Its Sunday…

Every Sunday Julie and I create a list of the priority projects for the week ahead. We keep the list to maybe 10 different items. For something to make it onto our ‘2-Do’ list it must meet these 3 critical requirements:

1) Will this ‘2-Do’ Benefit our students?

2) Does this ‘2-Do’ really need to be done this week…is it truly critical?

3) Do it, Delegate It or Ditch it. In other words, does this ‘2-Do’ need to be done by us personally or can it be delegated to our on site staff…(or virtual staff whom we employ all over the world.)

One of the first items on this weeks ‘2-Do’ list is to remind you about our online

TV Station… www.HREU.TV

Make sure you are visiting that site often. We are posting a new educational, motivatonal video every week or so. You will want to subscribe to the video channel so that the newest videos are automatically sent to you.

Here is the newest video. Watch now as HREU adjunct coach Linda McKissack explains how she built financial freedom through real estate.

We had a GREAT Agent Short Sale Secrets teleconference today. We had many
requests for a replay of todays call…so, you asked and we deliver!

LISTEN NOW TO THE REPLAY:

http://instantTeleseminar.com/?eventid=3433341 <—LISTEN NOW

Nearly 500 fellow agents attended this ‘Sold Out’ teleconference. The secrets
that were shared will simply amaze you. Learn what you need to know NOW to
build a powerful short sale business.

We interviewed 2 Realtors who are selling dozens of short sales every month.
On this 90 minute call replay you will learn:

1) 5 Proven Techniques To Get Motivated Sellers To Call You Now. List Dozens Now.
2) How To Avoid The 3 Biggest Mistakes Agents Make When Doing Short Sales.
3) The Single Biggest Landmine You Must Avoid When Doing Short Sales.
4) How To Submit A Lender Approved Package..The First Time.
5) Create A Consistent Income From A Predictable Business.

Again, here is the replay of todays call:

http://instantTeleseminar.com/?eventid=3433341 <—IMPORTANT LINK.

Realtor coaching, real estate coaching, coaching for real estate agents, Realtor coaching classes, Tim and Julie Harris, Harris Real Estate University, Harris Realtor Coaching, Tim and Julie Realtor coaching.

Real Estate Coaching, Realtor Coaching for this generations real estate Super Stars.
This was just sent in from a HREU Student….

“Hello Julie, I’ll be calling in minute to pay for the REO class.  Can’t wait to start listening…….

Want to let you and Tim know that I love listening to you guys.  You guys movitad me and want to take action!!!!!!!!!

I’ve been in the business going on three years I have learned so much just listening you guys in this short amount of time.

My business has increased so much that I’m pulling my hair out.  This week along I’ve taken 7 Short Sales and working on next week’s by 6 more.  All this by following your instructions, advice and using your forms.

Thank you for being you and sharing your knowledge.  I’m glad that I’m part of Harris Real Estate….”

Have a wonderful day.

Irma Capas - Realtor

Keller Williams Realty

1001 Sylvan Avenue #A

Modesto, CA 95350

209-496-9266 Office

209-496-9366 e-Fax

www.IrmaCapas.com
Realtor coaching, real estate coaching, coaching for real estate agents, Realtor coaching classes, Tim and Julie Harris, Harris Real Estate University, Harris Realtor Coaching, Tim and Julie Realtor coaching.

Realtor Coaching. Real Estate training. What You Need To know Now.

There’s No Quick Fix In Sight. Long Hot Summer Ahead.

Benjamin Franklin once defined insanity as the person who repeats a behavior and expects to get a different result.  If that’s the case, our industry, the entire real estate community is clinically insane.

When the money was rolling in, our industry didn’t have to do anything but cash  checks.  Now, all of us are seeing brokerages and agents abandoning the business in droves.

When the money was rolling in, everyone wanted to be  real estate brokers.  Heck, in California it seemed like every one had a license.  When the market took a nose dive, it seems like everyone running like the wind in the other direction.

When the money was rolling in, Brokers and agents ran nonsense ads, had crappy websites, cold called, held open houses and made a killing.  And now the market has changed - yep - insanity,  it seems like all our fellow agents and brokers are doing the same things that didn’t work last week, last month, and all of last year thinking something is going to change.

Pay attention here because this is super important!

What we are witnessing today is a cycle in the real estate industry.  The stages of the cycle are:

The Up Market

The Down Market

The Peak Market

The Bottom Market

From 1995 until today was the largest up market in history.  The market peaked in 2005-2006 and then like a nuclear submarine under attack dove for the bottom.

Today, things are bad. But they are about to get worse.  Here’s why.

Only the earliest of the bad credit loans have started to come due.  The rest of the bad credit loans are scheduled to roll in for the rest of 2008 and 2009.

The government is now predicting that we may see the bottom of the depreciation curve in 2010…or maybe 2011.

Only then will the market truly hit bottom.

Its important that you understand that even after the market hits bottom it will most likely stay flat for years.

That’s when the investors will come back into the market like  scavengers picking over a carcass.  It isn’t going to be pretty…

Listen, if you don’t know how to do short sales yet…if you aren’t learning how to work with REOs…I have a question for you.

How will you stay in the business?

Its very realistic to believe that over 50% of the homes for sale in your market will be in pre-foreclosure (short sale) or already REO.

Its not difficult to learn how to work in this market and make a killing. But, you have to take action.

First step is to download our free 7 Part Agent Short Sale Secrets Crash Course.
Realtor coaching, real estate coaching, coaching for real estate agents, Realtor coaching classes, Tim and Julie Harris, Harris Real Estate University, Harris Realtor Coaching, Tim and Julie Realtor coaching.

It all happens tomorrow…the F- r- e -e Agent Short Sale Secrets Teleconference.

Again, that’s tomorrow Wednesday 05/28/08 at 12:00pm PST/ 3:00 EST/ 1:00 MT/ 2:00 CENT.

Now, go to this link now for all the call-in info:

http://instantteleseminar.com/?eventid=2930034

You may recall that this event completely filled up a couple weeks ago. If you were shut out of that call this is your opportunity to learn what you missed.

When you attend the call tomorrow we will interview 2 agents who have created
huge businesses from  short sales….you will meet..

John Brady. John was interviewed by Fox News, HGTV, ABC World News and is featured in The New York Post. He will double his sales this year over last from knowing how to create a short sale business.

Dan Grieb. Dan was recently featured in his state’s Realtor Association monthly magazine. He has become one of the top agents in his area because he has created a short sale business.

NOW, click here for the call in info:

http://instantteleseminar.com/?eventid=2930034

On this call you will learn exactly how to:

Can Mortgage Borrowers Be Punished for Walking Away?
In a recent interview with the San Francisco Chronicle, Freddie Mac consumer outreach manager Robin Stout Migala claimed that there are many reasons why homeowners shouldn’t walk away from homes, including federal income tax liability and the chance that lenders may pursue walkaway borrowers.

Although Robin’s statements may be true in certain circumstances, it is equally likely that borrowers may not face the above-mentioned consequences.

As Mike ‘Mish’ Shedlock pointed out in a blog post Monday, some states (like California) are non-recourse states, which basically means that borrowers owe lenders nothing more than the house should they default. There are also non-recourse loans in recourse states with the same provision. As for tax liabilities, there are provisions in the Mortgage Forgiveness Debt Relief Act that allow tax free debt forgiveness.

The bottom line is that there will be consequences for those who do walk away–like a drop in credit scores–but the end result may not be as bad for borrowers as Migala implies.

2009 Money Magazine Housing Devaluation Predictions.

Money Magazine recently put out a city-by-city home price forecast as well. Using data from Fiserv Lending Solutions, First American CoreLogic, city and county assessors, and realtors, the magazine determined that U.S. home prices will fall an average of 9.7 percent.

Miami is expected to see the most lost equity. Money Magazine is predicting a 24.9 percent drop. Cities in Texas and New York are expected to fare the best.

Metro Area Median Home Price Forecast May 09 (% chg)
Albuquerque, NM $174,000 -10.5%
Atlanta, GA $205,000 -2.3%
Baltimore, MD $264,000 -12.5%
Boston, MA $363,000 -10.5%
Chicago, IL $279,000 -6.8%
Cleveland, OH $145,000 -4.3%
Denver, CO $254,000 -10.8%
Detroit, MI $120,000 8.6%
Edison, NJ $358,000 -15.8%
Fort Lauderdale, FL $309,000 -22.2%
Honolulu, HI $625,000 -16.2%
Houston, TX $150,000 1.2%
Jacksonville, FL $197,000 -9.6%
Kansas City, KS $148,000 -0.6%
Las Vegas, NV $277,000 -18.3%
Los Angeles, CA $528,000 -16.8%
McAllen, Texas $109,000 4.0%
Miami, FL $329,000 -24.9%
New Orleans, LA $158,000 2.2%
New York City, NY $471,000 -13.2%
Philadelphia, PA $200,000 -11.1%
Phoenix, AZ $237,000 -18.3%
Portland, OR $306,000 -14.7%
Riverside, CA $340,000 -16.9%
Rochester, NY $121,000 2.7%
Sacramento, CA $330,000 -8.9%
Salt Lake City, UT $229,000 -9.8%
San Diego, CA $522,000 -9.7%
San Francisco, CA $840,000 -10.1%
San Jose, CA $750,000 -12.5%
Seattle, WA $430,000 -9.0%
Springfield, MA $195,000 -9.5%
Stamford, CT $562,000 -13.9%

Click Here Now To Listen To A Free Audio Download About This Article

There is no doubt that our real estate markets are in a full blown recession. In most real estate markets property is depreciating at 2% + per month. For example, in California property has depreciated 24% from March 07 to 08.

Be clear, we are not anywhere near the ‘bottom’. Markets will get much more challenging for sellers. More foreclosures, more short sales, more depreciation.

Agents need to buckle down and be financially, mentally and emotionally prepared for real estate markets (and the nations overall economy) to be in a recessive state for some time to come.

Here is the thing…when you accept the challenge to get your business and personal finances in order you will thrive in this market. Our students know this…This is not a sellers market, this is not a buyers market…this is an agents market. Agents who have the skills and knowledge are making tons of dough in this market.

First quarter 08 20% of all closings in the US were short sales. Do you know how to do shortsales yet? If not download our free 7 part short sale crash course. Click Here Now.

7 Part Plan For You To Take Control Of your Finances:

1) Wake The Heck Up!
Stop spending money out of habit. For the next week keep a log of everywhere your money goes. Be totally awake and aware whenever you grab for your wallet. Start questioning yourself on every purchase.

2) Know How Much YOU Cost To Exist.
You are spending money every day. Even if you never leave your house. Your housing expense, your utilities, your food etc.
Know exactly how much you are spending per month (see point 1) and then divide by 30. (30 for the average days in a month). That will tell you exactly how much YOU cost to exist every day….Bet its more than you think.

3) Go Through Every Bill And Question It.
True story: We had a Realtor call us the other day asking to enroll in our short sale program. Her challenge, she was broke. We suggested that she should go through all of her monthly bills and question them. Start with your insurance, price shop. Cut back on Starbucks. Is a cup of coffee really worth $3? She did this and found $1800 that she could completely cut out of her monthly overhead. You need to do the same.

4) Drop Your Spend-y Friends.
You know who they are. These are the friends who always want to “go shopping”. People who live to spend should be kept at an arms length in this market. Some people see all of their worth in how others see them. Ask yourself if you think this way as well…become aware of your thought regarding your consumption.

5) Stop Thinking Of Yourself As A Consumer.
When was it that us Americans went from being called ‘citizens’ to being called a ‘consumer’. You are not what you consume. You are not what you drive, what you wear. Define yourself by your own terms.

6) Track Your Time…Hour By Hour.
For the next week, now that you are tracking your expenses…track your time. Keep a log of what you are doing hour by hour for the next week. Be honest with yourself about where your time is going. Here is the thing, chances are you are ‘working’ 8+ hours per day but, only doing things that will result in a pay check for 1-2 hours per day.

7) Pay Off All Your Debts.
Imagine what you would feel like if you had no debts. Most agents work because they have to. They have so much legacy overhead. Meaning, they are paying off the luxury bling-bling lifestyle that they may have been living from the past sellers market. Pay that debt off.

Bonus Point….

Save Money And Protect It.
Now that you are in control of your spending, have paid off your debts…start saving. Simple savings plan system. Take 10% (or more) from every penny you earn. If your Mom gives you $100 for your birthday save $10. You get a commission for $10,000…sock away $1000. Pay yourself first. When you get that commission check go to the back and transfer 10% into a savings account THEN pay the other bills.

By Tim Harris

I received a great email from a coaching student. This agent had been taught that real estate was all about contacts….not people.  They said that they were told by their last coach that real estate is just a numbers game.

This person had built a prospecting based business and they were selling 40-50 homes a year, which is fantastic.

This agent from Florida went on to tell me that their market changed and the prospecting was less effective. They thought their only solution was to prospect more, call more…in other words work harder….. at what wasn’t working.

In this market in order to get the same results they now had to make 100+ contacts a day. That means they would have to prospect for 5-6 hours per day. They were worried that they couldn’t continue grinding away on the phone for 5-6 hours per day.

I told them was something they didn’t want to hear. I’ll tell you the same thing. I’ll do it in a story.

I have a ’57 Porsche 356  Porsche. Don’t be impressed. If you were to see it believe me, you wouldn’t be impressed. I’m in the garage fixing something that is wrong with the car…using a wrench that is probably older than the car itself. I’m trying to tighten some bolt that is holding some important widget on the engine. I notice that the wrench was slipping over the bolt head and it’s eventually stripping off the head of the bolt.

I’m using this wrench, cranking away and I stop myself and thought… this is stupid. This wrench may have worked great 30 or 40 years ago, but its sure doesn’t work now. I was on autopilot thinking that this was the wrench I was supposed to use, thinking this was the effort that it was supposed to take and it was normal to have to put in that much effort.

I stopped, put the wrench down, went to my tool box, found a new wrench and it worked great. I had the job done in about two seconds. There I was wasting all of that time using this old wrench that should have been thrown out a long time ago. Had I used the right tool I could have turned that bolt and accomplished the same job in seconds.

Guess what? That exact same parallel works in your real estate business. If you find yourself using tools that no longer work you too need to throw them out. Tools in the real estate business are scripts, objection handlers and techniques.

You need to change the system, change what you’re doing. The definition of insanity is doing the same thing over and over again and expecting that you’re going to get different results.

If you find you’re doing something that worked two years ago when the market was different and it’s not working now the problem isn’t you. Get that in your head. A lot of people are thinking that somehow they’ve lost their edge. Agents, you haven’t.

The problem is what you’re saying, your scripts, your objection handlers and techniques. Many of the things you’re doing and maybe some of the thoughts you’re having, simply like my old wrench need to be set aside and replaced with new ones. If you’re feeling frustration, like you’re beating your head against the wall, chances are the problem isn’t that you need to work harder. You simply need new tools.

The challenge is you need to accept the fact that this market requires new tools.