April 24, 2026 • 48 mins
More on CPO homes here
Selling a home feels totally different when the market stops climbing and buyers start pushing back. We’re seeing more caution, more negotiation, and more deals that wobble after they go under contract and that is exactly why we recorded this conversation with Deanna, Kelly, and Marcelino.
We walk through four practical ways to sell a house and why most homeowners only hear about one of them. You’ll hear us unpack the risks of the traditional listing process, how failed contracts can create a “what’s wrong with that house?” stigma, and why we’re so adamant about never skipping a home inspection. Then we dig into our Certified Pre-Owned (CPO) approach: inspecting before you list, deciding what to fix (or disclose), and using transparency to build trust and reduce renegotiation. We even compare it to why people willingly pay more for certified pre-owned cars, so why not apply the same logic to a much bigger asset?
We also get specific about money and timing: why a real net sheet beats a one-click online home value estimate, how a shifting real estate market changes your true proceeds, and how a Cash CPO option can provide money up front while still letting you participate in the upside when the home sells. The most powerful stories come from real life transitions, including divorce, inheritance, relocating, rentals, and senior living moves where waitlists and monthly assisted living costs can force rushed decisions and invite lowball investor offers.
If you’re thinking about selling, compare the pathways before you commit to one plan. Subscribe for more real estate strategy, share this with a friend who’s moving, and leave a review with the biggest question you still have about selling in today’s market.
Listen
Watch
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_00 (00:17):
Welcome to the Real Estate News Radio Show.
You can hear all of our episodesat realest newsradio.com.
We have a great one for youtoday.
We've got the mountains overthere and the mountains over
here.
Over there is in Utah.
Let me introduce Deanna, Kelly,and Marcelino.
(00:37):
Deanna, hi.
SPEAKER_01 (00:39):
Hi, nice to see everyone today.
Loving, loving the weather outhere in Utah right now.
Beautiful mountains all the wayaround.
SPEAKER_00 (00:46):
Well, interestingly, we've got similar weather, which
is very odd, right?
We always talk about that, howstrange that is.
What's the temperature theretoday?
I have to look at mine.
Oh.
It's probably, I don't know, 6060s?
75.
Oh, it wins.
SPEAKER_03 (01:04):
Oh, you win.
SPEAKER_00 (01:06):
Kelly, you want to introduce yourself and
Marcelino?
SPEAKER_03 (01:11):
Hi there.
I'm Kelly around the Salt LakeCity area of Utah.
SPEAKER_04 (01:16):
I'm Marcelino.
I'm right here in Utah County,just ready to get on and start
enjoying the wonderful weatherlike we've been talking about in
the mountains.
SPEAKER_00 (01:26):
So you're further down, Marcelino.
So what's the weather like theretoday?
Because you know, in themountains it changes a lot.
I'm in Asheville, NorthCarolina.
It changes.
We say in the mountains, youdon't like the weather, wait 10
minutes and it will change.
SPEAKER_04 (01:39):
That's that's uh all of Utah actually there, bro.
Anywhere in Utah where you canbe uh you can be in your shorts
and then shoveling snow in about10 minutes, it seems like,
depending on what mother naturewants here.
SPEAKER_00 (01:51):
Yeah, really.
And that means that all thelittle green leaves are coming
out right now, and the frostcomes along sometimes and nips
them out, and then everythingdies and we're sad.
SPEAKER_04 (02:00):
Yeah, everybody has plastic all over their yard,
their gardens right now.
SPEAKER_00 (02:04):
Oh my gosh.
Yeah, I can't bear going throughthat.
So today we're talking about thefull market cash offer and also
about four ways to sell a home.
Because what we've realized ison the appointments that we go
out and do all around thecountry, not just in Utah and
North Carolina, is that sellersoften don't know that they've
(02:26):
got more than one choice.
So um I'm just gonna say it thatthe choice of a regular listing,
we actually call that grandma'slisting because it's the way
it's always been done.
It's been done that way sincethe 50s and 60s, back in the
days when real estate agents hadbig fat books with all the MLS
sheets in them.
Um, and the issue, what's theissue with grandma's listing?
(02:49):
And by the way, if you're agrandma, actually Deanna, you're
a grandma, aren't you?
SPEAKER_02 (02:53):
I am.
I was gonna say, can we add adisclaimer that we love our
grandmas?
Yes, yes.
SPEAKER_00 (03:00):
You're a grandpa and you're a grandpa.
Are you a grandpa, Kelly?
Not that you know of.
SPEAKER_03 (03:06):
No, I'm not yet.
And gosh dang it, I should be.
Wannabe.
SPEAKER_00 (03:13):
Wannabe.
We'll talk to those pesky kidsabout that, and let's get you
some grandbabies popping out.
So yeah, we don't have anythingabout against grandparents at
all, but we do call it grandma'slisting because it's it's the
way it's always been done.
So what's the issue with that?
You know, just because we'vealways done it one way uh
doesn't mean to say that it'sbad, right?
(03:33):
So um the issue is that a thirdof the time they drop out, not
many agents will tell you that.
Uh so since 2006, we inventedcertified pre-owned, the
certified pre-owned listing,which is actually hand in hand
with the cash offer.
If you choose to take the cashout, you don't need to.
So we're gonna go through thethe four different options and
(03:56):
why that matters.
So, do we all think that sellersare a bit more cautious than
they have been in the last fewyears?
SPEAKER_02 (04:03):
Oh, of course.
Understandably so.
And if you're listening tocautious or informed.
SPEAKER_03 (04:12):
They're far more informed with the internet and
all the capabilities they haveto look up their own properties
and find their own values or seewhere they're you know, if
they're moving out of state,find that it the internet made
everything far more informedpeople far more informed.
SPEAKER_00 (04:27):
Yeah, all that data is accessible.
So you for those of you watchingon YouTube, if you're if you're
listening on the podcast, uh youcan go to realastate
newsradio.com and click onYouTube if you want to see the
pictures.
This map behind me right here,the blue areas are those
declining in value.
The red areas are inclining invalue, in other words, going up
(04:48):
a little bit.
Most places have um crested orare declining in value.
So that's important to know,obviously.
Why is that important?
Because somebody, let's see if Ican point to Utah.
Somebody in Utah over herethat's selling their house is
probably selling their house atleast half of the time.
Same as in, oh, this is fun,North Carolina over here.
(05:10):
Sorry if you're listening on thepodcast, I'm pointing to the map
and the declining figures behindme.
Um, if you're if you're sellingyour house in one of these
areas, often you your buyers arecoming from somewhere else.
So what's happening somewhereelse?
So, for example, in my area, ifI could scoot over far enough,
there's Florida down here, it'son the other side.
(05:31):
And I get to it.
There we go.
Everything's backwards.
So there's Florida down here,which has taken a big hit.
So obviously, if you're aFloridian selling your house at
$800,000 and you only get$750,000, guess what happens
when that person comes to buy inour market in North Carolina or
Utah?
Either one, it really doesn'tmatter, or anywhere else for
(05:53):
that matter.
Obviously, they're going to tryand beat us up on prices, and
that's what keeps the drag onprices.
Obviously, most people who areselling a house are buying a
house, not necessarily.
It could be senior living orsomething like that.
Um, and obviously, with theshift, most of the country, as
this map here shows you, is in adeclining market.
Or the ones further up, it'sprimarily the Northeast, and
(06:16):
then North Dakota and Wyomingstick out there.
I'm sure we'll get some expertson in those states to tell us
about it, that are still, youknow, raising in value.
Most of the country isn't.
So of course the sellers aremore, more, um, obviously more
aware, Kelly.
You nailed it there, but alsomore concerned about what's
happened to their prices.
(06:37):
So what was happening in in yourmarket, Marcelino, two or three
years ago when we were at thepeak?
Were you getting multiple offersor what was going on at that
point?
SPEAKER_04 (06:47):
Oh, yeah, at the peak, people were just throwing
numbers out.
I mean, you could list a homeand you would get, you know,
you'd have it done in four dayswith multiple offers way above
the listing price.
Um, that was then.
Um I think people were buying onthe FOMO, you know, if you're
missing out on that.
They didn't, you know, nobodycan see the future.
(07:08):
So they were just grasping atwhatever they could, and it
emotions got involved reallyquickly.
SPEAKER_00 (07:15):
I just realized the FOMO's like the OMO, which is
what we do for all our homessellers.
Just with an F.
It's the fear piece, but there'snothing fearful about it.
Kelly, is that what you werefinding a couple of years ago in
DeAndre?
Like it was going off thecharts.
SPEAKER_03 (07:29):
Yeah, let's leave the F off though.
SPEAKER_00 (07:31):
Yeah.
SPEAKER_01 (07:34):
Yeah, let's leave it a FOMO.
Not the F word.
SPEAKER_03 (07:38):
Yeah.
Yeah.
I I remember at that time Iactually had uh some neighbors
of mine uh that own a house inmy neighborhood and were just
going around the street to beacross from another family.
And people were waving theirtheir appraisal and they're
waving their financing.
They just took them off.
And it's like the house that theone particular house, I think it
(08:01):
went for I mean it was eight toten thousand dollars more and
they waived their they waivedtheir abilities to get out of a
base on the appraisal.
And I'm like, are you okay,that's what it was going for.
But you know, that's coming offCOVID.
SPEAKER_00 (08:15):
So please, please, please, everybody hear this.
Do not buy a house without aninspection.
I, you know, you've probably gotJim who's your husband who says
he's, you know, I'm sorry, I'mbeing sexist here, whatever.
You'll know me by now.
So you've got Jim who's yourhusband who can fix everything
and put everything right.
And he's done a bit ofconstruction here and there.
(08:36):
So you don't need an inspection.
You don't need to be spendingthat five or six hundred
dollars.
What would you say to that,guys?
SPEAKER_02 (08:42):
I would say that's like trusting your parents, your
dad, who's been a handyman hereand there, to come in and and do
the inspection for you.
It's that same thing.
They just don't have theresources to be able to know
exactly what to look at toprotect you later on.
SPEAKER_00 (08:57):
Yeah, you really, really need that correct
protection.
What would you say, guys?
SPEAKER_03 (09:02):
Yeah, I agree.
I would say you need to agree.
Thanks, Marceline.
I'm sorry.
I mean, I'm a general contractorand I'd go at least general
contractor if not inspector.
But it's like there there are somany people things, people do
not know all the different tinylittle things in their house
that inspectors or generalcontractor are gonna go through.
(09:23):
And with the state of sellingand how litigious we are, you
need somebody who's going tocover you or allow you to put
that on, you know, put yourseller's disclosures on the
market with full faith thatyou're not gonna have something
come back and bite you.
SPEAKER_00 (09:40):
Absolutely, Mass Fain.
SPEAKER_04 (09:43):
Yeah, I completely agree.
I I think having the the homeinspector one, it just gives
surety of this on both sides.
I mean, the seller actuallyunderstands what the status of
their home is, and then thebuyers coming in and understand
exactly what's you know whatthey need to do or what they you
know what has been done to thehome.
And so I think it's just more ofa more of a certainty having
(10:05):
that um inspection done.
SPEAKER_00 (10:09):
And that's a perfect segue into certified pre-owned.
And you can see more about thisat allstarpowerhouse.com, all
staral s t a r.
I know I talk funny,starpowerhouse.com, and uh click
on CPO, it's right at the top inthe menu.
So with certified pre-ownedhomes, we do the inspection and
(10:31):
sometimes the appraisal andsometimes the home warranty.
That's the trifecta.
Certified pre-owned, it's justit the idea came from a
certified pre-owned car back in2006.
So it's been 20 years now ofCPO.
I started when I was two.
And um, you know, it's it's justa very, very effective thing to
(10:53):
use.
As we started off talking aboutat the top of the hour, when you
do the expection inspection upfront, you know all the little
nitpicky things.
So you can copy this as a homeseller and go and have a look at
allstarpowerhouse.com on theclick on that little button,
CPO, and it'll tell you allabout it.
Just get that inspection upfront.
(11:13):
Home sellers say to us, Well,don't the buyers do that?
Here's the problem.
When you get the inspection upfront, I'll I'll let Deanna
explain it to you.
SPEAKER_02 (11:22):
Okay.
Yeah.
So when you get the inspectionup front, everyone's going in
eyes wide open.
Because once you get that reportback, you as the homeowner can
decide which items you're ableto fix at that time.
Because let's face it, we allknow there, there are what, 40
to 50 things on an inspectionreport, even for a new home that
come up, people just don'trealize that's that's what it
(11:43):
is.
And so what happens is you candecide to make those repairs,
you can notate those repairs.
And then you have um when buyerscome in, you have less
negotiating that goes back andforth.
So what it ends up doing is itactually increases your sell
chances of selling from about67% to 93% because you've been
(12:04):
transparent from the get-go.
SPEAKER_00 (12:06):
So what happens if it drops out, Kelly?
Do people call you like whathappens?
So they drop out a third of thetime when it's under contract.
It's not an if or it's a whenwe're gonna get it sold for you.
We've gotten it sold for you,and now your buyers are gonna do
the inspection.
And then uh a grandma's listing,a conventional listing, they
drop out about a third of thetime.
Ours drop out 7%.
(12:27):
We're working on a magic wand.
Marcelino's uh making them allfor us, which is fantastic.
What happens, Kelly, when whenuh a listing drops out?
SPEAKER_03 (12:38):
Well, now that you have to put it back active on
the market, the days on themarket start to increase and it
creates fear on both sidesbecause buyers' agents are gonna
come in and give it the stigma,okay.
This what's wrong with thishouse?
And if you do it that way andlet it go through the old
natural processes, then yes,there could be a stigma, there
(12:58):
could be some something wrong.
And now the seller has to reactto that and they have to account
for it if it's something major.
So because now they haveknowledge.
But the thing our certifiedpre-owned offers is peace of
mind, and it I guarantee you ittakes stress away from the
seller side because the sellerwe don't know every thought they
(13:19):
take on.
We talk to them, we engage them,we walk through it, we help them
all along the way.
But there are points of the daythat they are not, they're
sitting there thinking, thatsame thing.
What if this falls apart?
What happens?
But with the certifiedpre-owned, they get the facts of
what their house is and theyhave that comfort knowing that
no matter what somebody elsebrings in, it's not going to be
(13:42):
that big a shock.
And it's going to keep thecontract in place longer because
they've already beat the buyerto it.
And another point I wanted tomake is the buyer in their
inspection, that's for theirside.
It's just like buying a newhome.
The new home, this agents whoare representing the builder,
they represent the builder, notthe buyer.
So you absolutely want somebodyon your side.
(14:03):
And that's what our advantageis.
Part of it is we're on yourside.
We're helping you knoweverything that's going to come
or getting to the highest pointof percentages of what's going
to come so that when somebodycomes and asks, they don't get
to use that leverage to knockdown the price or to cancel the
contract, which is justheartburn and heartbreak for the
seller.
SPEAKER_00 (14:23):
That's miserable.
Marcelino, do you have anythingto add to that?
Tell us about would you buy acar off Facebook Marketplace?
SPEAKER_04 (14:31):
Well, I don't know.
Those pictures nowadays, they'repretty good.
They're pretty convincing.
I mean, if it's the rightnumber, and I think I'm getting
a good deal.
But yeah, I I agree with thiswith the CPU with our certified
pre-owned.
Also, um, something that we'veI'm not sure if we mentioned it
yet, but how it actually reducesthe time um under contract
because they already come inthere and they and it'll reduce
(14:54):
the time, you know, it could upto you know 15, 20 days if
you're not doing thetraditional, you know, type of a
of a sales where they give youthat, you know, that 20 days for
us to do the inspection.
And if the inspection is alreadydone, now they already, you
know, it reduces that timelineunder contract.
So I think it makes it betterfor the seller when we're
(15:15):
representing the seller that thepeople coming in, especially the
ones that are coming in with,you know, with either cash
offers or already pre-approvedletters, um, they can close
quicker.
SPEAKER_00 (15:26):
Absolutely.
And it's not that people don'tdo their own inspections, they
can absolutely do their owninspections.
Um, and we're talking aboutcertified pre-owned now rather
than bolting on the cash offer,which we're gonna talk about as
well.
But if you are thinking aboutselling, make sure you check out
cashcpo.com.
We're gonna give you a net sheetwith everything on it,
everything from your FISBO net.
(15:48):
Net means what you're gonna putin your pocket.
You can literally compare allfour, your FISBO net, the money
you're gonna put in your backpocket against the conventional
net, that's grandma's listing,against the conventional CPO,
that's where you yourself go anddo the inspection at front.
Um, and then the cash CPO islike a bolt-on cash out option
(16:10):
to the conventional CPO.
So you get all four.
And it's a net sheet.
You're not obliged, nobody'sgonna be blowing up your phone,
not too much anyway.
Um, but just put it in at CashCPO, you'll get that net sheet
back.
It'll ask you a few questionsabout the condition of your
home.
It's a great way to get a homevalue too.
You know, it has don't trust.
Well, let me ask you guys, whatdo you think about online
(16:32):
values?
The ones where you just push abutton and it spits it out.
SPEAKER_01 (16:36):
Oh, they're completely generic.
SPEAKER_00 (16:39):
Yeah.
unknown (16:40):
Yeah.
SPEAKER_00 (16:41):
We're not AI, believe it or not.
We I promise you, this is a realmy hair would be much better
than this today if AI, I promiseyou.
Um, we're definitely not AI,we're real people, and we do a
deep dive based on things thatAI still can't do.
I mean, let's face it, hisestimates aren't exactly spot
on.
A lot of people look at that toprice their house, and then
(17:02):
buyers are looking at it andgoing, well, wait, that that
that estimate online is, youknow, more than what we're
paying for it.
Like, where does that come in?
None of it makes any sense.
So, you know, have somebody doit properly and cashcpo.com,
you'll get it back very quickly.
Not only will you have it willshow you the money you're gonna
make on a FISBO, all on onepage.
(17:23):
And it's it's pretty.
Um, it's you know, it's fourlines on one page.
It gives you the amount thatyou're gonna put in your pocket
off those four different optionsbecause there's more than one
way to sell your home.
Very, very important.
So, and it also, you know, mostagents when they go in to list a
home, I would say maybe 10% takea net sheet.
(17:44):
In other words, showing you whatyou're gonna make after all the
expenses.
Most people don't know that.
You know, so and they go off howwhat do you think to that?
SPEAKER_03 (17:55):
You think it would be 10%?
SPEAKER_00 (17:57):
Say that again, I'm sorry.
SPEAKER_03 (17:58):
I don't think it'd even be one.
unknown (17:59):
Yeah.
SPEAKER_03 (18:00):
You think it'd be 10%?
I don't even think it'd be one.
Yeah, you probably heard of anagent take a net sheet until
after they get the listing, andthen the seller goes, Okay, how
much am I gonna net?
Well, you could have figured anyagent could figure that out in
the beginning.
SPEAKER_00 (18:13):
Yeah.
So Well, we do that before weeven leach, right?
So you're getting it up front.
SPEAKER_02 (18:20):
Right.
And the difference with a CPOexpert is we're we're not we're
not meeting with a homeowner toget the listing, which is what a
lot of agents do.
We're actually meeting with thehomeowner to present options so
that they can select the bestpath for them.
And we get the listing to get itsold.
That's the difference.
We're getting it sold and we'renetting that homeowner often 90
(18:42):
to 120% more than if they wouldhave just sold the grandma
old-fashioned way.
SPEAKER_00 (18:48):
Yeah.
So that that's a very goodpoint, Deanna.
Why don't we actually dive inbefore we go to senior living
and how it works with seniorliving and talk about how it
works?
So we do all the regularlistings.
We very seldom do grandma'slisting because it's just not
the best way to sell your house,um, quite frankly.
Um, I'm gonna turn off these uhlittle uh things on here just so
(19:10):
we don't get too many pingsgoing on because they're not
fun, are they?
People are trying to get hold ofme, apparently.
It's all those people wanting tolist the house.
So um, you know, we we do weseldom do conventional listings
because it's just it's grandma'slisting.
We haven't been doing that in 20years, you know.
It takes a little bit more workfor us to help you with a
(19:30):
conventional CPO, not for you,for us.
That's where you do theinspection up front.
You don't have to dis you don'thave to fix anything if you
don't want to.
Should you decide to fixsomething at front, when you get
the inspection back, a step backa minute, it'll cost you five,
six hundred bucks.
When you get that inspectionback, it will have, believe it
(19:50):
or not, I I hear it all thetime, my home's perfectly
maintained.
All these agents will tell youfrom both sides of the coast in
the mountains that there are 40to 60 items that come up and a
good 20 or 30, even on a newhome.
Just the way it is, theseinspectors have to earn their
money after all.
And I'm sorry if you're aninspector listing.
I I love you guys.
Um, we couldn't couldn't do ourwork without you.
(20:13):
When you do that, we can gothrough the inspection list.
We'll make a list of everythingon there for you.
And Jimmy down the street canfix a lot of the nitpicky
things.
Or maybe, maybe you're handy.
Like obviously Kelly could fixhis own.
I'm guessing Marcelino could fixhis own.
I could fix some of my own too,and I know Deanna could.
So there's some that you couldfix yourself and put right, and
(20:34):
then we can just notate it.
Now, if you've got Jimmy downthe street, they might be a
contractor, they might be not,they might be a handy person
because a lot of them arenitpicky things.
They can probably put most ofthe things right for 250 bucks.
Now, scoop forward to whenyou're under contract, and yes,
you're correct, the buyer doestheir inspection most of the
time.
The buyer's gonna do theirinspection, they already feel
(20:57):
like they're overpaying becauseof where the market's gone.
So let's say they're buying a$500,000 house, they're gonna
use that inspection against you,right?
They're gonna say, well, there'sall these stuff and things we
want 20 grand off.
And as much as you say rightnow, well, I'm not gonna do
that, when you have moved, youknow, settled on your new kids'
schools, or you you've got yourhouse chosen, or you're going
(21:19):
into whatever it is, going intosenior living, moving to another
state, at that point you'll belike, okay, we'll give them 15
and let's move on.
Let's not do that, right?
Don't don't waste that money.
The average is three and a halfpercent in a repair request.
Or they'll say, once you'reunder contract, they'll say, we
want a licensed contractor, andthey've got a week to finish it.
(21:40):
What do you think happens to theprice of those repairs?
SPEAKER_04 (21:43):
Uh they go way up.
SPEAKER_00 (21:45):
Of course.
You're over a barrel, right?
Well, the everybody on the showtoday, Diana, Kelly, Marcelino,
what do you think to that?
Do the prices go up when thepoor our poor home sellers are
over the barrel?
Almost every single time.
Yeah.
Do we say over the barrel here?
I've been here for 30 years.
You think I'd know by now?
(22:07):
Is that an American term overthe barrel?
SPEAKER_04 (22:09):
You must be a rodeo queen.
SPEAKER_00 (22:12):
So they're stuck, right?
What is the American term forthat?
They're just stuck between arock and a Hard place.
Does that work?
There you go.
Yeah.
SPEAKER_03 (22:20):
That's better.
SPEAKER_00 (22:21):
Yeah.
And it's and you can say untilyou blow in the face right now,
before you've got that offer infront of you, oh, that'll never
happen.
It'll be fine.
All the agents here today cantell you it happens time and
time and time again, which iswhy a third of them drop out,
because we all dig our heels inand you know we don't want to do
anything.
This takes all of that off thetable.
All of that off the table.
You can either fix thingsinexpensively up front or
(22:44):
disclose them if they're amaterial fact.
And then everybody goes in whiteeyes wide open.
So Deanna brings me an offer andsays, you know, I've got a
$500,000 listing.
Deanna brings me a$500,000offer.
And I go, thank you so much,Deanna, for your offer.
By the way, this is a certifiedpre-owned home.
Let me share the inspection withyou.
(23:04):
And before we all sign, I'd likeyour buyers to take a look at
the inspection.
What does that do, Deanna?
How does that change the game?
SPEAKER_02 (23:13):
It creates a there's a trust element that you just
threw into the transaction.
And it it it's it's warm, it'sit's reliable, is you're you're
the trustworthy agent that'sthat the other one is working
with.
And for the sellers that arebuying the home, it creates a
lot more stability and faith inthe process that they are
(23:34):
getting a good home.
SPEAKER_00 (23:35):
Yeah.
Anything to add to that how thetransaction changes when you've
already got the inspection inplace and it's done before
everybody signs.
SPEAKER_03 (23:47):
That's the thing for the like Deanna said, there's a
trust element.
People are more likely, thebuyers are more likely to be
attached to attach to this housethat has the inspection and
stuff on it.
Because it's it's it's out ofthe ordinary.
Like you said, you refer yourefer back to grandma's home,
but it's it's out of theordinary.
(24:09):
And here's this we're beingupfront, we're not trying to
hide anything, because there areissues where people have bought
homes after the fact, and that'swhere lawsuits come from,
because the seller very well mayhave known about it and didn't
tell anybody.
But this in this case, with ushelping them through the CPO
process, we're putting it outthere up front.
(24:30):
We're not hiding anything.
Here's what's going on with thishouse, here's what we fixed,
we've made it better.
We want the next buyer to enjoythis house.
There used to be the thing withthe love letters.
Oh, you know, when the offercame in, we love your house.
And that's how people, thesellers feel about their house.
I mean, when I'm selling myhouse, I'm gonna think it's
worth.
I mean, I'm gonna put into it.
(24:50):
This is what I love about it.
This is why I hope you love thehouse as much as I do.
But now it's like the buyer cango, okay, these people have put
some effort into making sure thehouse is as good as it can be,
which makes it stand out.
That's what our whole process istrying to do is with the
competitiveness in the market,we are trying to make it shine
(25:12):
and stand out.
Yeah.
Because trying to sell yourhouse, there's reasons for it,
and you just want to get itdone.
And ours makes yours the onethat goes first.
SPEAKER_00 (25:23):
So, Marcelino, why do you think buyers' agents, at
the end of the day, buyer'sagents, you they're not
volunteers, right?
They're actually getting paid.
Why would a buyer's agent prefera certified pre-owned home
compared to um a home that's notcertified pre-owned?
SPEAKER_04 (25:40):
Well, I mean, if the if the buyers are coming in and
they and the buyer's agent isactually knowing what the
certified pre-owned, you have toeducate them on pretty much what
it is at first.
But when they're advising, youknow, and they're talking with
their clients, if if the clientsare even, you know, remotely
thinking of another propertythat's similar in nature, you
(26:01):
know, they'd be like, Well, arewould you rather go into
something that you that's known,or would you go into something
that's unknown?
Yeah.
And so by doing that and andshowing their clients, you know,
the benefit of already havingyou know the inspection done and
and already know what that is, Ibelieve that that that brings
credibility to the buyer's agentbecause he's looking out for the
(26:24):
best interest of his clients.
SPEAKER_00 (26:27):
Yes, absolutely.
So uh it always blows my mind.
It's blown my mind since 2007,honestly.
Like, why do we take an$80,000car, or$20,000 car, certified
pre-own it?
Put it so Carvana, Carmax, everydealership you can possibly
think of has certified pre-ownedcars.
156-point inspection, dealershipwarranty, and a black book
(26:49):
value.
So you wouldn't go and buy acar.
Most people would prefer not tobuy a car, a Facebook
marketplace.
You're paying six to 10% morefor a CPO car off the
dealership.
So why on earth do we take a$300,000, a$500,000, a million
dollar home and throw it on themarket only to fall out a third
of the time and all the stressand money that costs.
(27:10):
It's like the inspectors of,sorry, inspectors, I'm railing
on you here.
It's like the inspectors gottogether and said, oh no, let's
not CPO.
Actually, inspectors love it.
Um, but I mean, it's all themoney that imagine the stress.
You're a buyer buying a house,you've spent probably a thousand
dollars on inspections if it'shad a septic and a well or
(27:31):
something like that.
Roof inspection, maybe becauseyou weren't sure.
And then it falls out, and maybeyou're looking you're losing
your due diligence money, maybeyou're through the earning and
that meanwhile, it's not justmoney, you've got the moving
truck book booked, the sellershave got it's a nightmare when
things fall out.
A third of the time.
We're not talking about 5% ofthe time.
It's a high probability it'sgonna drop out.
(27:53):
That's awful.
Why would we do that?
Can anyone explain to me why youwould do that instead of
spending 500 bucks and workingwith an agent who who knows how
to do certified pre-owned?
SPEAKER_02 (28:03):
Because that's the way it's always been done.
SPEAKER_00 (28:08):
Don't you wish?
So you we all work with buyersas well.
What does it feel like now whenyou're going into a
non-certified pre-owned home?
Slightly different.
What are they thinking of?
Say that again, Kelly.
SPEAKER_03 (28:25):
There's always questions.
I mean, I mean, I hope sellersunderstand.
I I can tell you buyers do.
I hope sellers understand thatthis is their think about it.
This is your greatest asset.
If you own multiple properties,good for you, you've done very,
very well.
The American Dream.
But this is their greatestasset.
And they want it to be done aswell as possible.
(28:49):
And if a buyer's coming in, theywant to know they're buying the
highest quality.
Don't don't you always want todo that?
You don't you know going back tothe car, you know, you're not
gonna go buy a little piece ofjunk just because you're afraid
of a CPO.
I mean, if you can afford a CPOcar, you're gonna go buy it.
SPEAKER_00 (29:07):
Well, and you know, uh again, it's a safety thing.
So if you're driving around inyour car and you're not sure of
what you've bought, maybe you'vebought a lemon, maybe it's not
so great as a CPO.
A CPO car you can take back tothe dealership, right?
Isn't it the same in a house?
What if there's plumbing issues?
What if there are electricalissues?
What if, what if, what if it'sthe same except it's a massive
asset.
So, and it gives you suchbargaining power.
(29:30):
It everybody goes in eyes wideopen.
It's just, it's such a betterway to sell a house.
All right, let's talk about socertified pre-owned.
I hope I hope you've understoodthat a conventional CPO knocks
spots off grandma's listing.
So make sure your agent knowshow to do it.
Of course, you can just go toallstarpowerhouse.com and find
(29:51):
your agent there.
We certify agents all over thecountry that that can do this
for you or find you an agent ina heartbeat that knows what
they're doing.
You can copy it if you want.
If you're a FISBO, again, go toallstarpowerhouse.com, click on
certified pre-owned, lots offrequently asked questions on
there.
And if you would like to bolt onthe cash out option, it becomes
(30:13):
a conventional CPO.
But the cash out option, whichis cash CPO, will give you 70%
up front within 14 days.
And then when we sell it to theconventional CPO, as Deanna
mentioned earlier, you'll get 90to 120% of what you would with a
conventional listing.
That's crazy.
Right?
So, and the fact is, why is itonly 90 to 120%?
(30:36):
Because the market's shifting,the market's changing.
But what we can do with withCertify Pre-owned is have your
house stand out.
Right.
So with Cash CPO, they'll evenupfront the money to do if you
got anything to fix, like itdoesn't matter if you have or
haven't, we do this with newhomes as well.
But if you do have anything tofix, stop that right now.
Get go to cashcpo.com, put itin, tell us how much you need to
(31:00):
spend.
The funding partners willupfront the money to do all of
that and we'll take care of itfor you, and you'll still get
your money in 14 days.
It's not one of those skeezycash offers where you get 70%.
Don't worry about that.
It's just you get your 70% upfront.
What can you use that?
And we're gonna segue intotalking about senior living
using it outside of seniorliving.
(31:21):
What kind of scenarios have youguys seen this work in?
And that's to Deanna as well,just outside of senior living.
We'll we'll finish up withsenior living and then Deanna
will talk about how it works insenior living.
Okay.
SPEAKER_03 (31:37):
I have a personal personal friend who was married,
um, but separated from his wife,and he passed away.
And the wife owns her own homeand she so now but she's um, you
know, through their legal work,whatever, she's the owner of
this home now after he passedaway.
(31:57):
And I believe they both boughtit together in early nineteen
nineties, nineteen ninety-three.
So what are we, thirty-threeyears?
And it needed a lot of work.
And I offered my services to herto help her understand all these
avenues.
The fizz bulb wasn't gonna work.
(32:17):
She was gonna get nailed becauseof the condition I was in.
It wasn't good.
It needed a full remodel,frankly speaking.
And somebody investor could takethat on.
So she got a lot of those, I'msure.
But taking her through theprocess and understanding She
didn't want to think about doingthat.
SPEAKER_00 (32:32):
Her husband had just passed, right?
So she wants as much money aspossible, which you were able to
do.
That's awesome, Kelly.
SPEAKER_03 (32:40):
Yeah, the the stress she had, exactly.
Sh do you you don't know this isgonna happen.
All of a sudden, here you go.
Your husband's passed, which iscreates a great deal of stress.
And now she has his home to dealwith because it was joint uh you
know, joint ownership.
But that's not what you wake upto in the morning and you go,
(33:01):
okay, great.
Now, oh yay, I gotta deal withany, I gotta sell this house.
So with me showing her ouroptions, it helped direct her on
which way to go.
So she had, like you mentionedall the time, clarity.
And as we've been talking, onething's popped into my h my mind
is knowledge reduces stress.
And when you say eyes wide open,the knowledge just takes out all
(33:26):
the questions and stuff.
And that's where everybody getsstressed on is questions.
What about this?
What about this?
What about this?
Well, you take that all out withour programs, our certified
pre-own.
And when she saw what I had tooffer, it just it gave her trust
in me to help direct it.
And then she knew what she coulddo with it, and it re because
(33:46):
she was completely blank whennow all of a sudden, okay, I've
got this house, what do I dowith it?
SPEAKER_00 (33:51):
I've used it with with um kids who inherit it.
Well, is it when I say kids,they usually in their 60s or 70s
that inherit a house.
It's like, where do we go fromhere, mom and dad?
You know, mom was usually it'susually mom was left on her own,
and then you know, dad passes,mom's left on her own.
She's older, the house hasn'tbeen upkept, uh, not really
(34:12):
remodeled a lot of the time, andwe can really get the most money
out of it for that.
And it's just so much lessstress.
I've also done a new home thatwas um a purchase right at the
peak where money was beingthrown around, and it was a
second home, so we got his moneyout for him, and a third one
that I just did a couple ofweeks ago that uh Denise, if
(34:32):
you're listening, I spoke to youthis morning.
They were moving down toFlorida, and um, we sold their
home here in North Carolina, gotthem on down to Florida, and and
now they're working on gettingthe next home down there.
So just the convenience of beingable to move so quickly was
awesome.
How about you, Marcelino?
SPEAKER_04 (34:53):
Yeah, one of my clients, I mean, his father had
a long-term rental, and so thefat the dad was like, he it
didn't pass, but he's like, hey,this is this is for you now,
son, you can take over.
And and he was like, Well, dad,I didn't want this long-term
rental, but in order for him to,you know, get all of the equity
out of that, we was able to usethe CPO.
(35:13):
And uh then he could take thatinitial, you know, the initial
payment of it, and he's goingand investing that into Airbnbs,
which will give him a betterreturn on his investment rather
than the older home.
And we'll fix that up a littlebit.
And uh it'll take probably about10 to 15,000 to fix it up, but
it's gonna add a value of 25 to30,000 on the home.
(35:34):
And so, yeah, as far asconvenience um and speed of
money on you know, return on hismoney.
Now he's able to go over thereand he's actually looking for
the Airbnb's home.
So he doesn't have tocross-country, you know,
landlord.
SPEAKER_00 (35:51):
And he's tacking out the cash out option onto
conventional CPO.
He could have just doneconventional CPO, whereby by at
putting that little bit of moneyin and he doesn't have to put
any of that in, and you'retaking care of all of it.
So he can walk away with 70% inhis pocket now and get the rest
of his money when you get thehome sold, correct?
Exactly.
And you take care of all the theI mean, you're not gonna
(36:12):
physically do the remodelyourself, but Oh, yeah, just
oversee and make sure that itgets done, you know, to his his
liking.
SPEAKER_04 (36:19):
And uh then when we sell it, it'll, you know, it'll
get a lot more off of themarket.
SPEAKER_00 (36:24):
Yeah.
SPEAKER_04 (36:24):
Then if we left it as it is.
SPEAKER_00 (36:26):
That's awesome.
So we've done divorcing clients,we've done new home clients, a
regular, you know, everydayclients can can make use of
this.
It's just so convenient.
If you if you're going to buy ahouse somewhere else, oh, let's
talk about contingent offers.
I know Deanna's been workingwith those recently.
What's it like when you put acontingent offer in on a
(36:48):
property?
SPEAKER_02 (36:49):
It becomes very challenging.
Um, you know, you you questionwhether or not the the home
seller will even entertain itbecause they don't have a
guarantee.
And they might be going throughtheir own life transition and
can't rely on an iffy offercoming in to make their own move
and which which will leave themdisplaced ultimately.
(37:11):
So it's very challenging.
SPEAKER_00 (37:13):
I should have defined that a bit more clearly.
A contingent offer is when, oh,you know, we're our house or
sell do some people even do itbefore the house is listed.
Our house will sell, we thinkit's 2022 when everything's
flying off the shelf in mostplaces.
It isn't, isn't it?
You may be listed, but it mighttake 30, 60, 90, even 180 days
to sell if you're not pricedright.
(37:33):
So especially if you're not aCPO.
The other thing with CPO is itmakes them sell faster because
people have more, um, obviouslymore peace with them because
they've been inspected and oftenappraised.
So a contingent offer is whenyou, as the home buyer, have to
sell your house to be able tobuy the new one.
Most, many sellers will notentertain that because they're
(37:54):
effectively taking the house offthe market.
You can list it so that it's umbackups requested, backup offers
requested, or that you can stillsee the house.
But most buyers' agents aren'tgonna waste their time, or
buyers aren't gonna waste theirtime going into a house they
know is under contract, eventhough but there's another
little tip.
Always go see them anyway,because a third of them drop out
if they're not a CPO.
(38:14):
Don't go see hours because nowthey're gonna close.
But yeah, sometimes it'sworthwhile.
But you don't but the cash outoption allows you not to make a
contingent offer.
And they do have a fee, it'shalf a percent.
But if you're buying a$500,000home, I'm I'm mixing up the two
programs now.
So we won't talk about that.
But it it really does, you know,put you in a much, much better
(38:37):
position when you do the cashout option on your house with
the cash CPO, and you're able tomake a non-contingent offer on
another house.
We can also even turn you into acash buyer for half a percent on
on it's another bolt-on offerthat makes it all seamless and
gets your offer much strongerbecause it's a cash offer, which
is awesome.
So, Deanna, tell us how thatworks in senior living.
SPEAKER_02 (39:00):
Sure.
Yeah.
Well, first of all, I don't knowif anybody's noticed, but
there's a commonality in whatwe've been talking about today.
And that's really how we as CPOexperts are able to help guide
families and individuals throughtheir life transitions, whatever
they might be.
Um, and you know, we talked, westarted the conversation with
grandmas.
(39:21):
We're gonna go right back intoit with senior living.
Uh, I actually managed a localsenior living community here out
in Utah for 14 years and movedin over 640 residents.
So you can only imagine how manyfamily members were tied to each
one of those individuals thatthat decided to trust us with
their loved ones.
(39:41):
So um that's that's where myexperience comes into play with
what we're talking about now.
But it's especially importantbecause most people, especially
um older adults, don't realizethat there are any other options
for them to sell their home.
And Kelly earlier talked about,you know, our homes are usually
our biggest assets.
(40:01):
Well, a lot of these people thatare looking at having to leave
their home because they can nolonger care for themselves on
their own in their home, orthey've got caregivers coming in
and it's just getting too hard.
Um, they have they have to lookat selling their home so that
they can afford to move intoassisted living or independent
living, even.
Because the average cost outhere in in the Utah market is
(40:25):
about$6,000 a month for fullcare in assisted living.
And so um, you know, in fact,85% of seniors have to sell
their home so that they canafford to move in.
So there are a lot of stresspoints that come into play.
The homeowner, the individualwho's in the home.
And, you know, maybe they'vebeen there for 20, 30 years on
(40:48):
their own.
They've lost their spouse sometime ago.
There's been a honeydo list thatdidn't ever get tended to
because they didn't have themobility or the ability to hire
someone to come in and, youknow, make sure the furnace was
had it upkeep and uh, you know,mow the lawn and all of the
things.
So they're left in this stage ofstress and don't know what to do
(41:10):
next.
And so what we provide for themfor them is a clear path on how
we can help get them transitionto the senior community smoothly
and take care of the home.
Plus, they participate in theupside when we resell the home
after we've come in and done allthe refreshes.
SPEAKER_00 (41:27):
So we're flipping it for them essentially.
And we're all on a bit of amission for this because we
should tell you the story ofwhat normally happens.
So um, have you seen investorscome in and buy for pennies on
the dollar?
We had one actually that wasoffered 40 cents on the dollar.
Can anyone talk to that?
SPEAKER_02 (41:47):
Oh, yeah, absolutely.
What happens with that is thethe seniors are basically
getting their homes stolen fromthem, right?
And investors have a job to do,right?
They're all about the pro likeeveryone's in business for a
profit.
We get that.
But what's happening is they'recoming in and they're
essentially stealing the homefrom the individual.
They're putting the money in torenovate, they're reselling it
(42:10):
at the higher value.
And who's pocketing that money?
The investor.
Okay, great.
If someone's agreed to that,fine.
But where our program differs isthat our homeowners get the
certainty now.
They're involved in therefreshing process.
We call it our HGTV magic.
They know what's going on.
They're helping to kind of gothrough that decision process.
(42:31):
And they're participating in theupside when we resell the home
later.
So that's the big difference.
SPEAKER_00 (42:37):
That's wonderful.
And also, you know, what soanybody that has as knows
anything about senior livingknows there's generally a wait
list.
All the better ones have a waitlist.
So the seniors on a wait listsometimes for years.
We've got one here that's aneight-year waiting list.
The average age of going intosenior living is 84.
So imagine you've been waitingfor eight.
(42:57):
I mean, what are you doing?
Like being born and puttingyourself on the list, you know,
so you get your place.
Crazy.
So when you get the call fromsomebody like Deanna that's
managing a senior livingcommunity anywhere in the
country, then you've got to jumpfast.
And that's usually when the rubcomes in, right?
Because often the senior livingcommunities want a chunk of
(43:19):
money down, with or at least youcan get a lower monthly fee by
putting a chunk of money down.
And some of them require a chunkof money down.
Um, in the in 14 days later.
Otherwise, they move on to thenext person on the list.
They get bumped off the waitlist.
I think that's the saddest thingever.
SPEAKER_02 (43:36):
It is.
Yeah.
I had one um couple who was onmy wait list for two years,
which was about average for themarket at the time.
But I called them four or fivedifferent times during that
period to let them know thattheir prized two-bedroom
apartment that we had, it wasthe writs of our community was
available and they had to turnit down three out of those four
(43:58):
times because they hadn't gottheir home ready to sell yet.
And had I known about thisprogram then, I would have
gladly connected them with a CPOexpert to help them facilitate
that process.
Because what and what ends uphappening is just what you said,
they get bumped down on the listand they have to go through the
rotation again.
And not the saddest thing of allis that some people don't make
(44:20):
it off the wait list and theynever get to experience the care
that can be provided at thosestages of life in a in a
community like that.
SPEAKER_00 (44:29):
But we can go in and help and yeah, please do.
SPEAKER_03 (44:35):
So the other thing too is we need to tell them that
they they get to leave theirhouse as is.
They can take they takeeverything they want, they move
into the place, we get them insoon, and we have a time frame
that we can help adjust with,but they just get to go and then
we take over and help fix theirhouse up.
We've had we've had a couple ofsituations where that's happened
(44:56):
and the houses have been not ingood condition because they've
lived there forever.
But we come in, we don't carewhat the house looks like, we
care then we care what the houselooks like when we get done with
it, which is gonna be hundredpercent better than what it
could possibly be in the moment.
Pick up and go, get on with thenext stage of your life because
the stress again, the stress,hey, Deanna calls them.
(45:17):
Hey, we've got we've got yourroom ready.
Oh, we've got to sell our house.
Hey, we have them in and out,like you said, within as little
as 14 days, but more often thannot, it's gonna happen in 30.
And there may be, I I yeah, Ihad one personal situation with
our program where they had tosign a 90-day note.
And the homeowner's like, youcan get this done in like 30
days, so I don't have to worryabout this note.
(45:39):
It's like, yeah, we can get yousome money to get rid of that
promissory note.
It's the pick up and go, thequickness, all the stuff we add.
Like you said, I you haven'ttouched on it, but no showings
and stuff like that, no openhouses, whatever.
Pick up the dog and go.
SPEAKER_00 (45:55):
Like, pick up the dog and get.
And so final words from Deannaand Marcelina.
SPEAKER_02 (46:00):
I wanted to just share that, you know, I would
like to know that with ourprogram, we become experts in
the senior living world as well.
And so the way that we're allconnected is we've built
partnerships with our localcommunities in our area with our
program.
And so the idea is when someonedoes have someone on their wait
list that needs some help, we'reable to help them at that time
(46:22):
because they're connecting withus directly.
SPEAKER_00 (46:24):
I love that.
Marcelina.
SPEAKER_04 (46:27):
Yeah, I I believe the in the senior, you know, in
the senior community, I believethe, you know, what we have to
offer is really good, even justfor the families, the peace of
mind of the families.
I know out here in Utah, um,it's uh, you know, it's like a
breeding capital of the UnitedStates because the way it is,
anyways.
Uh but a lot of the a lot of theyou know, a lot of the need more
(46:49):
babies.
SPEAKER_00 (46:50):
There's nothing wrong with that.
We need more babies.
SPEAKER_04 (46:52):
And they leave here and you know, and they go out
and they do their own portionsof their life, but mom and dad
are still left here.
And so knowing that, you know,you can reach out to the family
members and be like, hey, we gotit covered.
You don't have to fly in from,you know, the Floridas or the
Carolinas or the Texas orwhatever to come in and do it.
Um, we just explain the programto them.
(47:12):
Um, and it makes it a lotsimpler um for the transition,
even for them talking with momor dad or whoever's in that
process of going into theassisted living.
SPEAKER_00 (47:23):
Absolutely.
So, you know, what we're reallysaying today is before you sell,
well, maybe you're selling now,compare the pathways.
Get your agent to do if you'realready listed, talk to your
agent about um cash CPO and alsocertify pre-owning your home.
Remember, you can go toallstarpowerhouse.com, click on
(47:45):
certified pre-owned at the top.
It will tell you all about it,all the frequently asked
questions.
You can call us anytime 247 at828 333 4483.
Um, look at the numbers, see thetiming, get the net sheet for
yourself and take a look.
And we're gonna say goodbye fromRo and Kelly and Deanna and
(48:05):
Marcelino, and we're all gonnasay bye.
Bye from the mountains on bothcoasts.
This is Rogina Pattern on theReal Estate News Radio Show, and
we'll see you next week on theradio.
Welcome to the Real Estate News Radio Show.
You can hear all of our episodesat realest newsradio.com.
We have a great one for youtoday.
We've got the mountains overthere and the mountains over
here.
Over there is in Utah.
Let me introduce Deanna, Kelly,and Marcelino.
(00:37):
Deanna, hi.
SPEAKER_01 (00:39):
Hi, nice to see everyone today.
Loving, loving the weather outhere in Utah right now.
Beautiful mountains all the wayaround.
SPEAKER_00 (00:46):
Well, interestingly, we've got similar weather, which
is very odd, right?
We always talk about that, howstrange that is.
What's the temperature theretoday?
I have to look at mine.
Oh.
It's probably, I don't know, 6060s?
75.
Oh, it wins.
SPEAKER_03 (01:04):
Oh, you win.
SPEAKER_00 (01:06):
Kelly, you want to introduce yourself and
Marcelino?
SPEAKER_03 (01:11):
Hi there.
I'm Kelly around the Salt LakeCity area of Utah.
SPEAKER_04 (01:16):
I'm Marcelino.
I'm right here in Utah County,just ready to get on and start
enjoying the wonderful weatherlike we've been talking about in
the mountains.
SPEAKER_00 (01:26):
So you're further down, Marcelino.
So what's the weather like theretoday?
Because you know, in themountains it changes a lot.
I'm in Asheville, NorthCarolina.
It changes.
We say in the mountains, youdon't like the weather, wait 10
minutes and it will change.
SPEAKER_04 (01:39):
That's that's uh all of Utah actually there, bro.
Anywhere in Utah where you canbe uh you can be in your shorts
and then shoveling snow in about10 minutes, it seems like,
depending on what mother naturewants here.
SPEAKER_00 (01:51):
Yeah, really.
And that means that all thelittle green leaves are coming
out right now, and the frostcomes along sometimes and nips
them out, and then everythingdies and we're sad.
SPEAKER_04 (02:00):
Yeah, everybody has plastic all over their yard,
their gardens right now.
SPEAKER_00 (02:04):
Oh my gosh.
Yeah, I can't bear going throughthat.
So today we're talking about thefull market cash offer and also
about four ways to sell a home.
Because what we've realized ison the appointments that we go
out and do all around thecountry, not just in Utah and
North Carolina, is that sellersoften don't know that they've
(02:26):
got more than one choice.
So um I'm just gonna say it thatthe choice of a regular listing,
we actually call that grandma'slisting because it's the way
it's always been done.
It's been done that way sincethe 50s and 60s, back in the
days when real estate agents hadbig fat books with all the MLS
sheets in them.
Um, and the issue, what's theissue with grandma's listing?
(02:49):
And by the way, if you're agrandma, actually Deanna, you're
a grandma, aren't you?
SPEAKER_02 (02:53):
I am.
I was gonna say, can we add adisclaimer that we love our
grandmas?
Yes, yes.
SPEAKER_00 (03:00):
You're a grandpa and you're a grandpa.
Are you a grandpa, Kelly?
Not that you know of.
SPEAKER_03 (03:06):
No, I'm not yet.
And gosh dang it, I should be.
Wannabe.
SPEAKER_00 (03:13):
Wannabe.
We'll talk to those pesky kidsabout that, and let's get you
some grandbabies popping out.
So yeah, we don't have anythingabout against grandparents at
all, but we do call it grandma'slisting because it's it's the
way it's always been done.
So what's the issue with that?
You know, just because we'vealways done it one way uh
doesn't mean to say that it'sbad, right?
(03:33):
So um the issue is that a thirdof the time they drop out, not
many agents will tell you that.
Uh so since 2006, we inventedcertified pre-owned, the
certified pre-owned listing,which is actually hand in hand
with the cash offer.
If you choose to take the cashout, you don't need to.
So we're gonna go through thethe four different options and
(03:56):
why that matters.
So, do we all think that sellersare a bit more cautious than
they have been in the last fewyears?
SPEAKER_02 (04:03):
Oh, of course.
Understandably so.
And if you're listening tocautious or informed.
SPEAKER_03 (04:12):
They're far more informed with the internet and
all the capabilities they haveto look up their own properties
and find their own values or seewhere they're you know, if
they're moving out of state,find that it the internet made
everything far more informedpeople far more informed.
SPEAKER_00 (04:27):
Yeah, all that data is accessible.
So you for those of you watchingon YouTube, if you're if you're
listening on the podcast, uh youcan go to realastate
newsradio.com and click onYouTube if you want to see the
pictures.
This map behind me right here,the blue areas are those
declining in value.
The red areas are inclining invalue, in other words, going up
(04:48):
a little bit.
Most places have um crested orare declining in value.
So that's important to know,obviously.
Why is that important?
Because somebody, let's see if Ican point to Utah.
Somebody in Utah over herethat's selling their house is
probably selling their house atleast half of the time.
Same as in, oh, this is fun,North Carolina over here.
(05:10):
Sorry if you're listening on thepodcast, I'm pointing to the map
and the declining figures behindme.
Um, if you're if you're sellingyour house in one of these
areas, often you your buyers arecoming from somewhere else.
So what's happening somewhereelse?
So, for example, in my area, ifI could scoot over far enough,
there's Florida down here, it'son the other side.
(05:31):
And I get to it.
There we go.
Everything's backwards.
So there's Florida down here,which has taken a big hit.
So obviously, if you're aFloridian selling your house at
$800,000 and you only get$750,000, guess what happens
when that person comes to buy inour market in North Carolina or
Utah?
Either one, it really doesn'tmatter, or anywhere else for
(05:53):
that matter.
Obviously, they're going to tryand beat us up on prices, and
that's what keeps the drag onprices.
Obviously, most people who areselling a house are buying a
house, not necessarily.
It could be senior living orsomething like that.
Um, and obviously, with theshift, most of the country, as
this map here shows you, is in adeclining market.
Or the ones further up, it'sprimarily the Northeast, and
(06:16):
then North Dakota and Wyomingstick out there.
I'm sure we'll get some expertson in those states to tell us
about it, that are still, youknow, raising in value.
Most of the country isn't.
So of course the sellers aremore, more, um, obviously more
aware, Kelly.
You nailed it there, but alsomore concerned about what's
happened to their prices.
(06:37):
So what was happening in in yourmarket, Marcelino, two or three
years ago when we were at thepeak?
Were you getting multiple offersor what was going on at that
point?
SPEAKER_04 (06:47):
Oh, yeah, at the peak, people were just throwing
numbers out.
I mean, you could list a homeand you would get, you know,
you'd have it done in four dayswith multiple offers way above
the listing price.
Um, that was then.
Um I think people were buying onthe FOMO, you know, if you're
missing out on that.
They didn't, you know, nobodycan see the future.
(07:08):
So they were just grasping atwhatever they could, and it
emotions got involved reallyquickly.
SPEAKER_00 (07:15):
I just realized the FOMO's like the OMO, which is
what we do for all our homessellers.
Just with an F.
It's the fear piece, but there'snothing fearful about it.
Kelly, is that what you werefinding a couple of years ago in
DeAndre?
Like it was going off thecharts.
SPEAKER_03 (07:29):
Yeah, let's leave the F off though.
SPEAKER_00 (07:31):
Yeah.
SPEAKER_01 (07:34):
Yeah, let's leave it a FOMO.
Not the F word.
SPEAKER_03 (07:38):
Yeah.
Yeah.
I I remember at that time Iactually had uh some neighbors
of mine uh that own a house inmy neighborhood and were just
going around the street to beacross from another family.
And people were waving theirtheir appraisal and they're
waving their financing.
They just took them off.
And it's like the house that theone particular house, I think it
(08:01):
went for I mean it was eight toten thousand dollars more and
they waived their they waivedtheir abilities to get out of a
base on the appraisal.
And I'm like, are you okay,that's what it was going for.
But you know, that's coming offCOVID.
SPEAKER_00 (08:15):
So please, please, please, everybody hear this.
Do not buy a house without aninspection.
I, you know, you've probably gotJim who's your husband who says
he's, you know, I'm sorry, I'mbeing sexist here, whatever.
You'll know me by now.
So you've got Jim who's yourhusband who can fix everything
and put everything right.
And he's done a bit ofconstruction here and there.
(08:36):
So you don't need an inspection.
You don't need to be spendingthat five or six hundred
dollars.
What would you say to that,guys?
SPEAKER_02 (08:42):
I would say that's like trusting your parents, your
dad, who's been a handyman hereand there, to come in and and do
the inspection for you.
It's that same thing.
They just don't have theresources to be able to know
exactly what to look at toprotect you later on.
SPEAKER_00 (08:57):
Yeah, you really, really need that correct
protection.
What would you say, guys?
SPEAKER_03 (09:02):
Yeah, I agree.
I would say you need to agree.
Thanks, Marceline.
I'm sorry.
I mean, I'm a general contractorand I'd go at least general
contractor if not inspector.
But it's like there there are somany people things, people do
not know all the different tinylittle things in their house
that inspectors or generalcontractor are gonna go through.
(09:23):
And with the state of sellingand how litigious we are, you
need somebody who's going tocover you or allow you to put
that on, you know, put yourseller's disclosures on the
market with full faith thatyou're not gonna have something
come back and bite you.
SPEAKER_00 (09:40):
Absolutely, Mass Fain.
SPEAKER_04 (09:43):
Yeah, I completely agree.
I I think having the the homeinspector one, it just gives
surety of this on both sides.
I mean, the seller actuallyunderstands what the status of
their home is, and then thebuyers coming in and understand
exactly what's you know whatthey need to do or what they you
know what has been done to thehome.
And so I think it's just more ofa more of a certainty having
(10:05):
that um inspection done.
SPEAKER_00 (10:09):
And that's a perfect segue into certified pre-owned.
And you can see more about thisat allstarpowerhouse.com, all
staral s t a r.
I know I talk funny,starpowerhouse.com, and uh click
on CPO, it's right at the top inthe menu.
So with certified pre-ownedhomes, we do the inspection and
(10:31):
sometimes the appraisal andsometimes the home warranty.
That's the trifecta.
Certified pre-owned, it's justit the idea came from a
certified pre-owned car back in2006.
So it's been 20 years now ofCPO.
I started when I was two.
And um, you know, it's it's justa very, very effective thing to
(10:53):
use.
As we started off talking aboutat the top of the hour, when you
do the expection inspection upfront, you know all the little
nitpicky things.
So you can copy this as a homeseller and go and have a look at
allstarpowerhouse.com on theclick on that little button,
CPO, and it'll tell you allabout it.
Just get that inspection upfront.
(11:13):
Home sellers say to us, Well,don't the buyers do that?
Here's the problem.
When you get the inspection upfront, I'll I'll let Deanna
explain it to you.
SPEAKER_02 (11:22):
Okay.
Yeah.
So when you get the inspectionup front, everyone's going in
eyes wide open.
Because once you get that reportback, you as the homeowner can
decide which items you're ableto fix at that time.
Because let's face it, we allknow there, there are what, 40
to 50 things on an inspectionreport, even for a new home that
come up, people just don'trealize that's that's what it
(11:43):
is.
And so what happens is you candecide to make those repairs,
you can notate those repairs.
And then you have um when buyerscome in, you have less
negotiating that goes back andforth.
So what it ends up doing is itactually increases your sell
chances of selling from about67% to 93% because you've been
(12:04):
transparent from the get-go.
SPEAKER_00 (12:06):
So what happens if it drops out, Kelly?
Do people call you like whathappens?
So they drop out a third of thetime when it's under contract.
It's not an if or it's a whenwe're gonna get it sold for you.
We've gotten it sold for you,and now your buyers are gonna do
the inspection.
And then uh a grandma's listing,a conventional listing, they
drop out about a third of thetime.
Ours drop out 7%.
(12:27):
We're working on a magic wand.
Marcelino's uh making them allfor us, which is fantastic.
What happens, Kelly, when whenuh a listing drops out?
SPEAKER_03 (12:38):
Well, now that you have to put it back active on
the market, the days on themarket start to increase and it
creates fear on both sidesbecause buyers' agents are gonna
come in and give it the stigma,okay.
This what's wrong with thishouse?
And if you do it that way andlet it go through the old
natural processes, then yes,there could be a stigma, there
(12:58):
could be some something wrong.
And now the seller has to reactto that and they have to account
for it if it's something major.
So because now they haveknowledge.
But the thing our certifiedpre-owned offers is peace of
mind, and it I guarantee you ittakes stress away from the
seller side because the sellerwe don't know every thought they
(13:19):
take on.
We talk to them, we engage them,we walk through it, we help them
all along the way.
But there are points of the daythat they are not, they're
sitting there thinking, thatsame thing.
What if this falls apart?
What happens?
But with the certifiedpre-owned, they get the facts of
what their house is and theyhave that comfort knowing that
no matter what somebody elsebrings in, it's not going to be
(13:42):
that big a shock.
And it's going to keep thecontract in place longer because
they've already beat the buyerto it.
And another point I wanted tomake is the buyer in their
inspection, that's for theirside.
It's just like buying a newhome.
The new home, this agents whoare representing the builder,
they represent the builder, notthe buyer.
So you absolutely want somebodyon your side.
(14:03):
And that's what our advantageis.
Part of it is we're on yourside.
We're helping you knoweverything that's going to come
or getting to the highest pointof percentages of what's going
to come so that when somebodycomes and asks, they don't get
to use that leverage to knockdown the price or to cancel the
contract, which is justheartburn and heartbreak for the
seller.
SPEAKER_00 (14:23):
That's miserable.
Marcelino, do you have anythingto add to that?
Tell us about would you buy acar off Facebook Marketplace?
SPEAKER_04 (14:31):
Well, I don't know.
Those pictures nowadays, they'repretty good.
They're pretty convincing.
I mean, if it's the rightnumber, and I think I'm getting
a good deal.
But yeah, I I agree with thiswith the CPU with our certified
pre-owned.
Also, um, something that we'veI'm not sure if we mentioned it
yet, but how it actually reducesthe time um under contract
because they already come inthere and they and it'll reduce
(14:54):
the time, you know, it could upto you know 15, 20 days if
you're not doing thetraditional, you know, type of a
of a sales where they give youthat, you know, that 20 days for
us to do the inspection.
And if the inspection is alreadydone, now they already, you
know, it reduces that timelineunder contract.
So I think it makes it betterfor the seller when we're
(15:15):
representing the seller that thepeople coming in, especially the
ones that are coming in with,you know, with either cash
offers or already pre-approvedletters, um, they can close
quicker.
SPEAKER_00 (15:26):
Absolutely.
And it's not that people don'tdo their own inspections, they
can absolutely do their owninspections.
Um, and we're talking aboutcertified pre-owned now rather
than bolting on the cash offer,which we're gonna talk about as
well.
But if you are thinking aboutselling, make sure you check out
cashcpo.com.
We're gonna give you a net sheetwith everything on it,
everything from your FISBO net.
(15:48):
Net means what you're gonna putin your pocket.
You can literally compare allfour, your FISBO net, the money
you're gonna put in your backpocket against the conventional
net, that's grandma's listing,against the conventional CPO,
that's where you yourself go anddo the inspection at front.
Um, and then the cash CPO islike a bolt-on cash out option
(16:10):
to the conventional CPO.
So you get all four.
And it's a net sheet.
You're not obliged, nobody'sgonna be blowing up your phone,
not too much anyway.
Um, but just put it in at CashCPO, you'll get that net sheet
back.
It'll ask you a few questionsabout the condition of your
home.
It's a great way to get a homevalue too.
You know, it has don't trust.
Well, let me ask you guys, whatdo you think about online
(16:32):
values?
The ones where you just push abutton and it spits it out.
SPEAKER_01 (16:36):
Oh, they're completely generic.
SPEAKER_00 (16:39):
Yeah.
unknown (16:40):
Yeah.
SPEAKER_00 (16:41):
We're not AI, believe it or not.
We I promise you, this is a realmy hair would be much better
than this today if AI, I promiseyou.
Um, we're definitely not AI,we're real people, and we do a
deep dive based on things thatAI still can't do.
I mean, let's face it, hisestimates aren't exactly spot
on.
A lot of people look at that toprice their house, and then
(17:02):
buyers are looking at it andgoing, well, wait, that that
that estimate online is, youknow, more than what we're
paying for it.
Like, where does that come in?
None of it makes any sense.
So, you know, have somebody doit properly and cashcpo.com,
you'll get it back very quickly.
Not only will you have it willshow you the money you're gonna
make on a FISBO, all on onepage.
(17:23):
And it's it's pretty.
Um, it's you know, it's fourlines on one page.
It gives you the amount thatyou're gonna put in your pocket
off those four different optionsbecause there's more than one
way to sell your home.
Very, very important.
So, and it also, you know, mostagents when they go in to list a
home, I would say maybe 10% takea net sheet.
(17:44):
In other words, showing you whatyou're gonna make after all the
expenses.
Most people don't know that.
You know, so and they go off howwhat do you think to that?
SPEAKER_03 (17:55):
You think it would be 10%?
SPEAKER_00 (17:57):
Say that again, I'm sorry.
SPEAKER_03 (17:58):
I don't think it'd even be one.
unknown (17:59):
Yeah.
SPEAKER_03 (18:00):
You think it'd be 10%?
I don't even think it'd be one.
Yeah, you probably heard of anagent take a net sheet until
after they get the listing, andthen the seller goes, Okay, how
much am I gonna net?
Well, you could have figured anyagent could figure that out in
the beginning.
SPEAKER_00 (18:13):
Yeah.
So Well, we do that before weeven leach, right?
So you're getting it up front.
SPEAKER_02 (18:20):
Right.
And the difference with a CPOexpert is we're we're not we're
not meeting with a homeowner toget the listing, which is what a
lot of agents do.
We're actually meeting with thehomeowner to present options so
that they can select the bestpath for them.
And we get the listing to get itsold.
That's the difference.
We're getting it sold and we'renetting that homeowner often 90
(18:42):
to 120% more than if they wouldhave just sold the grandma
old-fashioned way.
SPEAKER_00 (18:48):
Yeah.
So that that's a very goodpoint, Deanna.
Why don't we actually dive inbefore we go to senior living
and how it works with seniorliving and talk about how it
works?
So we do all the regularlistings.
We very seldom do grandma'slisting because it's just not
the best way to sell your house,um, quite frankly.
Um, I'm gonna turn off these uhlittle uh things on here just so
(19:10):
we don't get too many pingsgoing on because they're not
fun, are they?
People are trying to get hold ofme, apparently.
It's all those people wanting tolist the house.
So um, you know, we we do weseldom do conventional listings
because it's just it's grandma'slisting.
We haven't been doing that in 20years, you know.
It takes a little bit more workfor us to help you with a
(19:30):
conventional CPO, not for you,for us.
That's where you do theinspection up front.
You don't have to dis you don'thave to fix anything if you
don't want to.
Should you decide to fixsomething at front, when you get
the inspection back, a step backa minute, it'll cost you five,
six hundred bucks.
When you get that inspectionback, it will have, believe it
(19:50):
or not, I I hear it all thetime, my home's perfectly
maintained.
All these agents will tell youfrom both sides of the coast in
the mountains that there are 40to 60 items that come up and a
good 20 or 30, even on a newhome.
Just the way it is, theseinspectors have to earn their
money after all.
And I'm sorry if you're aninspector listing.
I I love you guys.
Um, we couldn't couldn't do ourwork without you.
(20:13):
When you do that, we can gothrough the inspection list.
We'll make a list of everythingon there for you.
And Jimmy down the street canfix a lot of the nitpicky
things.
Or maybe, maybe you're handy.
Like obviously Kelly could fixhis own.
I'm guessing Marcelino could fixhis own.
I could fix some of my own too,and I know Deanna could.
So there's some that you couldfix yourself and put right, and
(20:34):
then we can just notate it.
Now, if you've got Jimmy downthe street, they might be a
contractor, they might be not,they might be a handy person
because a lot of them arenitpicky things.
They can probably put most ofthe things right for 250 bucks.
Now, scoop forward to whenyou're under contract, and yes,
you're correct, the buyer doestheir inspection most of the
time.
The buyer's gonna do theirinspection, they already feel
(20:57):
like they're overpaying becauseof where the market's gone.
So let's say they're buying a$500,000 house, they're gonna
use that inspection against you,right?
They're gonna say, well, there'sall these stuff and things we
want 20 grand off.
And as much as you say rightnow, well, I'm not gonna do
that, when you have moved, youknow, settled on your new kids'
schools, or you you've got yourhouse chosen, or you're going
(21:19):
into whatever it is, going intosenior living, moving to another
state, at that point you'll belike, okay, we'll give them 15
and let's move on.
Let's not do that, right?
Don't don't waste that money.
The average is three and a halfpercent in a repair request.
Or they'll say, once you'reunder contract, they'll say, we
want a licensed contractor, andthey've got a week to finish it.
(21:40):
What do you think happens to theprice of those repairs?
SPEAKER_04 (21:43):
Uh they go way up.
SPEAKER_00 (21:45):
Of course.
You're over a barrel, right?
Well, the everybody on the showtoday, Diana, Kelly, Marcelino,
what do you think to that?
Do the prices go up when thepoor our poor home sellers are
over the barrel?
Almost every single time.
Yeah.
Do we say over the barrel here?
I've been here for 30 years.
You think I'd know by now?
(22:07):
Is that an American term overthe barrel?
SPEAKER_04 (22:09):
You must be a rodeo queen.
SPEAKER_00 (22:12):
So they're stuck, right?
What is the American term forthat?
They're just stuck between arock and a Hard place.
Does that work?
There you go.
Yeah.
SPEAKER_03 (22:20):
That's better.
SPEAKER_00 (22:21):
Yeah.
And it's and you can say untilyou blow in the face right now,
before you've got that offer infront of you, oh, that'll never
happen.
It'll be fine.
All the agents here today cantell you it happens time and
time and time again, which iswhy a third of them drop out,
because we all dig our heels inand you know we don't want to do
anything.
This takes all of that off thetable.
All of that off the table.
You can either fix thingsinexpensively up front or
(22:44):
disclose them if they're amaterial fact.
And then everybody goes in whiteeyes wide open.
So Deanna brings me an offer andsays, you know, I've got a
$500,000 listing.
Deanna brings me a$500,000offer.
And I go, thank you so much,Deanna, for your offer.
By the way, this is a certifiedpre-owned home.
Let me share the inspection withyou.
(23:04):
And before we all sign, I'd likeyour buyers to take a look at
the inspection.
What does that do, Deanna?
How does that change the game?
SPEAKER_02 (23:13):
It creates a there's a trust element that you just
threw into the transaction.
And it it it's it's warm, it'sit's reliable, is you're you're
the trustworthy agent that'sthat the other one is working
with.
And for the sellers that arebuying the home, it creates a
lot more stability and faith inthe process that they are
(23:34):
getting a good home.
SPEAKER_00 (23:35):
Yeah.
Anything to add to that how thetransaction changes when you've
already got the inspection inplace and it's done before
everybody signs.
SPEAKER_03 (23:47):
That's the thing for the like Deanna said, there's a
trust element.
People are more likely, thebuyers are more likely to be
attached to attach to this housethat has the inspection and
stuff on it.
Because it's it's it's out ofthe ordinary.
Like you said, you refer yourefer back to grandma's home,
but it's it's out of theordinary.
(24:09):
And here's this we're beingupfront, we're not trying to
hide anything, because there areissues where people have bought
homes after the fact, and that'swhere lawsuits come from,
because the seller very well mayhave known about it and didn't
tell anybody.
But this in this case, with ushelping them through the CPO
process, we're putting it outthere up front.
(24:30):
We're not hiding anything.
Here's what's going on with thishouse, here's what we fixed,
we've made it better.
We want the next buyer to enjoythis house.
There used to be the thing withthe love letters.
Oh, you know, when the offercame in, we love your house.
And that's how people, thesellers feel about their house.
I mean, when I'm selling myhouse, I'm gonna think it's
worth.
I mean, I'm gonna put into it.
(24:50):
This is what I love about it.
This is why I hope you love thehouse as much as I do.
But now it's like the buyer cango, okay, these people have put
some effort into making sure thehouse is as good as it can be,
which makes it stand out.
That's what our whole process istrying to do is with the
competitiveness in the market,we are trying to make it shine
(25:12):
and stand out.
Yeah.
Because trying to sell yourhouse, there's reasons for it,
and you just want to get itdone.
And ours makes yours the onethat goes first.
SPEAKER_00 (25:23):
So, Marcelino, why do you think buyers' agents, at
the end of the day, buyer'sagents, you they're not
volunteers, right?
They're actually getting paid.
Why would a buyer's agent prefera certified pre-owned home
compared to um a home that's notcertified pre-owned?
SPEAKER_04 (25:40):
Well, I mean, if the if the buyers are coming in and
they and the buyer's agent isactually knowing what the
certified pre-owned, you have toeducate them on pretty much what
it is at first.
But when they're advising, youknow, and they're talking with
their clients, if if the clientsare even, you know, remotely
thinking of another propertythat's similar in nature, you
(26:01):
know, they'd be like, Well, arewould you rather go into
something that you that's known,or would you go into something
that's unknown?
Yeah.
And so by doing that and andshowing their clients, you know,
the benefit of already havingyou know the inspection done and
and already know what that is, Ibelieve that that that brings
credibility to the buyer's agentbecause he's looking out for the
(26:24):
best interest of his clients.
SPEAKER_00 (26:27):
Yes, absolutely.
So uh it always blows my mind.
It's blown my mind since 2007,honestly.
Like, why do we take an$80,000car, or$20,000 car, certified
pre-own it?
Put it so Carvana, Carmax, everydealership you can possibly
think of has certified pre-ownedcars.
156-point inspection, dealershipwarranty, and a black book
(26:49):
value.
So you wouldn't go and buy acar.
Most people would prefer not tobuy a car, a Facebook
marketplace.
You're paying six to 10% morefor a CPO car off the
dealership.
So why on earth do we take a$300,000, a$500,000, a million
dollar home and throw it on themarket only to fall out a third
of the time and all the stressand money that costs.
(27:10):
It's like the inspectors of,sorry, inspectors, I'm railing
on you here.
It's like the inspectors gottogether and said, oh no, let's
not CPO.
Actually, inspectors love it.
Um, but I mean, it's all themoney that imagine the stress.
You're a buyer buying a house,you've spent probably a thousand
dollars on inspections if it'shad a septic and a well or
(27:31):
something like that.
Roof inspection, maybe becauseyou weren't sure.
And then it falls out, and maybeyou're looking you're losing
your due diligence money, maybeyou're through the earning and
that meanwhile, it's not justmoney, you've got the moving
truck book booked, the sellershave got it's a nightmare when
things fall out.
A third of the time.
We're not talking about 5% ofthe time.
It's a high probability it'sgonna drop out.
(27:53):
That's awful.
Why would we do that?
Can anyone explain to me why youwould do that instead of
spending 500 bucks and workingwith an agent who who knows how
to do certified pre-owned?
SPEAKER_02 (28:03):
Because that's the way it's always been done.
SPEAKER_00 (28:08):
Don't you wish?
So you we all work with buyersas well.
What does it feel like now whenyou're going into a
non-certified pre-owned home?
Slightly different.
What are they thinking of?
Say that again, Kelly.
SPEAKER_03 (28:25):
There's always questions.
I mean, I mean, I hope sellersunderstand.
I I can tell you buyers do.
I hope sellers understand thatthis is their think about it.
This is your greatest asset.
If you own multiple properties,good for you, you've done very,
very well.
The American Dream.
But this is their greatestasset.
And they want it to be done aswell as possible.
(28:49):
And if a buyer's coming in, theywant to know they're buying the
highest quality.
Don't don't you always want todo that?
You don't you know going back tothe car, you know, you're not
gonna go buy a little piece ofjunk just because you're afraid
of a CPO.
I mean, if you can afford a CPOcar, you're gonna go buy it.
SPEAKER_00 (29:07):
Well, and you know, uh again, it's a safety thing.
So if you're driving around inyour car and you're not sure of
what you've bought, maybe you'vebought a lemon, maybe it's not
so great as a CPO.
A CPO car you can take back tothe dealership, right?
Isn't it the same in a house?
What if there's plumbing issues?
What if there are electricalissues?
What if, what if, what if it'sthe same except it's a massive
asset.
So, and it gives you suchbargaining power.
(29:30):
It everybody goes in eyes wideopen.
It's just, it's such a betterway to sell a house.
All right, let's talk about socertified pre-owned.
I hope I hope you've understoodthat a conventional CPO knocks
spots off grandma's listing.
So make sure your agent knowshow to do it.
Of course, you can just go toallstarpowerhouse.com and find
(29:51):
your agent there.
We certify agents all over thecountry that that can do this
for you or find you an agent ina heartbeat that knows what
they're doing.
You can copy it if you want.
If you're a FISBO, again, go toallstarpowerhouse.com, click on
certified pre-owned, lots offrequently asked questions on
there.
And if you would like to bolt onthe cash out option, it becomes
(30:13):
a conventional CPO.
But the cash out option, whichis cash CPO, will give you 70%
up front within 14 days.
And then when we sell it to theconventional CPO, as Deanna
mentioned earlier, you'll get 90to 120% of what you would with a
conventional listing.
That's crazy.
Right?
So, and the fact is, why is itonly 90 to 120%?
(30:36):
Because the market's shifting,the market's changing.
But what we can do with withCertify Pre-owned is have your
house stand out.
Right.
So with Cash CPO, they'll evenupfront the money to do if you
got anything to fix, like itdoesn't matter if you have or
haven't, we do this with newhomes as well.
But if you do have anything tofix, stop that right now.
Get go to cashcpo.com, put itin, tell us how much you need to
(31:00):
spend.
The funding partners willupfront the money to do all of
that and we'll take care of itfor you, and you'll still get
your money in 14 days.
It's not one of those skeezycash offers where you get 70%.
Don't worry about that.
It's just you get your 70% upfront.
What can you use that?
And we're gonna segue intotalking about senior living
using it outside of seniorliving.
(31:21):
What kind of scenarios have youguys seen this work in?
And that's to Deanna as well,just outside of senior living.
We'll we'll finish up withsenior living and then Deanna
will talk about how it works insenior living.
Okay.
SPEAKER_03 (31:37):
I have a personal personal friend who was married,
um, but separated from his wife,and he passed away.
And the wife owns her own homeand she so now but she's um, you
know, through their legal work,whatever, she's the owner of
this home now after he passedaway.
(31:57):
And I believe they both boughtit together in early nineteen
nineties, nineteen ninety-three.
So what are we, thirty-threeyears?
And it needed a lot of work.
And I offered my services to herto help her understand all these
avenues.
The fizz bulb wasn't gonna work.
(32:17):
She was gonna get nailed becauseof the condition I was in.
It wasn't good.
It needed a full remodel,frankly speaking.
And somebody investor could takethat on.
So she got a lot of those, I'msure.
But taking her through theprocess and understanding She
didn't want to think about doingthat.
SPEAKER_00 (32:32):
Her husband had just passed, right?
So she wants as much money aspossible, which you were able to
do.
That's awesome, Kelly.
SPEAKER_03 (32:40):
Yeah, the the stress she had, exactly.
Sh do you you don't know this isgonna happen.
All of a sudden, here you go.
Your husband's passed, which iscreates a great deal of stress.
And now she has his home to dealwith because it was joint uh you
know, joint ownership.
But that's not what you wake upto in the morning and you go,
(33:01):
okay, great.
Now, oh yay, I gotta deal withany, I gotta sell this house.
So with me showing her ouroptions, it helped direct her on
which way to go.
So she had, like you mentionedall the time, clarity.
And as we've been talking, onething's popped into my h my mind
is knowledge reduces stress.
And when you say eyes wide open,the knowledge just takes out all
(33:26):
the questions and stuff.
And that's where everybody getsstressed on is questions.
What about this?
What about this?
What about this?
Well, you take that all out withour programs, our certified
pre-own.
And when she saw what I had tooffer, it just it gave her trust
in me to help direct it.
And then she knew what she coulddo with it, and it re because
(33:46):
she was completely blank whennow all of a sudden, okay, I've
got this house, what do I dowith it?
SPEAKER_00 (33:51):
I've used it with with um kids who inherit it.
Well, is it when I say kids,they usually in their 60s or 70s
that inherit a house.
It's like, where do we go fromhere, mom and dad?
You know, mom was usually it'susually mom was left on her own,
and then you know, dad passes,mom's left on her own.
She's older, the house hasn'tbeen upkept, uh, not really
(34:12):
remodeled a lot of the time, andwe can really get the most money
out of it for that.
And it's just so much lessstress.
I've also done a new home thatwas um a purchase right at the
peak where money was beingthrown around, and it was a
second home, so we got his moneyout for him, and a third one
that I just did a couple ofweeks ago that uh Denise, if
(34:32):
you're listening, I spoke to youthis morning.
They were moving down toFlorida, and um, we sold their
home here in North Carolina, gotthem on down to Florida, and and
now they're working on gettingthe next home down there.
So just the convenience of beingable to move so quickly was
awesome.
How about you, Marcelino?
SPEAKER_04 (34:53):
Yeah, one of my clients, I mean, his father had
a long-term rental, and so thefat the dad was like, he it
didn't pass, but he's like, hey,this is this is for you now,
son, you can take over.
And and he was like, Well, dad,I didn't want this long-term
rental, but in order for him to,you know, get all of the equity
out of that, we was able to usethe CPO.
(35:13):
And uh then he could take thatinitial, you know, the initial
payment of it, and he's goingand investing that into Airbnbs,
which will give him a betterreturn on his investment rather
than the older home.
And we'll fix that up a littlebit.
And uh it'll take probably about10 to 15,000 to fix it up, but
it's gonna add a value of 25 to30,000 on the home.
(35:34):
And so, yeah, as far asconvenience um and speed of
money on you know, return on hismoney.
Now he's able to go over thereand he's actually looking for
the Airbnb's home.
So he doesn't have tocross-country, you know,
landlord.
SPEAKER_00 (35:51):
And he's tacking out the cash out option onto
conventional CPO.
He could have just doneconventional CPO, whereby by at
putting that little bit of moneyin and he doesn't have to put
any of that in, and you'retaking care of all of it.
So he can walk away with 70% inhis pocket now and get the rest
of his money when you get thehome sold, correct?
Exactly.
And you take care of all the theI mean, you're not gonna
(36:12):
physically do the remodelyourself, but Oh, yeah, just
oversee and make sure that itgets done, you know, to his his
liking.
SPEAKER_04 (36:19):
And uh then when we sell it, it'll, you know, it'll
get a lot more off of themarket.
SPEAKER_00 (36:24):
Yeah.
SPEAKER_04 (36:24):
Then if we left it as it is.
SPEAKER_00 (36:26):
That's awesome.
So we've done divorcing clients,we've done new home clients, a
regular, you know, everydayclients can can make use of
this.
It's just so convenient.
If you if you're going to buy ahouse somewhere else, oh, let's
talk about contingent offers.
I know Deanna's been workingwith those recently.
What's it like when you put acontingent offer in on a
(36:48):
property?
SPEAKER_02 (36:49):
It becomes very challenging.
Um, you know, you you questionwhether or not the the home
seller will even entertain itbecause they don't have a
guarantee.
And they might be going throughtheir own life transition and
can't rely on an iffy offercoming in to make their own move
and which which will leave themdisplaced ultimately.
(37:11):
So it's very challenging.
SPEAKER_00 (37:13):
I should have defined that a bit more clearly.
A contingent offer is when, oh,you know, we're our house or
sell do some people even do itbefore the house is listed.
Our house will sell, we thinkit's 2022 when everything's
flying off the shelf in mostplaces.
It isn't, isn't it?
You may be listed, but it mighttake 30, 60, 90, even 180 days
to sell if you're not pricedright.
(37:33):
So especially if you're not aCPO.
The other thing with CPO is itmakes them sell faster because
people have more, um, obviouslymore peace with them because
they've been inspected and oftenappraised.
So a contingent offer is whenyou, as the home buyer, have to
sell your house to be able tobuy the new one.
Most, many sellers will notentertain that because they're
(37:54):
effectively taking the house offthe market.
You can list it so that it's umbackups requested, backup offers
requested, or that you can stillsee the house.
But most buyers' agents aren'tgonna waste their time, or
buyers aren't gonna waste theirtime going into a house they
know is under contract, eventhough but there's another
little tip.
Always go see them anyway,because a third of them drop out
if they're not a CPO.
(38:14):
Don't go see hours because nowthey're gonna close.
But yeah, sometimes it'sworthwhile.
But you don't but the cash outoption allows you not to make a
contingent offer.
And they do have a fee, it'shalf a percent.
But if you're buying a$500,000home, I'm I'm mixing up the two
programs now.
So we won't talk about that.
But it it really does, you know,put you in a much, much better
(38:37):
position when you do the cashout option on your house with
the cash CPO, and you're able tomake a non-contingent offer on
another house.
We can also even turn you into acash buyer for half a percent on
on it's another bolt-on offerthat makes it all seamless and
gets your offer much strongerbecause it's a cash offer, which
is awesome.
So, Deanna, tell us how thatworks in senior living.
SPEAKER_02 (39:00):
Sure.
Yeah.
Well, first of all, I don't knowif anybody's noticed, but
there's a commonality in whatwe've been talking about today.
And that's really how we as CPOexperts are able to help guide
families and individuals throughtheir life transitions, whatever
they might be.
Um, and you know, we talked, westarted the conversation with
grandmas.
(39:21):
We're gonna go right back intoit with senior living.
Uh, I actually managed a localsenior living community here out
in Utah for 14 years and movedin over 640 residents.
So you can only imagine how manyfamily members were tied to each
one of those individuals thatthat decided to trust us with
their loved ones.
(39:41):
So um that's that's where myexperience comes into play with
what we're talking about now.
But it's especially importantbecause most people, especially
um older adults, don't realizethat there are any other options
for them to sell their home.
And Kelly earlier talked about,you know, our homes are usually
our biggest assets.
(40:01):
Well, a lot of these people thatare looking at having to leave
their home because they can nolonger care for themselves on
their own in their home, orthey've got caregivers coming in
and it's just getting too hard.
Um, they have they have to lookat selling their home so that
they can afford to move intoassisted living or independent
living, even.
Because the average cost outhere in in the Utah market is
(40:25):
about$6,000 a month for fullcare in assisted living.
And so um, you know, in fact,85% of seniors have to sell
their home so that they canafford to move in.
So there are a lot of stresspoints that come into play.
The homeowner, the individualwho's in the home.
And, you know, maybe they'vebeen there for 20, 30 years on
(40:48):
their own.
They've lost their spouse sometime ago.
There's been a honeydo list thatdidn't ever get tended to
because they didn't have themobility or the ability to hire
someone to come in and, youknow, make sure the furnace was
had it upkeep and uh, you know,mow the lawn and all of the
things.
So they're left in this stage ofstress and don't know what to do
(41:10):
next.
And so what we provide for themfor them is a clear path on how
we can help get them transitionto the senior community smoothly
and take care of the home.
Plus, they participate in theupside when we resell the home
after we've come in and done allthe refreshes.
SPEAKER_00 (41:27):
So we're flipping it for them essentially.
And we're all on a bit of amission for this because we
should tell you the story ofwhat normally happens.
So um, have you seen investorscome in and buy for pennies on
the dollar?
We had one actually that wasoffered 40 cents on the dollar.
Can anyone talk to that?
SPEAKER_02 (41:47):
Oh, yeah, absolutely.
What happens with that is thethe seniors are basically
getting their homes stolen fromthem, right?
And investors have a job to do,right?
They're all about the pro likeeveryone's in business for a
profit.
We get that.
But what's happening is they'recoming in and they're
essentially stealing the homefrom the individual.
They're putting the money in torenovate, they're reselling it
(42:10):
at the higher value.
And who's pocketing that money?
The investor.
Okay, great.
If someone's agreed to that,fine.
But where our program differs isthat our homeowners get the
certainty now.
They're involved in therefreshing process.
We call it our HGTV magic.
They know what's going on.
They're helping to kind of gothrough that decision process.
(42:31):
And they're participating in theupside when we resell the home
later.
So that's the big difference.
SPEAKER_00 (42:37):
That's wonderful.
And also, you know, what soanybody that has as knows
anything about senior livingknows there's generally a wait
list.
All the better ones have a waitlist.
So the seniors on a wait listsometimes for years.
We've got one here that's aneight-year waiting list.
The average age of going intosenior living is 84.
So imagine you've been waitingfor eight.
(42:57):
I mean, what are you doing?
Like being born and puttingyourself on the list, you know,
so you get your place.
Crazy.
So when you get the call fromsomebody like Deanna that's
managing a senior livingcommunity anywhere in the
country, then you've got to jumpfast.
And that's usually when the rubcomes in, right?
Because often the senior livingcommunities want a chunk of
(43:19):
money down, with or at least youcan get a lower monthly fee by
putting a chunk of money down.
And some of them require a chunkof money down.
Um, in the in 14 days later.
Otherwise, they move on to thenext person on the list.
They get bumped off the waitlist.
I think that's the saddest thingever.
SPEAKER_02 (43:36):
It is.
Yeah.
I had one um couple who was onmy wait list for two years,
which was about average for themarket at the time.
But I called them four or fivedifferent times during that
period to let them know thattheir prized two-bedroom
apartment that we had, it wasthe writs of our community was
available and they had to turnit down three out of those four
(43:58):
times because they hadn't gottheir home ready to sell yet.
And had I known about thisprogram then, I would have
gladly connected them with a CPOexpert to help them facilitate
that process.
Because what and what ends uphappening is just what you said,
they get bumped down on the listand they have to go through the
rotation again.
And not the saddest thing of allis that some people don't make
(44:20):
it off the wait list and theynever get to experience the care
that can be provided at thosestages of life in a in a
community like that.
SPEAKER_00 (44:29):
But we can go in and help and yeah, please do.
SPEAKER_03 (44:35):
So the other thing too is we need to tell them that
they they get to leave theirhouse as is.
They can take they takeeverything they want, they move
into the place, we get them insoon, and we have a time frame
that we can help adjust with,but they just get to go and then
we take over and help fix theirhouse up.
We've had we've had a couple ofsituations where that's happened
(44:56):
and the houses have been not ingood condition because they've
lived there forever.
But we come in, we don't carewhat the house looks like, we
care then we care what the houselooks like when we get done with
it, which is gonna be hundredpercent better than what it
could possibly be in the moment.
Pick up and go, get on with thenext stage of your life because
the stress again, the stress,hey, Deanna calls them.
(45:17):
Hey, we've got we've got yourroom ready.
Oh, we've got to sell our house.
Hey, we have them in and out,like you said, within as little
as 14 days, but more often thannot, it's gonna happen in 30.
And there may be, I I yeah, Ihad one personal situation with
our program where they had tosign a 90-day note.
And the homeowner's like, youcan get this done in like 30
days, so I don't have to worryabout this note.
(45:39):
It's like, yeah, we can get yousome money to get rid of that
promissory note.
It's the pick up and go, thequickness, all the stuff we add.
Like you said, I you haven'ttouched on it, but no showings
and stuff like that, no openhouses, whatever.
Pick up the dog and go.
SPEAKER_00 (45:55):
Like, pick up the dog and get.
And so final words from Deannaand Marcelina.
SPEAKER_02 (46:00):
I wanted to just share that, you know, I would
like to know that with ourprogram, we become experts in
the senior living world as well.
And so the way that we're allconnected is we've built
partnerships with our localcommunities in our area with our
program.
And so the idea is when someonedoes have someone on their wait
list that needs some help, we'reable to help them at that time
(46:22):
because they're connecting withus directly.
SPEAKER_00 (46:24):
I love that.
Marcelina.
SPEAKER_04 (46:27):
Yeah, I I believe the in the senior, you know, in
the senior community, I believethe, you know, what we have to
offer is really good, even justfor the families, the peace of
mind of the families.
I know out here in Utah, um,it's uh, you know, it's like a
breeding capital of the UnitedStates because the way it is,
anyways.
Uh but a lot of the a lot of theyou know, a lot of the need more
(46:49):
babies.
SPEAKER_00 (46:50):
There's nothing wrong with that.
We need more babies.
SPEAKER_04 (46:52):
And they leave here and you know, and they go out
and they do their own portionsof their life, but mom and dad
are still left here.
And so knowing that, you know,you can reach out to the family
members and be like, hey, we gotit covered.
You don't have to fly in from,you know, the Floridas or the
Carolinas or the Texas orwhatever to come in and do it.
Um, we just explain the programto them.
(47:12):
Um, and it makes it a lotsimpler um for the transition,
even for them talking with momor dad or whoever's in that
process of going into theassisted living.
SPEAKER_00 (47:23):
Absolutely.
So, you know, what we're reallysaying today is before you sell,
well, maybe you're selling now,compare the pathways.
Get your agent to do if you'realready listed, talk to your
agent about um cash CPO and alsocertify pre-owning your home.
Remember, you can go toallstarpowerhouse.com, click on
(47:45):
certified pre-owned at the top.
It will tell you all about it,all the frequently asked
questions.
You can call us anytime 247 at828 333 4483.
Um, look at the numbers, see thetiming, get the net sheet for
yourself and take a look.
And we're gonna say goodbye fromRo and Kelly and Deanna and
(48:05):
Marcelino, and we're all gonnasay bye.
Bye from the mountains on bothcoasts.
This is Rogina Pattern on theReal Estate News Radio Show, and
we'll see you next week on theradio.
Popular Podcasts
Betrayal Weekly
Betrayal Weekly is back for a new season. Every Thursday, Betrayal Weekly shares first-hand accounts of broken trust, shocking deceptions, and the trail of destruction they leave behind. Hosted by Andrea Gunning, this weekly ongoing series digs into real-life stories of betrayal and the aftermath. From stories of double lives to dark discoveries, these are cautionary tales and accounts of resilience against all odds. From the producers of the critically acclaimed Betrayal series, Betrayal Weekly drops new episodes every Thursday. If you would like to share your story, you can reach out to the Betrayal Team by emailing them at betrayalpod@gmail.com and follow us on Instagram at @betrayalpod and @glasspodcasts. Please join our Substack for additional exclusive content, curated book recommendations, and community discussions. Sign up FREE by clicking this link Beyond Betrayal Substack. Join our community dedicated to truth, resilience, and healing. Your voice matters! Be a part of our Betrayal journey on Substack.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com