September 2, 2025 • 18 mins
This Week's Update -
The housing market is showing improvement in interest rates, with potential cuts coming from the Fed through the end of 2025, creating refinance opportunities for those with rates above 7%. Tariff Talk as well - depends on the court's ruling...
Home appreciation data reveals a dramatic increase pattern: 2% in one year, 7% in three years, and jumping to 50.5% at the five-year mark – explaining why the 5–7 year timeframe is when many homeowners choose to move.
• Interest rates and Tariff's - What may or may not happen!
• Home appreciation follows a pattern: 2% (1 year), 7% (3 years), 50.5% (5 years)
• Refinancing typically makes sense with at least a 1-1.5% interest rate reduction
Agents
• Creating a 5-year plan with your clients
• HomeBot tool sends monthly neighborhood market updates to clients
• Fourth quarter is prime time to reconnect with past clients while competitors slow down
• Follow up with past clients from 2-3 years ago to discuss refinancing or moving options
• Be intentional about reaching out to your sphere, even if it's been years since last contact
Reach out to us to learn more about HomeBot and how we can partner together to bring value to your clients.
Contact Nikki on social media @mortgagesfromMN2AZ or call 952-484-1584 for mortgage questions.
Realtors! Contact Angie Gerber for business strategy and planning!
With Gratitude -
Angie Gerber
angiegerber@gmail.com
Now's The Time - no matter where you are, where you have been, or your current results - By becoming more aware and following a process, you can have whatever it is you truly desire!
Schedule a free discovery call with me.
I would love to learn more about your goals, dreams, and desires!!
https://calendly.com/angiegerber/zoom-call-15-minutes
Check out my YouTube Channel - So many ways to stay connected and plugged in!
AGCoaching@agcoaching684
With Gratitude -
Angie Gerber
angiegerber@gmail.com
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:02):
Welcome.
It is September 2nd.
Welcome to September.
How are you today, Nikki?
Speaker 2 (00:08):
I'm doing good.
I cannot believe it's alreadySeptember.
I mean time has just flown bythis year.
So we did see some improvementin interest rates towards the
end of last week.
We had gotten some goodindicators from the Jackson Hole
meeting that the Fed will becutting interest rates through
the end of the year and themarket is responding
(00:28):
appropriately to that.
This morning we did see alittle bit of a dip or a little
bit of an increase back up ininterest rates due to the
appeals court decision to tellthe Trump administration that
they weren't using the properlaws to invoke tariffs into
other countries.
So that pending decision isgoing to go up to the Supreme
(00:50):
Court to rule on that Worst casescenario.
If it comes back that the Trumpadministration cannot do the
tariffs in the capacity thatthey are doing right now, we
would have to pay back thattariff money, which could hurt
the economy in a big way.
With that being said, that'swhat the market's kind of
responding to today.
They don't really know how torespond and therefore we've seen
a slight increase in interestrates.
(01:11):
With that being said, we'restill in the mid-sixes, so
earlier last week or later lastweek I should say I was able to
lock some people in in thelow-sixes.
So we are seeing continuedimprovement year over year and
it is going to be an opportunityfor everyone to reach out to
their clients here over the nextcouple weeks.
Talk about the Fed dropping theinterest rates, talk about them
(01:31):
getting in touch with theirlender to talk about refinance
opportunities, especially forclients who are in that 7% or
above interest rate bucket.
It is going to be advantageousfor them, probably through the
end of the year, to watch thoseinterest rates, keep constant
communication with their lenderto see if it's an opportunity
for them to refinance.
With that being said, I want tokind of tie in home
(01:53):
appreciation, building wealththrough real estate by
leveraging the equity in yourproperty, your interest rate
when you purchase a home andalso when is the right time to
refinance and what is going tomake sense for that client.
So there's a lot of componentsthat go into, obviously,
homeownership and buildingwealth through homeownership.
(02:14):
Kay Schiller just came out withtheir numbers, their analysis of
appreciation data, and theysaid okay, in the past year,
three years and five years onthe national average.
So not just particular to realestate markets where things are
going good, not just necessarilyreal estate markets where
things are going not so great orreal estate markets where
(02:36):
things are going not good.
They took a blend of all ofthose different real estate
markets, from the ones that wereperforming the best all the way
to the ones that wereperforming the worst, and really
came up with some statisticalnumbers from an appreciation
standpoint Average appreciationand this is really interesting.
So when you have a client whois on the fence about buying a
home or they're renting rightnow, it's important that they
(02:58):
understand the exponentialgrowth of appreciation of a home
in comparison to otherinvestments.
So when we use the wordleverage, leverage is basically
in this case the amount of moneyyou have and what you decide to
do with it to create more money.
So leverage could be investingin stock markets, leverage could
be investing in a home purchase.
(03:20):
But what this Case-Shiller datahas showed us is that over the
past year, the averageappreciation of a home is at 2%,
which is great.
2% appreciation.
You've earned 2% on your homevalue, which is wonderful.
If we span that out over threeyears, that number goes from 2%
to 7%.
Now that's pretty good.
I mean, if you think about overthe last three years, you've
(03:43):
shown 7% appreciation in yourhome's value.
But if we go out to thefive-year mark, the appreciation
on that home goes from 7% to50.5%.
So if you really think aboutpurchasing a home in 2025, by
2030, you can expect that homeappreciation to have gone up 50%
(04:03):
.
That's a huge jump in increasefrom year one all the way
through year five.
So this is why we see oftentimesin the real estate world,
people start moving between fiveyears and seven years.
The reason for that is numberone.
Obviously, life changes happenduring that time.
You know, people are gettingmarried, having babies, kids are
going off to college, needs arechanging, jobs are changing
(04:25):
things of that nature that tendto happen on a rolling five to
seven year mark.
But also because at that fiveyear point that appreciation in
that home in general has beensignificant enough to warrant a
needed move, to warrant takingthat equity out and putting it
into something larger or, youknow, doing whatever they need
to with their equity.
So it's important that whenyou're talking to your
(04:47):
homebuyers and you can come upwith a five-year plan this is
why I use a five-year plan inmortgage planning as well the
five-year plan what are we goingto be doing in five years?
What are some things that couldcome up?
How can we plan for theappreciation in this home and
how can we plan to use iteffectively, to leverage it for
future investments?
And so it's really important toknow that it's hey, if you want
(05:10):
to purchase a home, let's comeup with a five-year home for you
, so that's going to make themost sense.
In between that five years,does it make sense to refinance
your mortgage?
The answer is always maybe itmight.
Usually, what I like to see whenI talk to clients, when we talk
about the cost of the refinanceversus the potential savings in
interest, versus the againfive-year plan, what we like to
(05:35):
see is at least a 1% to 1.5%interest rate drop in order for
it to make sense to them.
I do an analysis on the numbers.
I say, okay, it's going to costyou $3,000 to refinance.
You know, this is how long it'sgoing to take you to make up
for that $3,000.
And are you going to be in thehome?
This long is really the veryfirst set of questions that we
(05:55):
need to have.
So any clients that you havethat have bought homes in the
past year, two years, threeyears, five years those are
going to be great opportunitiesfor you to get back in touch
with those clients and say, hey,where's your interest rate?
Have you talked to a lender?
Have you ran the numbers?
Do you need to move those typesof things?
So it gives you opportunity tore-engage in your clients, gives
them bring value in that wayand know that those clients that
(06:18):
are the five-year plus, theyprobably have pretty significant
equity in their homes where itcould make sense for them to say
, hey, I can go from a homethat's $500,000 to a home that's
$700,000, meet the needs of myfamily and not have to increase
my payment.
So a lot of that stuff can betalked about and a lot of that
stuff can be analyzed andfigured out, as long as you're
keeping in touch with yourclients with that strategy and
(06:40):
that's why it is so importantLike right now, I'll be talking
to all of my clients that I havehelped purchase homes in the
past two to three years andsaying, okay, where are we at
with your interest rate?
What's the Fed doing to cutthose interest rates?
What's the target interest ratethat we want to have before we
will refinance your house?
Things of that nature to kindof bring that value.
(07:01):
Inevitably out of thosediscussions comes hey, you know,
I don't really want torefinance, but I'm actually
thinking about moving.
What does that look like for me?
And so great opportunity foryou to reach out to your clients
, understand the numbers,understand that at that
five-year mark it's so importantfor you to be in touch with
them and continue to be in touchwith them, because that is the
prime time when a lot ofhomeowners are going to see the
(07:21):
appreciation in their home andhave the desire to maybe move or
to make a different decisionfor their family.
Speaker 1 (07:28):
That's so timely.
I actually just was on a callyesterday morning and this
morning and a woman over on theEast Coast.
She gets 17 to 30 deals, thefourth quarter by just following
up with her past clients, soshe has 200.
And each month she hassomething.
She does differently, and so itwas amazing.
(07:50):
And with you saying that, whatcame to mind were two things,
and I'm sure I've touched onthis before and repetition is
key, so you will hear me sayingthe same thing over and over,
because you'll always hear itdifferently or it might just hit
differently.
We want to be advisors in asense, because I don't know how
(08:13):
many agents are going to alisting appointment or a buyer
consult or talking to someone ata coffee shop or on a ball
field, or you know how's themarket, or do you know anyone,
or who do you know, that'sthinking of buying or selling
five-year plans Like know thenumbers and know what that looks
like.
If it's this interest rate,what about this?
(08:34):
Or did you think about that?
Or you know, because so manypeople get in their lane and
they're just getting throughevery day, getting through daily
life, and this isn't their lane.
They're staying in their lane,this is your lane and it should
be something that you know at avery deep level.
And I love how you said Nikkiknow your lane and it should be
something that you know at avery deep level.
And I love how you said makingknow your numbers.
(08:56):
And it's a perfect opportunity,this fourth quarter, while
you're doing the businessplanning and while you're
putting your foot on the gas,because so many agents will be
taking their foot off the gasbecause they've met their goals
or they're getting ready for theholidays, all the things.
It's a good time to double,triple down and in doing that,
(09:18):
one of the things is beintentional.
And be intentional withreaching out to the people that
have purchased in the last twoto three years and I love how
you asked the question aboutinterest rate and maybe they're
not going to refinance, butmaybe they're not going to
refinance, but maybe they'relooking to move.
And get them in contact withNikki and understand what the
numbers look like in bothscenarios Because, again, you
(09:42):
could be the advisor, you couldbe the hero, you could be the
person that shows them the pathto get to their real estate goal
.
Speaker 2 (09:50):
Very true.
And the other thing is is I'malways willing to partner with
you.
I'll always ask any client thatI have, I'll ask their realtor
to run a CMA for them for anypotential refinances, so that
that client knows, hey, Iremember my realtor, I know what
my house is worth, I can make adecision on does a refinance
make sense, does nothing makesense, or does moving make sense
?
And that at least we can worktogether to bring that value to
(10:13):
the client.
I cannot tell you the number oftimes that I do a mortgage
analysis, a mortgage review,just taking a look at something
for somebody and, yes, thismakes sense, and sometimes it's
no, this doesn't make sense.
But bringing that value, evenif it doesn't make sense for
them, they have their knowledge,they have their numbers.
I do send out emails monthly tothe clients with estimated
(10:36):
market values that are designedto show them what activities are
happening in their neighborhood.
That's a HomeBot.
I don't know if you're familiarwith HomeBot, but that's the
tool that I use.
I probably would say that Iconservatively get 20 to 30
deals a year from HomeBot Justfrom sending out that email,
people reaching out me,following up and saying, hey, I
noticed you were looking atexploring your market.
Are you just spying on yourneighbors or what's happening
(10:57):
here?
You know those types of thingsand that stimulates those
conversations and says, oh yeah,no, I was just looking around,
my neighbor sold their house.
I was just wondering what itsold for.
You know those types of thingsand just continuously
reconnecting with them in uniqueways.
It doesn't always have to beabout real estate, but it's very
convenient that that email cango out monthly.
(11:19):
Those homebound emails aresomething that we can partner on
so that any time that we have adeal that we work together on
or you have potential clients,you can put them up on those
monthly emails so that theyunderstand what's happening in
their market.
So it's a little bit moreunique than setting them up on a
search.
It gives them real-time dataand real data about their
neighborhood that they'recurrently living in and what's
(11:41):
happening or any neighborhoodthat they're potentially looking
at.
Can you know, use those typesof tools, use our chat GPT to
compose texts for us that canreach out to clients and engage
in unique ways.
I guarantee you from now, likeyou said, through the end of the
year, you could see somepotential deals or could see
(12:03):
some deals come in the door justbecause you're doing what you
need to do to follow up and keepin touch.
Speaker 1 (12:07):
Yes, yes, it's so amazing how much business can
come from just following up andbeing a human and reaching out
and having conversations orchecking in, and how many agents
don't do it at a high level ordon't have something like
HomeBot in place.
Or I talked a lot this morningon the call about CRM.
(12:28):
You know how are you managingyour sphere of influence, your
past clients, your potentialclients?
I said I don't care if it's a$40,000 a month CRM or a $4
spreadsheet or a free tool.
Just make it the tool thatyou're going to use and show up
and work with and work through.
And we overcomplicate it sooften.
(12:50):
I mean that's amazing.
Just by doing what you're doingand you found something that
works.
So you double down on that.
And again, people out therelistening to this you can
partner with Nikki and have thistool in your toolbox and it
sounds like, yeah, it's comingfrom contribution.
Do something different.
Be different.
(13:11):
Be the advisor, be the onelooking out for them.
Call them and ask them aboutthese things, about interest
rate, about their goals.
How many other people are doingthat?
They're just sending thepostcard or they're sending this
email or doing the text robot.
Be different.
They'll write a handwrittencard for their home anniversary,
(13:33):
for their birthday, for aholiday, whatever it is.
I know this one woman that I metor was talking to yesterday.
I know her pretty well.
She does Valentine's cards.
She's like I know this onewoman that I met or was talking
to yesterday.
I know her pretty well.
She does Valentine's cards.
She's like I know the DollarTree and I get the silliest.
Like I get the guys TeenageMutant Ninja Turtles and I get
the sucker.
How many grown up men do youthink go to their mailbox and
(13:56):
open a Teenage Mutant NinjaTurtle Valentine with a sucker?
You think they're not going toremember her?
Oh my gosh Like do somethingdifferent.
Think about that in yourbusiness plan.
Speaker 2 (14:08):
Yeah, absolutely, incorporating just different
ideas in your business plan iskey, and that follow-up is key.
I heard someone say thisactually this weekend.
Someone said I would be willingto bet that anyone who has been
in business for any length oftime can really think about 40
people that they haven't gottenin touch with, or 40 people in
their sphere that it doesn'toccur to them that they are in
(14:30):
their sphere.
That at any given moment youcan say, okay, I haven't talked
to so-and-so, or I got to knowso-and-so through somebody else
and they aren't in my CRM.
We never talked about mortgage,but maybe I can find them on
Facebook, maybe I can come andget back in touch with them,
maybe I can do unique ways.
I bet at any given momentthere's 40 people that we can
think of that we're like huh, Ihaven't talked to them, I
(14:52):
haven't engaged with them, Ihaven't let them know what I do
for a living, whatever that is,and that could help increase
your number of contactsexponentially if you really
think about it.
Speaker 1 (15:03):
Yeah, that's a great, great intention to put around
as well.
Sit down and make that list.
And a lot of people, especiallyagents, they're like oh, I
haven't talked to them in twoyears, one year, five years,
seven years, 10 years.
I'm like they're not trackingit.
They're not sitting by thephone or the email wondering
when is Angie going to email orcall me?
(15:24):
They're again in their lanedoing their own life and don't
apologize.
Just reach out, just be like oh, I'm so sorry.
I know I haven't been in touch.
It's been five years, sevenmonths, two days and 12 hours,
but here I am.
No, just reach out and be likeyou know what you crossed my
mind.
It's been a while.
How's so-and-so?
Speaker 2 (15:44):
Facebook's not come.
Facebook's not come.
Come up with something.
Oh yeah, I was just scrollingthrough my Facebook and I
realized I came across your feedor whatever, and you went to
the park and stuff like that andI realized, man, I haven't
talked to so-and-so in fiveyears.
How are you?
What's going on?
What's new?
It's as simple as that.
You know one of the processesthat I go through when I talk,
you know, to new potentialclients or anyone that has ever
(16:05):
filled out a loan application orI've even had a conversation
with.
One of the very first things Ido is I find them on Facebook,
Instagram, LinkedIn and orTikTok and I try to engage them
in that manner because thatgives me such an easy way to
reach back out to somebody.
That isn't mortgage related,but gives me an opportunity to
talk to them about what's goingon in their lives.
Perfect, love it, yep wonderful.
Speaker 1 (16:29):
Know your own five years.
I love it.
Yes, intention, yeah, someintention around it.
What a great call today.
Way to start start offSeptember.
You know it's October, november, december.
We're coming up to the fourthquarter.
So start planning now.
Put some intentionality aroundit, get some things written down
and don't overcomplicate it.
(16:51):
It does not have to becomplicated.
We make it way more complicatedthan it needs to be.
Reach out to Nikki because shecan talk to you about HomeBot,
how you can partner with thatand be their advisor, be their
trusted friend, come fromcontribution and just go out
(17:11):
there and serve.
Speaker 2 (17:13):
Yeah, absolutely.
Speaker 1 (17:15):
All right.
Well, thanks, nikki.
So grateful for our time todaytogether and for anyone
listening, follow, subscribe,like comment.
Whichever platform you're on,we're here and happy to help in
any way we can.
Speaker 2 (17:28):
All right, Bye everyone.
Speaker 1 (17:30):
Bye.
Welcome.
It is September 2nd.
Welcome to September.
How are you today, Nikki?
Speaker 2 (00:08):
I'm doing good.
I cannot believe it's alreadySeptember.
I mean time has just flown bythis year.
So we did see some improvementin interest rates towards the
end of last week.
We had gotten some goodindicators from the Jackson Hole
meeting that the Fed will becutting interest rates through
the end of the year and themarket is responding
(00:28):
appropriately to that.
This morning we did see alittle bit of a dip or a little
bit of an increase back up ininterest rates due to the
appeals court decision to tellthe Trump administration that
they weren't using the properlaws to invoke tariffs into
other countries.
So that pending decision isgoing to go up to the Supreme
(00:50):
Court to rule on that Worst casescenario.
If it comes back that the Trumpadministration cannot do the
tariffs in the capacity thatthey are doing right now, we
would have to pay back thattariff money, which could hurt
the economy in a big way.
With that being said, that'swhat the market's kind of
responding to today.
They don't really know how torespond and therefore we've seen
a slight increase in interestrates.
(01:11):
With that being said, we'restill in the mid-sixes, so
earlier last week or later lastweek I should say I was able to
lock some people in in thelow-sixes.
So we are seeing continuedimprovement year over year and
it is going to be an opportunityfor everyone to reach out to
their clients here over the nextcouple weeks.
Talk about the Fed dropping theinterest rates, talk about them
(01:31):
getting in touch with theirlender to talk about refinance
opportunities, especially forclients who are in that 7% or
above interest rate bucket.
It is going to be advantageousfor them, probably through the
end of the year, to watch thoseinterest rates, keep constant
communication with their lenderto see if it's an opportunity
for them to refinance.
With that being said, I want tokind of tie in home
(01:53):
appreciation, building wealththrough real estate by
leveraging the equity in yourproperty, your interest rate
when you purchase a home andalso when is the right time to
refinance and what is going tomake sense for that client.
So there's a lot of componentsthat go into, obviously,
homeownership and buildingwealth through homeownership.
(02:14):
Kay Schiller just came out withtheir numbers, their analysis of
appreciation data, and theysaid okay, in the past year,
three years and five years onthe national average.
So not just particular to realestate markets where things are
going good, not just necessarilyreal estate markets where
things are going not so great orreal estate markets where
(02:36):
things are going not good.
They took a blend of all ofthose different real estate
markets, from the ones that wereperforming the best all the way
to the ones that wereperforming the worst, and really
came up with some statisticalnumbers from an appreciation
standpoint Average appreciationand this is really interesting.
So when you have a client whois on the fence about buying a
home or they're renting rightnow, it's important that they
(02:58):
understand the exponentialgrowth of appreciation of a home
in comparison to otherinvestments.
So when we use the wordleverage, leverage is basically
in this case the amount of moneyyou have and what you decide to
do with it to create more money.
So leverage could be investingin stock markets, leverage could
be investing in a home purchase.
(03:20):
But what this Case-Shiller datahas showed us is that over the
past year, the averageappreciation of a home is at 2%,
which is great.
2% appreciation.
You've earned 2% on your homevalue, which is wonderful.
If we span that out over threeyears, that number goes from 2%
to 7%.
Now that's pretty good.
I mean, if you think about overthe last three years, you've
(03:43):
shown 7% appreciation in yourhome's value.
But if we go out to thefive-year mark, the appreciation
on that home goes from 7% to50.5%.
So if you really think aboutpurchasing a home in 2025, by
2030, you can expect that homeappreciation to have gone up 50%
(04:03):
.
That's a huge jump in increasefrom year one all the way
through year five.
So this is why we see oftentimesin the real estate world,
people start moving between fiveyears and seven years.
The reason for that is numberone.
Obviously, life changes happenduring that time.
You know, people are gettingmarried, having babies, kids are
going off to college, needs arechanging, jobs are changing
(04:25):
things of that nature that tendto happen on a rolling five to
seven year mark.
But also because at that fiveyear point that appreciation in
that home in general has beensignificant enough to warrant a
needed move, to warrant takingthat equity out and putting it
into something larger or, youknow, doing whatever they need
to with their equity.
So it's important that whenyou're talking to your
(04:47):
homebuyers and you can come upwith a five-year plan this is
why I use a five-year plan inmortgage planning as well the
five-year plan what are we goingto be doing in five years?
What are some things that couldcome up?
How can we plan for theappreciation in this home and
how can we plan to use iteffectively, to leverage it for
future investments?
And so it's really important toknow that it's hey, if you want
(05:10):
to purchase a home, let's comeup with a five-year home for you
, so that's going to make themost sense.
In between that five years,does it make sense to refinance
your mortgage?
The answer is always maybe itmight.
Usually, what I like to see whenI talk to clients, when we talk
about the cost of the refinanceversus the potential savings in
interest, versus the againfive-year plan, what we like to
(05:35):
see is at least a 1% to 1.5%interest rate drop in order for
it to make sense to them.
I do an analysis on the numbers.
I say, okay, it's going to costyou $3,000 to refinance.
You know, this is how long it'sgoing to take you to make up
for that $3,000.
And are you going to be in thehome?
This long is really the veryfirst set of questions that we
(05:55):
need to have.
So any clients that you havethat have bought homes in the
past year, two years, threeyears, five years those are
going to be great opportunitiesfor you to get back in touch
with those clients and say, hey,where's your interest rate?
Have you talked to a lender?
Have you ran the numbers?
Do you need to move those typesof things?
So it gives you opportunity tore-engage in your clients, gives
them bring value in that wayand know that those clients that
(06:18):
are the five-year plus, theyprobably have pretty significant
equity in their homes where itcould make sense for them to say
, hey, I can go from a homethat's $500,000 to a home that's
$700,000, meet the needs of myfamily and not have to increase
my payment.
So a lot of that stuff can betalked about and a lot of that
stuff can be analyzed andfigured out, as long as you're
keeping in touch with yourclients with that strategy and
(06:40):
that's why it is so importantLike right now, I'll be talking
to all of my clients that I havehelped purchase homes in the
past two to three years andsaying, okay, where are we at
with your interest rate?
What's the Fed doing to cutthose interest rates?
What's the target interest ratethat we want to have before we
will refinance your house?
Things of that nature to kindof bring that value.
(07:01):
Inevitably out of thosediscussions comes hey, you know,
I don't really want torefinance, but I'm actually
thinking about moving.
What does that look like for me?
And so great opportunity foryou to reach out to your clients
, understand the numbers,understand that at that
five-year mark it's so importantfor you to be in touch with
them and continue to be in touchwith them, because that is the
prime time when a lot ofhomeowners are going to see the
(07:21):
appreciation in their home andhave the desire to maybe move or
to make a different decisionfor their family.
Speaker 1 (07:28):
That's so timely.
I actually just was on a callyesterday morning and this
morning and a woman over on theEast Coast.
She gets 17 to 30 deals, thefourth quarter by just following
up with her past clients, soshe has 200.
And each month she hassomething.
She does differently, and so itwas amazing.
(07:50):
And with you saying that, whatcame to mind were two things,
and I'm sure I've touched onthis before and repetition is
key, so you will hear me sayingthe same thing over and over,
because you'll always hear itdifferently or it might just hit
differently.
We want to be advisors in asense, because I don't know how
(08:13):
many agents are going to alisting appointment or a buyer
consult or talking to someone ata coffee shop or on a ball
field, or you know how's themarket, or do you know anyone,
or who do you know, that'sthinking of buying or selling
five-year plans Like know thenumbers and know what that looks
like.
If it's this interest rate,what about this?
(08:34):
Or did you think about that?
Or you know, because so manypeople get in their lane and
they're just getting throughevery day, getting through daily
life, and this isn't their lane.
They're staying in their lane,this is your lane and it should
be something that you know at avery deep level.
And I love how you said Nikkiknow your lane and it should be
something that you know at avery deep level.
And I love how you said makingknow your numbers.
(08:56):
And it's a perfect opportunity,this fourth quarter, while
you're doing the businessplanning and while you're
putting your foot on the gas,because so many agents will be
taking their foot off the gasbecause they've met their goals
or they're getting ready for theholidays, all the things.
It's a good time to double,triple down and in doing that,
(09:18):
one of the things is beintentional.
And be intentional withreaching out to the people that
have purchased in the last twoto three years and I love how
you asked the question aboutinterest rate and maybe they're
not going to refinance, butmaybe they're not going to
refinance, but maybe they'relooking to move.
And get them in contact withNikki and understand what the
numbers look like in bothscenarios Because, again, you
(09:42):
could be the advisor, you couldbe the hero, you could be the
person that shows them the pathto get to their real estate goal
.
Speaker 2 (09:50):
Very true.
And the other thing is is I'malways willing to partner with
you.
I'll always ask any client thatI have, I'll ask their realtor
to run a CMA for them for anypotential refinances, so that
that client knows, hey, Iremember my realtor, I know what
my house is worth, I can make adecision on does a refinance
make sense, does nothing makesense, or does moving make sense
?
And that at least we can worktogether to bring that value to
(10:13):
the client.
I cannot tell you the number oftimes that I do a mortgage
analysis, a mortgage review,just taking a look at something
for somebody and, yes, thismakes sense, and sometimes it's
no, this doesn't make sense.
But bringing that value, evenif it doesn't make sense for
them, they have their knowledge,they have their numbers.
I do send out emails monthly tothe clients with estimated
(10:36):
market values that are designedto show them what activities are
happening in their neighborhood.
That's a HomeBot.
I don't know if you're familiarwith HomeBot, but that's the
tool that I use.
I probably would say that Iconservatively get 20 to 30
deals a year from HomeBot Justfrom sending out that email,
people reaching out me,following up and saying, hey, I
noticed you were looking atexploring your market.
Are you just spying on yourneighbors or what's happening
(10:57):
here?
You know those types of thingsand that stimulates those
conversations and says, oh yeah,no, I was just looking around,
my neighbor sold their house.
I was just wondering what itsold for.
You know those types of thingsand just continuously
reconnecting with them in uniqueways.
It doesn't always have to beabout real estate, but it's very
convenient that that email cango out monthly.
(11:19):
Those homebound emails aresomething that we can partner on
so that any time that we have adeal that we work together on
or you have potential clients,you can put them up on those
monthly emails so that theyunderstand what's happening in
their market.
So it's a little bit moreunique than setting them up on a
search.
It gives them real-time dataand real data about their
neighborhood that they'recurrently living in and what's
(11:41):
happening or any neighborhoodthat they're potentially looking
at.
Can you know, use those typesof tools, use our chat GPT to
compose texts for us that canreach out to clients and engage
in unique ways.
I guarantee you from now, likeyou said, through the end of the
year, you could see somepotential deals or could see
(12:03):
some deals come in the door justbecause you're doing what you
need to do to follow up and keepin touch.
Speaker 1 (12:07):
Yes, yes, it's so amazing how much business can
come from just following up andbeing a human and reaching out
and having conversations orchecking in, and how many agents
don't do it at a high level ordon't have something like
HomeBot in place.
Or I talked a lot this morningon the call about CRM.
(12:28):
You know how are you managingyour sphere of influence, your
past clients, your potentialclients?
I said I don't care if it's a$40,000 a month CRM or a $4
spreadsheet or a free tool.
Just make it the tool thatyou're going to use and show up
and work with and work through.
And we overcomplicate it sooften.
(12:50):
I mean that's amazing.
Just by doing what you're doingand you found something that
works.
So you double down on that.
And again, people out therelistening to this you can
partner with Nikki and have thistool in your toolbox and it
sounds like, yeah, it's comingfrom contribution.
Do something different.
Be different.
(13:11):
Be the advisor, be the onelooking out for them.
Call them and ask them aboutthese things, about interest
rate, about their goals.
How many other people are doingthat?
They're just sending thepostcard or they're sending this
email or doing the text robot.
Be different.
They'll write a handwrittencard for their home anniversary,
(13:33):
for their birthday, for aholiday, whatever it is.
I know this one woman that I metor was talking to yesterday.
I know her pretty well.
She does Valentine's cards.
She's like I know this onewoman that I met or was talking
to yesterday.
I know her pretty well.
She does Valentine's cards.
She's like I know the DollarTree and I get the silliest.
Like I get the guys TeenageMutant Ninja Turtles and I get
the sucker.
How many grown up men do youthink go to their mailbox and
(13:56):
open a Teenage Mutant NinjaTurtle Valentine with a sucker?
You think they're not going toremember her?
Oh my gosh Like do somethingdifferent.
Think about that in yourbusiness plan.
Speaker 2 (14:08):
Yeah, absolutely, incorporating just different
ideas in your business plan iskey, and that follow-up is key.
I heard someone say thisactually this weekend.
Someone said I would be willingto bet that anyone who has been
in business for any length oftime can really think about 40
people that they haven't gottenin touch with, or 40 people in
their sphere that it doesn'toccur to them that they are in
(14:30):
their sphere.
That at any given moment youcan say, okay, I haven't talked
to so-and-so, or I got to knowso-and-so through somebody else
and they aren't in my CRM.
We never talked about mortgage,but maybe I can find them on
Facebook, maybe I can come andget back in touch with them,
maybe I can do unique ways.
I bet at any given momentthere's 40 people that we can
think of that we're like huh, Ihaven't talked to them, I
(14:52):
haven't engaged with them, Ihaven't let them know what I do
for a living, whatever that is,and that could help increase
your number of contactsexponentially if you really
think about it.
Speaker 1 (15:03):
Yeah, that's a great, great intention to put around
as well.
Sit down and make that list.
And a lot of people, especiallyagents, they're like oh, I
haven't talked to them in twoyears, one year, five years,
seven years, 10 years.
I'm like they're not trackingit.
They're not sitting by thephone or the email wondering
when is Angie going to email orcall me?
(15:24):
They're again in their lanedoing their own life and don't
apologize.
Just reach out, just be like oh, I'm so sorry.
I know I haven't been in touch.
It's been five years, sevenmonths, two days and 12 hours,
but here I am.
No, just reach out and be likeyou know what you crossed my
mind.
It's been a while.
How's so-and-so?
Speaker 2 (15:44):
Facebook's not come.
Facebook's not come.
Come up with something.
Oh yeah, I was just scrollingthrough my Facebook and I
realized I came across your feedor whatever, and you went to
the park and stuff like that andI realized, man, I haven't
talked to so-and-so in fiveyears.
How are you?
What's going on?
What's new?
It's as simple as that.
You know one of the processesthat I go through when I talk,
you know, to new potentialclients or anyone that has ever
(16:05):
filled out a loan application orI've even had a conversation
with.
One of the very first things Ido is I find them on Facebook,
Instagram, LinkedIn and orTikTok and I try to engage them
in that manner because thatgives me such an easy way to
reach back out to somebody.
That isn't mortgage related,but gives me an opportunity to
talk to them about what's goingon in their lives.
Perfect, love it, yep wonderful.
Speaker 1 (16:29):
Know your own five years.
I love it.
Yes, intention, yeah, someintention around it.
What a great call today.
Way to start start offSeptember.
You know it's October, november, december.
We're coming up to the fourthquarter.
So start planning now.
Put some intentionality aroundit, get some things written down
and don't overcomplicate it.
(16:51):
It does not have to becomplicated.
We make it way more complicatedthan it needs to be.
Reach out to Nikki because shecan talk to you about HomeBot,
how you can partner with thatand be their advisor, be their
trusted friend, come fromcontribution and just go out
(17:11):
there and serve.
Speaker 2 (17:13):
Yeah, absolutely.
Speaker 1 (17:15):
All right.
Well, thanks, nikki.
So grateful for our time todaytogether and for anyone
listening, follow, subscribe,like comment.
Whichever platform you're on,we're here and happy to help in
any way we can.
Speaker 2 (17:28):
All right, Bye everyone.
Speaker 1 (17:30):
Bye.
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