KGCI: Real Estate on Air - Hoss Pratt

Episode Date: September 3, 2024

Welcome, welcome, guys. Happy Monday and welcome to another episode of Realtor Hacks, Tips and Tricks. I'm one of your hosts, Holly McCrory, EXP Realty Agent, and Icon Agent. Also host for Emmy-nominated TV show, The American Dream here in Dallas, Texas. And I've got my lovely co-hosts on today, Casey Stiers, also an American Dream TV host in Raleigh, North Carolina. And if you know Casey, you know that she is the D. downtown guru of Raleigh, North Carolina, all things downtown. Her and her spouse own a bunch of businesses together down there.

And then we've also got one of our mentors and good friends on, Haas Pratt. He is a success coach, author of The Listing Boss, which is a book, but also a training platform. He's got a weekly live show and training that he does. Haas is just really like probably one of the few people that I listen to actually in the real estate industry. No offense to other people, but I just, this is all I need. All we need is what Haas. So we're really excited today because he's been doing, or last week he had two trainings on the NAR settlement. So the National Association of Realtors recently settled against home sellers.

And we're going to talk more about that and what that's going to look like for us. as agents and you know with hoss and being the listing boss we're going to talk about leveraging listings in a time like this so welcome hoss i think this is your is this your second or third time i think it's your third time on i think so yeah i think we had you on when we when we brand this on clubhouse originally and then we've had you on for like in this platform in stream yard and then this time so Third time to turn. Is it around, by the way?

I don't know. I haven't been using it at all. I kind of got branched out on it. I haven't either. I'm like, it was like the jam like a year, two years ago. And I'm like, I don't know. Yeah, I don't know. So we met to check.

I don't know. I feel like the notifications kind of burnt me out. Yeah, yeah. Yeah. I think we probably all deleted the app off our phone by now. I know. I was talking to somebody about it the other day and I couldn't even remember the name out. I would be honest.

You want to know a funny story, y'all? We brought the Cardone's to EXP, and part of that was Clubhouse was a platform that Grant randomly ran into Glenn Sanford one night on Clubhouse. And that was one of the most important meetings that happened and bringing them over to EXP. Like Clubhouse was instrumental in all that. And it was short-lived because we don't even know if it's still around. up and it's going to always leave a paw on our heart or a mark on our heart. Yeah. Yeah.

You know what I like that. You can tell our dog people. Yeah, yeah, yeah. I know you love dogs. You know, it's all good. I do you go on the whole, some things, they stay with you and some things don't, but they'll leave out from your life. You know what? I think a lot of people actually, now that I think about it, I think, because I think the Cardones did this, I think they transitioned to like

Twitter spaces. Yeah, yeah, yeah. I think that's what happens. Maybe Twitter space is coming there. Yeah. And he probably has more people on Twitter than Clubhouse. I think also Lisa Copeland connected with Elena through Clubhouse too or something, right? I think so. There are some serendipitous moments that happen on Clubhouse during that season.

And I've never been big on it, though, on anything like that. Like, I'm not a big, like, stay up and listen. I'll listen to people, but, like, I'm not a big social media. or you know like where i'm like i need to do more of that i say that but like i really don't particularly enjoy it you know what i'm saying you know like i'm saying you i quit listening to everybody i think what people need to do is listen to people less i think that you know there's so much information out there i think that one of the biggest problems that we have just as a civilization is like is is there's too much info and i don't think we need all that info like i think you know like you

You don't, like, for example, all these books behind me, people like, hey, what's the best book? I'm like, look, I haven't read all these books. I'm dyslexic. I just buy books that people tell me to buy. But like, there's like less than five books that I really would just, you know, that one person could just read five books. And that's all you have to read to be successful. Yeah. Like, really.

Like, one of those books, how to win friends and influence people, you got to get that in you. You have to know what is in that book. You have to practice it. You have to apply it. You have to be able to win friends and influence people. You know, like you have to have the people skills. Think and grow rich would be another one.

You got to have the mindset, universal truths that are taught in, in that book. Like those two books have made more millionaires than any other books. So like what's better? Read those books or read, you know, 50 other ones.

I say read those books five times each, you know? Like, reread it. And then apply it to get it in you. But like, we just have too much info, man. Like, it's analysis paralysis. It's like same thing of the things that we're going to talk about today. I was just want to say that.

Yeah. There's so much misinformation about this case out there right now. Like, even coming from like big political figures in like the Today show, Good Morning America. I'm like, these are top journalists and apparently doing their research. And I'm like, scary where are you getting your research from because this is you know there's just it blows my mind there was one lady who said um i think her name was vicky win and she's a journalist for the today

show and she was like talking about how there's little there's so little competition in the real estate landscape and how it's there's absolutely no room to negotiate commissions i'm like what are you talking about there like literally we just joke in this industry about how everybody and their mother knows at least 25 real estate agents each. And like if you do, so there's tons of competition. And if you, if you are negotiating with someone who doesn't come down to what you want for commissions, then it's easy to go to someone else. And that, you know, that goes into explaining your value and whatnot. But I'm like, what are you talking about, lady? Like, that is so not true. Anybody in the real estate industry, not even

in the industry like everybody knows that you know everyone knows a lot of real estate agents like so i don't know i'm with you and there's add to that this is the thing i want to talk about this today but this happened yesterday i was at an event with my wife and my little my girls all my girls actually were there it was a national charity league my wife's the president of the national charity league so we had this event and this and i don't really know much about it i'll be honest with you like I was so impressed with my wife. She got there on stage and crushed it. I gave a speech.

I was like, hey, I didn't know you did all this, you know. And like this one of this lady comes up to me and she goes, hey, I go, hi. And I didn't know who she was, but she knew me. And she goes, what do you think about this nar ruling? How does that affect real estate? And it totally caught me off guard. Like, in the sense that I was getting asked something because I don't get asked these things

in public, right? Like, you know, like most of the time, if something happens in the industry, people don't know about it. Right. But like we are at a time now where this, let's take this NAR ruling, where now we're going to get asked about it in public. Yeah. And so it was like this epiphany I just had yesterday.

Because I think I think in terms of helping people. So I always think in terms of solutions. I think in terms of you guys and our clients and agents, like they are all going to get asked about this NAR ruling just like I was yesterday. And how you answer it is so important. And I don't necessarily know how to answer it today. We're going to uncover it. But like, we have to know how to articulate and answer that because the consumer, it's on the consumer's mind.

And rarely have we been at a time where we're asked about something that's in the consumer's mind. Yeah. And so here's what that's going to do. It's going to create opportunity for all of our listeners that are in real estate. there's nothing but opportunity on the other side of this. I'm a marketer just by heart. I love to, you know, because oftentimes, you know, I'm trying to think of unique ways to solve problems and a lot of,

or communicate a message. And that's usually best done through marketing, a marketing program, a marketing message, but marketing. And so it's just, it's just interesting. And there's, it's so exciting, you know, obviously we're going to talk about this stuff today. But there's just a lot of emotion, a lot of conversation happening. And I think just as an industry, hopefully the people listening today, you get it almost right.

You know? Like, you know what I told her? Here's what I told her. I said, yeah, I didn't really know how to answer it. But here's the first thing that came out of my mouth is I said, it'll be all right. Those buyers agents deserve their commission. And she paused and she goes, they do, don't they? I go, they work harder than anybody.

I was a listing agent when I sold real estate. Like they were working on the weekends when I was on the lake, right? They were the ones showing the buyer 70 houses, not me. Like I went on one appointment. Okay. Like these buyers agents are going to get paid. Yeah. Because they deserve to be paid.

And here's why. I believe this. I'm an entrepreneur and I'll pass it back to you. I'll let you guys take it. But like, but I get fired up about this stuff because there's principles. that apply as an entrepreneur and a rule. And one of those things that you have to understand is you are paid based on the value you bring to the marketplace. And that does not change under any ruling.

In my opinion, like I'm tried and true entrepreneur, right, self-employed. I believe in every fiber of my being, I've goosebumps all over my body right now. That's how I know it's true, right? I believe what I'm saying that, you are paid based on the value you bring to the marketplace. Yes. So you can't have a free enterprise system, you know, the system that we have, you know, at least in America, where you try to take away the, you know, what you would pay somebody that brings the value.

That's not how this works. Right. You know what I mean? Like you call it, but it's going to be a watch. Money is going to come from someplace. The buyer's agent is going to get paid what they get paid. Why? Because in most cases, they deserve it.

It is worth paying that. buyer's agent that. And so that's what I would tell everybody that's listening, you know, we're not going to have, like, I'm going to come here and know every single answer, okay, of what it all looks like, but I know that. I know that you're going to get paid based on the value, bring the marketplace. So focus on bringing the value. And if you continue to bring value, then you're going to get paid. And we don't have anything to worry about. Yes. So if you don't know, if you're listening to this and don't know what's what we're talking about, So the National Association of Realtors was sued by a home seller.

Basically, they said that NAR, I don't want to use the word colluded, but they think that the National Association of Realtors sets prices or sets what the standard commission should be, which is, in my opinion, not true at all. And I don't know where it came from. I think it's just always like, you know, 6%, like, and not everybody charges 6% by any I know people who charge 10, 9, 8, and then there's discount brokerages going 5, 4, 3, you know. But I guess, like, people kind of think of 6% as the standard. I think that's just kind of like how it's been for a long time.

But regardless of that, basically the NAR settled for this, and it still has to be approved by a judge, but if it goes through in July, there's going to be two new changes in business practices for real estate agents. So one, basically, every MLS under the National Association of Realtors is going to be prohibiting offers of compensation on the actual MLS. So right now, as a real estate agent, you know you can go look at a listing on the MLS and see what you'll be paid at. what you'll be paid as a buyer's agent. It'll say 3% BAC percent, buyer's agent, commission percent.

That's not going to be on there anymore. And that doesn't mean that compensation can't be offered. It just means that it has to be communicated off of the MLS and through negotiation and consultation with real estate professionals and their clients. So number two, the NAR said that they are creating a new rule that are going to, require MLS participants, so realtors, working with buyers that they have to enter into a written representation agreement with their buyers before a buyer tours of home, which a lot of people already practice this in some way, shape, or form. A lot of people will just do like one showing to establish a relationship with their client and then say, hey, you know, you need to get pre-approved. We've got to sign a buyer's representation agreement, but now that's going to be required.

assuming the judge approves this from July going on. Am I missing anything? That's what I understand. That's it. You can't pay the three, you can't put in how much you're going to pay

in the MLS and then you got to have a buyer's sign a buyer's rep agreement. That's, I'm not a lawyer, but like that's like the two things. And to me that's nothing. That's not a big deal. Yeah. I'm like, it just is going to be more communication, which is fine.

That's a skill that we have to have anyways. And honestly, I think more transparency and communication can only result in, you know, better transactions and less lawsuits. So these are conversations as you're going into listing appointments too to have with your clients. I mean, do you want to sell your house? Okay, well, that buyer's agent is going to want to be paid. They're not working for free, you know, but we just have to be strategic on how we say it.

Yeah. Yeah. Yeah, and on that note, I think it's going to be a lot more communication and, I guess, synergy between a buyer's agent and a listing agent, because listing agents, while you're representing two people on different sides, that communication and synergy really matters to keep a deal together, in my opinion. So I just think it's going to be a lot of listing agents vouching for buyers agents being compensated as well because why would you not want all these little you know little

i don't know not minions but like little like a whole army of people going out and marketing your listing for you like why wouldn't you want that i think that's worth it beyond you know also the buyer's agent you know controlling expectations and and guiding their their buyer in the right direction and saying you know we can't ask for every single repair i mean not that i shouldn't say that a real estate agent doesn't say that, but say, you know, we might get more here. We might get more here if we only ask for these repairs and not like the, you know, little cosmetic things or, you know, I think there's value to that guidance as well. But anyways, regardless of that, I wanted to bring the listing boss on today because at the end of the day, I think the best position to be in

through all of this is to be a listing agent. Yes. That's right. Did listing boss, but here's the thing about listing. You're exactly right. Like, you know, your listing agents are going to are going to fight for the buyer's agents. You know, like, why? Because we need to pay a commission to these, you know, to the, to the agents. Like there is a, it's that, you know, like, to me, I don't want to say nothing changes,

but there's, there's going to be commission paid both sides. And I think that's an important thing. I think, you know, as a buyer's agent, you're going to have to call the listing agent before you show the house, right? Establish, you know, what it is. And it's what you said. That's always a good thing. Yeah. Like if you can establish a line of communication before you even show the house, the listing agent, this is a good thing.

But who it's a bad thing for are the buyers out there? Because the buyers are going to be the ones that suffer. the consumers are going to be the ones that suffer because it's just another thing, you know, that buyers don't have usually the commission to pay. And so how it works. Let's say they didn't pay a commission. And I don't know the whole colluding.

I don't believe that any of that. But how it works is like let's say the buyers, when they would buy a house, the seller would pay the commission. Well, when the seller buys their next house, they're not paying before. They didn't have to pay the commission of the buyer, right? And so it's almost a wash, but now here we are at a time where we got to figure it out.

And it will be figured out in the marketplace, but we have to figure it out. And the whole cutting out the buyer's agent thing, if anything, y'all, it's going to be annoying in the industry to deal with this. I knew that yesterday when the lady came up. I was already annoyed in this sense, like, oh. gosh. Like a mat. Yeah. Like really.

Like this is like the devaluing of what we do in the industry of like like we have we have this. But even that, that conversation is going to be good for the industry. Right. And so here's my advice to everybody. Like just step up. Be better. Be better. Like you guys are some of the best agents, you know, in the world.

I mean, for real. Like I've worked with thousands of agents. You guys are amazing. And I know like Casey from another world like of real estate and then I know you from a world of real estate. I still don't know how the hell you all came together and met and did know and now you do a show together. You know, you know. North Carolina connection. Is that what it is in North Carolina?

Because you're. Yes. I just asked her about her name. You know, how what is it at that stage we went to in New York? We were at 10x ladies when we met. That's how you all met with 10x ladies. Yes. And she saw my last name.

I was still Beeler at the time. And she was like, do you know Christy Beeler? I'm like, yeah, that's my mom. Really? Yeah, one of Casey's best friends is friends with my mom. So that's how we figured it out. It was like my friend Tori, she's good friends with your mom. It was meant to be.

And she was like, yeah. And Beeler is not like a super, you know, normal mate, right? I mean. And it's funny because Lisa convinced me to go to this. conference and I was like I'm not going to know anybody and I went and then I made friends that I still stay in connection with so yeah yeah now we got this yeah yeah I've even done seminars in Raleigh with with Casey I know I know I didn't think I knew that either and he gave me two what two weeks to put together yeah we did yeah you did great we did it was fun and then having like

what's 55 people yeah you got 60 people yeah you got 60 people show up and I did a little tour I went in I went into um uh Raleigh then flew to greenville and it was late and then I not no Charlotte I flew to Charlotte and then drove to green bowl I got in like a one in the morning and then I haven't eaten because I don't eat gluten so I had to go eat at this bar that was the only bar open in greenville is that North Carolina or South Carolina there's greenville and both yeah I was in South Carolina right right and like and I'm sitting at this at this bar eating like so tired and like I got to get up early in the morning to go to go speak in the morning at this seminar and there's this dude sitting next

to me and he's like all dressed up then I'm he's on the phone I could tell he's in sales I'm like bro what are you doing and he's like man I run a sales team for spectrum I'm like you know what you should do he goes what I said you need to get into real estate and he looks at me with a craziest look and he goes man it's funny you say that he goes i woke up this morning and the first thought was was i need to get into real estate that is so weird but it's not weird okay like right yeah it's not weird like you know people need to understand how that things work right like that's to us we understand that whole logic of that of the law of attraction the manifestation and like we have to be able to see those things and sit you know because that's where I know that for me that's where I

get used like I believe God uses me and works through me like who's the guy that he can go sit next to the guy at one in the morning at a bar to go get him into real estate it would be me like and I said you know you should do you should come to my seminar in the morning and I invited him to my seminar and he shows up and that dude's get into real estate like the chance I love that maybe I went to North Carolina for that guy Casey I don't know maybe I don't know you know You know that? Who knows? But that's one of my funny stories that I came out of that whole trip with. That was a great trip. Hey, you said if you got one person, you've done something. Yeah, I did, didn't I? If we changed one person, the trip will be worth it. I mean, think if I didn't go to 10x, Ellie. We wouldn't have this. I know. Crazy. Yes.

I almost didn't go there. Everything you want is on the other side of an investment in yourself. Yeah. It truly is. Magic happens on the other side. of an investment in yourself, an investment, whether it be a coach, whether it be an event, and then an investment in your time. Like, magic happens on the other, when you invest in yourself,

magic happens on the other side of that investment. That's why you always invest, hire the coach, go to the seminar. Why? Because the universe needs you to invest in yourself, so it knows who's serious. Yeah.

If you ain't willing to invest in yourself and go for it, then you can't handle what is. in front of you. Yeah. Right? Like you can't. 100%. And I've just had so many experiences of where I've seen this happen for other people, but where it happened to me. I'll give you one other example. I had to write a check in myself, full HP here, for $100,000. And it was a lot of money. It was to hire a digital marketing company. And they were like going to turn me into the next Grant Cardone. Right. That was at the time what I wanted to do. I wanted to break out of real estate,

getting to all sales. I wanted a podcast. And this was the company to hire. And it was, it was a company that, I got on the phone with them. This is a funny story. I get on the phone with them. And I say, hey, you know, they said, we can help you. And I'm like, well, 100 grand is a lot of money. Like, can I talk to some? I did this what, you know, I don't normally do or I need to talk to somebody that you're already working with. Because I don't like it when people do that to me. I'm like, I think it's annoying. Like, you know, like, yeah. Yeah. But 100 grand. I'm like, I need to talk to somebody. Right. Yeah. It's like my threshold. And they said, you know who you need to talk to? I go, who? They said, you need to talk to Lisa Copeland in Texas. And I go, who's Lisa Copeland? And they're like, you're in a lover. And that's how I met Lisa. And so I call her up. Then I say, hey, Lisa, my name is Haas Pratt thinking about hiring this company. And we just hit it off, obviously. As soon as I met her, I was like, this lady's amazing. Like, yeah.

I remember thinking she was like, I'm like, this is like a female version of me. Like she sounds like me. I told my wife that when I got off the phone. I'm like, Lisa was amazing. And so needless to say, I wrote the check for 100 grand. That's how I also met Tarek El Mousa was from that. He worked with that company. And he endorsed listing boss.

So I got on an airplane and I flew to California and shoot video with Tarek all day. Like today, they are all in business with us, right? I mean, we all work together. wouldn't have happened. I wouldn't have met Lisa. I wouldn't have met TAR. Y'all wouldn't have known each other. If I did not, write a check for $100,000. Think about it. Literally. Literally. This podcast wouldn't exist. Yeah, we would be here right now. That's amazing. That's so crazy. But it's so true. I feel like anytime I do invest like that, there's always like some sort of, you know, like crazy thing that happens or like some crazy like connection I make

in my head. It's, it's so true. Because we think 100 grand is a lot of money, right? Yeah. But that's a lot of money, right? Here's the reality. There ain't no security in that 100 grand. That 100 grand ain't nothing, right? That's how you have to think about it.

Because it's true. When we sit back and we look at what I just said and we look at the connections with 100 grand's nothing for that magic to happen, right? And so what people do is they have to have security. And so the security of the 100 grand, And so we have to release the security of these things in life, y'all. There is no security in $100,000. So like, you know, there's no security in $50 grand and $10,000.

Like, so that mindset is important. And I think, you know, because when you get to that point, that's where you get to magic making moments, man. That's like where the serendipitous moments have happened, like on Clubhouse and you see all these things. Because we are able to operate by different rules now. And I think that this mindset is what I'm talking about is the same thing with this NAR stuff. Yeah. You know, if you're hanging on to security of the old ways and the security of how things are, then you're going to be disappointed.

Like just in life, too. And that's not what life is. There's always change. Always. I mean, we just got to embrace it and learn whatever rules they're going to throw out at us and keep on going. I mean, that's about the book I wrote coming from teacher turned realtor. I mean, it's just time.

of, I mean, two different worlds and being able to roll with the change and not knowing was the big thing, not knowing where my next check was coming from. You know what teachers need to know, though? I talked to a teacher this week, Casey, and I thought of you. I thought about your book. And I was, teachers are passionate. Good teachers are passionate. And here's the thing.

I talked to my mentor, his daughter, who's amazing, just quit teaching. and he goes she quit teaching and i already knew why she quit teaching you know in my mind i already knew why why because teaching sucks now why because you can't a great teacher can't be great in the system that word and i think that with this whole nRA thing all these realtors are panic and i'm like if you think this is bad go into teaching and see what they throw terrible terrible like all those good teachers out there feel this way like this sucks because like i can't do what i even want to do and what I have a heart to do. And so that heart is what applies to me. It translates to be an amazing agent. And they need to know that. Like more teachers, you can use this clip and tell them

that. The best realtors that I've ever worked with are teachers. They were teachers. And the reason is, is because of the heart that they have. Yes, I know you. You're amazing. Yeah. You have a heart. I think the heart, but then also like being able to have the, like you already know, they have the patients for education as well. And so much of real estate is education. Yeah. And patience. They're going to have a schedule.

They're going to be schedule oriented. They're going to have commitment. All the things. But you know, it holds them back is the security at a $50,000 salary. Yeah. They've already dedicated their time, basically volunteering for the last.

They're a $50,000 salary. Yeah. The only security is that you get out of that and get into being self-employed, folks. Right. Right. Like, y'all, how long have y'all been self-employed? Like, I mean. That's somebody I was getting ready to say.

I've been five years. Nine and a half. I'm going on 10 years. It's crazy. I'm like, I'm like, I'm 42. I'm thinking I'm 42. I've been self-employed since I was 15. Yeah.

I had a guy tell me one time when I was mow and girl. I had a lawn service when I was a teenager. I was making six figures as a teenager mowing grass. And he pulls up at the gas station. And as I pull up my mowers. He goes, Hoss Pratt, still mowing grass,

huh? Yep, still am Terry. He goes, when are you going to go get a real job? Like right there. He's behind a desk and make less. Right there,

I was ruined. I thought to myself, the logic, I didn't understand that. And I was like, looked at him, and my next thought was, I'm never going to go get a real job.

I'm unemployable. Like, and that, there's so much in that conversation right there, right? Fast forward 10 years, the guy is trying to get me to hire him. He wants to work with me. I'm like, so anyway, that's why we get old Terry, exactly. We already know what Terry's like. Right. You know how it is to be Terry and go through life?

and the criticism and the judgment that he has to do to defend his thinking. Do you understand that? Yeah. Yep. Like you have to constantly judge people. You got to constantly criticize people. Like, I need everybody to hear this. If you're walking around criticizing and judging people, this is on you.

This is the story you're telling yourself. Like, but now that story, you find yourself walking around life criticizing and judging people. And why you're doing that, the person is. next two years growing and getting stronger and stronger. And you criticize that person. And you try to hold them back. You try to protect your own self.

You tell them that won't work. Why are you doing that? Why don't you go do this? You know who does this more than anybody? Parents do this to their kids. Parents hold their children back more than anybody. Makes me sick. Parents.

Why? Because the parent never did this. The parent never went for it. so they try to protect their kids. They don't even know their kids. My parents, oh, sorry. Well, it's funny. Like, even my parents are both entrepreneurs and have their own businesses.

And even me, they were like, when I wanted to leave corporate and get into real estate, they were like, what? Like, no, no, you cannot leave your benefits. You cannot leave your stable pay. I'm like, where are you talking about? out like that you do it how is that any different and of course uh i get into real estate and like do well and they're like oh we're so happy i'm like did y'all forget that and i'm sorry if they listen to this they need to hear it i know like this i'm like i make way more than i ever did incorporate and i i work more hours but that's by my own choice you know like it's all

about what i want and what i want to put into it it's not highly they were wrong they need to I know, I'm not a slave to someone else. I mean, we can't do that to our kids, y'all. We got to set our kids free. And like, like, you know who begged me? I remember when I moved to Texas and I was like, I wouldn't be here today if I listened to my dad. You know what my dad? My dad was the number one supporter in getting me to move back.

Yeah. Beg me to move back. Like, that would have been the biggest mistake I've ever made in my life. And so we love our parents. and our parents love us and it comes from love and we know that but like you're wrong parents and like i i had a conversation with the kid a parent the other day because i coach a lot and a lot of times people ask me advice on their kids and and i went down the list you know a trade like you know if you don't know what you like it makes no sense if somebody doesn't know what they want to do when they

get older to go to college it makes no sense to go in debt and waste my honey if you don't know what you're going to do. Okay. But you do need to leave the nest, your parents' nest. And so I'm actually a bigger fan of going to the military, going to a trade school. Because especially these young kids, they need to be like the young, I'll speak for the boys. They need to be turned into men. And like, they really do. And like, they need to go become men.

And like, they need to go into an environment that they can do that and to become their own version of who they are going to be. I'm a fan of that like the Navy, the Air Force, getting kids out there and like so they can go figure it out. That's why I love the Mormon church. You know I love about the Mormon church for all you Mormons, you know, the LDS,

what they do is they send their kids out for two years after high school to go knock doors selling the hardest thing there is to sell, which is religion. In a city or country that's like, and they can't even hardly talk to them for two years. Like, I think they can call home at once or six months or something. And they come back and they're different people. And that's why like a lot of them become entrepreneurs. Yeah. Because if you can do that, you could do anything. And so, you know, whatever it is, whether it be going to the military,

become an LDS, whatever is in your cards. Like, you got to get your kids and people you love in an environment to grow. And that's why I love real estate. Because it's an environment for people to grow and to become their best version of themselves. Yeah. And I mean, even like tying that into the NAR settlement, I think it's going to weed out a lot of people that are just in real estate to like, you know, part-time patties, making an extra buck. Like it's, it's hard.

It requires communication. It requires a lot of preparation. It's not for the faint of heart. So I think it is, I think it's going to be good for us in the fact of we, we out, you know, people that don't want to use these skills or don't, like, feel like they have to to get, you know, just another commission check. So I think we're going to be seeing a lot more agents drop out. Are y'all getting out? Hell no. Are you doing this week? I just think that's what I need. So, yeah. Good agents are not going to quit. The ones that

I'm not even saying that people that quit are not good. Like, real estate's hard. It really is. And like, that's why I do what I do to help people, you know? Yeah. Like, there's so much bad information in real estate. Like, the reason I'm a coach and trainer was because I, when I was in real estate, I got in real estate at 21, 22 years old.

Like, to me, all the training was bad. It really, like, I didn't like the training. And I thought I could do it better at, you know, after I learned it, I'm like, I could do that training thing better. And like, but here's why I do it. And so the agent has a stance a chance to succeed because the industry has a revolving door. And they don't have time to figure it out. Like, like, you all know this.

You go to real estate school. You get your license. You learn all the things, the fee simple and chattel, you know, like the words we don't use in the real world. But now when you get your license, now what do you got to learn? a lot all different stuff that the marketplace demands you to understand sales and marketing yes yeah and like you don't teach at a real estate school no no like no you don't got time you have a few months because let's say you're good and let's say you know you get a deal the first day you get license which i don't know if that's ever happened but like let's say it has and let's say the

first day you get license um you you get a contract. I mean, most, it probably won't close for 30 days. Right. Yeah. So the best case scenario, you're 30 days from getting paid. Like there's always a, or I guess best case scenario, two weeks with the cash offer. Which is like hitting a lottery. That's unheard. Yeah. Right. It's always like the first, you know, over the years I've seen somebody that would be a their first transaction. They just told.

like a $3 million house. And I'm like, oh, and they would tell them what their commission would be. And I would just be like, oh, no, you're ruined. Like, you're ruined because it'll know, and that they always chase in that $3 million commission when, you know, the grand slam instead of hitting the singles and doubles. Yes, yes, for sure. Like, we got to hit singles and doubles in this industry. And I'll, let's switch it back to NAR because I know that's why we're here.

But, you know, nothing much is going to change. the people that are good like you know like you guys and the agents that you mean you're going to they're going to be good the agents that get out of the business are probably the agents that do much business anyway yeah yes I agree deals a year than minimum yeah yeah and I mean I'm sure there's still a lot more I mean a lot of there's going to be a lot of change if this does for sure go through like right now the VA says that a VA buy cannot pay their own commission. So what are they going to do?

Go unrepresented, the people who deserve representation the most. It doesn't make sense. Like, I'm sure that's going to change. I don't know, just little, like, there's going to have to be a lot of, or even like, you know, like Zillow, like when you pay for leads through Zillow or realtor.com, like I feel like that's going to have to change somehow. But I do think that a lot of. buyers are going to have to set themselves up,

have to set themselves up like listing agents and the fact of having good buyer presentations and having multiple packages to choose from. Like, I know you do this house where you have, you know, different tiers of services that you offer as a listing agent. Or this is what you coach on now. Like,

you know, you can pay, well, I'm just going to throw out numbers. I mean, you have commissioner. Yeah. Do you want to talk?

about how you coach on like tiered listing offer? Yes, and it's always done through a program. All right. Let me just give you. I'll give you some, just a brained up on this. So the best way to communicate this is through a program that's branded. So, you know, and I teach us in listing boss. It's called the strategic home buying program.

The strategic home buying program is a seven step process to help you find the home of your dreams. Okay. So like now we have something to talk about. Here's the thing I want everybody to listen. You got to make things up to talk about. When I say make it up, but give it a name.

A strategic home buying system is much more interesting than nothing. The strategic home buying system that will find you the perfect home and find other homes not just on the MLS and save you thousands is way more interesting than just the average agent. That's where you're going to change as a buyer's. agent. You're going to have to have a system that communicates what you do, which is the value in you, which by the way, here's the value that you need to double down on negotiating value by being an expert negotiator. You need to be a, like that, that's valuable. If you're good at negotiating,

then you can, you minimize what a buyer would pay in commission. Like, you know, like, it's that. So everybody needs to be a master negotiator. If you're not a master negotiator, then you need to start acting like you are and call yourself one and like act as if because like that's where the value comes from is the deal. Crafting the offer is another thing where like in a season, here's the value in a buyer's agent. And I'm telling you all this because this is how not just you guys, but everybody, this is this is the value you got to communicate to the market. is it when you write an offer, let's say in today's market, how many typical offers are you

competing against? Several, right? Would you guys say? Several. We have been for years. And so it's an art to craft an offer the right way to get it accepted. Just because you find a perfect home, I mean, that's the easy part. Getting the whole is that this is where the skill comes in. This is where they need you to be. They need you to be able to write and craft an offer that gets accepted. So like and to be able to negotiate the best numbers in terms for this contract. So like you as a buyer's agent need to communicate this to the buyer of how you are the best in the world at helping them find the perfect home that they're looking for. And here's how I do this. We don't just look for homes on the MLS, Mr.

We have off market properties. We have other services and we will go work and find you the perfect home. example, if you want to live in Glen Hollow subdivision, we will reach out to every seller in that neighborhood and help find somebody that's interested in seller. We go up and beyond in helping you find the home because the MLS alone, if we like here's the thing I want you to think, y'all, the MLS is just the easy thing for all of us. Like, but, but I look at the MLS like this. By the time a home hits an MLS, you've already missed it anyway. And what I mean by that? How many people, by the time a home hits the market and it's for sale, the MLS, those sellers have already went through, God knows how long that they've been thinking about this, right?

Right. Like what life seasons have they gone through to get to a point where now the for sale signs in the front yard? like a lot like they struggled with it because now they're now their neighbors know now they're committed you know there's all these like emotions and things that this person's going through and so here's what I want you guys to know as agents you want to go find those people before they get to that point and so this this is what I've so right now in this neighborhood out of 100 homes, there is a percentage of these people that are going through this right now. I'll give you an example.

This weekend on my street, garage sale. Garage sales are always a dead giveaway for somebody going through this, right? They're decluttering. They're getting rid of stuff. Yeah. It's a dead giveaway. When somebody's doing a garage sale, like, they're doing something. Yeah.

Yeah. And so I always love testing this theory. And so when there's a garage sale in my neighborhood, my girls will go to the garage sale and I'll start asking questions. Oh, are you thinking about moving? They're always moving. Yeah, we're moving in North Carolina. That's what this lady said, two houses down. The sign's not in their front yard yet, right?

But they already committed to moving. They're decluttering. That's what I'm talking about. You want to find those people in that season so you can facilitate that facilitate, that, facilitate, the relationships and facilitate the transition. And like if you know that and think that way, you can find opportunity. And then you don't have to deal with the same things that everybody deals with.

It creates a blue ocean for you. Like if I could tell that person, I have several buyers that are wanting to move to this property. And like, I could facilitate a transaction right here. And that's what agents are, you know, I mean, all great agents should do that, but that's what you're going to have to do. Yeah. We're creative and unique solutions.

Yes. Yeah. No, it's funny you say that because I'm a big, I don't love Facebook, but I think it's such a good tool for real estate. And I haven't been doing it lately, but I need to pick it up again. But I had a, when I was on Facebook a lot more than I was now, I would go through and look at marketplace or like, look at the Facebook groups and stuff and put tags on for when people were posting garage sales and I'd always message them like, hey, are you thinking about moving? Because I always thought that was a dead giveaway too.

Was it for you? Did you learn that? Yeah. Uh-huh. It's definitely a good tool to do. I mean, at least half of them would you say maybe? Yeah. I mean, so like I was walking in Texas, we have alleys.

You know, we have like these rear entries. Right? So like when I go on walk, around the neighborhood. I'm walking my dog Oliver. We're alley walkers. We'll walk down the alley. Why? Because I like looking for people stacking stuff in an alley. Why? Because it tells me who's moving.

Yeah. That's the best hack of this whole video right now. Walk the alleys. Walk the alleys and look for people having garage sales. One of my listings I'm going to have coming up as soon as I find them a home was Rocky and it was funny because he always barks at their dog and their dog always barked at him.

So we never really got to communicate. And over the barking dogs, he said, I heard you're the go-to agent in the building. We need to chat. And I was like, let's do it without the dogs. He's at lunch and now they're a buyer and a seller with me. I love it. Love it. And that's the thing, y'all, is through all this, too, it's like that relationships.

You know, are facilitating the relationships will always be the answer. Like, in real estate, it will always be done with human beings because people are not going to buy a home. And like, I would never buy a piece of real estate in Raleigh, North Carolina. You with me? Like, I would have to talk to Casey first. Why? Because I trust her. And like, I would buy a house side of them.

unseen if I could talk and say, is this the right area? Is this the right location? Like, is this the right neighborhood? Like, but the time I sign, I want to want Casey, somebody I trust, to give me permission to sign. And I just, I'll do a lot of work before I get to that point, Casey. But I'm talking about when it comes down to getting my commitment, I'm going to need you to give me permission to do it. And like, that will always be the case for in real estate is that's why we will always have to have a human. And so all of us need to be the human that people trust, be the expert, know our craft, know what we do, and grow and invest in ourselves, both time and money to become better and like expand your network. Think global, not

local. All of these things are all things that everybody needs to be doing right now, getting creative in your marketing. But like, protecting your mindset to where you're not listed. to everybody and like you fall and you in your you're you like lean on the truths like the truth like the truth of you're paid on the value you bring to the marketplace like you know eliminating fear completely from your being because like there's a ton of fear out there and like fear I don't know if you all know it but lowers your frequency okay that pushes you down to a lower frequency and like this is the time to increase your frequency yeah and so as the industry's frequency is being lowered, be the one who can increase yours and rise above it.

And like, you're going to have dominated because there's a lot of blood in the water out there in that fear world. I mean, just go read the comments of all of the different things. Yeah. And I feel like a lot of like seasoned agents who have been in the industry for a while are saying like, this is the best time right now to be just pouring into yourself and pouring into your business because this is what's going to set you up and to to be one of the greats in like, you know, two to three years from now. So if you're in it for the long game, like, this is when you need to start really like really digging in deep here. And hey, I want to put it out there too. If anybody feels like they need help, like that's what I do. I help real estate agents

dominate their market. So just get in touch with me. I have so many solutions. I'll give you, you know, I'll help you in every way that I possibly can. But like, you know, don't sit there and struggle alone, you know? Yes. Reach out. I will help you. And however, my name's Haas Pratt. It's like, it's easy to find.

Literally, yes, yes. Yeah. I love. And he does help. He answers the phone no matter where, even when you're having a crisis. Yes. Yeah. Yeah. And I've like, that's even been true for people that I've,

brought, you know, onto my team with Empower Real Estate Group, like Katie fails, for example, she's always, like, getting guidance from you. I mean, for me as well, but, you know, I just love how you've really helped her with, like, for sale by owners and stuff. It's, it's been great. Yeah. And, um, at, um, Ashton. Yep. Mm-hmm. Love it. She moved to Colorado. And I remember, like, helping her think through facilitating moving, like. Yes. Oh, Addison Ocker, yes. Yes, yes, yeah, yeah. And like, you know, why?

Because she needed my permission to move. Yeah. Like, you're moving to Dallas. I don't know if it's because of me, but I'm telling you, like, move. Yeah, like, you know, I'm moving to San Antonio, Bernie, right? Yeah. I'm getting my keys on Monday. Oh, yay.

Congratulations. Congratulations. I love it. I love it. Well, good. Yeah. And even, I think I saw, well, yes, no, that's for sure. I saw the National Association of Realtors, if you do want to stick with being a buyer's agent or, you know, just want to have that, that more knowledge around it.

I saw that they are offering the accredited buyer's representation, ABR designation at no cost through the end of this year. So, I don't know, might pick up on some continuing hedging. education hours for free from from NAR, which we don't really get anything for free from them, I'll say. So take advantage of that for sure. I'm not going to say. Or just become a listing agent, we'll say. You do have to become a listing agent. You know, that's the thing, right? But that's always been the case in the industry. I've been in real estate 20 years. I've never worked a buyer in my life. But I had a teams that did, but I never showed buyers because it was told to me from day

one, list to last. Like, like, it was told for me day one that, that, you know, you got to control your inventory. You got to have take listings. So like, it's always been the case. That will always be the case, too. So like, absolutely become more of a listing boss. Yes. And a buyer boss too, okay, because you're going to have to be both. Yeah. Yeah. I mean, even. I'm primarily listings, but I will always help my good friends and family out with buying. Or if, you know, if I'm doing a buyer, I'll have showing agents and whatnot. There's always ways you can work it. But, yeah, just never, never hurts to have further knowledge and skills and, you know,

be able to understand both sides to the fullest degree because that's only helping your clients and developing your skills. So, and we love our skills. Here's a universal script I want everybody to hear. Like the universal script right now is if I brought, if there was a buyer that wanted to purchase your home, would you consider a selling? If there was a buyer that wanted to purchase your home,

would you consider selling? No, I'm not selling. Okay. So if there's a buyer that wanted to purchase your home, even for a healthy offer, you wouldn't sell? Well, I mean, maybe. I guess the offer makes sense. Why?

Do you have a buyer? Yeah, we have hundreds of buyers. The problem is, is we have more buyers. that we have homes to sell them. So I'm looking for listings. I'm curious. Can I come by Thursday at 730, put my eyeballs on the home, run some numbers, sit down with you and Shirley and show you what this thing would look like? The one thing you have control over is going to find the listings. And so how do you find listings? As you ask people, if there was a buyer that wanted to purchase your home was you consider selling. Now, here's why I said this, because you can't be conflicted. So I wouldn't say

if I had a buyer, why? Because you may not have a buyer. And you can't, if you don't have a buyer, then you're going to, that's going to come across. Like you're going to feel it. So, so if there was a buyer that wanted to purchase your home, would you consider selling? And you can call so many different niches with that. That's your job is to go find those people, to go find the people that want to sell. And, you know, and the riches are in the niches.

You know, like being able to like absente. T owners, FISBOS, expired, you know, the divorce niche, people are successful with, probate niche, you know, being able to find a question to go ask that question to is what would be my advice, because a good percentage of those people would sell. And that's how you find those people that are in that season, the season of considering selling. Yes, I love it. That's a serendipitous phone call. They're like, man, it's funny. are calling me right now. I was just talking to my wife at dinner. Yep. Funny how it works out like that. Yeah, yeah, yeah. It's not weird.

In the morning, you know, like, yeah, exactly. That's our new hashtag. It's not weird. It's not weird. I need to manifest my listings. Yes. Yep. And we'll get those buyers agents paid for it. That's right. You know how you go? How you go? You know, how you go? get you know what you do is you set the intention so the intention i took 30 listings and 30 days one time a few months several months but like people asked me how did you do that i said because i woke up in the morning i said who's got my listing today i every day the intention was to take a listing if i didn't take a listing today i would probably take two tomorrow like the numbers over 30 days worked out and that's only monday through friday that's not working saturday and sunday as a listing

agent you could have normal hours you know and and so it's setting the intention and it's knowing what it is that you want most people don't even know what they want so if you get nothing out of today like think about what it is that you want like truly what you want you don't have to have it figured out on how it's going to happen but know what you want in your mind like and if it's make 500,000 dollars and that's what you want you don't have to go figure out how you're going to go do it and have control over all of how it's going to work. But you need to obsess over the 500K and you need to be able to see it

and you need to go apply massive action to get it. And like that would be my advice. If you do that, it doesn't matter what NARAs, what the feds do, what the idiots do, like you will always be successful in everything that you do. Straight up. Straight up. I love it. That was a good little closing out for us.

So thank you, Haas. for coming on. Again, if you guys want to work with Hoss, we've got his handle. We've had his handle scrolling at the bottom. I'll put it back there at Hoss Pratt. He's Hoss Pratt on Facebook. You can look up the listing boss by Hoss Pratt. DM us and we can get you in contact with him. But yeah, great team over here. Don't worry about this, guys. It's just another season of change. Change is always going to come. Opportunity. We're going to, absolutely. Opportunity. for growth. So if you guys like this episode, please follow us on Apple and Spotify

podcast or YouTube, you know, top that bell and subscribe to our pages. And please, if you like, again, if you liked this episode, leave us a review. Even if you didn't, leave us a review and, you know, let us know what we can do to make it better. Realtor hacks, tips and tricks podcast. That's another episode, guys. We will see you next Monday, 5.30 p.m. Central Time, 6.30 p.m. Eastern time. Thank you guys. I'm Hallie Beeler McCrory. Hallie McCrory on Instagram. Casey Stiers, CB Stiers on Instagram, and Haas Pratt, the listing boss. He's Haas Pratt on Instagram. Thank you guys. And we'll see you next episode.