October 2, 2024 • 25 mins
Are you frustrated by a lack of movement in today’s market? You’re not alone. In this episode, Neil Mathweg breaks down the shift from a "want-to-move" market to a "must-move" market and how real estate agents can adapt to thrive. Learn about the 7 key must-move opportunities, from family relocations to probate and FSBOs, and discover actionable strategies to get in front of these motivated clients.
If you’re ready to stop spinning your wheels and want a clear plan for capturing must-move opportunities, this episode is for you!
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Transcript
Episode Transcript
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Neil Mathweg - Agent Rise (00:00):
As a real estate agent, there's nothing more
(00:01):
frustrating than watching your businessslow down because clients aren't moving.
In today's market, we are in a mustmove market, not a want to move market.
And if you're frustrated by thislack of movement, well, then this
episode is for you, we're goingto dive into the key strategies.
First of all, the areas, I'vegot seven different areas that
(00:22):
are must move markets, and thenthe strategies to go with them.
And by the end of this episode, I wantyou to have a clear idea of the must
move markets and how you can positionyourself to be right in the middle of it.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
(00:45):
cringe, we help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time.
Once again, for the agent risepodcast, I'm your host, Neil Mathwaite.
Thank you so much for joining me.
(01:06):
And today I want to help youget into the must move markets.
We know that it's a must move market.
We've got people thathave interest rates of 2.
85 percent on their home.
They're not likely to be moving.
If they want to move, they're onlygoing to be moving if they need to move.
And today I want to cover theseareas to help you adjust so that
(01:27):
you can get right in front of thesepeople because they are still moving.
Like you, you start to see the market slowdown and you start to wonder, you know,
is anybody going to buy a house again?
and we got rising inventory we're seeingquite a bit of pullback with people.
and the reason is, is because again,they're stuck with these low interest
rates, uh, and are they going tomove up, to a higher interest rate?
(01:47):
I mean, we've got a 2.
85.
You're not going tomove to a seven, right?
. We also have a lot ofuncertainty in the market.
We're in the middle of an election yearhere, and with that, there's uncertainty.
There's people that are going topull back and not make any move.
And we're not only seeing this inthe real estate market, but they're
also seeing it in the car business.
They're also seeing it in RVs.
I have an RV that I need to selland, uh, they are not moving.
(02:08):
And so it is definitely one ofthese markets where it is a must
move and not a want to move.
And so I want to help you today,get in front of those that.
Are the must moves first.
Let me go over the sevendifferent areas that I have.
The first one is family relocation.
This is the number one reasonwhy people are relocating today.
(02:28):
And so I'm going to get in, uh,give you some more Intel on.
Families that are relocating and howto actually stand in front of them.
Another area is to also to do withrelocation is work relocation.
This is somebody that's got a new jobor a new career and is moving to a
new city because of this new career.
or maybe it's an entrepreneurlike myself that decided to want
(02:51):
to live in a different place.
Wanted to dream with the lid off andmove from Wisconsin to Florida, right?
so this is the categoryof the Work relocation.
And to stay with that vein, Ialso want to talk about military.
If you're in a military town, militaryPCS scene is another must move.
They get orders and they have to bein a certain area at a certain time.
So those again are some must move.
(03:13):
areas that people aremoving because of PCSing
and the next one that I have on thelist is for sale by owners and expireds.
First of all, for sale by owners, theyweren't meeting real estate agents
when the market was low inventoryand multiple offers, they could,
put a sign in their front yard and,within three days or within three
(03:33):
minutes, they would have an offer.
So the likelihood of them goingto an agent was, Slim during
these tight inventory days,but I now see that changing.
I also see that changing withexpires when houses are selling
in three minutes or three days,they don't go to expired, right?
there was so low inventory that therewas definitely no inventory for expires,
(03:54):
but I'm seeing that come back around.
So we're going to talk about that today.
As another must move area.
Another one that I have on the listhere is senior downsizing, right?
Sizing or senior living andstanding in front of the seniors
that are moving and guiding themand they definitely need help.
Um, there's agents that just don'tquite get it when they work with
(04:15):
seniors and they don't adjust.
And so I love it when an agent ispassionate about serving seniors
and is excited to step into it andprovide amazing service because.
They truly need this service.
So seniors is one of these other areasthat I'm going to talk about today.
And another one I got onthe list here is probate.
And this is working with those thatare going through probate executors,
(04:37):
adult children that are representingthe estate of their parents.
Um, and, um, or any executor alongthe way that that needs help and
working with those in probate,how to stand in front of them.
I've got some great ideas for you heretoday that I'm going to share with you.
And the last one that I have on the.
list is another emotionally chargedarea, and that is working with those
(05:00):
that are going through divorce.
And so I'm going to cover all of these.
Let's get into it right now.
Let me get onto the first one here.
Let me scroll back upto the top of the page.
The first one I want to talkabout today is Working with those
that are moving closer to family.
And again, people are movingcloser to family, you know, not
only, to support aging parents.
I think that's usuallythe number one area.
(05:20):
Um, but also, the other way around,if they have young children and
they need help with childcare,they're moving closer to family.
Um, I'm seeing both, both, familiesmoving closer to their parents and
parents moving closer to the family.
so, a lot of this is going on and this isagain, the number one reason why people.
People are moving today and howdo you stand in front of them?
(05:41):
What are some strategies to getin front of those that are moving?
The first strategy that I want to mentionhere is to do with your pillar number one,
which is your sphere of influence pillar.
If you've got a hundred people thatyou're mailing to or more, most likely.
They're moving closer to family.
Some of them in that groupare moving closer to family.
we tend overthink that, but I'mtelling you, get right in front of
(06:03):
those in your sphere of influence.
if you're mailing a monthly newsletter,having articles or success stories of
those that have recently moved closer tofamily gives the reader this kind of like.
Me too.
attitude.
Like, Oh, wait, that's me too.
I'm thinking about moving and, theystart to see that others are doing it.
And they start to see that youare helping others do that.
(06:25):
that's where some of these must moves,from your sphere might come right out.
another one is in addition tothe newsletter, talking about
these same success stories onyour socials is wise as well.
Now, how to get into more than justwhat you have with your sphere.
How do we get in front of those that maybeyou don't know, the sphere is the people
(06:45):
that you do know, but how do you get thosethat are relocating to your area that you
may not know social media is one of them.
But my other favorite is YouTube.
Think about it.
If they're moving to a city, theyhave some research to do, right?
They need to know the pros and thecons, the cost of living, the things
they need to know before movingto, they're researching the area.
(07:07):
Then they're getting evendeeper into that research.
You know, some of those surface thingsthey may already know because they
have family that lives there, ormaybe they've lived there in the past.
so maybe they know some of this stuff.
So they're not researching.
The pros and the cons and, themust knows and all of that stuff.
But maybe they're getting more intodetail of the actual neighborhoods
and the different areas, especiallyif you're in an area that is booming
(07:31):
and you've got a lot of growth andthey haven't been there in years.
They got a lot of catching up to do.
So they use YouTube to do that research.
And again, you can stand right in frontof these people, provide content for them
that will help them and be their guide.
And this, the beautiful thingis they get to know you on
YouTube before they even arrive.
And so you start to get ravingfans just because they know
(07:53):
you from watching a video.
It works so well.
And I've seen so many agents blowup their business because of it.
And so if you're not on YouTube,this is a great strategy For you
to get in front of these peoplethat are moving closer to family.
And if you're not into YouTube, you canalso take the same strategy that we use on
YouTube and you can use it for blogging.
(08:15):
Maybe you're into writing, takingphotos I mean, the u uh, videos
are always gonna add to a blogmake them better, but I don't want.
The YouTube strategy to go away ifyou're not into video, because I think
eventually you'll probably get intovideo and we'd love for you to see you
get into video and I'd love to help youget into video, but if you're not into
it, well then this isn't the strategy.
(08:37):
Is it going to work for you?
So, so What if we took the same exactstrategy and used it for blogging?
Because it's the same concept, right?
obviously you're not going to reachthose searching on YouTube, but
you're going to reach those that aresearching Google and SEO wise, right?
So you're living in andmoving to channel or.
Blog could also stand in front of them.
And another idea that you could dois a relocation guide, and you could
(09:01):
create a relocation guide sales funnel,uh, that has articles or videos that
draws traffic to your lead magnet.
And then you suggestdownloading my relocation guide.
And that again, is a way to attractthose that are relocating in and those
that are moving closer to family.
And now let's go on to our second onehere, which is really similar to families
(09:23):
relocating, but we're talking about thosethat are relocating for work and this
is corporate relocation, job relocation.
And how do you stand in front of those?
A lot of the same strategies that wejust talked about with YouTube and,
and relocation guides and all of this.
Is the exact same strategy thatyou want to use for those that are
moving closer to work, but there'smore that you can do as well.
(09:46):
And one of those areas that I reallylike is networking with HR directors.
They've got really two.
Main things that they're worried about,they, or that they have to focus on.
One is that they need topromote their company, right?
They're a recruiter and they're tryingto attract top talent to their business.
So they need to promote their companyand they need to have it laid out so that
(10:08):
they want to move and relocate to thiscompany because the company is awesome.
In addition to that, theyalso have to sell the city
and they struggle doing that.
They have so much work that theyhave to do promoting their company
that they don't have time to go outand create content for their city,
but that's where you can come in.
That's where you can help them.
Right?
And so in this niche, if you createcontent that helps an HR director,
(10:35):
help them do their job, the HRdirector is going to start referring
people to you and you're going tohave one lead after another coming in
from an HR director, because you'regoing to give them white cards.
Love service.
You're going to help them get to knowthe city before they even move there.
You're going to unsell to them.
You're going to recommend that maybeit's great idea to rent first, to
(10:56):
get to know the city a little bitand then buy, but then there's
some people that appreciate thatfeedback, but they don't want to rent.
They just want to buy.
They want to get into a house.
And so by you suggesting thatit's a great suggestion, it
helps people relocate with ease.
In that same sense,you're unselling to them.
However, there's some people that stillwant to relocate and still want to buy.
(11:16):
so there you're unselling, but reallyin the end, you're going to have a
client that's going to be buying a home.
And I'm telling you, when you offerthese strategies and you give them
this information and you get helpthem to get to know the city more and
you guide them and you direct them.
You're kind of their tour guide tobegin with, but then you're also
telling them all the things thatthey need to know before moving to,
(11:38):
and the pros and the cons, and thenyou're getting them into all of the
neighborhoods and you're really, reallyhelping them get to know the city.
And at the same time, you're doing that.
They're getting to know you.
And when they get to know you oncamera, it just helps them trust you.
And then when they begin to trust you,that's why they make you their agent.
And so that's when they call you, they'relike, Hey, we want you to be our agent.
(12:00):
We feel like we already know youand they haven't even met you yet.
And so all of that comes whenyou're helping those moving.
on YouTube and, any other strategiesthat you can to stand in front of
those that are relocating via work.
And I'm telling you, you get inwith a couple of HR directors
that love you and support you.
Uh, you'll be busierthan you know what to do.
(12:21):
And again, all of theseare must moves, right?
These are not want to moves.
They've got a job start date and they needto be in your city and they need to move
so you can stand in front of these people.
The next area that I have on thelist here is military PCSing.
Now, this is a lot like the othertwo that we talked about with family
relocation and corporate relocation.
(12:41):
But military PCSing, well, firstof all, you need to make sure
that you live in a military town.
I think we know that.
In addition to that, You want toget into the business of solving the
people that are relocating in themilitary families that are relocating.
And you want to get into the business ofsolving their problems and think about
every challenge that they are met withwhen relocating in how, what they need
(13:04):
to know about housing, what they need toknow about the certain base and around
the base and where do they find, uh, youknow, additional work for their spouse
and Where do the kids go to school?
And what are all of the things thatthey need to know about the area?
That's what you're goingto put into the videos.
And again, relocation guides and, um,you know, additional sources that you
(13:24):
can provide are all really good ideas.
YouTube blogging, all ofthat, this information.
And again, you're just focusingon solving their problems.
What problems are they facedwith and how can you solve them?
That's what you're working on here.
And then in addition to YouTube blogging.
Another really good one is Facebookgroups, providing content with
inside Facebook groups, um, to helpthose that are relocating in or get
(13:47):
involved in other Facebook groups.
Almost every city nowtoday has Facebook groups.
And so just get into that conversation,join that conversation and be a
part of it, and you'll begin tohelp people that are moving in.
Maybe some of them, um, are, youknow, you'll be able to help and
guide in Facebook groups and you'llnever, ever meet them, But then
all of a sudden you'll start toget relationships and meet people.
(14:08):
And the next thing, you know, you becomethe recommended resource that everybody's
recommending, uh, you know, all thosethat are moving in, you got to work with
Neil and they start recommending you.
so there's a lot of different areasthat you can focus on in military, uh,
you know, with YouTube and Facebookgroups and other guides and other
blogs, and there's a lot of differentways to get in front of them, which is.
(14:28):
Got to be your main focusand you dial this in.
And I'm telling you, theseare all must moves, right?
I mean, they get orders.
They got to be in a certain place ata certain time and they need housing.
so these are definitely mustmoves and you want to stand right
in front of them and help those.
Military families that are moving in.
Now, another area that you have to focuson when you focus on military is you
need to know everything about VA loans.
(14:50):
And so you really, really needto study and you need to know,
how to navigate through them.
And you want to connect with a greatlender that also knows VA loans and you
become an awesome one, two punch, andyou'll have one client after another.
Move in now also With PCSing, thesealso bring must move sales as well.
A lot of what we've been talking abouthere is must moves, coming in, but you
(15:13):
know, both, all three of these, you know,and I guess I just forgot to mention
this, but all three of these areas alsoprovide listing opportunities, right?
You got to remember that.
So they're, they're moving in,but they're also moving out.
And so, uh, these relationships, uh, thatyou have that are already in military
or already, uh, you know, uh, possiblygoing to be moving closer to family.
(15:34):
Again, that's where the sphereof influence pillar kicks in.
so adding this to your sphere andletting people know that you provide
these services is crucial, uh, becausenot only those that are moving in,
but those that are moving out, youknow, they know what services you're
providing, and so, uh, it just becomesa better source of business for you.
the next one that I have on the list isfor sale by owners and expires again.
(15:58):
These were not around the lastfour years for sale by owners.
why would they list with an agent, right?
They stick a sign in the front yardand get it sold within minutes.
There's plenty of otherreasons why they need an agent.
But that's what they're thinking.
Right?
So that's why a lot of forsale by owners, um, physical
hunting really wasn't a thing.
And then more so it was expired, right?
I mean, houses were selling so fastthat there was low inventory already.
(16:20):
And houses are selling so fast thatthere's no opportunities for expired.
Well, now all of this isstarting to come back.
And we're starting to see inventory climb.
And as we see inventory climb, we'regoing to see Fizbo's that are struggling
and we're going to see more expiredopportunities and you need to position
yourself to stand right in front of these.
And these are again, usually must moves.
Usually they need to get the house sold.
(16:42):
And, uh, if they're trying fora sale by owner, they're going
to try it for a little bit.
And then they need anagent to get it sold.
And then expires.
Uh, if they're, if they're expired, theymay not be happy with their previous agent
and they may be looking For a new agent.
Now we have all kinds ofstrategies for FSBOs and expires.
It would be a whole shepherd's showin itself, or you can join agent rise.
(17:03):
We have plenty of trainings on FSBOs andexpires and how to step into this area
in the market, this must move market.
And you can find out more information onthat just by going to agentrisecoaching.
com slash.
Academy and join the Academy todayand get access to all of our programs.
And all, I mean, all, all of the thingsthat we're talking about here today, we've
got them all covered inside the Academy.
(17:24):
It's 97 a month, no contract.
You can cancel any time,go to agent rise, coaching.
com slash Academy.
And check it out today.
And, uh, again, this is an area where youcan specialize in and get in front of the
for sale by owners and the expires and,Again, these are must move opportunities.
The next one that I have onthe list is working with those
(17:44):
that are going through probate.
And I really believe that we havedialed in this niche, this pillar
to be able to best serve thosethat are going through probate.
And the idea that is surfacinginside agent rise is this great idea
of working with those in a Q and asession at a local library probate Q
(18:07):
and a, ask the attorney, at, come askyour questions at a local library.
You obviously bring in an attorney.
And you've got an attorney thereto answer the legal questions.
You, put on a brief seminar.
To guide them and to be theinstructor and to be the guide.
And then you do Q and a with everybodythat's in the audience with the attorney.
(18:29):
In addition to that, we want to invitepeople to the library and again, library.
I love the library idea somuch because this is where
people go to get information.
It's also very, uh, non, um,well, I, I like the concept
of cheese and whiskers, right?
consumers are just like mice.
They do one of two things all day.
They either look for cheese or theyrun from the whiskers of the cat.
(18:52):
And consumers are just like that.
They want information.
They want help.
They want what's best for them.
They want cheese, but they'regoing to run away from whiskers.
The whiskers of the cat is justlike a marketer or somebody that's
going to sell them something.
And so by lowering the barrier of,you know, that whiskers feeling of the
(19:14):
sales feeling, like if I were to putthe Q and a come to my office, that is
whiskers all day long, but if you haveit at the library, because the library
is where people go to get information,the library is a trusted place.
It's a community center.
it has less whiskers in it,if that makes any sense.
In hosting these at the library, I wouldsuggest that you mail a postcard that
(19:37):
looks like it came from the library.
and this postcard got probate Qand a come ask the attorney, any
questions that you have, we'reputting this seminar on for you.
Here's the date.
And it can be just a small postcard.
Kind of flimsy makes it looklike it's cheap and like it
came from the library, right?
Like it's like the reminderthat your books are due.
you want to match that same kind ofa postcard and mail this to everybody
(20:02):
that is going through probate.
And if you don't have the probate list,the probate list is public, or you can pay
other companies to get the list for you.
And I would just invite those that aregoing through probate to this seminar.
All right, and this also givesyou a great opportunity because
the probate, niche works the bestwith relationships with attorneys.
(20:23):
And if you're putting on a seminar andattracting people to the seminar, and
you're inviting an attorney to comein and help you with that seminar, the
attorney's going to pick up business too.
And they're going toabsolutely love you for it.
Right.
And so most of us are out theretrying to get business from attorneys.
Well, what if you could startgiving business to attorneys?
Because then, you know, it'sgoing to come back tenfold, right?
(20:44):
you know, it will come back around.
That's how it always works.
And so get out there, make relationshipswith attorneys, set up your seminars,
get people coming to your seminars.
And again, all of these people arepotential customers and clients of yours.
And in addition, you're helpingthe attorney so that when the
attorney has somebody that needs ahouse to get listed, they call you.
(21:04):
Right.
And so you can position yourself, inthis niche just by introducing seminars
and by mailing to those that aregoing through probate to come to your
seminars and to network with attorneys.
And again, all of these are must moves.
These houses have got to get soldand you could be the one doing it.
(21:24):
The next one is a niche that a lot of usdon't talk about because it's something
that goes on in our country or in ourworld that none of us really like.
And it also is veryemotionally charged area.
And that is working withthose going through divorce.
This is a touchy area.
This is not an area that I recommendputting letters in the mail to those
(21:46):
that are going through divorce.
In fact, I heard a story once where anagent mailed a letter to somebody that was
going through divorce, so quickly that theother party hadn't even been served yet.
this was a letter that they read inthe mail before they even knew that
their, spouse had filed for divorce.
So, I don't recommend mailing, tothose that are going through divorce.
(22:08):
In fact, I don't think youdirectly reach out to those
that are going through divorce.
This never felt right to me.
but I think the best thing to doin this niche is to network with
attorneys and better yet judges.
I mean, if you can network with judges,a lot of times judges appoint the real
estate agent, and you have to be, in aposition here to be able to, be neutral.
(22:31):
Right.
You've got two parties thatyou're representing that don't
get along with each other.
And so you've got to be neutral.
And also you usually get some courtorders and you have to follow those
court orders and get this house sold.
And play it cool with the two peoplethat don't get along with each other.
And, you know, you're probablygoing to get to bring in a buyer.
(22:53):
That's going to be complicated as well.
So again, you've got a prettyemotionally charged transaction here.
Uh, and this takes a specialist.
This takes somebody that can dothis and that can quiet their
mind and not get wrapped up in, ineverything and all of the emotions.
And can keep people moving forward.
And so it is a specialty andit is also a must move area.
(23:15):
So if you get into this, um,this is a never ending source
of business, especially if youhave attorneys and judges who are
referring you one deal after another.
All right.
I know that there's plenty of othermust move areas, and I'd love to
hear from you in the comments.
If you're watching over on YouTube,please hit that subscribe button.
And if you're over on Spotify oriTunes or whatever it is, and you're
(23:38):
listening to the podcast, just know thatwe do have this recorded in a video.
If you want to go over and seeus on YouTube and if you go over
there, make sure you hit subscribe.
Again, it's at Agent Rise onYouTube and anywhere you listen
to podcasts, we are there as well.
And also if you're ready to takeyour business to the next level.
And you want someclarity in your business.
We are putting on the four criticalkeys that every agent needs to know in
(24:03):
this current, post NAR settlement erathat we're living in here in this low
inventory, higher interest rate market.
How do we navigate through this market?
I put together a webinar.
That is available.
It has visuals and it's alive interactive webinar.
I love podcasting and I lovevideos, but it's nothing better than
having an interactive group and,and have a Q and a and all of that
(24:27):
good stuff in a webinar setting.
So we are doing live webinars.
You can get all of the details.
I'll link it up in the commentsbelow or in the show notes.
And, come on over andjoin us for the webinar.
We're going to give youthe four critical keys.
You need to know in this market andhow to navigate through this market.
And I'm telling you, you stickto these four keys and you'll
break through no matter what theconditions are in this market.
(24:50):
So join me for that webinar.
We are hosting these on Thursdays.
And again, you can get all ofthe details below also, if you're
interested and you want to gostraight to the Academy, we have the
agent rise Academy is now available.
This is.
Everything that I've been buildingover the last seven years, all on one
website, um, video after video to beable to help you craft that clear plan.
(25:13):
That's congruent to you.
And then one that youcan stay consistent with.
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A lot of you guys don't havebuyer consultation processes
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It's $97 a month with a 30 day money backguarantee, so virtually risk free, right?
(25:38):
then there's also no contract.
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Again, you can get all of the detailsfor that@agentrisecoaching.com.
Slash Academy.
Thanks so much for watchingthe agent rise podcast.
And like always remember to bethe reason somebody smiles today.
As a real estate agent, there's nothing more
(00:01):
frustrating than watching your businessslow down because clients aren't moving.
In today's market, we are in a mustmove market, not a want to move market.
And if you're frustrated by thislack of movement, well, then this
episode is for you, we're goingto dive into the key strategies.
First of all, the areas, I'vegot seven different areas that
(00:22):
are must move markets, and thenthe strategies to go with them.
And by the end of this episode, I wantyou to have a clear idea of the must
move markets and how you can positionyourself to be right in the middle of it.
Stick around.
Welcome to the agent rise podcast,where we celebrate that you are
unique, one of a kind, instead ofasking you to do things that make you
(00:45):
cringe, we help you create a clear,personalized plan that aligns with you.
No more overthinking or wasting time.
Just a straightforward path tobuilding a real estate business.
You love.
Welcome risers.
It's that time.
Once again, for the agent risepodcast, I'm your host, Neil Mathwaite.
Thank you so much for joining me.
(01:06):
And today I want to help youget into the must move markets.
We know that it's a must move market.
We've got people thathave interest rates of 2.
85 percent on their home.
They're not likely to be moving.
If they want to move, they're onlygoing to be moving if they need to move.
And today I want to cover theseareas to help you adjust so that
(01:27):
you can get right in front of thesepeople because they are still moving.
Like you, you start to see the market slowdown and you start to wonder, you know,
is anybody going to buy a house again?
and we got rising inventory we're seeingquite a bit of pullback with people.
and the reason is, is because again,they're stuck with these low interest
rates, uh, and are they going tomove up, to a higher interest rate?
(01:47):
I mean, we've got a 2.
85.
You're not going tomove to a seven, right?
. We also have a lot ofuncertainty in the market.
We're in the middle of an election yearhere, and with that, there's uncertainty.
There's people that are going topull back and not make any move.
And we're not only seeing this inthe real estate market, but they're
also seeing it in the car business.
They're also seeing it in RVs.
I have an RV that I need to selland, uh, they are not moving.
(02:08):
And so it is definitely one ofthese markets where it is a must
move and not a want to move.
And so I want to help you today,get in front of those that.
Are the must moves first.
Let me go over the sevendifferent areas that I have.
The first one is family relocation.
This is the number one reasonwhy people are relocating today.
(02:28):
And so I'm going to get in, uh,give you some more Intel on.
Families that are relocating and howto actually stand in front of them.
Another area is to also to do withrelocation is work relocation.
This is somebody that's got a new jobor a new career and is moving to a
new city because of this new career.
or maybe it's an entrepreneurlike myself that decided to want
(02:51):
to live in a different place.
Wanted to dream with the lid off andmove from Wisconsin to Florida, right?
so this is the categoryof the Work relocation.
And to stay with that vein, Ialso want to talk about military.
If you're in a military town, militaryPCS scene is another must move.
They get orders and they have to bein a certain area at a certain time.
So those again are some must move.
(03:13):
areas that people aremoving because of PCSing
and the next one that I have on thelist is for sale by owners and expireds.
First of all, for sale by owners, theyweren't meeting real estate agents
when the market was low inventoryand multiple offers, they could,
put a sign in their front yard and,within three days or within three
(03:33):
minutes, they would have an offer.
So the likelihood of them goingto an agent was, Slim during
these tight inventory days,but I now see that changing.
I also see that changing withexpires when houses are selling
in three minutes or three days,they don't go to expired, right?
there was so low inventory that therewas definitely no inventory for expires,
(03:54):
but I'm seeing that come back around.
So we're going to talk about that today.
As another must move area.
Another one that I have on the listhere is senior downsizing, right?
Sizing or senior living andstanding in front of the seniors
that are moving and guiding themand they definitely need help.
Um, there's agents that just don'tquite get it when they work with
(04:15):
seniors and they don't adjust.
And so I love it when an agent ispassionate about serving seniors
and is excited to step into it andprovide amazing service because.
They truly need this service.
So seniors is one of these other areasthat I'm going to talk about today.
And another one I got onthe list here is probate.
And this is working with those thatare going through probate executors,
(04:37):
adult children that are representingthe estate of their parents.
Um, and, um, or any executor alongthe way that that needs help and
working with those in probate,how to stand in front of them.
I've got some great ideas for you heretoday that I'm going to share with you.
And the last one that I have on the.
list is another emotionally chargedarea, and that is working with those
(05:00):
that are going through divorce.
And so I'm going to cover all of these.
Let's get into it right now.
Let me get onto the first one here.
Let me scroll back upto the top of the page.
The first one I want to talkabout today is Working with those
that are moving closer to family.
And again, people are movingcloser to family, you know, not
only, to support aging parents.
I think that's usuallythe number one area.
(05:20):
Um, but also, the other way around,if they have young children and
they need help with childcare,they're moving closer to family.
Um, I'm seeing both, both, familiesmoving closer to their parents and
parents moving closer to the family.
so, a lot of this is going on and this isagain, the number one reason why people.
People are moving today and howdo you stand in front of them?
(05:41):
What are some strategies to getin front of those that are moving?
The first strategy that I want to mentionhere is to do with your pillar number one,
which is your sphere of influence pillar.
If you've got a hundred people thatyou're mailing to or more, most likely.
They're moving closer to family.
Some of them in that groupare moving closer to family.
we tend overthink that, but I'mtelling you, get right in front of
(06:03):
those in your sphere of influence.
if you're mailing a monthly newsletter,having articles or success stories of
those that have recently moved closer tofamily gives the reader this kind of like.
Me too.
attitude.
Like, Oh, wait, that's me too.
I'm thinking about moving and, theystart to see that others are doing it.
And they start to see that youare helping others do that.
(06:25):
that's where some of these must moves,from your sphere might come right out.
another one is in addition tothe newsletter, talking about
these same success stories onyour socials is wise as well.
Now, how to get into more than justwhat you have with your sphere.
How do we get in front of those that maybeyou don't know, the sphere is the people
(06:45):
that you do know, but how do you get thosethat are relocating to your area that you
may not know social media is one of them.
But my other favorite is YouTube.
Think about it.
If they're moving to a city, theyhave some research to do, right?
They need to know the pros and thecons, the cost of living, the things
they need to know before movingto, they're researching the area.
(07:07):
Then they're getting evendeeper into that research.
You know, some of those surface thingsthey may already know because they
have family that lives there, ormaybe they've lived there in the past.
so maybe they know some of this stuff.
So they're not researching.
The pros and the cons and, themust knows and all of that stuff.
But maybe they're getting more intodetail of the actual neighborhoods
and the different areas, especiallyif you're in an area that is booming
(07:31):
and you've got a lot of growth andthey haven't been there in years.
They got a lot of catching up to do.
So they use YouTube to do that research.
And again, you can stand right in frontof these people, provide content for them
that will help them and be their guide.
And this, the beautiful thingis they get to know you on
YouTube before they even arrive.
And so you start to get ravingfans just because they know
(07:53):
you from watching a video.
It works so well.
And I've seen so many agents blowup their business because of it.
And so if you're not on YouTube,this is a great strategy For you
to get in front of these peoplethat are moving closer to family.
And if you're not into YouTube, you canalso take the same strategy that we use on
YouTube and you can use it for blogging.
(08:15):
Maybe you're into writing, takingphotos I mean, the u uh, videos
are always gonna add to a blogmake them better, but I don't want.
The YouTube strategy to go away ifyou're not into video, because I think
eventually you'll probably get intovideo and we'd love for you to see you
get into video and I'd love to help youget into video, but if you're not into
it, well then this isn't the strategy.
(08:37):
Is it going to work for you?
So, so What if we took the same exactstrategy and used it for blogging?
Because it's the same concept, right?
obviously you're not going to reachthose searching on YouTube, but
you're going to reach those that aresearching Google and SEO wise, right?
So you're living in andmoving to channel or.
Blog could also stand in front of them.
And another idea that you could dois a relocation guide, and you could
(09:01):
create a relocation guide sales funnel,uh, that has articles or videos that
draws traffic to your lead magnet.
And then you suggestdownloading my relocation guide.
And that again, is a way to attractthose that are relocating in and those
that are moving closer to family.
And now let's go on to our second onehere, which is really similar to families
(09:23):
relocating, but we're talking about thosethat are relocating for work and this
is corporate relocation, job relocation.
And how do you stand in front of those?
A lot of the same strategies that wejust talked about with YouTube and,
and relocation guides and all of this.
Is the exact same strategy thatyou want to use for those that are
moving closer to work, but there'smore that you can do as well.
(09:46):
And one of those areas that I reallylike is networking with HR directors.
They've got really two.
Main things that they're worried about,they, or that they have to focus on.
One is that they need topromote their company, right?
They're a recruiter and they're tryingto attract top talent to their business.
So they need to promote their companyand they need to have it laid out so that
(10:08):
they want to move and relocate to thiscompany because the company is awesome.
In addition to that, theyalso have to sell the city
and they struggle doing that.
They have so much work that theyhave to do promoting their company
that they don't have time to go outand create content for their city,
but that's where you can come in.
That's where you can help them.
Right?
And so in this niche, if you createcontent that helps an HR director,
(10:35):
help them do their job, the HRdirector is going to start referring
people to you and you're going tohave one lead after another coming in
from an HR director, because you'regoing to give them white cards.
Love service.
You're going to help them get to knowthe city before they even move there.
You're going to unsell to them.
You're going to recommend that maybeit's great idea to rent first, to
(10:56):
get to know the city a little bitand then buy, but then there's
some people that appreciate thatfeedback, but they don't want to rent.
They just want to buy.
They want to get into a house.
And so by you suggesting thatit's a great suggestion, it
helps people relocate with ease.
In that same sense,you're unselling to them.
However, there's some people that stillwant to relocate and still want to buy.
(11:16):
so there you're unselling, but reallyin the end, you're going to have a
client that's going to be buying a home.
And I'm telling you, when you offerthese strategies and you give them
this information and you get helpthem to get to know the city more and
you guide them and you direct them.
You're kind of their tour guide tobegin with, but then you're also
telling them all the things thatthey need to know before moving to,
(11:38):
and the pros and the cons, and thenyou're getting them into all of the
neighborhoods and you're really, reallyhelping them get to know the city.
And at the same time, you're doing that.
They're getting to know you.
And when they get to know you oncamera, it just helps them trust you.
And then when they begin to trust you,that's why they make you their agent.
And so that's when they call you, they'relike, Hey, we want you to be our agent.
(12:00):
We feel like we already know youand they haven't even met you yet.
And so all of that comes whenyou're helping those moving.
on YouTube and, any other strategiesthat you can to stand in front of
those that are relocating via work.
And I'm telling you, you get inwith a couple of HR directors
that love you and support you.
Uh, you'll be busierthan you know what to do.
(12:21):
And again, all of theseare must moves, right?
These are not want to moves.
They've got a job start date and they needto be in your city and they need to move
so you can stand in front of these people.
The next area that I have on thelist here is military PCSing.
Now, this is a lot like the othertwo that we talked about with family
relocation and corporate relocation.
(12:41):
But military PCSing, well, firstof all, you need to make sure
that you live in a military town.
I think we know that.
In addition to that, You want toget into the business of solving the
people that are relocating in themilitary families that are relocating.
And you want to get into the business ofsolving their problems and think about
every challenge that they are met withwhen relocating in how, what they need
(13:04):
to know about housing, what they need toknow about the certain base and around
the base and where do they find, uh, youknow, additional work for their spouse
and Where do the kids go to school?
And what are all of the things thatthey need to know about the area?
That's what you're goingto put into the videos.
And again, relocation guides and, um,you know, additional sources that you
(13:24):
can provide are all really good ideas.
YouTube blogging, all ofthat, this information.
And again, you're just focusingon solving their problems.
What problems are they facedwith and how can you solve them?
That's what you're working on here.
And then in addition to YouTube blogging.
Another really good one is Facebookgroups, providing content with
inside Facebook groups, um, to helpthose that are relocating in or get
(13:47):
involved in other Facebook groups.
Almost every city nowtoday has Facebook groups.
And so just get into that conversation,join that conversation and be a
part of it, and you'll begin tohelp people that are moving in.
Maybe some of them, um, are, youknow, you'll be able to help and
guide in Facebook groups and you'llnever, ever meet them, But then
all of a sudden you'll start toget relationships and meet people.
(14:08):
And the next thing, you know, you becomethe recommended resource that everybody's
recommending, uh, you know, all thosethat are moving in, you got to work with
Neil and they start recommending you.
so there's a lot of different areasthat you can focus on in military, uh,
you know, with YouTube and Facebookgroups and other guides and other
blogs, and there's a lot of differentways to get in front of them, which is.
(14:28):
Got to be your main focusand you dial this in.
And I'm telling you, theseare all must moves, right?
I mean, they get orders.
They got to be in a certain place ata certain time and they need housing.
so these are definitely mustmoves and you want to stand right
in front of them and help those.
Military families that are moving in.
Now, another area that you have to focuson when you focus on military is you
need to know everything about VA loans.
(14:50):
And so you really, really needto study and you need to know,
how to navigate through them.
And you want to connect with a greatlender that also knows VA loans and you
become an awesome one, two punch, andyou'll have one client after another.
Move in now also With PCSing, thesealso bring must move sales as well.
A lot of what we've been talking abouthere is must moves, coming in, but you
(15:13):
know, both, all three of these, you know,and I guess I just forgot to mention
this, but all three of these areas alsoprovide listing opportunities, right?
You got to remember that.
So they're, they're moving in,but they're also moving out.
And so, uh, these relationships, uh, thatyou have that are already in military
or already, uh, you know, uh, possiblygoing to be moving closer to family.
(15:34):
Again, that's where the sphereof influence pillar kicks in.
so adding this to your sphere andletting people know that you provide
these services is crucial, uh, becausenot only those that are moving in,
but those that are moving out, youknow, they know what services you're
providing, and so, uh, it just becomesa better source of business for you.
the next one that I have on the list isfor sale by owners and expires again.
(15:58):
These were not around the lastfour years for sale by owners.
why would they list with an agent, right?
They stick a sign in the front yardand get it sold within minutes.
There's plenty of otherreasons why they need an agent.
But that's what they're thinking.
Right?
So that's why a lot of forsale by owners, um, physical
hunting really wasn't a thing.
And then more so it was expired, right?
I mean, houses were selling so fastthat there was low inventory already.
(16:20):
And houses are selling so fast thatthere's no opportunities for expired.
Well, now all of this isstarting to come back.
And we're starting to see inventory climb.
And as we see inventory climb, we'regoing to see Fizbo's that are struggling
and we're going to see more expiredopportunities and you need to position
yourself to stand right in front of these.
And these are again, usually must moves.
Usually they need to get the house sold.
(16:42):
And, uh, if they're trying fora sale by owner, they're going
to try it for a little bit.
And then they need anagent to get it sold.
And then expires.
Uh, if they're, if they're expired, theymay not be happy with their previous agent
and they may be looking For a new agent.
Now we have all kinds ofstrategies for FSBOs and expires.
It would be a whole shepherd's showin itself, or you can join agent rise.
(17:03):
We have plenty of trainings on FSBOs andexpires and how to step into this area
in the market, this must move market.
And you can find out more information onthat just by going to agentrisecoaching.
com slash.
Academy and join the Academy todayand get access to all of our programs.
And all, I mean, all, all of the thingsthat we're talking about here today, we've
got them all covered inside the Academy.
(17:24):
It's 97 a month, no contract.
You can cancel any time,go to agent rise, coaching.
com slash Academy.
And check it out today.
And, uh, again, this is an area where youcan specialize in and get in front of the
for sale by owners and the expires and,Again, these are must move opportunities.
The next one that I have onthe list is working with those
(17:44):
that are going through probate.
And I really believe that we havedialed in this niche, this pillar
to be able to best serve thosethat are going through probate.
And the idea that is surfacinginside agent rise is this great idea
of working with those in a Q and asession at a local library probate Q
(18:07):
and a, ask the attorney, at, come askyour questions at a local library.
You obviously bring in an attorney.
And you've got an attorney thereto answer the legal questions.
You, put on a brief seminar.
To guide them and to be theinstructor and to be the guide.
And then you do Q and a with everybodythat's in the audience with the attorney.
(18:29):
In addition to that, we want to invitepeople to the library and again, library.
I love the library idea somuch because this is where
people go to get information.
It's also very, uh, non, um,well, I, I like the concept
of cheese and whiskers, right?
consumers are just like mice.
They do one of two things all day.
They either look for cheese or theyrun from the whiskers of the cat.
(18:52):
And consumers are just like that.
They want information.
They want help.
They want what's best for them.
They want cheese, but they'regoing to run away from whiskers.
The whiskers of the cat is justlike a marketer or somebody that's
going to sell them something.
And so by lowering the barrier of,you know, that whiskers feeling of the
(19:14):
sales feeling, like if I were to putthe Q and a come to my office, that is
whiskers all day long, but if you haveit at the library, because the library
is where people go to get information,the library is a trusted place.
It's a community center.
it has less whiskers in it,if that makes any sense.
In hosting these at the library, I wouldsuggest that you mail a postcard that
(19:37):
looks like it came from the library.
and this postcard got probate Qand a come ask the attorney, any
questions that you have, we'reputting this seminar on for you.
Here's the date.
And it can be just a small postcard.
Kind of flimsy makes it looklike it's cheap and like it
came from the library, right?
Like it's like the reminderthat your books are due.
you want to match that same kind ofa postcard and mail this to everybody
(20:02):
that is going through probate.
And if you don't have the probate list,the probate list is public, or you can pay
other companies to get the list for you.
And I would just invite those that aregoing through probate to this seminar.
All right, and this also givesyou a great opportunity because
the probate, niche works the bestwith relationships with attorneys.
(20:23):
And if you're putting on a seminar andattracting people to the seminar, and
you're inviting an attorney to comein and help you with that seminar, the
attorney's going to pick up business too.
And they're going toabsolutely love you for it.
Right.
And so most of us are out theretrying to get business from attorneys.
Well, what if you could startgiving business to attorneys?
Because then, you know, it'sgoing to come back tenfold, right?
(20:44):
you know, it will come back around.
That's how it always works.
And so get out there, make relationshipswith attorneys, set up your seminars,
get people coming to your seminars.
And again, all of these people arepotential customers and clients of yours.
And in addition, you're helpingthe attorney so that when the
attorney has somebody that needs ahouse to get listed, they call you.
(21:04):
Right.
And so you can position yourself, inthis niche just by introducing seminars
and by mailing to those that aregoing through probate to come to your
seminars and to network with attorneys.
And again, all of these are must moves.
These houses have got to get soldand you could be the one doing it.
(21:24):
The next one is a niche that a lot of usdon't talk about because it's something
that goes on in our country or in ourworld that none of us really like.
And it also is veryemotionally charged area.
And that is working withthose going through divorce.
This is a touchy area.
This is not an area that I recommendputting letters in the mail to those
(21:46):
that are going through divorce.
In fact, I heard a story once where anagent mailed a letter to somebody that was
going through divorce, so quickly that theother party hadn't even been served yet.
this was a letter that they read inthe mail before they even knew that
their, spouse had filed for divorce.
So, I don't recommend mailing, tothose that are going through divorce.
(22:08):
In fact, I don't think youdirectly reach out to those
that are going through divorce.
This never felt right to me.
but I think the best thing to doin this niche is to network with
attorneys and better yet judges.
I mean, if you can network with judges,a lot of times judges appoint the real
estate agent, and you have to be, in aposition here to be able to, be neutral.
(22:31):
Right.
You've got two parties thatyou're representing that don't
get along with each other.
And so you've got to be neutral.
And also you usually get some courtorders and you have to follow those
court orders and get this house sold.
And play it cool with the two peoplethat don't get along with each other.
And, you know, you're probablygoing to get to bring in a buyer.
(22:53):
That's going to be complicated as well.
So again, you've got a prettyemotionally charged transaction here.
Uh, and this takes a specialist.
This takes somebody that can dothis and that can quiet their
mind and not get wrapped up in, ineverything and all of the emotions.
And can keep people moving forward.
And so it is a specialty andit is also a must move area.
(23:15):
So if you get into this, um,this is a never ending source
of business, especially if youhave attorneys and judges who are
referring you one deal after another.
All right.
I know that there's plenty of othermust move areas, and I'd love to
hear from you in the comments.
If you're watching over on YouTube,please hit that subscribe button.
And if you're over on Spotify oriTunes or whatever it is, and you're
(23:38):
listening to the podcast, just know thatwe do have this recorded in a video.
If you want to go over and seeus on YouTube and if you go over
there, make sure you hit subscribe.
Again, it's at Agent Rise onYouTube and anywhere you listen
to podcasts, we are there as well.
And also if you're ready to takeyour business to the next level.
And you want someclarity in your business.
We are putting on the four criticalkeys that every agent needs to know in
(24:03):
this current, post NAR settlement erathat we're living in here in this low
inventory, higher interest rate market.
How do we navigate through this market?
I put together a webinar.
That is available.
It has visuals and it's alive interactive webinar.
I love podcasting and I lovevideos, but it's nothing better than
having an interactive group and,and have a Q and a and all of that
(24:27):
good stuff in a webinar setting.
So we are doing live webinars.
You can get all of the details.
I'll link it up in the commentsbelow or in the show notes.
And, come on over andjoin us for the webinar.
We're going to give youthe four critical keys.
You need to know in this market andhow to navigate through this market.
And I'm telling you, you stickto these four keys and you'll
break through no matter what theconditions are in this market.
(24:50):
So join me for that webinar.
We are hosting these on Thursdays.
And again, you can get all ofthe details below also, if you're
interested and you want to gostraight to the Academy, we have the
agent rise Academy is now available.
This is.
Everything that I've been buildingover the last seven years, all on one
website, um, video after video to beable to help you craft that clear plan.
(25:13):
That's congruent to you.
And then one that youcan stay consistent with.
And then we have systems forwriting offers, presenting offers
for listing appointment processfor buyer consultation process.
A lot of you guys don't havebuyer consultation processes
set up right now, and you can doall of that inside the academy.
It's $97 a month with a 30 day money backguarantee, so virtually risk free, right?
(25:38):
then there's also no contract.
So if you get in there and,you've got everything that you
need, you can cancel at any time.
Again, you can get all of the detailsfor that@agentrisecoaching.com.
Slash Academy.
Thanks so much for watchingthe agent rise podcast.
And like always remember to bethe reason somebody smiles today.
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New Heights with Jason & Travis Kelce
Football’s funniest family duo — Jason Kelce of the Philadelphia Eagles and Travis Kelce of the Kansas City Chiefs — team up to provide next-level access to life in the league as it unfolds. The two brothers and Super Bowl champions drop weekly insights about the weekly slate of games and share their INSIDE perspectives on trending NFL news and sports headlines. They also endlessly rag on each other as brothers do, chat the latest in pop culture and welcome some very popular and well-known friends to chat with them. Check out new episodes every Wednesday. Follow New Heights on the Wondery App, YouTube or wherever you get your podcasts. You can listen to new episodes early and ad-free, and get exclusive content on Wondery+. Join Wondery+ in the Wondery App, Apple Podcasts or Spotify. And join our new membership for a unique fan experience by going to the New Heights YouTube channel now!