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Real Estate is changing. There is no avoiding the upcoming market shifts, but what does that mean for Real Estate? There is always money to be made, you just need to find how to capitalize on it.
Three Things You’ll Learn in This Episode
- How can you change with the market?
- What might be on the horizon of the market?
- What’s next for the industry.
Resource
The Listing Advocate (Earn more listings!)
Transcript:
So how do you track new business, you constantly don’t have to chase it. Hi, I’m Mike Cuevas to real estate marketing. This podcast is all about building a strong personal brand people have come to know, like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It’s your job to remind them. Let’s get started.
What’s up, ladies and gentlemen, welcome another episode of the real estate marketing dude, podcast. Folks, what we’re gonna be chatting about today is what is going to happen in this markets. And I’ve had a lot of interesting conversations in particular, a couple of nights ago, I was at a social, and I was talking to a title rep. And she was spitting out some numbers that were just like, astonishing, to me. And it really put some things into perspective that I knew, but I didn’t really think of just yet. Like you guys, I’m also watching the market very closely. And it’s such an interesting time, because it’s like, you know, you have this thing with inflation, you have all these higher rates, the affordability is a major issue. But then yet, there’s still a lack of inventory. And I just find it absolutely astonishing that like, you know, like, what is going on? It’s just such a, it’s such an odd and different circumstance that we’re in here. And then I started, we get into it, we had this really good conversation, we’re sitting there talking, and we’re like, hey, well, at least then I think she just gave me the stat in the nation. The biggest problem you guys know, this is that people who own properties, I think she said it was like 60 or 70% of people that own a house right now locked into one of these, like super duper low interest rates, like 3%. And the biggest problem right now is going to be well, where are you going to go even if you want to sell your house, chances are whatever you replace your house with is going to end up costing you more in probably getting less for it. And that’s just the reality. So we’re like stuck, like in people are looking for inventory. But a big issue I believe here is how are we going to get inventory when we can’t find replacement inventory for the people that need to open up the inventory. So what are we going to concentrate on in this market, and I’m seeing this last week’s episode, if you guys listened to that we had Tommy on, he’s a real estate investor, and he has the same issue. And he’s like, Dude, I don’t have any inventory. But then we’re looking at this all time affordability issue and like higher interest rates, but yet the market is still there, you have banks collapsing, but yet people are still buying is just such an astonishing time. And what I’m gonna focus on this podcast today is what I’m gonna make a prediction, I’m gonna focus, I’m going to tell you guys where if I’m you, I would be concentrating my business on and I’m doing it with you. So I’m not just telling you what to do, I’m actually in the process of doing the same thing. Because the reality is, is that if this is the case, where are we going to put the focus in our business? Where should we put our marketing efforts where should put our lead efforts, and all of the above Now, for those of you listen to the show a lot, you know that I’m a huge component about staying in front your database, creating content for them and staying in front of them, right, we have a whole software called referral suite dedicated just to doing that, which you can check out at referral suite.com. But what it is, is that what it is, is that it stays in front of your database. But in these markets, if your database will always feed you. But doesn’t mean you stop lead generating or stop trying to find other avenues of business, you see, your database will keep you consistent. But when you want to go out and like call it scale, or you want to go out in increase, or whatever, you know, might make sense to do some sort of lead generation. So what I’m going to focus on today is what kind of lead generation is that going to be? And my prediction is that distressed. Now, hear me out before we go into it. And if I’m you, I’m going to put my focus into the areas of business where people are going to move no matter what, I’m going to go after divorce probate. I’m gonna go after bankruptcy, loss of income. I’m going to go back and do what I did in 2007. And I’m going to go right back into the distressed market because regardless of what is going to happen with the market, people will still get distressed and most don’t even know it yet. Reality is that some people are gonna get divorced and they don’t know it yet. Some people are gonna get sick, they’re gonna lose their jobs and don’t know yet, but that market always has to transact. Now, here’s the caveat. This is also what we were talking about in the same conversation. So at least here in San Diego, I don’t know what it is in your market, but I’ve talked to a bunch of agents like oh, we’re down 3% 5% reality is we’re probably down 10 to 20%. Let’s just say that’s the number. Okay, I don’t know the exact number. Let’s just say we’re down 10% Well, Oh, I forgot what news organization released the article. But she, she cited it when in our conversation and she was like, Well, you know, the reality is if the cost to sell your property is 8% 9% 7%, and you bought a house, then the value already went down 510 or 15%? Well, you’re underwater folks, especially if you didn’t put any money down. You know, there is a lot of people who got an FHA or 5%, down, even if you put down 10% on a property and the market dropped 5%, you’re still underwater, because the cost of sell are going to take you there. So 90% of the real estate agents within this industry have never seen a shift in the marketplace, we’ve been literally just, if you’ve gotten in the business the last 10 years, you haven’t seen this happen yet. And that’s no dig at you, I’m trying to sound the alarms, and I’m going to tell you, Hey, here’s where you should concentrate your focus on and it is 100% in distressed sellers, there’s going to be quite a lot of them. I think that with this wall out, and what people aren’t talking about are the stress that is on our banking system right now. And I think that is the biggest concern I have, I’m not any more concerned about, oh, let’s go curb inflation. I’m concerned about the banking system, again, being able to withstand this storm and not collapse, right. But regardless of what happens, folks, we know, people are gonna lose their jobs, like all signs are pointing their work, if we’re not gonna end of your session, we’re gonna get into one. And depending on which rabbit hole you want to go down, some people are even saying that the depression if this trigger can happen, there’s a lot of things going on that I would strongly encourage you to pay attention to, because it’s going to affect the economy. And when the economy is affected, traditionally, that goes into less people buying houses and whatnot, more people coming up with distressed but just take those numbers into consideration. That means anyone who’s bought in within the last 18 months, if they bought last year, anyone who bought last year, they’re underwater. And two things happen. When that happens. People who are underwater, if they also experiences a personal life situation at the same time, that becomes a short sale, guys, that becomes a foreclosure. That’s how it starts. And the last crash, the worry. And I’m not saying there’s gonna crash, I don’t know if it’s going to crash. But I do think there’s going to be a distressed market, how bad I have no idea. But in the last time, it happened so fast. And the it’s all mindset, it’s all consumer confidence. If I don’t think the market, your house is worth that, I’m not going to pay for that. And once that thing kicks off, it kicks off, right? The market isn’t based on anything, but confidence. And confidence can become in a lot of different ways. So I’m just telling you guys pay very close attention to it. Because my partner owns a data company, I could see the data. And that’s the only reason why I have this insight. So what are you going to do? Well, there’s a lot of things you can do. And I believe that whoever is going to go out there and get proactive in this, what I’m talking about today, I think that you’re going to set yourself up for the next market, I think you’re going to weather the storm. And I think you’re gonna dominate long term and take this into leverage. The number one thing that happened in 2007 was the lack of adoption for people wanting to concentrate on the distressed market. So matter of fact, I got most of my business when we started our short sale company back then from other real estate agents where we were raking in the money just because real estate agents didn’t know how to take on short sales, we gladly took them on pay them a referral fee and we’re making hand over fist and helping a ton of people at the same time. So it was only because we were willing to take on a problem that no one else wanted to. And I had a conversation with a friend of mine down in Tampa, Mr. kick butt mortgage guy. He’s in a mortgage broker and he’s doing it within lending. He is making a focus on divorce lending and coming up with a specialization focusing on how to finance a house during a divorce situation because there is a niche for that there is a niche for probate and people are dying people are dying didn’t change their right people die. Well what happens to the house when they do setting up strategic alliances with probate attorneys get very very investor friendly in these types of markets
I could you always follow the real estate investors and here’s why. Real estate investors buy properties like a lots of them, and I’d rather work with them because it’s not emotional. But the real estate investors are sitting on the sidelines salvat tating, waiting to pounce onto this market and that should tell you something. When the real estate investing community is ready to pounce. start forming relationships with them because whether they’re going to be buying and selling or buying and reselling or buying and holding whatever the hell they’re going to be doing. whatever investment strategy it is, that’s where a lot of transaction and volume will take place in 2000 789. I remember like, if I could remember correctly, it’s been so long, but I’d like to say was like 30 to 40% of the market at that time was cash buyers. And what happened at that time was we had a giant buyer’s list because we were doing so many short sales, and we were transacting more than ever, but only because we concentrated within a niche of what was happening at that time. And there’s nothing wrong with that. But what it requires is learning the skill, you real estate as an agent, is a great and fantastic career to have. But you have to adapt within it. Real Estate’s always bought and sold. But how it’s bought and sold is what changes throughout the markets and learning the types of transactions that I think are going to be prevalent, or at least the ones taking place more so than your just traditional regular real estate transactions are going to be in the distressed niche, and they’re going to involve life change situations. This means marriage. And it’s not all doom and gloom. People who get married people have kids need to up upgrade, right, they need to get a bigger house, you’re gonna see that that’s always going to happen, it’s not going to change. But I think overwhelmingly what you’re going to see is more bankruptcy, I think you’re going to see when bankruptcy comes in that the house is 99% of time is getting released. All right, a bankruptcy attorney that that turns into a listing many, many times. Same thing in probate people, you’re gonna have a lot of that you’re going to have, what else is there divorce, probate, loss of job loss of income. That is going to be a distressed situation, typically people resort to bankruptcy attorneys for that I have not seen or heard yet have a bunch of short sales coming down the pipeline. But I do believe there will be some more. I haven’t seen anyone really transacting them yet. And I people all over the country I talked to frequently and I haven’t seen it yet. But I will keep an eye on that. If I do start seeing it, trust me. So listen to the show. And I will be telling you and singing and hitting the alarm bell. But ultimately, I’m telling you guys focus on listings, in this next market, focus on listings and focus on the stress. And there’s a couple different ways you can do that. And I want to share with you how to repackage your services to do so. So we have a company called owner advocate agent, it’s www dot owner advocate agent.com. And what it is, is a multiple listing option solution. So for example, when I go into a listing presentation, I no longer have to say, Oh yeah, we’re just gonna list your house, you’re gonna have their Open House want to do pictures and all that instead, pull out a menu of options. And I say, hey, which one of these best suits your situation so I have a fixed endless program where if somebody wants to net top dollar or their house is in a little bit of a dilapidated condition, we could come in there with contractors, fix the house up, spruce it up, without the seller having to pay for it out of pocket and the seller will get reimbursed at closing once that house closes. That’s a very good option for somebody that wants to squeeze the most amount of money out of their property. Okay, now, how can I package up and use that? Well, I can easily take that program to probate attorneys, divorce attorneys, all of these situations. And now I could tell the attorneys with whom I form a strategic relationship with that, hey, here’s the program that we have because we specialize specifically in the situation. And when people are going to divorce, we understand that money a lot of times is the issue. And sometimes they want to squeeze the most out of it or they want to sell it really fast. Well, in either case, I can help you. In the event, they want to sell it really fast I work with a boatload of investors we could give you cash offer within 24 hours and close on your timeline. But in the event, you want to squeeze as much money out of that property. Well, we have a fixed homeless program where we could come in and use our investors to actually spruce up your property and allow you to flip it so that you can squeeze and sell it for the most amount of money. Those are just two options. We also have a bridge loan option for people especially in this market who are stuck in the buying and selling at the same time in a low inventory market. We know that people are going to it’s not going to be like Oh, it’s just sell my house and then I can go out there and buy a new one. Many people today are going to need to go out and buy their replacement house before they sell their existing one because there is no inventory and nobody wants to settle on their primary residence. So that’s what a bridge loan option that’s a solution for that specific property. Right but we have a sale leaseback program, we are about to introduce a sell part of your house program. It’s almost like they could buy a slice of their property and almost like a timeshare so they could access some of their equity. I’m looking at the reverse mortgage market very in depth. The vast majority of equity in this market throughout the United States is not held by people who are 30 years old or held by people who will qualify for a reverse mortgage So, all of these different things, guys, I what I’m sounding the alarm bells on, because I believe that the agents that are going to concentrate in these different niches will not only not experience any sort of downwind, but I think they’re gonna, they’re gonna crush it, I think they’re going to scale and I think they’re going to kill it, because nobody’s done it yet. This whole menu of options just give sellers options that caters towards their problems, as opposed to them signing up, for my only all in one only solution system. And at the end of the day, all we’re doing is that people want seller options. So if you’re interested in learning more about that you can visit it at owner advocate agent.com. Take the free training. And I’ll show you exactly how we do the listing presentation and the tools we use to generate all the offers and have them under contract within 24 to 72 hours if they choose one of the offers. So there is a lot of different ways you guys can go out and market this thing. But everything I’m telling you about here is changing the status quo. This is about you going out there and you differentiating your brand, you creating something, whether it’s a program, like our owner advocate example I just gave you, that’s our unique selling proposition that differentiates what we do from every other agent out there. And it’s going to require marketing, right? It’s going to require content creation, because I have to educate people in the difference. It’s going to require ads and ad spend. But ultimately, it’s going to just be us doing things a little differently. See, these markets, although some people haven’t been affected at all, depending on where you’re at in the country, things are either much, much slower or a little bit slower overall, for most people right now, some people are still crushing it, but they’re not crushing it as much as they were a few years ago. But they’re still doing very, very well. And the one thing they all have in common is they are personal brands, which is always recession proof, guys. Don’t forget that. But start, open your eyes up, look around you in and who do you know that you could connect with who what attorneys do you have on your Facebook friends list and concentrate these fields. All of these different things are things I would start putting into place right now. All right, create a program, create something that differentiates and bring that to many strategic alliances like attorney partners. But whatever you got to do get educated in these different niches know the probate process, right? That’s different per state know how that works. Know how a divorce situation works in terms of lending, when there’s a something held up by the judge know the process of foreclosure and all the alternatives of foreclosure in your area, there’s so many different things you can do. And then once you dial in that niche, then you just create content around it.
And there’s many, many ways to go out there and find these different sellers. But don’t focus on what the investors are doing. And copy them. That’s all I’m doing. That’s all this podcast is about. I’m just told you what investors are doing. And you as a real estate agent have the opportunity to do the exact same thing. And not to mention, if you didn’t listen to last week’s podcast, listen to Tommy, he has a really cool training course he has a system where he teaches agents how to become investors, something else you guys should be looking at in this market. If we’re gonna hit a distressed market, we’re gonna see opportunities come in to the marketplace within the next six to 18 months. Well, you’re gonna be one of the first people to see those opportunities. And there’s no reason why you couldn’t take advantage of them versus giving them to some other investor. So this mindset that I’m sharing with you on this episode is really what I believe you’re going to have to adapt. I’ve been doing this for 20 years, and I don’t want to be that guy saying I’ve been here for 20 years. But I’m telling you, I’ve been here for 20 years, and I I am pretty sure this is what’s going to happen. I have a lot of investments tied up into this. And I know where I’m going. There’s a reason why I’m doing things I’m doing right now, for this next real estate market. So I could be wrong. I’m not saying I know it all, but I don’t think I am. And I’ll go all in on it. So I really hope this helps you guys out. Don’t be worried right now be excited about the opportunity. But you can’t be lazy. You need to get up off your butt. Take the time read by courses, take content, consume stuff, educate yourself because your brain is the most powerful muscle you’ll ever have. And it’s the most powerful thing in your business. Do not be scared, be bold and be very, very very loud. Folks really appreciate that you listen to this week’s episode of real estate marketing note if you have any additional questions you need help with your content creation or anything I want you to visit us visit us at real estate marketing do.com We script that industry we have video Are people all across the country and we can put you on the map help you build your brand, your unique selling proposition and all of the above. Appreciate you guys listen another episode we will see you guys next week. Thank you for watching another episode of the real estate marketing dude podcast. If you need help with video or finding out what your brand is, visit our website at WWW dot real estate marketing do.com We make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training, and then schedule time to speak with the dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcast. We’ll see you next step.
Transcribed by https://otter.ai