September 29, 2025 • 59 mins
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Want a listing presentation that doesn’t hinge on price haggling or a flashy brochure? We walk through a simple, high-trust system that gives every seller four clear choices on one net sheet—FSBO, a traditional listing, a Conventional CPO (pre-inspected) listing, and a Cash CPO pathway that trades some fees for speed, privacy, and certainty. Instead of pushing a tactic, we match strategy to life events, timelines, and risk tolerance, then let the clients choose. That shift—from selling to educating—wins the room.
We bring the framework to life with a candid role-play: a divorcing couple who want fewer showings and predictable timelines. You’ll hear the exact scripts that turn “cash-offer” hand-raisers into appointments, how to present FSBO honestly without fear, and why traditional listings stumble during inspection in a nervous market. Then we go deep on Conventional CPO: order a pre-inspection, fix only high-ROI items, disclose what’s done and not done, and watch repair credits shrink while close rates jump. Finally, we outline the Cash CPO pathway—advance in 14–90 days, targeted updates, no showings—so sellers who value privacy can move without chaos.
You’ll leave with a practical playbook: where to generate the four-option net sheet in minutes, how to coordinate inspectors and vendors, and a simple weekly update cadence that keeps everyone aligned. Whether you’re meeting seniors unlocking equity for care, expireds wary of more drama, or busy families who can’t stage life around showings, this approach replaces pressure with predictability. Steal the scripts, use the net sheet, and let choice be the close.
If this helped you reimagine your listing strategy, follow the show, share it with a teammate, and leave a quick review. Want the scripts and training? Grab the free app at listingroyalty.com and book a free daily discovery call at sixfigureagents.com.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_02 (00:00):
Welcome, welcome.
We are live.
Good morning, good afternoon.
Wherever you are logging infrom, we're pumped to have you
here with us today.
I am personally incrediblyexcited about today's topic as
an agent myself.
I learned so much from thisgroup of people.
So I am excited to bring it tothe fellow community and also
(00:21):
welcome all of you that are onthat are not yet part of the
Fellow community.
And I'm excited that you're hereand you get to experience a
little bit about what Fellow isabout and what the community is
that we have.
So if you don't know me, I amJamie Munchin, the community
leader here at Fellow.
Also, as I mentioned, a licensedagent.
And uh today is all aboutleveraging the cash offer
(00:43):
messaging and multiple sellingoptions to get listings.
And I have a phenomenal teamhere.
We have Rowena Patton, leader ofCash CPO, as well as her team,
Ash, Deanna, and Matt with us.
And I will handle hand it overto you in a second row.
But I do just want to say,everybody, you are in for a
treat.
Um, we had this exact panel onback in April, and the session
(01:07):
was phenomenal.
And I actually personally took aton of notes during that
session.
Uh, and in my last two closedlistings that I've had, I
actually dove into using thisstrategy exactly as Roe outlined
it and as the team outlined it.
And that was what actually setme apart and got me in the door
(01:29):
and actually helped me win bothopportunities.
Um, but one of them wasspecific.
Uh, I was able to get in becauseI had that cash offer message.
Um, and they were wanting toexplore that before going
ultimately traditionally.
So welcome everybody.
So excited to see you here.
I do want to give a specifichaul out to Rhonda Everett.
(01:51):
She was my first mentor everwhen I became an agent.
Um, so really fun to see you onhere.
But Gary, Brent, Jason, Jen,everybody, welcome.
And Ro, I'm gonna hand it onover to you.
SPEAKER_01 (02:06):
Awesome.
Thank you.
Welcome, fellow All-Stars.
I'm Ro, and this is a friendlyguide to turning heavy phone
lifting into white.
A cash CPO or a cash offerpartner with fellow, and today
we'll look at how to winlistings with this program.
You'll also get all the scriptsyou need for this, which I give
(02:26):
out every day on our DiscoveryCall.
They're free, they're everysingle day, and you can hop on
them at sixfigureagents.com.
We'll give you a link to that aswe're going.
I'm joined by the all-starplayers today, Deanna Allen, and
they're gonna wave at you.
Playing the divorcing wife afterher husband, played by Matt
(02:47):
Millier, got a little too cozywith her bestie Suzanne.
And Ash Davis, who is the agent,navigating his way through,
showing them four differentoptions to sell.
This'll keep it fun whileshowing you the different
aspects of the offers.
As a fellow agent, you knowyou'll have sellers who raise
the hand every day.
(03:08):
Did I say you all?
CMAs, cash offers, home values,type in the chat if you've got
more than fellow, three fellowhand raisers of any type.
Go ahead and type in the chat ifyou've got more than three this
week.
You go on, if you don't knowhow, then jump on the Discovery
Call again.
I'll help you, and Jamie willhelp you as well.
If you go on FISBO appointmentsor you'd like to, or go on
(03:30):
expired appointments and typicalregular seller appointments, I
hope to convince you today youshould never go to a listing
appointment today again, or chatwith a handraiser for that
matter, unless you're armed withyour net sheet.
What the heck she's talkingabout with a net sheet?
You're gonna see it in a minute.
It doesn't matter what yourfellow sellers are saying.
(03:52):
I really want you to get thatone.
It doesn't matter if they'resaying I'd like a home value, or
I'd like a CMA, or I'd like acash offer, or I'd like a
callback.
Go straight in with the offer.
It takes 10 minutes.
And you can always say thingslike, doesn't matter if you're
not ready for six years, you mayas well get the real value.
So you could also win one of our30-minute coaching sessions
(04:14):
today with me or any of theseall-star players, a value of$950
with a real estate theme of yourchoice.
We can pretty much do all ofthem.
If you want to enter, book afree discovery call, which is
held daily, every single day,between now and the next 90
minutes at sixfigureagents.com.
(04:35):
Let's just put that up on thescreen for a second so you can
see it.
Six figure, the number sixfigureagents.com.
That's how you enter there.
Um, and you can win a coachingcall.
And of course, if you've gotquestions, that's gonna help
because it's a place to answeryour questions.
It's all free.
We're not selling you.
Um, and then we're gonna take alook at the net sheet.
(04:58):
Ooh, here it is.
Oh, the wonderful, exciting netsheet.
Don't worry, we're gonna go overit.
So when you are a home seller,enters a potential listing at
Cash CPO.
So that's I just mentionedsomething else.
Let's go ahead and talk aboutthat one.
Cash CPO, like certifiedpre-owned, cashcpo.com.
So you enter some details inthere, it'll take you five to
(05:21):
ten minutes, you put your housein, but when you've got the
listing appointment, or you'rethinking about getting the
listing appointment, or maybeit's your listing that you want
a full market offer on.
When you enter it at Cash CPO,the system's gonna send you four
different net options, all onthis one page.
It's all free.
It looks much prettier than thiswhen it comes out.
(05:41):
Well, look, Deanna, this one'syours.
So sellers love it.
The emails are door open, you'renot gonna send this email out.
Expired Fisbos, conventionalsellers love the real options
and real numbers here.
These are all nets.
This all spews out automaticallybased on a few numbers that you
put in there.
(06:02):
So, what you're gonna do is pairit with your fellow handraisers.
Or if you're not with fellow andyou don't want to be with
fellow, how can that be, Jamie?
Can't be.
But if you don't want to be withfellow, you can't afford it
right now or something likethat, do it with your regular
listings.
Do it with Bisbows and Expireds.
And if you put the power offellow behind it, obviously it's
really amazing.
So, as Matt said the other day,this net sheet alongside your
(06:25):
regular listing presentation, asyou convert competing, you know,
you want to competing, right?
So listings are getting verycompetitive.
We all know that.
But as Matt said the other day,and I love this, he said, this
has you competing as you versusyou.
No one else has anything likethis.
And your competition doesn'tstand a chance.
(06:45):
So when you log into fellow andsee people raising their hands,
call and get the appointment.
You know the scripts, and we'lldo a quick recap of what to say.
Jamie, you were just mentioningwhat are the scripts.
So over to Deanna.
SPEAKER_03 (06:58):
Thanks, Ro.
So this is for a fellow homevalue handraiser on Fellow or
anywhere.
Hi, Miss Handraiser.
Do you have 10 minutes so I canpop by and take a quick look at
your home to get a more accuratevalue?
No worries if you're justcurious about the value.
Once I get it more accurate, Ican track ups and downs and
we'll email you monthly with amore accurate figure.
(07:20):
So in two years, when you'reready to sell, you know the
market more accurately.
Agents, take the net sheet withyou anyway.
Put the home in at Cash CPO sothat you have a net sheet to
leave behind.
I'm Deanna Allen, Chief Coach atSenior Living CPO, a program I
helped build from my 14 yearsmanaging a local senior living
community and my work as a realestate agent.
(07:42):
I co-founded All Star Powerhouseto bring this to more seniors.
And I currently have two CashCPO offers in play.
And I just got two morereferrals this week from our
senior living program.
Matt, why don't you give us thescript for a CMA?
SPEAKER_05 (07:56):
Yeah, absolutely.
Thank you, Deanna.
And uh, we'll be really nice toeach other for right now.
You guys will see a differentside of this as we go through
the script.
Uh, but this is for the CMAhandraiser on fellow.
Hi, Mr.
CMA.
Hey, do you have 10 minutes justso I could pop by and just take
a quick look at your home to geta little bit more accurate of a
value?
Uh that way I'll be able toprepare a much more intelligent
(08:17):
comparison of your lovely homeagainst some of the others that
have sold recently.
So, agents, when you put thehome in at CashCPO.com, you're
gonna have a net sheet that youcould take with you.
It's gonna give you fourdifferent options, and those net
sheets are gonna trump a CMAevery single time.
Uh, I'm Matt Millia, by the way.
I co-founded the All-StarPowerhouse.
(08:39):
I help you bring ISAs, staffISAs, uh, set them up in your
business so that you can set upmore appointments and you can uh
delegate off appointments toreal estate agents on your team.
And now I'm gonna hand it overto Ash.
Thanks, Matt.
SPEAKER_04 (08:54):
Uh, everyone.
This is a simple one.
This is for a fellow hand raiserwho is asking for a cash offer.
So, hi, Mrs.
Cash Offer.
Uh, my name is Ash Davis.
I saw on fellow that you wereinterested in a cash offer.
And I just wanted to touch baseand see if you're available
perhaps Sunday or even Tuesdayif you have time, where we could
sit down and we could discussyour offer.
(09:15):
That gets the conversationstarted.
So, agents, what you do then isyou put the home in a cash CPO.
So do you have the net sheetthat you see on the screen right
now?
This four-option net sheet willwin you the listing.
Whether they go for the cashoffer or not, you'll see in a
second how we walk through thisnet sheet with a potential
(09:36):
seller.
By the way, I'm Ash Davis.
I'm a TEDx speaker, a realtor inNorth Carolina, South Carolina,
and New Jersey.
And I'm the team lead for NewJersey and North Carolina.
And I've had four of thesehappen uh that have gone into
conventional CPOs that came inas a cash offer.
So, Ro, what about um what aboutusing it for standard listing?
SPEAKER_01 (09:56):
Yeah, I mean, listing opportunities come from
everywhere.
FISBOs, expireds, regularlisting appointments.
Just always put it in atcachecpo.com.
Thank you.
SPEAKER_00 (10:10):
I'm rooming a pattern, by the way.
I'm at 1.3 billion at the momentto work.com or I've got four
cafes behind now.
Cathyo up there going right nowwith the other listing where
(10:31):
they open the door becausethey're never being happy.
So let's introduce you to ourcast today.
SPEAKER_01 (10:42):
So Matt and Deanna are divorcing.
They agree on cashing out andthey prefer as few showings as
possible.
We're still going to present alloptions.
This is Ash Davis, our listingagent.
Ash is calm, competent, and hasa six sensible inspection
agenda.
SPEAKER_04 (11:03):
Hello, everybody.
As I said earlier, I'm AshDavis.
In addition to those wonderfulthings Ro just said, I return
phone calls, I sell lots ofhomes, I play a ton of golf, and
I like to rescue real estatedeals.
SPEAKER_01 (11:15):
This is Deanna.
She loves minky blankets, yoga,and puppies.
She used to love her bestie,Suzanne.
SPEAKER_03 (11:26):
Hi.
I would love a clean exit and myequity along with my sanity
back.
SPEAKER_01 (11:32):
This is Matt.
He loves lawn stripes and craftbeer.
And unfortunately, he also likedDeanna's bestie, Suzanne, a
little too much.
SPEAKER_05 (11:44):
Hey everyone, I prefer not to paint or frankly
do anything in my house.
I'd like my money sooner ratherthan later.
I want to buy a new home oncethis is done and move on.
SPEAKER_01 (11:58):
So let's walk Deanna and Match choices from four up
to one.
So what we're gonna do is setthe stage for the sellers with
the normal cycle and their stateand feeder markets, which we've
done already just for sake oftime today.
So we're talking about ClementJungla and Colorado.
(12:18):
Um, let's take a look at theshift diagram.
Many of you may be familiar withthis.
So I know Ash has been throughthe listing presentation with
you guys of everything we doyesterday and sat down with the
listing presentation.
And now, quick frame for themarket.
Economic cycles areapproximately 7 to 11 years,
(12:41):
discovered by the Frencheconomist Clement Jougla in
1860.
That was just a little whileago.
We're not really sure why agentsout there are saying, oh, it'll
just be fine in a month, or whydon't you try again in January?
It's a 7 to 11 year cycle that'sbeen happening since 1860.
Which the problem is when peopleare coming from elsewhere and uh
(13:03):
things are happening indifferent feeder markets, which
we know are happening whereyou're selling, it happens
almost everywhere in thecountry.
It means the buyers that are nowgoing to that your buyers that
were sellers are going to pushyou way harder on your price
here, Matt and Deanna.
So what do we mean by that?
You know, the seven to elevenyears, you can hold it out if
(13:27):
you want to.
Um, you can, you know, you candecide to become a landlord and
rent it.
You've got three pathways.
So hold the home for 10 years.
How does that sound to you two,Matt and Deanna?
Matt.
Yeah, now, okay.
One of you could buy the otherout, you know, and become a
landlord, or you could sell itnow.
(13:47):
And with that, let's go back toAsh and the divorcing couple,
and we're gonna go straight tothe bottom line and look at the
net sheet.
SPEAKER_04 (13:58):
All right, Matt and Deanna, thank you um so much for
spending time today to gothrough this.
I know you have um difficultsituation ahead of you, and you
have realtors to choose from.
And I'm I'm honored to be heretalking to you.
I want to take you through fouroptions that you have for
selling your house.
And most people don't think ofthe realtor coming in with four
different options.
You just talk about the priceand you move on.
(14:20):
But I want to give you everyoption you have so you can make
an informed decision.
So we're gonna start with optionfour, which is just selling it
yourself, right?
FISBO.
Everybody knows what a FISBO is.
So in this scenario, you managethe calls for the showings, you
manage the negotiations, youcoordinate inspections, you
handle the buyer who bringsprobably their uncle's cousin
with a flashlight and a YouTubedegree to tell you everything
(14:43):
that's wrong with a hot waterheater.
Uh, and on paper, you save thefee that you would pay a
realtor.
The problem is in real life, uhyou had time on the market, uh,
you have to give up moreconcessions when you go to
close, and there's a higherchance that that deal is gonna
fall through.
And uh, you know, you have torely on the fact, quite frankly,
(15:04):
that you two are gonna work handin hand together uh to make sure
this process and this project isdone uh properly.
SPEAKER_03 (15:14):
So that sounds awful.
Basically, what I'm hearing fromyou, Ash, is that I get to be my
own agent, my own projectmanager, and my own therapist.
I've got enough of that going onright now.
And to be honest, I'd rather getto know you much better.
SPEAKER_04 (15:30):
Uh well, you're true on all fronts there, and I
concur with uh everything you'resaying, Deanna.
So um in addition to that, youget to install your own sign
too, uh, which quite frankly iskind of a workout, but I'd be
happy to come over and help youdo that, even if you do for sale
by it.
SPEAKER_01 (15:46):
So moving on quickly, we're not mocking
FISBO, of course.
We're just quantifying the extralabor and the added risk.
Starting here shows what sellerstrade when they chase fee
savings.
A lot of agents don't want tomention FISBO.
They go, oh, why would wemention that?
But the idea in their heads.
They've thought about italready.
You know they've always thoughtabout doing a FISBO.
(16:08):
Or their friends and family haveeven suggested it.
So deal with the elephant in theroom and show them the net.
It's surprisingly close to theconventional CPO, the yellow
second option, most of the time.
It's usually only a few thousanddollars.
So let's go over to red optionthree, the conventional, the
(16:29):
old-fashioned average agentlisting.
SPEAKER_04 (16:32):
Yeah, so Matt and Deanna now, if you look at um
what you have in front of you inthe red box, it's option three.
And this is what I like to callthe traditional path is handled
by an average run-in-the-millagent.
Somebody you might find onZillow or just a general Google
search.
What you're gonna find here isthat your price is gonna be near
as is market value, right?
(16:54):
You're gonna list it, you'regonna have showings, people in
and out of your house.
Uh, you're gonna collectfeedback, you're gonna negotiate
inspection credits, you're gonnago through the process.
Some of those inspection creditscan generally, just to give you
an idea, run between three tothree and a half percent of the
purchase price.
(17:14):
Uh, and at that point, youreally are just hoping, crossing
your fingers that the appraisersells through.
So it works best when the homeis it works best when the home
is already close to market readyand your timeline is flexible,
meaning you don't have to sellquickly.
And uh unfortunately, about athird of those deals do fall out
(17:36):
and they go under cost.
SPEAKER_05 (17:39):
So, are you saying that I have to put my my Axe
body spray, my Cocoa Chanelbottles, and all my shampoo away
and put it in my car everysingle day?
I mean, why do a third of thesefall out?
Is that because you're not ourbest agent?
SPEAKER_04 (17:55):
Well, I'll address that in one second, but it the
shampoo bottles do matter, Matt,because the way you treat your
hair is the way you treat yourhouse, right?
And so when people see those,they want to make sure you're
doing what you need to do inyour home.
And especially in this kind ofnervous market, you get a third
of those falling out ofcontract.
It's not because you don't havea good agent, right?
It's because people fear theinspection, right?
(18:18):
So inspectors will come intoyour home when you're under
contract, they're gonna find 40or 50 items that you don't even
know about, right?
You're gonna look at thatinspection report and you're
gonna think, my God, I've beenliving in a fire hazard for the
last 15 years, right?
And when a buyer looks at that,they get very nervous.
And that's when the deal fallsout.
And that is also when everybodyin the neighborhood and in the
(18:42):
town starts calling me as youragent, going, what's wrong with
this house?
What happened?
Why did it fall out?
What do you need to tell me?
What are they hiding, right?
And that's when the downwardpressure on your price starts to
happen and you really don't getthe most value for your.
SPEAKER_03 (18:58):
Well, Ash, I don't want to speak for Matt, because
I can't do that anymore,apparently.
But I don't want 12 weekends ofshowings while we go through
this divorce and getting thisidiot to put his shampoo bottles
and all his other mess away.
I definitely don't want thestress of a deal falling out,
especially when everyone andtheir cousin is telling me
prices are declining.
SPEAKER_01 (19:19):
Then the old-fashioned route is probably
not your best friend.
Still, you always explain itclearly so that clients see the
baseline.
I ask my sellers why peopledon't buy cars on Facebook
Marketplace and they buy CPO.
Let them make the analogy.
Let them choose.
(19:39):
Even if you think, don't makethe choice for them and think,
oh, well, they're divorcing orthey're going into senior living
or I don't know what they'redoing.
Just give them all the optionsand let them push back.
So let's move on to option two.
That's the conventional CPO.
That's the yellow one in themiddle here.
This is where agents win.
(20:01):
So I've been doing this since2007, and I can tell you that
probably less than two or threepercent of my listings do option
three.
It's a very easy one to talkabout.
You're not pushing the cashoffer, you're positioning
education and control, puttingsellers in the driver's seat.
95% of my potential sellers saythis is a no-brainer once they
(20:24):
learn to explain it.
And you can read all about thisin the free bestseller that's
updated on the free app that Imentioned when we started at
listingroyalty.com.
We're gonna have a downloadsheet for you with all this on.
It's all free.
And look, uh, look for the bookcalled Find Your Unique Value
Proposition.
This is where you're that wentbestseller overnight, by the
(20:45):
way.
There's a whole section abouthow to present the conventional
CPO as well as the cash CPO.
This is where your presentationbecomes you versus you as the
listing agent.
The other agents don't have it,means you win the listing almost
guaranteed.
My hit rate is very high.
(21:05):
Over to Ash.
SPEAKER_04 (21:07):
All right, Matt and Deanna, those are your first two
options.
Now I want you to look at thebox in front of you that's the
yellow option two, right?
This is what we call aconventional CPO.
As I said earlier, CPO standsfor certified pre-own.
This is where you pay for apre-inspection.
Why would you want apre-inspection?
Well, this gives you the factsabout the home.
(21:30):
And once you have that, the twoof you together can choose to
fix nothing at all, or you canlet me recommend vendors that
you can talk to that can handletargeted high return on
investment items that thesellers are gonna, where you
guys, as the sellers are gonnaget the most value for the money
that you're putting in.
(21:51):
So think about small things thatwill make a big impact: paint,
lighting, minor repairs aroundthe home.
How many times have you gone inand looked at dirty light
switches?
Uh curb appeal.
When people walk up, what arethey gonna feel when they walk
into the yard of the home,right?
So when we do that, we disclosewhat we did so they understand
we're upgrading the home, but wealso disclose what we didn't do.
(22:14):
That way, uh fear goes down,you're transparent about what's
happening, credits go downbecause they know what's going
on and you've done some workalready.
And now the home really popswhen they're comparing it to not
just new construction, but otherhomes where people haven't
really taken them, taking careof them the way they should, and
just put them on the market asis.
(22:36):
This way, you and the buyers goin eyes wide open.
SPEAKER_03 (22:40):
So, Ash, we're saying that I can choose to
nothing and still list.
Money's tight right now with allthese lawyer bills, and this
bozo is too busy cozying up toSuzanne to get that to-do list
done.
SPEAKER_04 (22:52):
Well, Deanna, I'll be honest with you, if you have
a honeydew list, I'm happy tohelp you with that as we go
through this process.
But the key here is theinspection, right?
Because that transparency does acouple of things.
It's going to avoid dramaticbuyer reactions.
I had a client one time who wentin, he loved the home.
Outside, inside, upstairs, wentto the basement, and he felt
(23:15):
like there was some moisture inthere against one of the outside
walls.
It's very evident.
All the seller had to do wasaddress that a month prior to
putting it on the market, and myclient would have purchased that
home.
So if you want to fix someitems, fix them.
Uh, I'll line up all thereliable pros.
There's no DIY heroics.
You don't have to chase downMatt who you don't want to talk
to and get him in there to helpdo some of these things
(23:37):
yourself.
If you don't want to fix them,let's just disclose them so
people don't think you're tryingto hide anything and everybody
and everything is above board.
SPEAKER_05 (23:47):
So, how many showings would we get?
SPEAKER_03 (23:50):
Well, ask Suzanne about that.
I hear you've both been doingplenty of showings.
SPEAKER_04 (23:56):
Okay.
Okay.
Um so, Matt, to answer yourquestion, you're you're you're
gonna get a number, a normalnumber of showings, right?
And the good news is um thoseshowings are gonna be smoother,
right?
I'm not telling you that thisprocess is gonna get you
necessarily more showings, butthe showings that you're gonna
(24:17):
get are gonna go better becausethe home presents well and the
listing attachments show thework you've done.
My job as a realtor is to getpeople to and in the door,
right?
And when I put on the MLSlisting or the marketing and the
advertising that this is a CPOcertified pre-owned home, this
is gonna bring more phone callsto me, more appointments I can
(24:40):
set up and get more people inthe home to hopefully move this
home quickly so you can each goon with your lives.
SPEAKER_01 (24:47):
So conventional CPO is your default recommendation
for many and most sellers.
Buyer agents preferred certifiedpre-owned or CPO homes is they
close at 95%, not 67%.
Actually, it's 93% to be fair.
So 93% of them close, not 67%.
(25:08):
Believe it or not.
I've been tracking this since2007, a third of them drop out.
So a traditional listing with anaverage agent drops out that
many times.
It's not because it's a pooragent, it's because all kinds of
things can happen.
CPO homes are often better forbuyers as they go in eyes wide
open.
That's a critical phase uhphrase there, because everybody
(25:30):
wants to go in eyes wide openand not think about things that
are being hidden.
Sellers usually make more money,the repair requests are way
lower.
After all, we wait on the offer,you know.
So what we do is we get theoffer presentation from the
buyer agent and we say, thankyou very much.
That's awesome.
And let me send you theinspection report so that you
(25:51):
can share that with your buyers.
And this is all before theseller sign it, right?
Because we want to dramaticallyreduce the dropout and reduce
the repair request.
Because we say, please sharethis with your buyers.
We took the inspection intoaccount when we priced the home.
So in this specific situation,obviously these two want no
(26:12):
showings and funds fast.
So keep moving to option one.
And by the way, even if they'renot in these guys' situation,
what you'll find is as you'retalking through the FISBO net,
the conventional net, remember,you've spent about seven minutes
putting your details in and allthis spews out automatically.
You've spent your time now, putthe time in talking about FISBO,
(26:35):
put the time in talking aboutconventional.
Ix nay that out, cross throughit because they're gonna say,
well, the conventional CPO seemslike a no-brainer, but you'll
find they keep making a nod.
Like, what's this cash offer?
What's this cash offer?
So it's not you pushing it, it'sabout them choosing it.
So, you know, keep moving tooption one in this case,
(26:56):
obviously, because they want noshowing showings of pens fast as
they're divorcing.
So the takeaway works best whenyou're clearly not pushing it.
SPEAKER_04 (27:08):
Okay, Matt and Deanna, let's um we're almost
done here.
I want to finalize one finaloption.
The green box that you have infront of you in the paperwork I
sent over.
Uh, we're gonna look at optionone now.
This is what I like to call cashCPO, right?
And this is um how to getcertainty in a full market value
(27:32):
offer for your home, right?
This is a cash offer, and it's aprogram that advances funds
quickly in as little as 14 or aslong as up to 90 days, depending
on how much time you need to bein the home.
Uh, and then once that'sapproved, we set a renovation
reserve if that's appropriatefor things that need to be done.
(27:53):
And guess what?
You skip the showings.
So shampoo bottles, your uh axebody spray mat that Suzanne
seems to clearly like, all ofthat can stay there because you
don't have to worry about peopletraipsing through your house,
right?
So after the targeted work, welist at a repair and an after
repair value and then completethe resale, right?
(28:16):
So there's a program fee forthis, and normal real estate
costs will be taken out.
But in exchange for that cashoffer and doing it this way, you
get speed, you get fewersurprises, and in this
situation, I think this might bethe most important.
You get privacy, right?
You'll notice uh also on thisnet sheet that this is a
(28:38):
preliminary offer.
I still got to do some work.
Maybe, Deanna, I can um, I don'tknow, maybe swing by later on
and take a look at the house,make sure I have everything
right as I get it throughunderwrite.
SPEAKER_03 (28:48):
That sounds perfect.
I love the idea of the privacyand not having to do showings.
Let's do it.
Oh, but wait, Ash, how is ahandsome man like you still
single?
SPEAKER_05 (29:00):
All right, well, uh, weep it in your hands, Deanna.
Uh I like money fast.
I like not removing the two catshere.
A toddler, four chargers everytime this phone rings.
Let's just get this done so Ican move on with Suzanne.
I mean my cats.
unknown (29:14):
Great.
SPEAKER_04 (29:14):
Suzanne, it sounds like this then might fit uh for
you and and Matt.
Am I correct?
SPEAKER_03 (29:21):
It's Deanna.
SPEAKER_04 (29:23):
Oh, oh, Deanna, I'm so sorry.
Uh, so it looks like this fits.
I mean, I think this could be agood option if you'll uh I'll do
is let's confirm the title andthe mortgage.
Let's secure the initialadvance.
Uh, we'll schedule some quickcosmetic fixes, and then we'll
hit the market strong.
And you can focus on the nexthousing and logistics that you
(29:44):
need for the separation.
We'll keep it simple, we'll keepit predictable, and I'm here
especially for you, Deanna,every step of the way.
SPEAKER_01 (29:53):
Notice that Ash presented cash last without
pressure.
Deanna and Matt asked for it.
This is the takeaway doing thework for you.
Give your sellers options andthey will happily choose one.
We all like options.
The difference is they chooseyou because no other agent is
(30:14):
going in with this level ofcommunication and this level of
figures.
It's completely different.
So let's have a quick runthrough the process,
communication, and Coloradoreality check.
That's Ash.
SPEAKER_04 (30:34):
Okay, so uh Matt Deanna, I just want to take you
through quickly, step by step,so that everyone's feeling about
what's going to happen next,right?
So we're gonna get, I'm gonnawork on the paperwork and get
the program approval.
I'll I'll need to request uhfrom our funding partner the
contract today, uh, and thenI'll send over to you the
(30:54):
listing paperwork just in caseuh there are any holdups with
underwriting or scenario yourhome doesn't qualify for the
cash offer.
If it does, we'll move quicklyto closing.
We'll get that initial advanceof cash to you guys at the first
closing within 14 to 90 days, aswe talked about earlier.
(31:15):
I'll work with Deanna toschedule the paint, the lights,
the initial fixes.
Uh, it won't be crazy like HGTB.
We'll make it simple.
Uh then what I'm gonna do as anagent, each of you, I'll get
onto a uh a Zoom call.
Deanna, you and I can meet inperson if you like.
We'll do a weekly 10-minuteupdate for both parties.
That way we're on the same page.
(31:35):
All the cops, all the attorneysare included, uh, and we'll have
one version of the truth.
Uh, and then once all that'sdone, I'm gonna relist the home
after it's cleaned up and empty.
We're gonna sell it.
You'll receive the remainder ofyour funds per the divorce
agreement.
And on average, two-thirds ofour sellers make more money when
(31:56):
they go in this route as opposedto a traditional uh listing.
How does that sound, Deanna?
SPEAKER_03 (32:05):
That sounds great.
Where do I sign?
SPEAKER_04 (32:07):
You got it, Deanna.
Matt, how do you think this uhworks for you guys as a couple
or as a former?
SPEAKER_05 (32:13):
Yeah, I'm I'm I'm ready to roll and move on.
unknown (32:16):
Awesome.
SPEAKER_01 (32:17):
Okay, so let's do a quick recap.
Start at option four, the FISVO.
So clients see the work and therisk.
Don't be nervous about doingthat.
They've thought about it anyway.
Just step in to the elephant inthe room.
And you'll notice, even on thisone right here, um, if you're
looking on your phone orsomething like that, it's only
$9,000 away from theconventional CPO.
(32:40):
And think about all the time andenergy that they go into.
For most people, they would jumpright there, even if they were
thinking about a FISB.
Option three, conventional, theold-fashioned average agent
listing, um, so that they knowthe baseline and the likely
credits.
That's usually what you'recompeting against.
Focus on option two, the yellowone, the conventional CPO, as
(33:02):
they vault for many listingswhere the seller pays for the
inspection.
Close with option one, the cashCPO.
No pressure in this Deanna andMatt scenario.
They pick option one becausethey want privacy, fewer
showings, and funds fast.
It's not pick, it's choose, butnever right.
Never mind.
This is the right bit for theirlife.
Over to Ash.
(33:26):
Oh, Ash's thing's gone out, soI'll keep going.
Your goal is the listing, theoption is the tool.
Lead with education, notpressure.
Oh, and Deanna, I just got yourtext, and I'll hide the sound.
Sorry, that was me.
SPEAKER_03 (33:41):
Oh, Ro, that's so exciting! No, but seriously,
everyone, all fun aside,remember your experience plus
the net she is your power comboto stand out every time.
SPEAKER_05 (33:55):
Yes, and please, no more painting, no handyman work.
I don't want a honey-doo listany longer.
SPEAKER_01 (34:01):
I hope you can see how you can use the full market
to open the door to your listingappointments.
It's a great appointment getter.
And then use the net sheet.
It takes you five minutes to putit in to let your sellers
choose.
Sellers love to feel likethey're in the driver's seat.
Hop on a Discovery call any dayfor more info.
We do them every single day.
(34:22):
Sixfigureagents.com.
And today, for the next 90minutes, we're gonna choose
somebody to get a free coachingsession with Deanna Ash.
Matt, all yours truly.
Deanna's our senior living CPOchief coach.
So if you're interested inworking with senior living, it's
actually powered by the Cash CPOoffer, then it could be Deanna.
(34:43):
Matt's a genius with settingappointments, and Ash is our
TEDx speaker who rocks realestate and um and he is married
before any of you are.
So uh what are your aha tripstoday?
Let's see here your aha's.
Are we able to open it up,Jamie?
SPEAKER_04 (35:01):
Oh, there are a lot of questions in the uh chat,
Jane.
SPEAKER_02 (35:05):
Yep, I did.
Uh I have some questions uh thatI had marked that I wanted to
ask.
Um, thank you guys so much forthat.
It was fun to hear how youexplain each of the different
options.
I will say for myselfpersonally, um, I used the cash
offer option to get into thedoor, um, which got me into the
door.
(35:26):
And then uh my most recentlisting did the certified, uh
pre-owned and did thepre-listing inspection, which
did help get multiple offers,which is becoming more and more
rare.
It was like I was back in 2021.
Uh, we had six offers within thefirst day.
Um, and I think it's justbecause there were no questions
(35:48):
whatsoever on the condition ofthe house.
Uh, and then the sellers wereable to pick the offer they
wanted and they didn't have togo through the inspection period
again.
So um, yes, there are a fewquestions.
Uh, specifically, uh, Janetasked if someone could tell her
where to populate the threeoptions.
So that's really like thebiggest question is where do I
(36:09):
receive the three options or orwhere do we receive the net
sheet?
So I didn't know if you um Rocould could go through that in a
little bit more detail and whatit looks like.
SPEAKER_01 (36:20):
Yes.
So um I can share the screenwith you if you want to, but
it's cashcpo.com, C-A-S-H, likecash money, CPO for certified
pre-one, cashcpo.com.
You first of all, you enter theaddress and then it's going to
ask you a few questions like uhput the zestimate link in, put
the RPR link in if you have RPR.
(36:43):
Um, is the home updated thatkind of that kind of thing?
So Sharon, I know you're alittle lost in there.
Don't worry.
Is the it's not KW offerings,it's a four-market offer sheet.
I'm trying to answer some ofthese on here.
Um so cashcpo.com, put it inthere.
It's free.
You'll get emailed back the netsheet that looks like this.
(37:04):
Um, we do training every singleday, which is at
sixfigureagents.com.
So there's no, you know, thisisn't one of those things where
we can go, here is steps onethrough six on this with
everything you've seen today.
That's why we thought it'd bemore fun to have a play to guide
you through how we present it.
There are lots of steps to it,and I promise you, once you get
(37:27):
your arms around this, you willlist completely differently.
I've been doing this for 19years.
I've only been doing this forabout 18 months, and I wouldn't
dream of going to a listingappointment without the net
sheet.
Um, I don't have to do a netsheet anymore.
Now I've got four options totake with me.
It's not to do with the cashoffer.
Take that out of your mind.
The cash offer is to open thedoor.
(37:48):
So for those of you who missedit, it's a very simple script.
When it's a cash offer, it's hiMatt, how are you?
This is Rowena Patton.
Thanks for your requesting yourcash offer.
You're available on Monday,right?
Everybody can remember thatscript.
If it's a Fispo, it's hi, hi,Mrs.
Fuspo, it's Rowena Patton here.
Um, my buyer texted me thismorning, is interested in
(38:11):
purchasing your home.
Are you available on Tuesday?
That one's pretty easy too,right?
Expired is who wants to do theexpired?
Hey, Mr.
Expired, Rowena Patton here.
My buyer texted me this morning,he's interested in purchasing
your house.
I have a full market offer foryou.
They might kick back with, wheredidn't you say it the first
(38:34):
time?
And you can say things like, Ohgosh, I'm so sorry.
I actually just got certifiedwith Cash TPO, so now I can
bring this to you.
Well, what's that about?
Well, I I'm gonna bring you afull market offer.
Are you available on Tuesday?
That's it.
So any of you who've called alot of uh uh FISBOs are pretty
easy, right?
FISBOs get all excited and ofcourse they want to see you.
(38:56):
Um, however, they capitulate awalk week four to six, so
remember that is the the devilis in the follow-up for those.
Um, and of course you can flowthose through fellow if you've
got fellow.
The expireds are gonna be a veryfast appointment with this.
Any of you who've calledexpireds know that if you're
really good with scripts, yourhit rate's 2%.
You're gonna get appointmentswhen you actually speak to
(39:19):
somebody over 50% of the time.
I think that's a pretty goodincrease, don't you?
Yep.
SPEAKER_02 (39:24):
So and and Jackie asked, and Matt did answer, but
I did want to just kind of addon to this question.
Jackie asked if you could usecash GPO in every state, but are
there certain buy boxes orparameters of what qualifies for
being able to get the fouroptions?
Yes.
SPEAKER_01 (39:44):
Yes, and the the great thing about the net sheet
is let's bring that one upagain.
There's a big box at the topthat gives you all the scripts.
And remember, role play themwith this.
We're on every single day.
It's free.
Come on, we'll do a role playwith you.
It says this preliminary netsheet is designed for your
initial in-home meeting andprovides approximate figures to
help you compare your options.
(40:05):
That's directly to the sellers.
At the meeting, your agent willconfirm whether the mortgage or
any other liens on the propertyexceeds 70% of its current
market value.
If they do, the cash GPO optionmay not be uh available.
Remember, you're using it toopen the door.
You here's the deal, guys.
You don't know what theirmortgage is.
You might think you do.
Often we're wrong, right?
(40:25):
Because the numbers that arequoted are incorrect.
You don't know how much work itneeds doing.
They might say a certain thing,and when you get there, it's
something else.
So this is a conversation piece.
The scripts that were mentioned,uh, Jackie, you will find them
at listingroyalty.com over here.
So listingroyalty.com, it's afree app.
(40:46):
Download it.
Look for this cash offer button.
All the scripts are in there.
98% on the app is free.
So you'll find them all onthere.
We can even give you today's umscript if you want to.
Where do you role play?
says Tom.
Six figure agents.
Tom, we do do an open call everysingle day.
Just go to six figure agents.
(41:08):
That takes you, you can bookMonday through Friday um every
day of the week at noon, everyday of the week.
We do it at noon, so the WestCoast, because we have a lot of
West Coast agents as well.
Um, do you use cash if you ownevery state?
Yes, we've got different fundingpartners.
Jamie said, What's the buy box?
Sorry, Jamie, I haven't gettingto it, I promise.
Um, the the buy box is it iscase by case, you're gonna be
(41:32):
most successful between about250,000 and about six million.
So, you know, between thosenumbers, however, it is case by
case, the more equity you'vegot, the more the the less risk
the investor is taking, thebetter, as as you would imagine,
like anything else.
The difference is, guys, whatyou'll find with this cash
(41:53):
offer, if you look at this is areal one right here.
So look at the net 662.
I'm gonna just gonna round forthe sake of time.
So the conventional offer, thisis what many agents do.
Let's do FISBO, let's get reallycrazy.
And if I can see it, 650, Ithink.
The conventional is 620 uh 629,right?
(42:13):
So on a boring old-fashionedlisting.
Go up to where the seller getthis.
The seller pays for theinspection.
All the scripts, just go tolistingroyalty.com, look for
find your unique valueproposition, read about
conventional CPO, all thescripts are in there.
I wrote the book, it went bestseller overnight, and I wrote it
for agents with all the scriptson how to do this.
(42:35):
So the conventional CPO overhere, this is all the seller's
got to do is pay for theinspection.
There's lots of scripts behindthat.
Once you get around toexplaining it, they will
literally say to you it's ano-brainer.
If I had a dollar for everytime, I literally heard those
words, no-brainer.
Um, I'm at 3,600 transactionsand very, very few of them are a
(42:58):
conventional sale like this.
They're conventional CPO wherethe seller's done the
inspection.
We were up till 10 o'clock lastnight negotiating a deal because
the inspections being donetoday, they pulled out of the
last house.
That wouldn't happen, guys, ifit were a conventional CPO.
I can't stand it when we have towork on the buyer side now
because oh my gosh, they're notconventional CPO.
(43:18):
Please get your arms around thisand let's all start listing
homes this way.
Because look at the net.
So this is 642 compared to aconventional listing at 629.
They don't, and these drop outum 7% of the time, these drop
out 32% of the time.
Like it's a complete no-brainer.
The bullet points are below it,and this gets emailed to you
(43:41):
when you put it in at cash CPO.
Um, if it if it won't work forthe bucks over here, you're
gonna shift them into theconventional CPO.
You are going to love it as alisting agent.
It's so much easier.
Nobody's having a cow the nightbefore the inspection, including
your sellers, including you,including the buyer's agent,
including your buyers, becauseyou know what's in it.
(44:03):
It's not gonna drop out becauseas a conventional listing agent,
you're gonna say, here's ourinspection.
We took the price into accountwhen uh when we did the
inspection, you know, we lookedat the inspection.
So please have your buyers lookat it before our seller's
signed.
That's how you stop it fromdropping out.
Can anybody write in the chatwhat happens when a house drops
(44:23):
out?
We call it a stigmatizedlisting.
What happens?
So you've got a listing and itdrops out.
What happens next?
Do you get calls from around thecountry?
Does everybody in their dog callyou and say, Oh, um, what's
wrong with it?
My buyers were looking at that.
Do you get calls from buyers onZillow going, what's wrong with
(44:44):
that house?
It dropped out.
It's what we call exactly, saysJamie.
Everybody asks, What's wrongwith it?
or why it fell out of contract,right?
Exactly.
It's called a stigmatizedlisting.
And you say, tell the sellersthat.
And the buyers say they want alow ball and offer.
That's what that's exactlyright, Jamie.
Jamie nails it as usual.
That's what drives the pricedown, right?
(45:06):
When you explain that to yoursellers, listen, you can do a
conventional sale, but shouldyou choose not to do the listing
at front, the inspection atfront, what's going to happen is
it's going to drop out way moreoften.
And no, it's not because I'm I'mnot a great agent.
We can't control what'shappening out there, especially
with the inspection.
The average inspection has 50items on it, and it's a
(45:28):
156-point inspection, and it has50 items on the repair request.
Of course, people are going toget nervous, especially when
most of the USA now is in adeclining market.
There's very few areas left.
Ash up here actually is in oneof the few areas left line in
the entire company country.
We're in a nervous market thatmakes buyers nervous, it makes
(45:50):
sellers nervous.
When they've got the ins thattrust me, it's not hard to
convince them at all.
People want to know what's wrongwith it exactly, Diane.
SPEAKER_05 (45:59):
I did want to answer a question Tyler had.
Um, they're using KellerWilliams offerings.
No, Tyler, it's completely brandagnostic.
Um, we've got a couple ofdifferent uh companies that we
go through, and we, you know,basically we have a couple
different funding partners.
So I mean, I it would definitelybe best to hop on a call uh go
into the sixfigureagents.com.
(46:20):
We'll go through like what weuse.
And you I mean you could do thison your own or you know, however
you want to do it, but we'llhelp you walk you through step
by step.
SPEAKER_01 (46:27):
Yeah, and you get this back by email.
There's no obligation oranything else.
There's no referral fees, guys.
I mean, people always say, whyare you doing this?
Because it's it's a better, Imean, I've been on a binge of
this since 2007 when um I wascrying every third day of my
first year in real estate and Icouldn't understand what was
going on.
That's where certified pre-owncame back, came from back in at
(46:50):
the end of 2006, actually.
And it's just grown and grown towhereby now I can't, I just
can't imagine why people listany other way.
SPEAKER_02 (46:59):
Now, Carol asked, um, Ro, who selects the
pre-inspector?
Will any home inspector do?
Um, I would love your thoughtson that.
In my case, I didn't tell mysellers to just contact the
person that did the inspectionon the house they were buying
and see if they do pre-listinginspections.
And they did, and that's whothey had out to do it.
(47:22):
But do you recommend certaininspectors?
Um, the inspectors that I'vetalked to, I've asked multiple,
all have a pre-listinginspection option.
SPEAKER_01 (47:32):
So inspectors are your best friends and appraisers
of your best friends.
The trifecta actually of CPO isthe appraisal, the inspection,
and offering a home warranty.
You'll see all of that in thebook.
And again, the book's free,listingroyalty.com.
It's all there with all thelinks and all the scripts and
everything else.
So have what we do is we put alist of inspectors on our CRM.
(47:54):
And it depends on how fast weneed it, right?
So what we do is we've got 10 to15 inspectors tagged as
inspectors.
We mass text them saying, ourclient is in, you know, insert
area, who can get out by Friday?
Please give our seller a call atthis number.
The sellers think you'reamazing.
By the way, build those samesame lists of contractors, build
(48:16):
those same lists as ofappraisers, build the same list
of painters, so on and so forth.
So that whenever you forgetthis, whenever your clients,
you've helped your client intothe house, buy the house,
they're going to be in therefive, seven, ten years.
It's a reason to call them.
Hey, how's the house going?
Do you need any contractors?
You had any trouble findingthem?
(48:36):
You can have your drips say thattoo.
Hey, I've got a great list foryou because you can ping them on
mass, even if it's five of them,and say, call my seller here.
They think you're a genius.
You know how hard it is to gethold of contractors.
So, yes, recommend the inspectorif you know one.
Make one your best friendbecause they will jump through
hoops for for you.
Because now you're doing allthese listings with the
(48:58):
inspector.
Tyler says, This is great.
I bring options like this, andit opens the door for an
appointment.
Great idea.
Exactly.
And remember, you don't have todo all this anymore.
You spend five, ten minutesanswering a few questions at
cachecpo.com.
And this gets emailed to youwith with a whole bunch of other
stuff as well.
Comparison sheets, what to do ifum they do want the option,
(49:21):
depending on which fundingpartner we use.
They they all work differently.
Um, two-thirds of sellers, bythe way, I didn't mention that.
Two-thirds of sellers make morewith option one, the green one,
than they do with a conventionallisting.
Get that.
Because we go in and we fluff itup a little bit, you get the
listing, right?
So you're bringing it, you getthe listing, um, and you get,
(49:42):
you know, get paid commission onthat like you normally would.
Nothing is different, exceptyou've got a certified pre-owned
listing.
I know you don't know what thatmeans right now, but once you've
done one that's been inspected,especially if it's been
appraised and you don't have tomeasure it anymore, you've
cleaned it up a little bit ornot, you've got the inspection
report.
You will, I promise you, youwill never want to list a home
another way again.
(50:02):
It's just, it's so much better.
Much of California lists likethis now.
SPEAKER_03 (50:08):
And to add to that, Row, just for some additional
clarification, on the cash CPOoption, the funding partner
actually orders the appraise onthe inspection with a third
party.
So they handle all of that andjust send you the instructions
on what to do next.
SPEAKER_05 (50:23):
I did want to piggyback too on what Tyler
said.
This is great.
It brings options like this toopen a door.
I mean, that's really the onceyou understand that, everything
else completely goes it, it goeshand in hand because the cash
CPO element, we realize thatthere's a very small percentage
of people that are gonnaactually say, yes, I want to do
that cash element.
Uh, most of them are gonna bemore towards the conventional
(50:44):
CPO because they're gonna seethe value, they're gonna see
exactly what you're doing.
And even like with our callers,when our guys would make the
appointments before we had allof this, we didn't have like
this great unique valueproposition that helps you
differentiate.
That's why we're trying to beyou versus you.
So when someone goes, Oh, I'mshopping between three or four
real estate agents, it's a wholelot easier to choose someone who
(51:04):
has an entire unique systemthat's reverse engineered to get
them you know more money,opposed to someone who's like,
Oh, I'm awesome and I sold abillion homes and I do it, like
you're just you're doing whatyou can to differentiate
yourself in this market and noone else is is using this, which
is great.
(51:25):
Oh, Ro, I think you're muted.
SPEAKER_01 (51:28):
Yeah.
So any other questions or ahas?
Tyler says this is great.
I bring options like this, itopens doors for an appointment.
Yeah, it's exactly that.
It's it's uh very cool.
So uh we also have uh do weanswer everybody else?
SPEAKER_05 (51:42):
There's two more two more questions.
Uh do we receive the net sheet?
So, Kevin, you get the net sheetafter you uh after you actually
submit the cache cpo.com.
Uh and I mean I'm sure we could,you know, if you jump on a call
with us, we have uh actual netsheets that you can have.
Um and Janet, how much does theservice cost?
I mean, depending on wecustomize it based on what you
(52:04):
want.
Everything that we're doingright now, everything we're
showing is completely free.
It's in the app.
Uh, you can become cash CPOcertified 100% free, which is
going to ultimately increaseyour conversion rate
exponentially.
You're gonna go on theseappointments and you're gonna
start getting a lot more ofthem, winning them, whether
they're from, you know, whetherthey're warm leads, cold leads,
(52:25):
this helps you differentiate.
But I mean, if you want, youknow, to go into more coaching
or you want ISA services,there's customized pricing for
all of those.
SPEAKER_01 (52:34):
And then you're not paying any um uh brokerage
commissions or anything likethat.
There's no referral fees.
There really aren't any hiddenfees.
I know it's hard to believe.
We're real estate agents thatwere being sold all the time,
right?
But there just aren't.
Sorry, guys.
Like, um honestly, the truth ofit, I told Jamie this before we
(52:54):
got on.
Um, a year last May, we thoughtI wasn't gonna make it.
I was had advanced powerfailure.
I was in the hospital for twoweeks on a morphine drip.
They told me to seek hospice andsay goodbye to my friends.
That's the truth.
So listingroyalty.com became awhole legacy site with
everything on there.
That's why it's free.
And I tell you that, honestly,just because um if anybody's
(53:15):
been through anything like that,life gets very diff different.
And I'm at 500% now.
Don't worry, I'm I'm definitelynot going anywhere.
My motto now is uh die or gobig.
So and secondly, so you know,don't think it's over, it's
never over.
I don't know who needs to hearthat today, but I sense somebody
does.
And uh that's why most of it'sfree because I know we're all
(53:35):
cynical.
That's why.
SPEAKER_02 (53:39):
I love that.
I love that you're healthy now,Ro.
Um, and I love that you guys alljust come from a sheer place of
value because I do think that,you know, in this day and age
and culture, everyone's like,where is it dropping?
What how much does this cost?
And and to be able to providethe service uh and these
resources um that really justmake us all better, every one of
(54:02):
us in the industry better.
And I know I've mentioned it afew times, but I was just blown
away at how impactful it was atgetting me through the door um
on someone who they thought thatthey were already gonna, they
thought they knew exactly whothey were they were gonna list
with.
Um, and so I just I can't speakenough to how powerful this is
if you use it.
So I know we're about at time,but I did see that Carol asked a
(54:24):
question.
So I'm gonna read that reallyquick.
And then if you have any finalquestions, throw them in the
chat really quick.
Um, but uh Carol asked, I workwith a lot of seniors who don't
have the money or energy to doany work.
Is there a minimum propertyvalue that works for the system?
SPEAKER_00 (54:38):
Well, that's right.
SPEAKER_03 (54:41):
Yeah, absolutely.
So typically the buy box, as Roementioned earlier, is between
$250 to$6 million.
But we can do that as acase-by-case basis.
Remember, you know, the benefitsof using our senior living CPO
program, which is a niche underthe cash CPO umbrella, is that
you can offer this.
You know, most seniors don'thave a mortgage to work with,
(55:02):
right?
So the numbers are a lot easierto manipulate to make it work in
their favor.
So I would say go tolistingroyalty.com, check out
the free training, hop on adiscovery call.
Um, and I'd love to get out ofone-to-one with you to talk more
about it if that's somethingyou're interested in.
SPEAKER_05 (55:17):
And Jack, yeah, I'm sure Ro didn't say it, but she
will.
Ro is super happy with yourcomment.
Thank you so much.
Your role play today was supercute and funny.
Uh Ro was going really above andbeyond to make this funny.
And I'm like, Ro, do I gotta bethe cheater?
Do I gotta be the bad guy?
And someone's gotta be the badguy.
I'm like, all right, I'll do so.
(55:38):
Uh but I'm the guy hitting onthe possible clients.
Yeah.
But yeah, we want to make thisso that we weren't just talking
at you guys because I meanthere's nothing worse than, you
know, and someone's just talkingat you.
We want to make it interactive,make it so you guys and
realistically, I mean, these arereal life scenarios that happen.
I mean, it's sad, but it's true.
I mean, people go through thistype of stuff all the time.
(56:00):
So we wanted to make it uh whereit was easily plug and play, and
you could, you know, see wherethis could go off the rails real
quick if you don't have the theright type of setup.
So yeah, appreciate uh you guysletting us come in and uh share
all this with you.
SPEAKER_04 (56:15):
And real quick, Jamie, I know we got to jump,
but I just want to say to umCarol's comment about working
with seniors.
I got involved in this throughSenior Living CPO and I worked a
lot with Deanna and Roe on this.
And it's such a rewardingopportunity to work with seniors
who are could be in a positionwhere maybe the only cash they
(56:39):
have to get into a senior livingcommunity and live safely is
tied up in the equity in theirhome.
So this really not only givesyou a tool to go out as a
realtor and and acquire newclients, but it really is
working with people in a way tohelp them in a very difficult
situation.
I find it very rewarding.
And um if you're interested, Iwould very much encourage you to
(57:01):
re to jump on one of thediscovery calls and learn more
about it.
SPEAKER_02 (57:06):
Perfect, perfect.
Well, thank you everybody forjoining us today.
Thank you so much, Roe, Ash,Deanna, Matt.
Everybody will receive arecording of this.
You'll also have a link tolistingroyalty.com.
I would encourage you todownload the app.
It is incredible.
And again, all of the resourcesare free and visit
sixfigureagents.com.
Um, also, if you are a fellowuser, you can connect with your
(57:30):
success manager via that email.
Um, and uh if you don't knowabout fellow, you can learn a
little bit more about fellow aswell from those emails.
So you'll receive those probablyaround 2.30 this afternoon, uh
Eastern time.
So thank you all so much.
And Ro, Ash, Deanna, Matt, Ican't wait to have you guys back
again in the future.
SPEAKER_01 (57:50):
I just want to answer quickly.
Uh, there are there are notconditions like uh solar panels
or condos that that's a problem.
So hop on a discovery course.
I I put the link in there, hopon discovery course.
We're gonna do a drawing in thenext couple of hours and uh win
you all some coaching pollsthere.
Thank you so much, Jamie, forthe opportunity.
That was so fun.
SPEAKER_02 (58:12):
Absolutely.
Thank you guys.
Have a great rest of your day.
SPEAKER_04 (58:15):
Thank you, everyone.
SPEAKER_01 (58:16):
Thank you guys.
Welcome, welcome.
We are live.
Good morning, good afternoon.
Wherever you are logging infrom, we're pumped to have you
here with us today.
I am personally incrediblyexcited about today's topic as
an agent myself.
I learned so much from thisgroup of people.
So I am excited to bring it tothe fellow community and also
(00:21):
welcome all of you that are onthat are not yet part of the
Fellow community.
And I'm excited that you're hereand you get to experience a
little bit about what Fellow isabout and what the community is
that we have.
So if you don't know me, I amJamie Munchin, the community
leader here at Fellow.
Also, as I mentioned, a licensedagent.
And uh today is all aboutleveraging the cash offer
(00:43):
messaging and multiple sellingoptions to get listings.
And I have a phenomenal teamhere.
We have Rowena Patton, leader ofCash CPO, as well as her team,
Ash, Deanna, and Matt with us.
And I will handle hand it overto you in a second row.
But I do just want to say,everybody, you are in for a
treat.
Um, we had this exact panel onback in April, and the session
(01:07):
was phenomenal.
And I actually personally took aton of notes during that
session.
Uh, and in my last two closedlistings that I've had, I
actually dove into using thisstrategy exactly as Roe outlined
it and as the team outlined it.
And that was what actually setme apart and got me in the door
(01:29):
and actually helped me win bothopportunities.
Um, but one of them wasspecific.
Uh, I was able to get in becauseI had that cash offer message.
Um, and they were wanting toexplore that before going
ultimately traditionally.
So welcome everybody.
So excited to see you here.
I do want to give a specifichaul out to Rhonda Everett.
(01:51):
She was my first mentor everwhen I became an agent.
Um, so really fun to see you onhere.
But Gary, Brent, Jason, Jen,everybody, welcome.
And Ro, I'm gonna hand it onover to you.
SPEAKER_01 (02:06):
Awesome.
Thank you.
Welcome, fellow All-Stars.
I'm Ro, and this is a friendlyguide to turning heavy phone
lifting into white.
A cash CPO or a cash offerpartner with fellow, and today
we'll look at how to winlistings with this program.
You'll also get all the scriptsyou need for this, which I give
(02:26):
out every day on our DiscoveryCall.
They're free, they're everysingle day, and you can hop on
them at sixfigureagents.com.
We'll give you a link to that aswe're going.
I'm joined by the all-starplayers today, Deanna Allen, and
they're gonna wave at you.
Playing the divorcing wife afterher husband, played by Matt
(02:47):
Millier, got a little too cozywith her bestie Suzanne.
And Ash Davis, who is the agent,navigating his way through,
showing them four differentoptions to sell.
This'll keep it fun whileshowing you the different
aspects of the offers.
As a fellow agent, you knowyou'll have sellers who raise
the hand every day.
(03:08):
Did I say you all?
CMAs, cash offers, home values,type in the chat if you've got
more than fellow, three fellowhand raisers of any type.
Go ahead and type in the chat ifyou've got more than three this
week.
You go on, if you don't knowhow, then jump on the Discovery
Call again.
I'll help you, and Jamie willhelp you as well.
If you go on FISBO appointmentsor you'd like to, or go on
(03:30):
expired appointments and typicalregular seller appointments, I
hope to convince you today youshould never go to a listing
appointment today again, or chatwith a handraiser for that
matter, unless you're armed withyour net sheet.
What the heck she's talkingabout with a net sheet?
You're gonna see it in a minute.
It doesn't matter what yourfellow sellers are saying.
(03:52):
I really want you to get thatone.
It doesn't matter if they'resaying I'd like a home value, or
I'd like a CMA, or I'd like acash offer, or I'd like a
callback.
Go straight in with the offer.
It takes 10 minutes.
And you can always say thingslike, doesn't matter if you're
not ready for six years, you mayas well get the real value.
So you could also win one of our30-minute coaching sessions
(04:14):
today with me or any of theseall-star players, a value of$950
with a real estate theme of yourchoice.
We can pretty much do all ofthem.
If you want to enter, book afree discovery call, which is
held daily, every single day,between now and the next 90
minutes at sixfigureagents.com.
(04:35):
Let's just put that up on thescreen for a second so you can
see it.
Six figure, the number sixfigureagents.com.
That's how you enter there.
Um, and you can win a coachingcall.
And of course, if you've gotquestions, that's gonna help
because it's a place to answeryour questions.
It's all free.
We're not selling you.
Um, and then we're gonna take alook at the net sheet.
(04:58):
Ooh, here it is.
Oh, the wonderful, exciting netsheet.
Don't worry, we're gonna go overit.
So when you are a home seller,enters a potential listing at
Cash CPO.
So that's I just mentionedsomething else.
Let's go ahead and talk aboutthat one.
Cash CPO, like certifiedpre-owned, cashcpo.com.
So you enter some details inthere, it'll take you five to
(05:21):
ten minutes, you put your housein, but when you've got the
listing appointment, or you'rethinking about getting the
listing appointment, or maybeit's your listing that you want
a full market offer on.
When you enter it at Cash CPO,the system's gonna send you four
different net options, all onthis one page.
It's all free.
It looks much prettier than thiswhen it comes out.
(05:41):
Well, look, Deanna, this one'syours.
So sellers love it.
The emails are door open, you'renot gonna send this email out.
Expired Fisbos, conventionalsellers love the real options
and real numbers here.
These are all nets.
This all spews out automaticallybased on a few numbers that you
put in there.
(06:02):
So, what you're gonna do is pairit with your fellow handraisers.
Or if you're not with fellow andyou don't want to be with
fellow, how can that be, Jamie?
Can't be.
But if you don't want to be withfellow, you can't afford it
right now or something likethat, do it with your regular
listings.
Do it with Bisbows and Expireds.
And if you put the power offellow behind it, obviously it's
really amazing.
So, as Matt said the other day,this net sheet alongside your
(06:25):
regular listing presentation, asyou convert competing, you know,
you want to competing, right?
So listings are getting verycompetitive.
We all know that.
But as Matt said the other day,and I love this, he said, this
has you competing as you versusyou.
No one else has anything likethis.
And your competition doesn'tstand a chance.
(06:45):
So when you log into fellow andsee people raising their hands,
call and get the appointment.
You know the scripts, and we'lldo a quick recap of what to say.
Jamie, you were just mentioningwhat are the scripts.
So over to Deanna.
SPEAKER_03 (06:58):
Thanks, Ro.
So this is for a fellow homevalue handraiser on Fellow or
anywhere.
Hi, Miss Handraiser.
Do you have 10 minutes so I canpop by and take a quick look at
your home to get a more accuratevalue?
No worries if you're justcurious about the value.
Once I get it more accurate, Ican track ups and downs and
we'll email you monthly with amore accurate figure.
(07:20):
So in two years, when you'reready to sell, you know the
market more accurately.
Agents, take the net sheet withyou anyway.
Put the home in at Cash CPO sothat you have a net sheet to
leave behind.
I'm Deanna Allen, Chief Coach atSenior Living CPO, a program I
helped build from my 14 yearsmanaging a local senior living
community and my work as a realestate agent.
(07:42):
I co-founded All Star Powerhouseto bring this to more seniors.
And I currently have two CashCPO offers in play.
And I just got two morereferrals this week from our
senior living program.
Matt, why don't you give us thescript for a CMA?
SPEAKER_05 (07:56):
Yeah, absolutely.
Thank you, Deanna.
And uh, we'll be really nice toeach other for right now.
You guys will see a differentside of this as we go through
the script.
Uh, but this is for the CMAhandraiser on fellow.
Hi, Mr.
CMA.
Hey, do you have 10 minutes justso I could pop by and just take
a quick look at your home to geta little bit more accurate of a
value?
Uh that way I'll be able toprepare a much more intelligent
(08:17):
comparison of your lovely homeagainst some of the others that
have sold recently.
So, agents, when you put thehome in at CashCPO.com, you're
gonna have a net sheet that youcould take with you.
It's gonna give you fourdifferent options, and those net
sheets are gonna trump a CMAevery single time.
Uh, I'm Matt Millia, by the way.
I co-founded the All-StarPowerhouse.
(08:39):
I help you bring ISAs, staffISAs, uh, set them up in your
business so that you can set upmore appointments and you can uh
delegate off appointments toreal estate agents on your team.
And now I'm gonna hand it overto Ash.
Thanks, Matt.
SPEAKER_04 (08:54):
Uh, everyone.
This is a simple one.
This is for a fellow hand raiserwho is asking for a cash offer.
So, hi, Mrs.
Cash Offer.
Uh, my name is Ash Davis.
I saw on fellow that you wereinterested in a cash offer.
And I just wanted to touch baseand see if you're available
perhaps Sunday or even Tuesdayif you have time, where we could
sit down and we could discussyour offer.
(09:15):
That gets the conversationstarted.
So, agents, what you do then isyou put the home in a cash CPO.
So do you have the net sheetthat you see on the screen right
now?
This four-option net sheet willwin you the listing.
Whether they go for the cashoffer or not, you'll see in a
second how we walk through thisnet sheet with a potential
(09:36):
seller.
By the way, I'm Ash Davis.
I'm a TEDx speaker, a realtor inNorth Carolina, South Carolina,
and New Jersey.
And I'm the team lead for NewJersey and North Carolina.
And I've had four of thesehappen uh that have gone into
conventional CPOs that came inas a cash offer.
So, Ro, what about um what aboutusing it for standard listing?
SPEAKER_01 (09:56):
Yeah, I mean, listing opportunities come from
everywhere.
FISBOs, expireds, regularlisting appointments.
Just always put it in atcachecpo.com.
Thank you.
SPEAKER_00 (10:10):
I'm rooming a pattern, by the way.
I'm at 1.3 billion at the momentto work.com or I've got four
cafes behind now.
Cathyo up there going right nowwith the other listing where
(10:31):
they open the door becausethey're never being happy.
So let's introduce you to ourcast today.
SPEAKER_01 (10:42):
So Matt and Deanna are divorcing.
They agree on cashing out andthey prefer as few showings as
possible.
We're still going to present alloptions.
This is Ash Davis, our listingagent.
Ash is calm, competent, and hasa six sensible inspection
agenda.
SPEAKER_04 (11:03):
Hello, everybody.
As I said earlier, I'm AshDavis.
In addition to those wonderfulthings Ro just said, I return
phone calls, I sell lots ofhomes, I play a ton of golf, and
I like to rescue real estatedeals.
SPEAKER_01 (11:15):
This is Deanna.
She loves minky blankets, yoga,and puppies.
She used to love her bestie,Suzanne.
SPEAKER_03 (11:26):
Hi.
I would love a clean exit and myequity along with my sanity
back.
SPEAKER_01 (11:32):
This is Matt.
He loves lawn stripes and craftbeer.
And unfortunately, he also likedDeanna's bestie, Suzanne, a
little too much.
SPEAKER_05 (11:44):
Hey everyone, I prefer not to paint or frankly
do anything in my house.
I'd like my money sooner ratherthan later.
I want to buy a new home oncethis is done and move on.
SPEAKER_01 (11:58):
So let's walk Deanna and Match choices from four up
to one.
So what we're gonna do is setthe stage for the sellers with
the normal cycle and their stateand feeder markets, which we've
done already just for sake oftime today.
So we're talking about ClementJungla and Colorado.
(12:18):
Um, let's take a look at theshift diagram.
Many of you may be familiar withthis.
So I know Ash has been throughthe listing presentation with
you guys of everything we doyesterday and sat down with the
listing presentation.
And now, quick frame for themarket.
Economic cycles areapproximately 7 to 11 years,
(12:41):
discovered by the Frencheconomist Clement Jougla in
1860.
That was just a little whileago.
We're not really sure why agentsout there are saying, oh, it'll
just be fine in a month, or whydon't you try again in January?
It's a 7 to 11 year cycle that'sbeen happening since 1860.
Which the problem is when peopleare coming from elsewhere and uh
(13:03):
things are happening indifferent feeder markets, which
we know are happening whereyou're selling, it happens
almost everywhere in thecountry.
It means the buyers that are nowgoing to that your buyers that
were sellers are going to pushyou way harder on your price
here, Matt and Deanna.
So what do we mean by that?
You know, the seven to elevenyears, you can hold it out if
(13:27):
you want to.
Um, you can, you know, you candecide to become a landlord and
rent it.
You've got three pathways.
So hold the home for 10 years.
How does that sound to you two,Matt and Deanna?
Matt.
Yeah, now, okay.
One of you could buy the otherout, you know, and become a
landlord, or you could sell itnow.
(13:47):
And with that, let's go back toAsh and the divorcing couple,
and we're gonna go straight tothe bottom line and look at the
net sheet.
SPEAKER_04 (13:58):
All right, Matt and Deanna, thank you um so much for
spending time today to gothrough this.
I know you have um difficultsituation ahead of you, and you
have realtors to choose from.
And I'm I'm honored to be heretalking to you.
I want to take you through fouroptions that you have for
selling your house.
And most people don't think ofthe realtor coming in with four
different options.
You just talk about the priceand you move on.
(14:20):
But I want to give you everyoption you have so you can make
an informed decision.
So we're gonna start with optionfour, which is just selling it
yourself, right?
FISBO.
Everybody knows what a FISBO is.
So in this scenario, you managethe calls for the showings, you
manage the negotiations, youcoordinate inspections, you
handle the buyer who bringsprobably their uncle's cousin
with a flashlight and a YouTubedegree to tell you everything
(14:43):
that's wrong with a hot waterheater.
Uh, and on paper, you save thefee that you would pay a
realtor.
The problem is in real life, uhyou had time on the market, uh,
you have to give up moreconcessions when you go to
close, and there's a higherchance that that deal is gonna
fall through.
And uh, you know, you have torely on the fact, quite frankly,
(15:04):
that you two are gonna work handin hand together uh to make sure
this process and this project isdone uh properly.
SPEAKER_03 (15:14):
So that sounds awful.
Basically, what I'm hearing fromyou, Ash, is that I get to be my
own agent, my own projectmanager, and my own therapist.
I've got enough of that going onright now.
And to be honest, I'd rather getto know you much better.
SPEAKER_04 (15:30):
Uh well, you're true on all fronts there, and I
concur with uh everything you'resaying, Deanna.
So um in addition to that, youget to install your own sign
too, uh, which quite frankly iskind of a workout, but I'd be
happy to come over and help youdo that, even if you do for sale
by it.
SPEAKER_01 (15:46):
So moving on quickly, we're not mocking
FISBO, of course.
We're just quantifying the extralabor and the added risk.
Starting here shows what sellerstrade when they chase fee
savings.
A lot of agents don't want tomention FISBO.
They go, oh, why would wemention that?
But the idea in their heads.
They've thought about italready.
You know they've always thoughtabout doing a FISBO.
(16:08):
Or their friends and family haveeven suggested it.
So deal with the elephant in theroom and show them the net.
It's surprisingly close to theconventional CPO, the yellow
second option, most of the time.
It's usually only a few thousanddollars.
So let's go over to red optionthree, the conventional, the
(16:29):
old-fashioned average agentlisting.
SPEAKER_04 (16:32):
Yeah, so Matt and Deanna now, if you look at um
what you have in front of you inthe red box, it's option three.
And this is what I like to callthe traditional path is handled
by an average run-in-the-millagent.
Somebody you might find onZillow or just a general Google
search.
What you're gonna find here isthat your price is gonna be near
as is market value, right?
(16:54):
You're gonna list it, you'regonna have showings, people in
and out of your house.
Uh, you're gonna collectfeedback, you're gonna negotiate
inspection credits, you're gonnago through the process.
Some of those inspection creditscan generally, just to give you
an idea, run between three tothree and a half percent of the
purchase price.
(17:14):
Uh, and at that point, youreally are just hoping, crossing
your fingers that the appraisersells through.
So it works best when the homeis it works best when the home
is already close to market readyand your timeline is flexible,
meaning you don't have to sellquickly.
And uh unfortunately, about athird of those deals do fall out
(17:36):
and they go under cost.
SPEAKER_05 (17:39):
So, are you saying that I have to put my my Axe
body spray, my Cocoa Chanelbottles, and all my shampoo away
and put it in my car everysingle day?
I mean, why do a third of thesefall out?
Is that because you're not ourbest agent?
SPEAKER_04 (17:55):
Well, I'll address that in one second, but it the
shampoo bottles do matter, Matt,because the way you treat your
hair is the way you treat yourhouse, right?
And so when people see those,they want to make sure you're
doing what you need to do inyour home.
And especially in this kind ofnervous market, you get a third
of those falling out ofcontract.
It's not because you don't havea good agent, right?
It's because people fear theinspection, right?
(18:18):
So inspectors will come intoyour home when you're under
contract, they're gonna find 40or 50 items that you don't even
know about, right?
You're gonna look at thatinspection report and you're
gonna think, my God, I've beenliving in a fire hazard for the
last 15 years, right?
And when a buyer looks at that,they get very nervous.
And that's when the deal fallsout.
And that is also when everybodyin the neighborhood and in the
(18:42):
town starts calling me as youragent, going, what's wrong with
this house?
What happened?
Why did it fall out?
What do you need to tell me?
What are they hiding, right?
And that's when the downwardpressure on your price starts to
happen and you really don't getthe most value for your.
SPEAKER_03 (18:58):
Well, Ash, I don't want to speak for Matt, because
I can't do that anymore,apparently.
But I don't want 12 weekends ofshowings while we go through
this divorce and getting thisidiot to put his shampoo bottles
and all his other mess away.
I definitely don't want thestress of a deal falling out,
especially when everyone andtheir cousin is telling me
prices are declining.
SPEAKER_01 (19:19):
Then the old-fashioned route is probably
not your best friend.
Still, you always explain itclearly so that clients see the
baseline.
I ask my sellers why peopledon't buy cars on Facebook
Marketplace and they buy CPO.
Let them make the analogy.
Let them choose.
(19:39):
Even if you think, don't makethe choice for them and think,
oh, well, they're divorcing orthey're going into senior living
or I don't know what they'redoing.
Just give them all the optionsand let them push back.
So let's move on to option two.
That's the conventional CPO.
That's the yellow one in themiddle here.
This is where agents win.
(20:01):
So I've been doing this since2007, and I can tell you that
probably less than two or threepercent of my listings do option
three.
It's a very easy one to talkabout.
You're not pushing the cashoffer, you're positioning
education and control, puttingsellers in the driver's seat.
95% of my potential sellers saythis is a no-brainer once they
(20:24):
learn to explain it.
And you can read all about thisin the free bestseller that's
updated on the free app that Imentioned when we started at
listingroyalty.com.
We're gonna have a downloadsheet for you with all this on.
It's all free.
And look, uh, look for the bookcalled Find Your Unique Value
Proposition.
This is where you're that wentbestseller overnight, by the
(20:45):
way.
There's a whole section abouthow to present the conventional
CPO as well as the cash CPO.
This is where your presentationbecomes you versus you as the
listing agent.
The other agents don't have it,means you win the listing almost
guaranteed.
My hit rate is very high.
(21:05):
Over to Ash.
SPEAKER_04 (21:07):
All right, Matt and Deanna, those are your first two
options.
Now I want you to look at thebox in front of you that's the
yellow option two, right?
This is what we call aconventional CPO.
As I said earlier, CPO standsfor certified pre-own.
This is where you pay for apre-inspection.
Why would you want apre-inspection?
Well, this gives you the factsabout the home.
(21:30):
And once you have that, the twoof you together can choose to
fix nothing at all, or you canlet me recommend vendors that
you can talk to that can handletargeted high return on
investment items that thesellers are gonna, where you
guys, as the sellers are gonnaget the most value for the money
that you're putting in.
(21:51):
So think about small things thatwill make a big impact: paint,
lighting, minor repairs aroundthe home.
How many times have you gone inand looked at dirty light
switches?
Uh curb appeal.
When people walk up, what arethey gonna feel when they walk
into the yard of the home,right?
So when we do that, we disclosewhat we did so they understand
we're upgrading the home, but wealso disclose what we didn't do.
(22:14):
That way, uh fear goes down,you're transparent about what's
happening, credits go downbecause they know what's going
on and you've done some workalready.
And now the home really popswhen they're comparing it to not
just new construction, but otherhomes where people haven't
really taken them, taking careof them the way they should, and
just put them on the market asis.
(22:36):
This way, you and the buyers goin eyes wide open.
SPEAKER_03 (22:40):
So, Ash, we're saying that I can choose to
nothing and still list.
Money's tight right now with allthese lawyer bills, and this
bozo is too busy cozying up toSuzanne to get that to-do list
done.
SPEAKER_04 (22:52):
Well, Deanna, I'll be honest with you, if you have
a honeydew list, I'm happy tohelp you with that as we go
through this process.
But the key here is theinspection, right?
Because that transparency does acouple of things.
It's going to avoid dramaticbuyer reactions.
I had a client one time who wentin, he loved the home.
Outside, inside, upstairs, wentto the basement, and he felt
(23:15):
like there was some moisture inthere against one of the outside
walls.
It's very evident.
All the seller had to do wasaddress that a month prior to
putting it on the market, and myclient would have purchased that
home.
So if you want to fix someitems, fix them.
Uh, I'll line up all thereliable pros.
There's no DIY heroics.
You don't have to chase downMatt who you don't want to talk
to and get him in there to helpdo some of these things
(23:37):
yourself.
If you don't want to fix them,let's just disclose them so
people don't think you're tryingto hide anything and everybody
and everything is above board.
SPEAKER_05 (23:47):
So, how many showings would we get?
SPEAKER_03 (23:50):
Well, ask Suzanne about that.
I hear you've both been doingplenty of showings.
SPEAKER_04 (23:56):
Okay.
Okay.
Um so, Matt, to answer yourquestion, you're you're you're
gonna get a number, a normalnumber of showings, right?
And the good news is um thoseshowings are gonna be smoother,
right?
I'm not telling you that thisprocess is gonna get you
necessarily more showings, butthe showings that you're gonna
(24:17):
get are gonna go better becausethe home presents well and the
listing attachments show thework you've done.
My job as a realtor is to getpeople to and in the door,
right?
And when I put on the MLSlisting or the marketing and the
advertising that this is a CPOcertified pre-owned home, this
is gonna bring more phone callsto me, more appointments I can
(24:40):
set up and get more people inthe home to hopefully move this
home quickly so you can each goon with your lives.
SPEAKER_01 (24:47):
So conventional CPO is your default recommendation
for many and most sellers.
Buyer agents preferred certifiedpre-owned or CPO homes is they
close at 95%, not 67%.
Actually, it's 93% to be fair.
So 93% of them close, not 67%.
(25:08):
Believe it or not.
I've been tracking this since2007, a third of them drop out.
So a traditional listing with anaverage agent drops out that
many times.
It's not because it's a pooragent, it's because all kinds of
things can happen.
CPO homes are often better forbuyers as they go in eyes wide
open.
That's a critical phase uhphrase there, because everybody
(25:30):
wants to go in eyes wide openand not think about things that
are being hidden.
Sellers usually make more money,the repair requests are way
lower.
After all, we wait on the offer,you know.
So what we do is we get theoffer presentation from the
buyer agent and we say, thankyou very much.
That's awesome.
And let me send you theinspection report so that you
(25:51):
can share that with your buyers.
And this is all before theseller sign it, right?
Because we want to dramaticallyreduce the dropout and reduce
the repair request.
Because we say, please sharethis with your buyers.
We took the inspection intoaccount when we priced the home.
So in this specific situation,obviously these two want no
(26:12):
showings and funds fast.
So keep moving to option one.
And by the way, even if they'renot in these guys' situation,
what you'll find is as you'retalking through the FISBO net,
the conventional net, remember,you've spent about seven minutes
putting your details in and allthis spews out automatically.
You've spent your time now, putthe time in talking about FISBO,
(26:35):
put the time in talking aboutconventional.
Ix nay that out, cross throughit because they're gonna say,
well, the conventional CPO seemslike a no-brainer, but you'll
find they keep making a nod.
Like, what's this cash offer?
What's this cash offer?
So it's not you pushing it, it'sabout them choosing it.
So, you know, keep moving tooption one in this case,
(26:56):
obviously, because they want noshowing showings of pens fast as
they're divorcing.
So the takeaway works best whenyou're clearly not pushing it.
SPEAKER_04 (27:08):
Okay, Matt and Deanna, let's um we're almost
done here.
I want to finalize one finaloption.
The green box that you have infront of you in the paperwork I
sent over.
Uh, we're gonna look at optionone now.
This is what I like to call cashCPO, right?
And this is um how to getcertainty in a full market value
(27:32):
offer for your home, right?
This is a cash offer, and it's aprogram that advances funds
quickly in as little as 14 or aslong as up to 90 days, depending
on how much time you need to bein the home.
Uh, and then once that'sapproved, we set a renovation
reserve if that's appropriatefor things that need to be done.
(27:53):
And guess what?
You skip the showings.
So shampoo bottles, your uh axebody spray mat that Suzanne
seems to clearly like, all ofthat can stay there because you
don't have to worry about peopletraipsing through your house,
right?
So after the targeted work, welist at a repair and an after
repair value and then completethe resale, right?
(28:16):
So there's a program fee forthis, and normal real estate
costs will be taken out.
But in exchange for that cashoffer and doing it this way, you
get speed, you get fewersurprises, and in this
situation, I think this might bethe most important.
You get privacy, right?
You'll notice uh also on thisnet sheet that this is a
(28:38):
preliminary offer.
I still got to do some work.
Maybe, Deanna, I can um, I don'tknow, maybe swing by later on
and take a look at the house,make sure I have everything
right as I get it throughunderwrite.
SPEAKER_03 (28:48):
That sounds perfect.
I love the idea of the privacyand not having to do showings.
Let's do it.
Oh, but wait, Ash, how is ahandsome man like you still
single?
SPEAKER_05 (29:00):
All right, well, uh, weep it in your hands, Deanna.
Uh I like money fast.
I like not removing the two catshere.
A toddler, four chargers everytime this phone rings.
Let's just get this done so Ican move on with Suzanne.
I mean my cats.
unknown (29:14):
Great.
SPEAKER_04 (29:14):
Suzanne, it sounds like this then might fit uh for
you and and Matt.
Am I correct?
SPEAKER_03 (29:21):
It's Deanna.
SPEAKER_04 (29:23):
Oh, oh, Deanna, I'm so sorry.
Uh, so it looks like this fits.
I mean, I think this could be agood option if you'll uh I'll do
is let's confirm the title andthe mortgage.
Let's secure the initialadvance.
Uh, we'll schedule some quickcosmetic fixes, and then we'll
hit the market strong.
And you can focus on the nexthousing and logistics that you
(29:44):
need for the separation.
We'll keep it simple, we'll keepit predictable, and I'm here
especially for you, Deanna,every step of the way.
SPEAKER_01 (29:53):
Notice that Ash presented cash last without
pressure.
Deanna and Matt asked for it.
This is the takeaway doing thework for you.
Give your sellers options andthey will happily choose one.
We all like options.
The difference is they chooseyou because no other agent is
(30:14):
going in with this level ofcommunication and this level of
figures.
It's completely different.
So let's have a quick runthrough the process,
communication, and Coloradoreality check.
That's Ash.
SPEAKER_04 (30:34):
Okay, so uh Matt Deanna, I just want to take you
through quickly, step by step,so that everyone's feeling about
what's going to happen next,right?
So we're gonna get, I'm gonnawork on the paperwork and get
the program approval.
I'll I'll need to request uhfrom our funding partner the
contract today, uh, and thenI'll send over to you the
(30:54):
listing paperwork just in caseuh there are any holdups with
underwriting or scenario yourhome doesn't qualify for the
cash offer.
If it does, we'll move quicklyto closing.
We'll get that initial advanceof cash to you guys at the first
closing within 14 to 90 days, aswe talked about earlier.
(31:15):
I'll work with Deanna toschedule the paint, the lights,
the initial fixes.
Uh, it won't be crazy like HGTB.
We'll make it simple.
Uh then what I'm gonna do as anagent, each of you, I'll get
onto a uh a Zoom call.
Deanna, you and I can meet inperson if you like.
We'll do a weekly 10-minuteupdate for both parties.
That way we're on the same page.
(31:35):
All the cops, all the attorneysare included, uh, and we'll have
one version of the truth.
Uh, and then once all that'sdone, I'm gonna relist the home
after it's cleaned up and empty.
We're gonna sell it.
You'll receive the remainder ofyour funds per the divorce
agreement.
And on average, two-thirds ofour sellers make more money when
(31:56):
they go in this route as opposedto a traditional uh listing.
How does that sound, Deanna?
SPEAKER_03 (32:05):
That sounds great.
Where do I sign?
SPEAKER_04 (32:07):
You got it, Deanna.
Matt, how do you think this uhworks for you guys as a couple
or as a former?
SPEAKER_05 (32:13):
Yeah, I'm I'm I'm ready to roll and move on.
unknown (32:16):
Awesome.
SPEAKER_01 (32:17):
Okay, so let's do a quick recap.
Start at option four, the FISVO.
So clients see the work and therisk.
Don't be nervous about doingthat.
They've thought about it anyway.
Just step in to the elephant inthe room.
And you'll notice, even on thisone right here, um, if you're
looking on your phone orsomething like that, it's only
$9,000 away from theconventional CPO.
(32:40):
And think about all the time andenergy that they go into.
For most people, they would jumpright there, even if they were
thinking about a FISB.
Option three, conventional, theold-fashioned average agent
listing, um, so that they knowthe baseline and the likely
credits.
That's usually what you'recompeting against.
Focus on option two, the yellowone, the conventional CPO, as
(33:02):
they vault for many listingswhere the seller pays for the
inspection.
Close with option one, the cashCPO.
No pressure in this Deanna andMatt scenario.
They pick option one becausethey want privacy, fewer
showings, and funds fast.
It's not pick, it's choose, butnever right.
Never mind.
This is the right bit for theirlife.
Over to Ash.
(33:26):
Oh, Ash's thing's gone out, soI'll keep going.
Your goal is the listing, theoption is the tool.
Lead with education, notpressure.
Oh, and Deanna, I just got yourtext, and I'll hide the sound.
Sorry, that was me.
SPEAKER_03 (33:41):
Oh, Ro, that's so exciting! No, but seriously,
everyone, all fun aside,remember your experience plus
the net she is your power comboto stand out every time.
SPEAKER_05 (33:55):
Yes, and please, no more painting, no handyman work.
I don't want a honey-doo listany longer.
SPEAKER_01 (34:01):
I hope you can see how you can use the full market
to open the door to your listingappointments.
It's a great appointment getter.
And then use the net sheet.
It takes you five minutes to putit in to let your sellers
choose.
Sellers love to feel likethey're in the driver's seat.
Hop on a Discovery call any dayfor more info.
We do them every single day.
(34:22):
Sixfigureagents.com.
And today, for the next 90minutes, we're gonna choose
somebody to get a free coachingsession with Deanna Ash.
Matt, all yours truly.
Deanna's our senior living CPOchief coach.
So if you're interested inworking with senior living, it's
actually powered by the Cash CPOoffer, then it could be Deanna.
(34:43):
Matt's a genius with settingappointments, and Ash is our
TEDx speaker who rocks realestate and um and he is married
before any of you are.
So uh what are your aha tripstoday?
Let's see here your aha's.
Are we able to open it up,Jamie?
SPEAKER_04 (35:01):
Oh, there are a lot of questions in the uh chat,
Jane.
SPEAKER_02 (35:05):
Yep, I did.
Uh I have some questions uh thatI had marked that I wanted to
ask.
Um, thank you guys so much forthat.
It was fun to hear how youexplain each of the different
options.
I will say for myselfpersonally, um, I used the cash
offer option to get into thedoor, um, which got me into the
door.
(35:26):
And then uh my most recentlisting did the certified, uh
pre-owned and did thepre-listing inspection, which
did help get multiple offers,which is becoming more and more
rare.
It was like I was back in 2021.
Uh, we had six offers within thefirst day.
Um, and I think it's justbecause there were no questions
(35:48):
whatsoever on the condition ofthe house.
Uh, and then the sellers wereable to pick the offer they
wanted and they didn't have togo through the inspection period
again.
So um, yes, there are a fewquestions.
Uh, specifically, uh, Janetasked if someone could tell her
where to populate the threeoptions.
So that's really like thebiggest question is where do I
(36:09):
receive the three options or orwhere do we receive the net
sheet?
So I didn't know if you um Rocould could go through that in a
little bit more detail and whatit looks like.
SPEAKER_01 (36:20):
Yes.
So um I can share the screenwith you if you want to, but
it's cashcpo.com, C-A-S-H, likecash money, CPO for certified
pre-one, cashcpo.com.
You first of all, you enter theaddress and then it's going to
ask you a few questions like uhput the zestimate link in, put
the RPR link in if you have RPR.
(36:43):
Um, is the home updated thatkind of that kind of thing?
So Sharon, I know you're alittle lost in there.
Don't worry.
Is the it's not KW offerings,it's a four-market offer sheet.
I'm trying to answer some ofthese on here.
Um so cashcpo.com, put it inthere.
It's free.
You'll get emailed back the netsheet that looks like this.
(37:04):
Um, we do training every singleday, which is at
sixfigureagents.com.
So there's no, you know, thisisn't one of those things where
we can go, here is steps onethrough six on this with
everything you've seen today.
That's why we thought it'd bemore fun to have a play to guide
you through how we present it.
There are lots of steps to it,and I promise you, once you get
(37:27):
your arms around this, you willlist completely differently.
I've been doing this for 19years.
I've only been doing this forabout 18 months, and I wouldn't
dream of going to a listingappointment without the net
sheet.
Um, I don't have to do a netsheet anymore.
Now I've got four options totake with me.
It's not to do with the cashoffer.
Take that out of your mind.
The cash offer is to open thedoor.
(37:48):
So for those of you who missedit, it's a very simple script.
When it's a cash offer, it's hiMatt, how are you?
This is Rowena Patton.
Thanks for your requesting yourcash offer.
You're available on Monday,right?
Everybody can remember thatscript.
If it's a Fispo, it's hi, hi,Mrs.
Fuspo, it's Rowena Patton here.
Um, my buyer texted me thismorning, is interested in
(38:11):
purchasing your home.
Are you available on Tuesday?
That one's pretty easy too,right?
Expired is who wants to do theexpired?
Hey, Mr.
Expired, Rowena Patton here.
My buyer texted me this morning,he's interested in purchasing
your house.
I have a full market offer foryou.
They might kick back with, wheredidn't you say it the first
(38:34):
time?
And you can say things like, Ohgosh, I'm so sorry.
I actually just got certifiedwith Cash TPO, so now I can
bring this to you.
Well, what's that about?
Well, I I'm gonna bring you afull market offer.
Are you available on Tuesday?
That's it.
So any of you who've called alot of uh uh FISBOs are pretty
easy, right?
FISBOs get all excited and ofcourse they want to see you.
(38:56):
Um, however, they capitulate awalk week four to six, so
remember that is the the devilis in the follow-up for those.
Um, and of course you can flowthose through fellow if you've
got fellow.
The expireds are gonna be a veryfast appointment with this.
Any of you who've calledexpireds know that if you're
really good with scripts, yourhit rate's 2%.
You're gonna get appointmentswhen you actually speak to
(39:19):
somebody over 50% of the time.
I think that's a pretty goodincrease, don't you?
Yep.
SPEAKER_02 (39:24):
So and and Jackie asked, and Matt did answer, but
I did want to just kind of addon to this question.
Jackie asked if you could usecash GPO in every state, but are
there certain buy boxes orparameters of what qualifies for
being able to get the fouroptions?
Yes.
SPEAKER_01 (39:44):
Yes, and the the great thing about the net sheet
is let's bring that one upagain.
There's a big box at the topthat gives you all the scripts.
And remember, role play themwith this.
We're on every single day.
It's free.
Come on, we'll do a role playwith you.
It says this preliminary netsheet is designed for your
initial in-home meeting andprovides approximate figures to
help you compare your options.
(40:05):
That's directly to the sellers.
At the meeting, your agent willconfirm whether the mortgage or
any other liens on the propertyexceeds 70% of its current
market value.
If they do, the cash GPO optionmay not be uh available.
Remember, you're using it toopen the door.
You here's the deal, guys.
You don't know what theirmortgage is.
You might think you do.
Often we're wrong, right?
(40:25):
Because the numbers that arequoted are incorrect.
You don't know how much work itneeds doing.
They might say a certain thing,and when you get there, it's
something else.
So this is a conversation piece.
The scripts that were mentioned,uh, Jackie, you will find them
at listingroyalty.com over here.
So listingroyalty.com, it's afree app.
(40:46):
Download it.
Look for this cash offer button.
All the scripts are in there.
98% on the app is free.
So you'll find them all onthere.
We can even give you today's umscript if you want to.
Where do you role play?
says Tom.
Six figure agents.
Tom, we do do an open call everysingle day.
Just go to six figure agents.
(41:08):
That takes you, you can bookMonday through Friday um every
day of the week at noon, everyday of the week.
We do it at noon, so the WestCoast, because we have a lot of
West Coast agents as well.
Um, do you use cash if you ownevery state?
Yes, we've got different fundingpartners.
Jamie said, What's the buy box?
Sorry, Jamie, I haven't gettingto it, I promise.
Um, the the buy box is it iscase by case, you're gonna be
(41:32):
most successful between about250,000 and about six million.
So, you know, between thosenumbers, however, it is case by
case, the more equity you'vegot, the more the the less risk
the investor is taking, thebetter, as as you would imagine,
like anything else.
The difference is, guys, whatyou'll find with this cash
(41:53):
offer, if you look at this is areal one right here.
So look at the net 662.
I'm gonna just gonna round forthe sake of time.
So the conventional offer, thisis what many agents do.
Let's do FISBO, let's get reallycrazy.
And if I can see it, 650, Ithink.
The conventional is 620 uh 629,right?
(42:13):
So on a boring old-fashionedlisting.
Go up to where the seller getthis.
The seller pays for theinspection.
All the scripts, just go tolistingroyalty.com, look for
find your unique valueproposition, read about
conventional CPO, all thescripts are in there.
I wrote the book, it went bestseller overnight, and I wrote it
for agents with all the scriptson how to do this.
(42:35):
So the conventional CPO overhere, this is all the seller's
got to do is pay for theinspection.
There's lots of scripts behindthat.
Once you get around toexplaining it, they will
literally say to you it's ano-brainer.
If I had a dollar for everytime, I literally heard those
words, no-brainer.
Um, I'm at 3,600 transactionsand very, very few of them are a
(42:58):
conventional sale like this.
They're conventional CPO wherethe seller's done the
inspection.
We were up till 10 o'clock lastnight negotiating a deal because
the inspections being donetoday, they pulled out of the
last house.
That wouldn't happen, guys, ifit were a conventional CPO.
I can't stand it when we have towork on the buyer side now
because oh my gosh, they're notconventional CPO.
(43:18):
Please get your arms around thisand let's all start listing
homes this way.
Because look at the net.
So this is 642 compared to aconventional listing at 629.
They don't, and these drop outum 7% of the time, these drop
out 32% of the time.
Like it's a complete no-brainer.
The bullet points are below it,and this gets emailed to you
(43:41):
when you put it in at cash CPO.
Um, if it if it won't work forthe bucks over here, you're
gonna shift them into theconventional CPO.
You are going to love it as alisting agent.
It's so much easier.
Nobody's having a cow the nightbefore the inspection, including
your sellers, including you,including the buyer's agent,
including your buyers, becauseyou know what's in it.
(44:03):
It's not gonna drop out becauseas a conventional listing agent,
you're gonna say, here's ourinspection.
We took the price into accountwhen uh when we did the
inspection, you know, we lookedat the inspection.
So please have your buyers lookat it before our seller's
signed.
That's how you stop it fromdropping out.
Can anybody write in the chatwhat happens when a house drops
(44:23):
out?
We call it a stigmatizedlisting.
What happens?
So you've got a listing and itdrops out.
What happens next?
Do you get calls from around thecountry?
Does everybody in their dog callyou and say, Oh, um, what's
wrong with it?
My buyers were looking at that.
Do you get calls from buyers onZillow going, what's wrong with
(44:44):
that house?
It dropped out.
It's what we call exactly, saysJamie.
Everybody asks, What's wrongwith it?
or why it fell out of contract,right?
Exactly.
It's called a stigmatizedlisting.
And you say, tell the sellersthat.
And the buyers say they want alow ball and offer.
That's what that's exactlyright, Jamie.
Jamie nails it as usual.
That's what drives the pricedown, right?
(45:06):
When you explain that to yoursellers, listen, you can do a
conventional sale, but shouldyou choose not to do the listing
at front, the inspection atfront, what's going to happen is
it's going to drop out way moreoften.
And no, it's not because I'm I'mnot a great agent.
We can't control what'shappening out there, especially
with the inspection.
The average inspection has 50items on it, and it's a
(45:28):
156-point inspection, and it has50 items on the repair request.
Of course, people are going toget nervous, especially when
most of the USA now is in adeclining market.
There's very few areas left.
Ash up here actually is in oneof the few areas left line in
the entire company country.
We're in a nervous market thatmakes buyers nervous, it makes
(45:50):
sellers nervous.
When they've got the ins thattrust me, it's not hard to
convince them at all.
People want to know what's wrongwith it exactly, Diane.
SPEAKER_05 (45:59):
I did want to answer a question Tyler had.
Um, they're using KellerWilliams offerings.
No, Tyler, it's completely brandagnostic.
Um, we've got a couple ofdifferent uh companies that we
go through, and we, you know,basically we have a couple
different funding partners.
So I mean, I it would definitelybe best to hop on a call uh go
into the sixfigureagents.com.
(46:20):
We'll go through like what weuse.
And you I mean you could do thison your own or you know, however
you want to do it, but we'llhelp you walk you through step
by step.
SPEAKER_01 (46:27):
Yeah, and you get this back by email.
There's no obligation oranything else.
There's no referral fees, guys.
I mean, people always say, whyare you doing this?
Because it's it's a better, Imean, I've been on a binge of
this since 2007 when um I wascrying every third day of my
first year in real estate and Icouldn't understand what was
going on.
That's where certified pre-owncame back, came from back in at
(46:50):
the end of 2006, actually.
And it's just grown and grown towhereby now I can't, I just
can't imagine why people listany other way.
SPEAKER_02 (46:59):
Now, Carol asked, um, Ro, who selects the
pre-inspector?
Will any home inspector do?
Um, I would love your thoughtson that.
In my case, I didn't tell mysellers to just contact the
person that did the inspectionon the house they were buying
and see if they do pre-listinginspections.
And they did, and that's whothey had out to do it.
(47:22):
But do you recommend certaininspectors?
Um, the inspectors that I'vetalked to, I've asked multiple,
all have a pre-listinginspection option.
SPEAKER_01 (47:32):
So inspectors are your best friends and appraisers
of your best friends.
The trifecta actually of CPO isthe appraisal, the inspection,
and offering a home warranty.
You'll see all of that in thebook.
And again, the book's free,listingroyalty.com.
It's all there with all thelinks and all the scripts and
everything else.
So have what we do is we put alist of inspectors on our CRM.
(47:54):
And it depends on how fast weneed it, right?
So what we do is we've got 10 to15 inspectors tagged as
inspectors.
We mass text them saying, ourclient is in, you know, insert
area, who can get out by Friday?
Please give our seller a call atthis number.
The sellers think you'reamazing.
By the way, build those samesame lists of contractors, build
(48:16):
those same lists as ofappraisers, build the same list
of painters, so on and so forth.
So that whenever you forgetthis, whenever your clients,
you've helped your client intothe house, buy the house,
they're going to be in therefive, seven, ten years.
It's a reason to call them.
Hey, how's the house going?
Do you need any contractors?
You had any trouble findingthem?
(48:36):
You can have your drips say thattoo.
Hey, I've got a great list foryou because you can ping them on
mass, even if it's five of them,and say, call my seller here.
They think you're a genius.
You know how hard it is to gethold of contractors.
So, yes, recommend the inspectorif you know one.
Make one your best friendbecause they will jump through
hoops for for you.
Because now you're doing allthese listings with the
(48:58):
inspector.
Tyler says, This is great.
I bring options like this, andit opens the door for an
appointment.
Great idea.
Exactly.
And remember, you don't have todo all this anymore.
You spend five, ten minutesanswering a few questions at
cachecpo.com.
And this gets emailed to youwith with a whole bunch of other
stuff as well.
Comparison sheets, what to do ifum they do want the option,
(49:21):
depending on which fundingpartner we use.
They they all work differently.
Um, two-thirds of sellers, bythe way, I didn't mention that.
Two-thirds of sellers make morewith option one, the green one,
than they do with a conventionallisting.
Get that.
Because we go in and we fluff itup a little bit, you get the
listing, right?
So you're bringing it, you getthe listing, um, and you get,
(49:42):
you know, get paid commission onthat like you normally would.
Nothing is different, exceptyou've got a certified pre-owned
listing.
I know you don't know what thatmeans right now, but once you've
done one that's been inspected,especially if it's been
appraised and you don't have tomeasure it anymore, you've
cleaned it up a little bit ornot, you've got the inspection
report.
You will, I promise you, youwill never want to list a home
another way again.
(50:02):
It's just, it's so much better.
Much of California lists likethis now.
SPEAKER_03 (50:08):
And to add to that, Row, just for some additional
clarification, on the cash CPOoption, the funding partner
actually orders the appraise onthe inspection with a third
party.
So they handle all of that andjust send you the instructions
on what to do next.
SPEAKER_05 (50:23):
I did want to piggyback too on what Tyler
said.
This is great.
It brings options like this toopen a door.
I mean, that's really the onceyou understand that, everything
else completely goes it, it goeshand in hand because the cash
CPO element, we realize thatthere's a very small percentage
of people that are gonnaactually say, yes, I want to do
that cash element.
Uh, most of them are gonna bemore towards the conventional
(50:44):
CPO because they're gonna seethe value, they're gonna see
exactly what you're doing.
And even like with our callers,when our guys would make the
appointments before we had allof this, we didn't have like
this great unique valueproposition that helps you
differentiate.
That's why we're trying to beyou versus you.
So when someone goes, Oh, I'mshopping between three or four
real estate agents, it's a wholelot easier to choose someone who
(51:04):
has an entire unique systemthat's reverse engineered to get
them you know more money,opposed to someone who's like,
Oh, I'm awesome and I sold abillion homes and I do it, like
you're just you're doing whatyou can to differentiate
yourself in this market and noone else is is using this, which
is great.
(51:25):
Oh, Ro, I think you're muted.
SPEAKER_01 (51:28):
Yeah.
So any other questions or ahas?
Tyler says this is great.
I bring options like this, itopens doors for an appointment.
Yeah, it's exactly that.
It's it's uh very cool.
So uh we also have uh do weanswer everybody else?
SPEAKER_05 (51:42):
There's two more two more questions.
Uh do we receive the net sheet?
So, Kevin, you get the net sheetafter you uh after you actually
submit the cache cpo.com.
Uh and I mean I'm sure we could,you know, if you jump on a call
with us, we have uh actual netsheets that you can have.
Um and Janet, how much does theservice cost?
I mean, depending on wecustomize it based on what you
(52:04):
want.
Everything that we're doingright now, everything we're
showing is completely free.
It's in the app.
Uh, you can become cash CPOcertified 100% free, which is
going to ultimately increaseyour conversion rate
exponentially.
You're gonna go on theseappointments and you're gonna
start getting a lot more ofthem, winning them, whether
they're from, you know, whetherthey're warm leads, cold leads,
(52:25):
this helps you differentiate.
But I mean, if you want, youknow, to go into more coaching
or you want ISA services,there's customized pricing for
all of those.
SPEAKER_01 (52:34):
And then you're not paying any um uh brokerage
commissions or anything likethat.
There's no referral fees.
There really aren't any hiddenfees.
I know it's hard to believe.
We're real estate agents thatwere being sold all the time,
right?
But there just aren't.
Sorry, guys.
Like, um honestly, the truth ofit, I told Jamie this before we
(52:54):
got on.
Um, a year last May, we thoughtI wasn't gonna make it.
I was had advanced powerfailure.
I was in the hospital for twoweeks on a morphine drip.
They told me to seek hospice andsay goodbye to my friends.
That's the truth.
So listingroyalty.com became awhole legacy site with
everything on there.
That's why it's free.
And I tell you that, honestly,just because um if anybody's
(53:15):
been through anything like that,life gets very diff different.
And I'm at 500% now.
Don't worry, I'm I'm definitelynot going anywhere.
My motto now is uh die or gobig.
So and secondly, so you know,don't think it's over, it's
never over.
I don't know who needs to hearthat today, but I sense somebody
does.
And uh that's why most of it'sfree because I know we're all
(53:35):
cynical.
That's why.
SPEAKER_02 (53:39):
I love that.
I love that you're healthy now,Ro.
Um, and I love that you guys alljust come from a sheer place of
value because I do think that,you know, in this day and age
and culture, everyone's like,where is it dropping?
What how much does this cost?
And and to be able to providethe service uh and these
resources um that really justmake us all better, every one of
(54:02):
us in the industry better.
And I know I've mentioned it afew times, but I was just blown
away at how impactful it was atgetting me through the door um
on someone who they thought thatthey were already gonna, they
thought they knew exactly whothey were they were gonna list
with.
Um, and so I just I can't speakenough to how powerful this is
if you use it.
So I know we're about at time,but I did see that Carol asked a
(54:24):
question.
So I'm gonna read that reallyquick.
And then if you have any finalquestions, throw them in the
chat really quick.
Um, but uh Carol asked, I workwith a lot of seniors who don't
have the money or energy to doany work.
Is there a minimum propertyvalue that works for the system?
SPEAKER_00 (54:38):
Well, that's right.
SPEAKER_03 (54:41):
Yeah, absolutely.
So typically the buy box, as Roementioned earlier, is between
$250 to$6 million.
But we can do that as acase-by-case basis.
Remember, you know, the benefitsof using our senior living CPO
program, which is a niche underthe cash CPO umbrella, is that
you can offer this.
You know, most seniors don'thave a mortgage to work with,
(55:02):
right?
So the numbers are a lot easierto manipulate to make it work in
their favor.
So I would say go tolistingroyalty.com, check out
the free training, hop on adiscovery call.
Um, and I'd love to get out ofone-to-one with you to talk more
about it if that's somethingyou're interested in.
SPEAKER_05 (55:17):
And Jack, yeah, I'm sure Ro didn't say it, but she
will.
Ro is super happy with yourcomment.
Thank you so much.
Your role play today was supercute and funny.
Uh Ro was going really above andbeyond to make this funny.
And I'm like, Ro, do I gotta bethe cheater?
Do I gotta be the bad guy?
And someone's gotta be the badguy.
I'm like, all right, I'll do so.
(55:38):
Uh but I'm the guy hitting onthe possible clients.
Yeah.
But yeah, we want to make thisso that we weren't just talking
at you guys because I meanthere's nothing worse than, you
know, and someone's just talkingat you.
We want to make it interactive,make it so you guys and
realistically, I mean, these arereal life scenarios that happen.
I mean, it's sad, but it's true.
I mean, people go through thistype of stuff all the time.
(56:00):
So we wanted to make it uh whereit was easily plug and play, and
you could, you know, see wherethis could go off the rails real
quick if you don't have the theright type of setup.
So yeah, appreciate uh you guysletting us come in and uh share
all this with you.
SPEAKER_04 (56:15):
And real quick, Jamie, I know we got to jump,
but I just want to say to umCarol's comment about working
with seniors.
I got involved in this throughSenior Living CPO and I worked a
lot with Deanna and Roe on this.
And it's such a rewardingopportunity to work with seniors
who are could be in a positionwhere maybe the only cash they
(56:39):
have to get into a senior livingcommunity and live safely is
tied up in the equity in theirhome.
So this really not only givesyou a tool to go out as a
realtor and and acquire newclients, but it really is
working with people in a way tohelp them in a very difficult
situation.
I find it very rewarding.
And um if you're interested, Iwould very much encourage you to
(57:01):
re to jump on one of thediscovery calls and learn more
about it.
SPEAKER_02 (57:06):
Perfect, perfect.
Well, thank you everybody forjoining us today.
Thank you so much, Roe, Ash,Deanna, Matt.
Everybody will receive arecording of this.
You'll also have a link tolistingroyalty.com.
I would encourage you todownload the app.
It is incredible.
And again, all of the resourcesare free and visit
sixfigureagents.com.
Um, also, if you are a fellowuser, you can connect with your
(57:30):
success manager via that email.
Um, and uh if you don't knowabout fellow, you can learn a
little bit more about fellow aswell from those emails.
So you'll receive those probablyaround 2.30 this afternoon, uh
Eastern time.
So thank you all so much.
And Ro, Ash, Deanna, Matt, Ican't wait to have you guys back
again in the future.
SPEAKER_01 (57:50):
I just want to answer quickly.
Uh, there are there are notconditions like uh solar panels
or condos that that's a problem.
So hop on a discovery course.
I I put the link in there, hopon discovery course.
We're gonna do a drawing in thenext couple of hours and uh win
you all some coaching pollsthere.
Thank you so much, Jamie, forthe opportunity.
That was so fun.
SPEAKER_02 (58:12):
Absolutely.
Thank you guys.
Have a great rest of your day.
SPEAKER_04 (58:15):
Thank you, everyone.
SPEAKER_01 (58:16):
Thank you guys.
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