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Center for REALTOR® Development

Center for REALTOR® Development

著者： CRD NAR education for real estate agents
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 The Center for REALTOR® Development podcast focuses on education in the real estate industry and is hosted by Monica Neubauer, an award-winning industry leader, speaker, and instructor based in Nashville, TN. The podcast discusses formal and informal sources of industry knowledge, including NAR education and credential programs. This podcast is for REALTORS®, REALTOR® associations, real estate and allied professionals, real estate educators, education providers such as schools, and consumers.2017-2024 Center for REALTOR® Development, a not-for-profit affiliate of the National Association of REALTORS® 出世 就職活動 経済学
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  • 110: Center for REALTOR® Development: 2025 National & Local Market Outlook with Dr. Jessica Lautz from NAR: Part 1

    110: Center for REALTOR® Development: 2025 National & Local Market Outlook with Dr. Jessica Lautz from NAR: Part 1
    2025/06/25
    Welcome, friends to the Center for REALTOR® Development podcast from the National Association of REALTORS®. I am so glad you are joining me and today’s guest, Dr. Jessica Lautz from NAR. Dr. Lautz is the Deputy Chief Economist and Vice President of Research at the National Association of REALTORS®. I love, love, love my data friends and I always learn things to help me and my clients. These trends are so huge when talking with our clients and preparing ourselves, as well as just getting in the nitty gritty because our clients are looking at that national market but we’re also in the local market. I’m so excited to talk today about how we put those two things together. We are releasing this interview in two episodes. This is Part 1. [1:16] Welcome, Jessica! What are the hot topics you are seeing that are important and different? Let’s give our listeners a preview of what we’re going to discuss in these two episodes, 110 and 111. [1:36] Jessica says the real estate market is divided into two markets. We have an all-time high of all cash home buyers with cash from housing equity. At the same time, we have an all-time low of first-time home buyers. [1:58] Everybody’s demographics are changing and buyers are adapting to the real estate market at hand. We’re going to go over fundamentals and dig into some demographics, too. [2:18] Did anybody expect these demographic changes? Some unexpected things are going on in the world. [2:27] When we look at the real estate market, we know it is a tough market. Inventory is still extremely limited, even though it’s jumping and we’re seeing rises in housing inventory. We’re still under February of 2020 when the housing market went bananas! We know that it’s a difficult market to get into. [2:55] Home sales in 2023, 2024, and the first quarter of 2025 have been the lowest since 1995. This is striking because we have 75 million more people in this country than we did in 1995. Home sales volume being at the same level as in 1995 doesn’t make a lot of sense. [4:06] We have more family units that tend to be smaller. We need more homes. We have seen young adults doubling up with parents and older relatives doubling up with their adult children. We know we have a lot of pent-up demand in the housing market from those young adults trying to leave the nest. [4:39] We’re going to talk a lot more about them and the first-time home buyer option in our second episode, look at the demographics, and some possible solutions for young adult home buyers. [4:50] With the low number of transactions, we don’t see the number of real estate agents shrinking. That’s unexpected. It’s an incredibly competitive and dynamic industry. You have to show your value, and what you can do for a client seller, or buyer. It’s very difficult and it’s growing. [5:30] Dr. Lautz was in three cities last week, talking to REALTORS® in Lansing, MI, Nashville, TN, and Orlando, FL, three very different real estate markets. In each hotel, the person at the desk or a person in line told her they wanted to study for their real estate license. It’s an attractive career path. [6:14] Monica told someone that the number of actual sales is down, but it is the kind of market where anybody willing to be creative and hustle can still get in. Dr. Lautz agrees. Everyone has a different business model Everybody has the niche market they develop over time. [6:46] Monica was an agent in 2008. There were a lot of foreclosures, so foreclosure agents were getting a disproportionate amount of business. Monica took on some side work to stay in the business. The whole country was economically challenged. It felt so different to Monica than right now. [7:22] Jobs are at a good level. Unemployment is at reasonable levels. Dr. Lautz says jobs are important for home sale activity. Interest rates have been stable recently in the mid-6% range. Mortgage delinquencies are low because people need to have good finances to get a mortgage loan. [9:17] Even someone in an unfortunate situation where they are forced to sell will probably get some cash out of their house. [9:40] Dr. Lautz says that in more than four-fifths of the markets, home prices keep going up. They are going up by double digits in some markets. It’s a result of the lack of available inventory. Nationwide existing home sale prices are higher for each month than the NAR has ever seen in previous years. [10:20] Prices differ in markets around the country. In some markets, people bid up home prices during the pandemic and there has been an easing of prices in some of those areas. In Austin, home prices went up 45% year-over-year. There has been an easing there. Homeowners are in a winning situation. [11:13] In the pandemic, we borrowed buyers from the future. During the pandemic, people suddenly and unexpectedly decided to move while ...
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    26 分
  • 109: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 2

    109: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 2
    2025/05/05
    Evan Fuchs is back with us for Part 2 of our conversation on negotiation, a favorite topic of mine! Welcome back! Markets will shift, and changes are happening. We need to remember the core tenets and basics of good negotiation while remembering that the details change from client to client. Some of you work in different markets or states, and you need to be aware of those details to help you negotiate specifically for what you and your client need. Negotiation is one of those significant topics I suggest we learn about constantly. Evan Fuchs is a 28-year award-winning REALTOR® and industry leader from Bullhead City, Arizona. Evan and I discuss training, and we go into one book with four tenets that can help us create win-win scenarios or at least manage the situations with a good attitude. Sometimes, operating on those principles helps us not to become so emotionally involved. There is always more going on under the surface when negotiating. We’re going to discuss how that affects your conversations as well. Let’s join Evan to level up some negotiation today! [2:07] We are talking negotiation, and if you didn’t hear our first episode, we hope you’ll go back to that; we discussed things like the tangibles and intangibles of negotiation and why you need to have negotiation skills. We’re giving you the tip of the iceberg. We’ll talk later about some training you can get. [2:33] We will share some great principles in this episode and discuss how agents can improve their skills for negotiating on their behalf. We will need better communication in different spaces where the terms are unclear. [3:25] Evan cites two episodes Monica did with Brent Lancaster on the Buyer Representation Agreement to help negotiate with your clients. We agents must understand our obligations under the law, the Code of Ethics, and the agreements we must follow that create a frame for our business to stay inside. [4:05] Inside that frame, your business is your canvas. You can paint your canvas any way you want. You can say, “Here is how I’m going to run my business, as long as I’m not going out of bounds.” Then you bring your business to the market, and it responds if it sees value in hiring you for what you bring. [4:31] It’s not easy to set boundaries and know the rules of engagement. Brokers are deciding what parameters will be a win for their agents and brokerage firms. With some brokerage firms, your business canvas is not as significant. Bring your ideas and creativity back to your broker. [5:44] The difference between your business model and another agent’s model is what will appeal to potential clients. Explaining what you charge and what the client gets from you will hire you. Be very intentional about understanding who your target audience is and what services you offer. [6:39] Evan says finding clients can’t be an accident. You must be able to show you how to walk the walk and say, ‘This is why I should be here representing you.’ [6:51] Sometimes, in a client meeting or a class, however much she prepares, people will ask Monica an unexpected question for which she doesn’t have a great answer. Evan says it’s essential to give feedback to yourself on what worked and what didn’t work, and then you iterate on that. Have a place to practice! [7:51] Hold scenarios or role-playing with partners in your office, coaches, or spouses. Practice the words and get feedback before you go live. Once you go live, measure what works and what doesn’t, and then try again. It’s a different ballgame for many people, and you might not get it right on the first try. [9:10] Evan talked with his college daughter about what’s happening in real estate. It helped him see another perspective. That’s always a win. [9:40] Preparation for negotiating is essential. Be intentional. What do they need? What value do you bring to the table? How are you communicating and connecting with them? How am I qualifying them? How are you communicating what working with you looks like? [10:21] If you do the preparation and get a win, you know it worked. If it went South, tell yourself to handle that differently next time. Over time, you work out systems where you are repeating success. Monica encourages you to learn even from your accomplishments. [10:56] Monica is confident and open-minded when she goes into a meeting. She listens to what their needs are instead of selling them on herself. She wants to hear what they’re saying, even if she doesn’t have the answer for them. [11:29] Evan says if you want to improve relationships with other people and be a better communicator, listening, hearing what they say, asking questions, giving feedback, and being interested is where rich relationships come from. [11:49] Sometimes, just listening and being there, you’ll hear the person tell you what they need from you. If you...
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    33 分
  • 108: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 1

    108: Center for REALTOR® Development: Mastering Win-Win Negotiation Strategies with Evan Fuchs: Part 1
    2025/04/21
    Today’s topic is so essential: negotiation! It has always been important. As our markets have been shifting and industry changes are happening, we need to go back to remembering the basic and core tenets of good negotiation while also understanding the nuanced parts of that shift within the market and the specific needs of our clients. My guest today, Evan Fuchs, is a 28-year award-winning REALTOR® and industry leader from Bullhead City, Arizona. Negotiation is one of those topics we need to learn about all the time. Unless you’re writing a book on negotiation, I suggest more education is helpful. I love learning from skilled negotiators wherever I come across their books or meet them, like Evan or even some of my clients, who teach me new ideas and angles to consider in my negotiation. Evan and I both believe in the long-term value of win-win negotiations in real estate. Evan shares insights on building relationships and finding mutually beneficial outcomes. We discuss the importance of offering options, how crucial it is to get professional training, and the value of tangible and intangible negotiation elements. Evan will tell you what those are. Let’s learn together! We are releasing this interview in two episodes. This is Part 1. [2:04] I am so glad to have Evan Fuchs with us today on the podcast! Welcome, Evan! [2:12] Evan is one of the very successful nice guys! If you ever get to meet Evan, talk to him. He’s delightful, smart, and friendly. We’re going to talk about negotiation, and he is the perfect person to have with us to talk about relationship negotiation because he’s kind and respectful. [2:33] We will discuss a win-win negotiation atmosphere and why that’s good. Evan, you’re a 28-year veteran, broker-owner, board member extraordinaire, association president, and winner! (Evan says that introduction will put a pep in his step!) [3:05] Monica describes her impostor-fighter shelf of awards and statues that remind her that she’s awesome at her job and connected. She recommends you have a shelf like that, and whenever you need a boost, look at your shelf and say, ‘Yeah, I got this’! [3:35] Evan heard Monica talk about the importance of celebrating in one of her podcast episodes. Evan is totally about celebrating, even little victories. [3:52] The win-win negotiation model is a mindset that negotiators adopt. Instead of trying to compete against somebody, they take responsibility for building a good relationship with the other negotiator to work together to find good outcomes for everybody. [4:47] Sometimes, one party does get a better deal, but can you do something to let the other party feel like they also have a good outcome? [5:14] Dan says that options give us power. If I have the myopic view that this is the outcome that’s good for me, and I can’t get you to agree with that, then the deal’s dead, but if we can work together and try to find other ways, then we have a chance of keeping the deal alive and getting to the closing table. [5:42] It’s about how to help you get what you want so I can get what I want. Let’s create many ways to get there and find the best one. [5:51] Everybody wants a deal. You may be working with a client looking at a transaction like a war. You have to help them find options and negotiate so both parties are happy with the outcome. Monica reminds agents that we must train ourselves and our clients to negotiate well. [7:06] Evan says that one out of four buyers want their buyer’s agent, above everything else, to negotiate for them. They would rather you be a good negotiator than be good at finding them a house. Monica invites you to improve your negotiating skills. Promote them as part of your value. [8:43] In this episode, we will keep the buyer’s agent negotiating with the seller’s agent for their clients as our context. In Episode 2, we will discuss the agents negotiating with their clients for various things. [10:09] Evan explains the tangibles and intangibles of negotiation. The top-line purchase price is tangible. There can also be a concession further down in the contract. That is also tangible and measurable. The things you put in the blanks on a contract refer to something measurable and tangible. [11:21] Price is just one element of the negotiation. Think of the price, terms, and everything else involved in the negotiation as representing a value package. Look at the bottom-line number and what you exchange to get to that number. That’s when you deal with both tangibles and intangibles. [12:23] Value negotiating is where I offer something to you that’s of higher value to you than it is to me. This could be like moving up the closing date if you are in a hurry. We trade it for something of low value to you but high value to me. That creates a win. [14:00] One of Monica’s favorite negotiations was between a ...
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    35 分

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