Very good. Just wanted to set the stage. So tonight, we're literally gonna be talking or talking about, you know, how we can get your home sold in the shortest period of time for the most amount of money with the least amount of houses to you.
And here at LPT, we have something called the box. We have a power box that literally does the marketing for us, and we will actually be doing that. Now here's here's what I wanted to to to to show you in my listing presentation, which is in my active marketing plan. And on page two, there's a chart.
At the very top of the chart, it talks about how real estate agents is standard, how they ask to sell homes. Thirty three percent of the time, we're waiting for a buyer's agent to show up. Do you see how you kinda go into this little off script here? You kinda go into this to show the importance of a buyer agent.
Right? So thirty three percent of the time, we're waiting for a buyer to show up with with a, with a buyer. Forty four percent of the time, we're waiting for our Internet, our websites, our marketing to wait for someone to show up and say, hey. I wanna look at that house.
Nine percent of the time, we're literally waiting for the sign to say, hey. Here I am. Call me. Right?
And yet there's fourteen percent that's left over. So what do you think, Shay, that the that the fourteen percent is used by real estate agents in your area that maybe you've interviewed in the past?
Digital marketing?
Social media? That could be one of them. Yeah. Digital market. Yeah. Technology seems to be big right now, doesn't it?
Yeah. Yeah. Technology seems to be big. You know, one thing that we do here at LPT is we actually do that fourteen percent.
Because, see, everything I've mentioned to you so far is literally pushing buttons on the computer and then setting back and waiting for something to show up.
So we we here at LPT, we actually go out into the field, and we actually knock on doors. We send out cards. We send out materials. We do a lot of, face to face marketing, and this is some of the marketing that we use. And I'm gonna share the box with you and show you what some of this marketing is.
Okay.
How much is this gonna cost me?
So I go to this is this is included in in in, in my charge, and we'll get through we'll get through the commission here after we get to get the chance to show you everything that I do. Sure. Alright. Fair enough.
Alright. So then I go through the box. Right? You share the different things. It takes about ten minutes to go through the box.
Right? And then Mhmm. And if I show you that box, Shay, okay, as a seller, what's some of the thought processes that you think that you would have as a seller?
There's a lot in there. Right? It would imagine I would imagine you would sell my home pretty quickly with all that all those tools.
Absolutely. Absolutely. And, you know, some people actually come to me, Shay, and they say, well, how come we got into mail? How come people are using mail and they're not using the technology out there?
Right? Well, it's easy to Yeah. This, yeah, this is one of the smallest numbers of of everything I just told you and how a house is sold. But do we understand the impact that direct marketing actually makes when it comes to selling your home?
Here's the thing. Let me ask you this question, Shay. How many emails have you gotten today?
Dozens. Dozens. How many have you answered?
Zero.
Okay. Right. Right. Right. So you you kinda see technology in general seems to be really a good thing to use, but in essence, it gets lost.
So let me ask you this question. How many pieces of mail would be in your mailbox if you went right now to open it up and you haven't been there yet? How many pieces of mail do you think is in that mailbox?
Two or three. I used to get a lot of junk mail. I don't get that much anymore.
It doesn't happen anymore, does it? The USPS, post office is literally cutting way down, and you know why we have to pay seventy two cents for a stamp now is because it's a lot less business for them. Right? So but here's the thing.
If you pick out and you've got three envelopes and, they're all bills. Right? You got Credit One. You got Credit One.
You've got, you know, your Visa, your Mastercard, whatever. Maybe your mortgage shows up in the mail still. I don't know. Right?
And then along with that, you get this postcard with my picture on it, LPT, oh, and a picture of your house, the front of the house, a picture two pictures inside the home, and a promotion that you have a house for sale.
Where's my impact now?
Yeah.
When you're coming back from the mail coming back from the mailbox, what are you looking at first?
That, not the bills.
Not the bills.
You see the concept of used car I mean, yeah, car dealerships use this same concept. Pizza places or restaurants, they use the same concept. They see this picture, and it makes them salivate. Do I really need a car?
Oh, look. There's a scratch off coupon in there, and it even has a key on it. Right? You know?
And then it's like, do I really need to sell my home?
Do I know something that wants to buy?
Yeah. So I I've I've seen all the news.
I understand I'm supposed to be able to save a lot of money now. Right? I don't know how I don't have to pay the buyer's agent anymore.
So tell me how we do this, and, what's the right way to do this if I'm not gonna have to pay that that other commission?
Absolutely. Absolutely. Well, see, just just understand that you have an option now with this new law. Matter of fact, Shay, the law started today.
So today, the law basically states that you have an option, and your option is that you don't have to pay the buyer agent to bring a buyer. Now my question to you is as that option is there in front of you and you have a choice to do that, as that option is in front of you, let's weigh out the option and weigh out the pros and the cons.
Number one, yes, you're saving money.
Number two, when did you say that you needed to move?
As soon as possible. Probably in the next month. Two months tops.
K. Oh, wait. So that means we have to have if you're if you need to move the next one or two months, we have to have an offer, that is signed, sealed, and delivered, and ready to close in the next two weeks.
So if that's the case, how important is that to you in the scale of one to ten? Ten being the best.
I can wait a little longer if I got a better offer, but I think the time frame is probably more important.
Okay. Alright. So with that being said, my question to you is this.
Are you willing to be in this home two hundred days from now Oh, no. To save twenty thousand dollars?
No.
You say you say you you see the pain versus pleasure? Right? You see the pain that has to be created. Right?
I had to make a decision.
Yes. Because, Shay, here's what here's what you're doing. If you give me that option, that's what you want me to do, then you're asking me to take my number one resource away from me to sell your home in the next sixty to sixty today, maybe ninety days because the average day on the market right now is sixty three days in this particular neighborhood.
And if you ask me to do that, you're literally at telling me that it's okay if this house stays on the market for almost a year. Because you've taken so much away from me that now all I have left is my basic market of the neighborhood, my particular marketing that I do. You have to understand that we rely on each other as real estate agents to get the job done for you customers as soon as possible and get you where you wanna go next. So, you know, that's an option for you.
And I wanna say right up front, is that an option that you would entertain, or is those months that important? And I think you've already answered that question, to me. And we can go over the numbers with you to find out what that's gonna cost you, but I don't want you to look at what's gonna cost you. I want you to realize what it's gonna save you.
And if I have to go through the numbers with you, I can.
I just wish we had had this conversation, like, a month ago because then maybe I could try it for a few weeks and then go ahead and offer the other side. But, yeah, I think at the end of the day that moving on my terms and my timeline is probably more important.
I mean, is everything is a. Yeah. So before I go any further on my presentation, I wanna ask you this question. Based upon the marketing that I shared with you and based upon the options that I've given you, do you do you feel that I can get your home sold in the next sixty sixty days or so?
Let's do it.
Let's put it together, and then we all need to do is talk about price. So let me go over some numbers with you as far as far as the the average price that's happening in this neighborhood. Let's put that together and let you and I go to work and let the two of us make this happen so we can get you where you need to be.
I like the way you approach that. I like the way that, yeah. Yeah. I mean, it's it's a lot like jazz. You know? Like, listening to the the different things that are happening in the conversation and and hearing the like, feeling that intuitive pull of what's gonna make the most impact and and what's going to, connect with the client the most in that moment.
Absolutely.
Absolutely. I saw a question in the in the chat was talking about not using the word law. I can get that. I get that understanding, because here's here's the thing. Okay? Here's the thing. It is it is a requirement.
The issue problem here that I see is we're all ten ninety nines when it comes to the to, to NAR NAR. Right? We're all ten ninety nines. You can't really be told this is what you're gonna do because we are not they are not our employer.
However, they do set the guidelines of what we can or cannot do. So it is a requirement for for everybody to sign the BBA. Correct? I mean, that's the one requirement now.
Alright? And it has to be done. And it's the same thing with that as far as the options are concerned. The options are the options.
And and there and there is a requirement out there that states that you have an option to not pay, but it doesn't mean that you have to. And I think I think I kinda made my point. I think that we need to tell the sellers what the options are and what they really need to do. I don't think we need to promote this option because it hurts the seller.
I think we need to help them understand that we need the other agents to bring the buyer if we wanna sell your home faster. And we can use all kinds of analogies. I can have an auction for my for my hot rod that's worth two hundred thousand dollars, but if nobody shows up to bid on it, I don't get my two hundred thousand dollars. Yeah.
Yeah. I gotta have the right people in front of the home in order for me to have the option to be able to sell it and get you where it needed to go. We you know, the it costs money to do that. If if you had continued to give me resistance, I literally would have gone to your mortgage and asked you how much you were paying per month. I would have wanted that multiplied that out by six months and showed how much you would be losing in the next six months if we didn't sell your home. Then I would go to a year because if you're asking me not to use another agent, now we're looking at a year. I will be showing you how much money you're losing, not how much money you're actually thinking you think you're making.
Yeah. That's education.
That's education. Yeah. Yeah. I love it. I love it. It's really interesting, Shane. This is exactly how I approached my business back in two thousand and two.
This is exactly how I sold sixty five, seventy homes a year because I literally was in front of people all the time educating them on their options and what they need to do. And I did not have this regulation in front of me, but I still use the VBA. I did not have all the tools in front of me that LPT has offered every single one of you.
And yet, I I mean, how many homes could I sell now if I stop being a coach and went out and been a real estate agent?
I mean, I'm just telling you. I mean, just based upon that logic alone, I would get to pick and choose who I wanted to list my homes with, and I would get to pick and choose my income. And that's exactly the option every single one of you have.
I'm not boasting here. I'm telling you facts, Shay. I literally got four percent.
I based my entire business on making four percent every time I sold a home, whether I had the listing or whether I worked with the buyer. Because I brought value to the table and made sure I overvalued my customers so that they were willing to pay me what what I was worth.
And everybody here should be doing the same thing, man.
Yep. Well, this is being recorded. And, if if, you got caught in late or wanna rewatch it, it's gonna be posted in knowledge base.
This has been this has been fantastic. Thank you so much, coach Dean. We are at time, and we gotta let these folks get on with their evenings. And, have fun for the rest of the weekend, folks.
Enjoy. We're here. We'll be here all weekend long. We'll be here all next week. We'll see you bright and early for coffee.
And, coach, have a great night, man.
You too, man. I want to thank everybody for being here. I also wanna thank everybody for being part of LPT. I think you guys are in the right place at the right time.
You just gotta use the tools to make it work, everybody. And, look look forward to next week. We like you said, Shay, we got some really cool information coming up next week. We're gonna start putting all this information together and realizing that you guys need what help you need.
So don't hesitate to let us know what's going on out there.
You bet. Alright. Doing, sir.
You have a good night.
Good meeting you, man. Have a good one. You too. Alright. Bye bye.