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In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci dive deep into how real estate agents can stand out from the competition, especially in tougher markets. They share powerful strategies for improving listing appointment conversion rates, from asking the right questions upfront to utilizing tools like HighNote for pre-listing packages. Kyle emphasizes the importance of confidence, knowledge of zoning and development potential, and the value of assumable mortgages to maximize listing opportunities. Whether you're new to real estate or a seasoned agent, these techniques will help you win more listings and make a lasting impression on clients.
Key Takeaways:
Ask Critical Questions Early: Ask clients what’s most important to them about the agent they choose, which provides you with a clear path to win the listing.Use Pre-Listing Tools: Implement tools like HighNote to deliver pre-listing information, allowing you to gauge client interest and set yourself up for success before the meeting.Understand Zoning and Mortgages: Research zoning laws and look into assumable mortgages to show value to clients and increase the appeal of their property.Chapters:
00:00 - Introduction: Differentiating Yourself as an Agent02:00 - The Key Question to Ask Before Every Listing Appointment04:00 - Leveraging HighNote for Pre-Listing Success06:30 - Tracking Client Behavior and Tailoring Your Pitch08:00 - Why You Should Always Go First in Interviews10:30 - Using High-Quality Marketing for Maximum Impact12:00 - Understanding Zoning and Development Potential15:00 - The Power of Assumable Mortgages17:30 - Key Questions to Close More Listings20:00 - Follow-Up Strategy After a Listing Appointment -
In this episode of Real Estate Success: The Whissel Way, hosts Kyle Whissel and Bryan Koci explore the untapped potential of partnering with senior living communities as a lucrative source of motivated listings. They discuss demographic farming, emphasizing the opportunities in helping seniors transition from large, multi-story homes into care facilities. Kyle shares practical strategies to build relationships with leasing agents at these facilities and outlines the benefits of becoming a trusted resource for families facing difficult life transitions. Whether you're looking for a rewarding way to grow your business or seeking new lead pillars, this episode offers actionable insights to create streams of listings while making a meaningful impact on people's lives.
Key Takeaways:
Partnering with Senior Living Communities: Building relationships with leasing agents at senior facilities can create a steady stream of motivated listings as seniors transition into care.Targeted Demographic Farming: Focus on seniors who need to downsize or transition due to age, health, or life circumstances for consistent listing opportunities.Long-Term Strategy: Success with senior living partnerships requires patience and nurturing relationships, but can lead to years of reliable listings and business growth.Chapters:
00:00 - Introduction: New Lead Opportunities
00:43 - The Value of Demographic Farming
01:55 - Why Partner with Senior Living Facilities?
02:50 - Helping Seniors Transition: A Win-Win Opportunity
05:08 - Identifying Motivated Sellers in Senior Communities
06:52 - Selecting the Right Senior Living Facility Partners
08:35 - Building Relationships with Leasing Agents
12:14 - Overcoming Obstacles: Competing with Other Agents
14:34 - Vendor Partnerships: Estate Sales, Cleaners, and More
19:34 - Long-Term Strategy: Building Streams of Listings
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In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci share practical tax-saving strategies specifically designed for real estate agents. From hiring family members to sectioning off parts of your home or vehicle expenses, they cover ways to save thousands on your taxes. They discuss tools like cost segregation, self-directed IRAs, and Section 179 for vehicle deductions to help agents keep more of their hard-earned money. They also delve into bonus depreciation and the Augusta Rule, providing expert insights on maximizing tax savings through real estate investments.
3 Key Takeaways:Hire Family Members: Learn how to legally pay your family members to save on taxes while keeping income within the household.Maximize Vehicle Deductions: Use Section 179 to write off a large portion of vehicle purchases, particularly for SUVs over 6,000 pounds.Self-Directed IRAs for Real Estate: Roll over old retirement accounts into a self-directed IRA, allowing you to invest in real estate and potentially earn higher returns.Chapters:
00:00 - Introduction: How to Save $100K in Taxes
01:35 - Tip #1: Hire Family Members to Save
05:00 - Tip #2: Tax Deductions for Vehicles
09:30 - Tip #3: Self-Directed IRA for Real Estate
12:30 - Tip #4: Using the SALT Tax Deduction
15:00 - Tip #5: Depreciation on Real Estate Investments
19:00 - Bonus Tip: The Augusta Rule Explained
22:05 - Bonus Tip: Qualified Business Income Deduction (QBI)
24:10 - Whistle Widget of the Week: Time-Saving Tools
25:45 - Closing Remarks & Recap
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In this episode of Real Estate Success: The Whissel Way, Kyle Whissel and Bryan Koci dive into the art of generating referrals in the real estate business. They explore how building strong relationships before, during, and after the transaction can turn clients into lifelong referral sources. From asking for referrals at the right moment, like offer acceptance, to throwing housewarming parties, Kyle shares practical strategies for creating raving fans who repeatedly refer new business. Real estate agents will learn how to approach referrals naturally, increase their transaction profitability, and implement systems that ensure clients remember them long after the deal is done.
Key Takeaways:
Start asking for referrals early: Don’t wait until the transaction is over; plant the referral seed from the very first client meeting and at key high points during the deal.Leverage housewarming parties: Hosting a housewarming party is a powerful way to generate new referrals by putting yourself in front of your clients’ friends and family in a fun, natural setting.Automate referral rewards: Use tools like EvaBot and Client Giant to reward clients for referrals quickly and easily, ensuring they continue sending business your way.Chapters:00:00 - Introduction: Why Referrals Are Key01:43 - The Profit in Repeat Business and Referrals02:50 - When to Start Talking About Referrals04:10 - How to Ask for Referrals Early in the Transaction06:11 - High Points to Ask for Referrals09:03 - The Housewarming Party Strategy for Generating Referrals13:25 - Why Client Parties Are Worth the Investment14:50 - How to Reward Clients for Referrals17:49 - Automating Referrals with EvaBot and Client Giant20:24 - Key Takeaways: Ask Early, Deliver Value, Build Raving Fans
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In this episode of Real Estate Success: The Whissel Way, hosts Kyle Whissel and Bryan Koci dive into the aftermath of the NAR (National Association of Realtors) settlement and its impact on real estate agents. They break down the decoupling of commissions and how it affects negotiations between buyers and agents. Kyle and Bryan explore how this change benefits both strong and weak agents, why commissions may actually increase, and provide practical tips on how agents can adapt and thrive in this new landscape. They emphasize the importance of negotiation skills, clarity with clients, and staying ahead of market changes.
3 Key Takeaways:Simplified Commission Conversations: Decoupling commissions makes it easier for agents to discuss commissions with sellers, focusing on one number, which often results in higher listing commissions.Buyer Agreements Protect Agents: Implementing buyer representation agreements ensures that agents are compensated for their work and prevents being used as a "door opener."Negotiation Creates Opportunity: With commissions now fully negotiable, agents who master negotiation skills can secure better deals for themselves and their clients, leading to increased income.Chapters:
00:00 – Intro and Overview of the NAR Settlement02:20 – Breaking Down the New Commission Structure05:00 – How Agents Can Benefit From the Changes08:30 – Listing Side Silver Lining: Simplifying Commission Talks12:10 – Buyer Representation: Why It’s Crucial Now15:50 – Protecting Yourself with Buyer Agreements17:20 – Negotiation Opportunities and Strategy19:40 – Common Mistakes Agents Make in Negotiations22:50 – NAR's Rollout and Misinterpretation Issues26:36 – Closing Thoughts: Strong Agents Will Thrive -
In this episode of the "Real Estate Success: The Whissel Way" podcast, host Kyle Whissel and guest Jarvis Leverson discuss the transformative power of a structured morning routine. Jarvis shares his personal journey from a high-pressure sales career to becoming the "Morning Hero," emphasizing how winning the morning can lead to winning the day—and ultimately, achieving greater success in real estate and life. They explore the importance of starting the day with intention, the impact of small changes in daily habits, and how these adjustments can lead to more productive, fulfilling, and prosperous careers. This episode is packed with insights for agents looking to elevate their performance and live a more balanced life.
Chapters:
00:00 - Introduction: Meet the Morning Hero02:21 - Discovering Your Life’s Calling05:59 - The Dark Side of Success: Finding Fulfillment07:06 - The Power of Morning Routines10:12 - Transforming Your Day by Winning the Morning13:01 - Creating Productive Habits: Morning Rituals16:12 - The Influence of Setting an Example19:01 - Building a Brand Around Your Passion23:31 - The Importance of Sharing Your Story26:01 - Whissel Widget of the Week: Sleep Headphones & ClockyConnect with Jarvis (The Morning Hero):
Instagram: https://instagram.com/the.morninghero
Facebook: https://www.facebook.com/jarvis.leverson
LinkedIn: https://www.linkedin.com/in/jarvis-leverson/
Website: https://themorninghero.com/
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In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and Bryan Koci delve into the crucial topic of choosing the right real estate team. They discuss why starting on a team can be beneficial for new agents, highlight the importance of an established team with robust support systems, and explore key factors like leads, splits, and team culture. The episode provides valuable insights on identifying red flags when considering a team and emphasizes the importance of a team leader's passion for mentoring.
Chapters00:00 - Introduction
00:58 - The Impact of a Tough Market
02:03 - Starting on a Real Estate Team
04:01 - Key Criteria for Choosing a Team
07:11 - Balancing Splits and Long-Term Benefits
10:50 - The Role of Support Staff and Systems
12:12 - Questions to Ask Team Leaders
14:20 - Importance of Culture Fit
18:08 - Recognizing Red Flags
23:35 - Finding the Right Team
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In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and Bryan Koci delve into the crucial aspects of real estate valuation. They discuss the importance of setting the right price for homes, understanding market conditions, and effectively communicating these factors to sellers. The episode covers key strategies for assessing property value, including analyzing market trends, bracketing neighborhoods, and using comparable sales. The hosts also highlight common pitfalls agents encounter and provide tips on overcoming challenges posed by automated valuation models (AVMs). This episode offers valuable insights for agents aiming to refine their pricing strategies and enhance their real estate expertise.
YouTube Chapters00:00 - Introduction and Episode Overview
00:34 - Importance of Real Estate Valuation
02:17 - Factors in Pricing a Home
03:18 - Understanding Market Conditions
06:02 - Comping Properties: Key Criteria
10:30 - Common Pricing Mistakes to Avoid
13:07 - Unique Property Features and Valuation
14:05 - Impact of Automated Valuation Models (AVMs)
16:09 - The Future of Real Estate Pricing Technology
17:47 - Whissel Widget of the Week
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In this episode of "Real Estate Success: The Whissel Way," Bryan Koci shares a snippet from a live event featuring Rachel Choo, Whissel Realty's Director of Sales. Rachel delivers 15 invaluable tips for real estate agents to master prospecting, emphasizing authentic communication, building rapport, and effective follow-up strategies. From handling cold calls to understanding client needs, Rachel's practical advice equips agents with the tools to connect better with potential clients and close more deals. This episode is a must-listen for agents looking to refine their prospecting techniques and increase their success in the competitive real estate market.
00:00 - Introduction & Overview
00:54 - Tip 1: Approach with Familiarity
02:18 - Tip 2: Avoid Generic Questions
04:55 - Tip 3: State Intent Clearly
05:48 - Tip 4: Cling to Emotional Cues
07:31 - Tip 5: Listen to Understand, Not to Respond
09:12 - Tip 6: Know Your Intent
11:13 - Tip 7: Lean Into Awkwardness
12:00 - Tip 8: Disarm by Acknowledging Objections
13:25 - Tip 9: Set Clear Next Steps
15:02 - Tip 10: Strong Openers and Closers
16:19 - Tip 11: Use Effective Tie-Downs
17:32 - Tip 12: Use Their Name
18:09 - Tip 13: Know Your Unique Value Proposition
19:15 - Tip 14: Be a Human
20:17 - Tip 15: Identify Your Risk Profile & Ask for Business
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In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and Bryan Koci dive into effective strategies for real estate agents to stand out in a competitive market. They discuss practical tips for winning multiple offers, including the importance of communication, minimizing contingencies, and the strategic use of seller rent backs. They also touch on the controversial topic of buyer love letters and how to leverage appraisal gaps to make offers more attractive. With these insights, agents can increase their efficiency, serve more clients, and close deals faster.
Chapters00:00 - Introduction & Topic Overview02:03 - Importance of Communication in Negotiations04:17 - The Benefit of Understanding Seller Needs05:52 - The Advantage of Offering Seller Rent Backs07:15 - Legal Considerations for Rent Backs08:19 - Minimizing or Eliminating Contingencies10:36 - The Role of Buyer Love Letters11:18 - Including Appraisal Gap Coverage16:14 - Summary of Key Strategies17:00 - Whissel Widget of the Week & Conclusion -
In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and guest Victor Menasce from Y Street Capital delve into the world of passive real estate investing. They discuss the concepts of syndication and funds, offering insights into how these vehicles can allow investors to participate in large-scale projects like apartment buildings and storage facilities without the need for extensive capital or hands-on management. Victor shares his experience and expertise, emphasizing the importance of understanding the market, evaluating sponsors, and the benefits of investing in diversified funds. This episode provides valuable knowledge for real estate agents and investors looking to expand their portfolios and explore new investment opportunities.
Chapters:00:00 - Introduction: Kyle Whissel and Victor Menasce00:20 - Overview of Y Street Capital and Syndication Basics02:25 - Understanding Syndications Through the Airline Analogy06:59 - The Passive Side of Syndication: Investing Without Hassle10:13 - Key Considerations in Syndication: People, Market, and Deal17:19 - Importance of the Sponsor in Real Estate Syndication24:00 - The Role of Funds in Real Estate Investing28:00 - Differences Between Syndications and Funds33:00 - Specialty Segments in Storage: A Case Study37:10 - Whistle Widget of the Week: Tools for Efficiency -
In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and Bryan Koci delve into the importance of understanding and leveraging market trends to gain a competitive edge in real estate sales. Kyle shares his expertise in economics and how his in-depth knowledge of data and trends has consistently helped him outsell his competition. The episode covers essential statistics to monitor, the difference between lagging and leading indicators, and practical tools like Altos Research to stay ahead. Additionally, they discuss the potential impacts of election years on the real estate market and offer strategic advice for real estate agents to better guide their clients.
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In this episode of "Real Estate Success: The Whissel Way," host Kyle Whissel is joined by special guest Kimo Quance to discuss the invaluable lessons Kimo has brought from his military background in the Coast Guard to the real estate industry. They explore the critical importance of attention to detail, effective onboarding processes, and the benefits of structured training. Kimo shares his experiences and insights on how military discipline and problem-solving skills can enhance team dynamics and lead to greater success in real estate. They also touch on leadership challenges and the importance of tailoring team structures to fit individual business needs, offering practical advice for real estate agents looking to build and manage high-performing teams.
Chapters:
00:00:00 - Introduction and Welcome
00:00:32 - Kimo Quance's Military Background
00:01:30 - The Importance of Onboarding
00:03:09 - Onboarding in the Coast Guard vs. Real Estate
00:05:01 - Attention to Detail and Its Impact
00:06:06 - Lessons from Military Onboarding
00:10:01 - Team Dynamics and Structure
00:11:01 - Reverse Role Models and Leadership Lessons
00:16:06 - Problem Solving in High-Stress Situations
00:20:03 - Advice for Building a Real Estate Team
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In this episode of "Real Estate Success: The Whissel Way," hosts Kyle Whissel and Bryan Koci dive into the crucial topic of time management for real estate agents. Kyle shares his personal strategies for efficiently managing time, emphasizing the importance of prioritizing tasks such as prospecting, appointments, and lead follow-up. He discusses the challenges real estate agents face when transitioning from structured environments like school to the freedom of real estate and offers practical tips on maintaining productivity. The episode also highlights various tools and software that can help streamline daily tasks and improve overall efficiency in the real estate business.
00:00 - Introduction and Topic Overview
00:35 - Kyle's Obsession with Time Management
01:22 - Welcome to the Podcast
02:18 - Challenges in Time Management for Realtors
05:32 - Key Time Management Strategies
07:08 - Kyle's Top Ten Priorities
10:00 - Importance of Prospecting
16:17 - PTO and Personal Time
19:00 - Effective Tools for Time Management
26:02 - Whissel Widget of the Week
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Amy Johnson, partner at Y Street Capital, shares her journey in real estate and the transition to self-storage investments. She emphasizes the importance of being a good steward of investors' money and creating value in the real estate market. Amy discusses the benefits of investing in self-storage, including the simplicity of management and favorable tenant laws. She also explains the difference between syndication and a fund, highlighting the advantages of diversification. Amy and her team at Y Street Capital have years of experience and a strong track record, making them a reliable choice for investors. TakeawaysInvesting in self-storage can provide a simpler management experience and more favorable tenant laws compared to other real estate assets.Diversification through a fund allows investors to spread their capital across multiple assets and mitigate risk.Being a good steward of investors' money and providing surety are key factors in attracting and retaining investors.Creating value in real estate can be achieved through entitlement, building permits, and value creation in the asset itself.Limiting meeting times and having a clear agenda can help ensure productive and efficient meetings.Utilizing tools like searchcraigslist.net can save time and help find the best deals on Craigslist nationwide.Chapters00:00 Introduction and Change in Podcast Format01:31 Amy's Journey into Real Estate09:14 The Importance of Providing Surety to Investors12:42 Transitioning to Bigger and Better Investments23:29 Diversification: Syndication vs. Fund28:14 Being a Good Steward of Investors' Money30:12 Creating Value in Real Estate32:48 Efficient Meeting Strategies33:35 Finding the Best Deals on Craigslist Nationwide
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Kyle Whissel and Bryan Koci delve into the importance of personalizing the buyer journey in real estate. They discuss the pitfalls of a one-size-fits-all approach and share practical tips on how real estate agents can go above and beyond to provide exceptional service to their clients. From leveraging off-market opportunities to conducting thorough buyer consultations, this episode is packed with actionable advice to help you stand out in a competitive market. Tune in to learn how to elevate your service and create memorable experiences for your buyers.
00:00:00 - Introduction and Episode Overview00:01:41 - Baseline Buyer Experience00:03:22 - Importance of Proactive Service00:05:56 - Navigating Industry Changes00:08:02 - Creating a Value-Driven Buyer Experience00:11:15 - Leveraging Off-Market Opportunities00:13:33 - Utilizing Technology and Tools00:15:04 - Putting in the Work00:17:22 - Conducting Thorough Buyer Consultations00:20:17 - Closing and Takeaways
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In this episode of Real Estate Success - The Whissel Way, hosts Bryan Koci and Rachel Choo delve into the fascinating world of motivation, exploring the four distinct tendencies from Gretchen Rubin's book. Real estate agents will discover how to identify their own motivational type and learn practical strategies to push past burnout, stay driven, and achieve their goals. Whether you're an obliger, upholder, questioner, or rebel, this episode provides valuable insights to help you thrive in your real estate career. Tune in for a deep dive into motivation and find out how to leverage your unique strengths for success!
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In this episode, Kyle Whissel and Bryan Koci delve into the journey of scaling a real estate business from a solo agent to a team leader. They discuss the benefits and drawbacks of building a team, the different team structures, and the critical stages of growth. Kyle shares his personal experiences, including the challenges he faced and the strategies that led to the success of his 115-agent team, which is on track to sell over $600 million worth of real estate this year. Bryan adds insights on leveraging support staff, maintaining profitability, and the importance of having a clear vision and robust systems in place.
Chapters:
00:00:00 - 00:01:35: Introduction
Overview of the episode's topics: scaling from a solo agent to a team leader.
00:01:36 - 00:02:08: Pros and Cons of Becoming a Team Leader
Discussion on the advantages and disadvantages of scaling a real estate business.
00:02:08 - 00:04:06: Personal Experiences and Challenges
Kyle shares his journey, including financial challenges and the eventual profitability of his team.
00:04:06 - 00:08:31: Leverage and Lifestyle Benefits
The benefits of having a team, including improved work-life balance and increased leverage.
00:08:31 - 00:13:13: Building a Small Team
Steps and key hires for building a small but effective real estate team.
00:13:13 - 00:16:53: Scaling Up and Avoiding Common Mistakes
Importance of running separate P&Ls for personal production and the team, and staying in production until the business is profitable.
00:16:53 - 00:26:26: The Messy Middle and EOS System
Navigating the difficult growth phase and implementing the Entrepreneurial Operating System (EOS) for structure and efficiency.
00:26:26 - 00:29:26: Whissel Widgets of the Week
Kyle and Bryan share useful tools and features they use in their business, including Instagram's new "frames" sticker and Gmail's schedule send feature.
00:29:26 - End: Closing Remarks
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Join Kyle Whissel and Bryan Koci as they discuss streamlining processes to grow as an individual, as a team, and in customer service. This episode covers everything from listing to closing, ensuring your processes are as smooth as possible to break through business ceilings. Learn practical tips, best practices, and tools to enhance your real estate business efficiency.
Biggest Takeaways:
Importance of Streamlined Processes:Streamlined processes are crucial for overcoming business ceilings. As you grow your business, having the right systems in place allows for scalability and efficiency.Building Checklists for Efficiency:Creating basic checklists for listing tasks, open houses, and other recurring activities ensures that nothing is overlooked and helps maintain consistency in your operations.Creating Standard Operating Procedures (SOPs):Developing SOPs for different processes, such as receiving leads or managing transactions, is essential for maintaining consistency and efficiency. SOPs help ensure that everyone on the team follows the same procedures.Utilizing Tools for Task Management:Leveraging tools like SkySlope and Open to Close for task management and automation can significantly enhance your workflow. These tools help assign tasks, set priorities, and ensure timely completion of activities.Improving Communication with Clients:Consistent and specific client updates are crucial. Keeping clients informed about their transaction status, even if there is no significant update, prevents negative spirals and builds trust.Creating Evergreen Content for Client Updates:Producing generic, reusable video content for client communication ensures that you can use the same material for a long time without having to redo it. This approach saves time and maintains consistency in your messaging.Seller Report and Managing Showings:Providing weekly or bi-weekly seller reports that include details on showings, offers, and feedback helps keep clients informed and engaged. Setting clear expectations about showings and offers from the start helps manage client expectations and decision-making. -
Kyle Whissel and Bryan Koci dive into the essential tech tools that every real estate agent needs to thrive in 2024. From effective text messaging strategies to the innovative use of AI in real estate, they share practical tips and insights on how to streamline your business operations and provide a better experience for your clients. Tune in for a comprehensive discussion on the technology that will help you crush it in your real estate business!
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