KGCI: Real Estate on Air - Scripts and Tactics for Engaging Buyers and Sellers Now

Episode Date: February 15, 2026

Summary:This episode provides actionable strategies and scripts for real estate agents on how to effectively communicate current market conditions to both buyers and sellers. The content focuses on giving agents the precise language and perspective needed to lead productive conversations, manage client expectations, and secure business regardless of whether the market favors sellers or buyers. Listeners will learn how to position themselves as the undeniable expert by interpreting local data, crafting compelling value propositions, and using specific dialogue to drive appointments and close deals.

Any wins this week that you'd like to celebrate? Not that much, huh? It's Tuesday. It's all good. Gallery set up here. Okay, cool. All right. Good morning. Good afternoon. Good evening. Depending where you are. Hawaii, it's still morning. It's 1130 Pacific time here on the West Coast. And I know we got people from all over the nation.

But thank you for being here. Thank you for tuning into the coaching call this week where we give 30 minutes of coaching, inspiration, perspiration, ideas, support, and all the things to help you in your mental journey in real estate, right? That's really what we're talking about here. It is a mental journey, especially in this market. What's the general thing you're hearing in the real estate market now? Take yourself off mute and let me know what you're hearing in your real estate market. Anything? I've heard a recent shift in people's approach to talking about interest rates.

okay like over the past few years it's always been hey lower rates are coming and uh i've recently heard more people say hey rates are never going down again by appreciably it's time to just move on with your life and buy a house because you're not going to wait forever and you're going to be stuck where you're at or you know time to move they're not coming back down and you can't wait for them but neither are prices yeah you know it depends on what side the the side of the coin you're on. I'm hearing or I'm seeing a lot of memes and stuff that are really funny about lenders going. Oh my God. We're reading the rates came down an eighth of a point. It's time to go. They're just looking for anything to have a positive spin on. The reality is people need to buy. People need to sell. And yes, we could look at what the rate is. Somebody's not at home. Maybe Richard. I'm going to mute you just in case. I still hear somebody else.

But anyway, if you're not muted, just go ahead and please mute yourself. It's all good. But, you know, listen, people need to buy. People need to sell. If you absolutely had to sell your house and move because of job relocation, health and the family, whatever it was, your kid needed to go to school somewhere, your kid needed medical treatment somewhere. The rates are what the rates are, right?

You're going to shop for the best thing you can get now. But the bottom line is the buyers are. going to have to deal with rates on buying your house. You're going to have to deal with rates on buying something else. What's coming into play is the fact that we have two and a half, three, three and a half four, four and a half percent interest rates on homes. And then it becomes an equation of, is it more valuable to keep that house than to sell it? Right. We're in that exact situation. All my equities tied up into an Oregon home. I'd love to sell it. We want to snowboard move to Arizona. We're going to do that. And so I'm blessed. We're looking.

in we're in the sub two committed community. We're looking at subject to and seller carries and looking at loans that others have gotten a couple years ago. We're looking at a couple in the threes right now for seller carries who are taking over those existing loans. You know, you could do as VA assumable. A lot of options there. So even me personally, I'm looking at like, tough to sell my house with a 2.25 fixed 30 year rate. Right? I'd like to. But, I'm moving into something else, so the rate's going to be 7%. Right? So again, I'm a buyer. I'm a seller. We all have that situation. We have to be cognizant of what the buyers and sellers are going through. But the bottom line is

appreciation is outweighing what I think the rates are going to do, especially in the next near term, next 24 to 36 months. Right? So we're still seeing appreciation even in these higher rates. But what I'm hearing from a global posture of coaching. The United States, I don't really pay attention to Canada, much. Sorry, Canada. But Canada is completely different. The way they do lending, the way they do the loan process, the way they close escrow.

It's a little different process. I've coached a couple clients in Canada, and it's quite different. But here in the U.S., from coast to coast, Florida to Oregon, Washington, to everything in the middle, things have picked up since the first of the year overall. agents are like very ambitious, very optimistic, five, six, seven transactions to where maybe they only did that all of last year. Now they've got a couple of things going on now that's like that. We're seeing properties.

It's interesting. I was talking to a top agent in Los Angeles today, and I said, the Palisade fires, did those really impact the housing market in terms of inventory? And he goes, no, not really. I'm like, how could that be when 5,000 people were displaced? you think it would disrupt the rental industry. He says it really hasn't done that there yet. But I'm getting conflicting reports with that, right?

So we have to look at it geographically and understand what's going on in that particular area and lean on the experts, the people that are doing enough transactions to help us mitigate that conversation. Right. If you have somebody that's relocating from where you are and maybe Sacramento to Texas, I need a Texas person to tell me what's going on there. So I can properly educate and communicate with my client here what the expectations are for everything from pricing to time on market to transitional plans between the properties, right?

So as we're looking at this space, I think what's more important than ever is our messaging. You know, I've done this before and I'm setting you up a little bit for this, but Chris used. Come off mute for a second if you don't mind. Okay. What market are you in? I'm in the Bay Area, San Francisco Bay Area.

Okay, what I know that area well. What specific town area? I'm in, well, I live in San Leandro and I kind of hit the East Bay there. Okay, cool. So I know your area well, but Chris, how's the market there? Good question. I would say it's kind of flat. I mean, nothing too tremendous going on.

You know, it's not like a huge increase. I think rates are basically, like you're saying, kind of steady. And, you know, we have the issue that you're talking about with the, you know, people with the lower rate houses and all that, you know, that are kind of set there. Not a lot of new construction, new developments right now. So, you know, inventory is kind of stable. So pause. Okay.

Right. Chris, how would you rate your response to me of what we just did? A week. I don't know. I'm asking your opinion, right? I'm not asking you. Now, what's important about this conversation for the people watching here and the people, the tens of people that will watch it later, right?

I say about it joking. But, Chris, who am I? Am I a buyer? and my seller, am I renter and am I a nestle? Am I a wholesaler? Who are you talking to?

No idea. Correct. Right. So you just gave me an overview of the market that's kind of like a shotgun effect at what you believe. And you could have talked me out of a transaction depending on what I heard.

Right? So what's really important is to find out and we talked through the scripting, but if you're at Safeway, if you're talking to a friend at the golf course and somebody goes, how's the real estate market? Say, that's a great question, Chris. Let me ask you, are you a buyer, seller, renter, or investor? Which one of those are you?

So then I could talk to you, right? Sure. The conversation between a buyer and a seller is really a different conversation, as it is with an investor, as for the flipper or a sub two person or whatever it may be. right really really and so when i talk about language of cells this is what i'm talking about right how can we best have the language to put us into a sales posture to gain relationship respect through no like and trust what you said is not wrong chris it's just broad right so i want i want everybody to get in this

mindset of how you can have language around the real estate conversation richard How are Richard took a phone call? Mark, Mark Charles, question. Yes. How are the rates right now, man? The rates are fluctuating. We've had some recent decline in the rates here recently, which is positive news for us. It makes it optimistic for people that are looking buy and sell property.

So, you know, I would have to say that it's been a quarter of a point, not very much, But given the industry and the market and what's been happening with over the last 12 months, I'd say it's definitely a sign that things are moving in the right direction. I love it. So I'm going to look up on my real estate app what the rates are today. The rates are at today, mortgage news daily. They're at 6.64. So actually down from about seven here a couple weeks ago. But number one, again, I think there's value in identifying buyer or seller, different conversations with rates, right? And if they're a seller, are you going to be buying a replacement property? They bring into the buyer conversation. But overall, I want you to be excited and I want you to be optimistic about the housing market.

Okay? Because if we just laser focus on rates, we can put them into a locked up status to where they're not really able to make a decision. Indecision is very much part of this market Right? So if you ask me, go ahead and ask me, like what are rates doing? And I'll give you an example.

Hey, tell me, what do you think the rates are going to do with over the next six months? Ocean is bow. Yeah, no, I appreciate, Russ. I'm going to unmute you. You know, that's interesting. First of all, Mark, thank you for the question.

Are you a buyer or a seller? I'm looking to sell. Okay, looking to sell. Awesome. And you said six months, nobody has a crystal ball, but it looks like all the economic reports are favorable to rates coming down, right? Rates have been fairly stable since the election. Usually we see a lot of volatility in the election cycle naturally, but we've seen some pretty much stability.

The rates did get lowered by the feds, but they didn't really impact the market rate, right? So without going into great detail, I think you're seeing a lot of stability. So as a seller, I think the buyers have determined that this rate is a stable rate. So six and a half or seven is really in their wheelhouse of what they believe is an accurate rate for the time being. I do believe crystal ball wise, don't quote me on it, but I do believe crystal ball wise, there'll be an opportunity for refinancing down the road. I do believe that we can see some lower rates as we start seeing some of these economic things happening that the current administration is talking about with oil production and all the things that are going to contribute to this. I do think that we'll have a strong economy as we as we

progress. There's a lot of wild cards out there right now. But for you as a seller mark, I would say now is the absolute best time because there's stability in the rates. The buyers have kind of, they've come custom to the rates being where they are about 6.65 today. Right. We can get possibly into the low sixes, high fives with some VA and FHA and different loans. But right now we're running right around in that six and a half percent. Historically, obviously, they're very good. Historically over the last 25 years, they've averaged at like 6.2%. So on that kind of historic average, of course, four years ago, five years ago, you know,

the rates were below free. Thanks, you just answered my next question for me. So I was going to ask you, do you think it's a good time for me to enter the market based on what you're seeing with buyers? So Mark, thank you for asking. To answer your question, yes, it's a good time to enter the market. But there's specifics that matter to you that I'd like to talk to you about. And part of my listing consultation with you will be looking at all those parameters for you specifically. But from a market global perspective, yes, now is the best time for you to sell because we have stable rates.

we have inventory that's increasing a little bit. We have appreciation that's increasing a little bit as well. Right. So those are all good indicators for the buyers that are in the market. It's not been that way in the last couple years. It's been kind of a rough market around buyers. Right. So we're getting more stable.

It's still a seller's market due strictly due to inventory. But this is how I would have a seller conversation. Thank you. right and then so buyers same thing kind of reversed a little bit right we don't see rates coming down aggressively so i think waiting is a mistake for a buyer right now we're seeing appreciation two to four and a half percent appreciation i think that's going to far outweigh what you're going to pay in mortgage rate for the next 12 24 even 36 months before you may refinance or have the opportunities to refinance the appreciation of four percent of you

year is going to be, you know, $600,000 house, that's a $60,000 equity move in the next couple of years that far outweighs the risk of the rates coming down one or two percent, potentially, and putting you in a place to where you made a mistake financially. Okay. So let's talk about, let's talk about forward prospecting. This is something I always drive home, always, always, always on my coaching calls. I talk about prospecting. right? I joke about it and practice. What do you mean practice? You've seen all the fun things with the football memes and stuff, but the reality is the practice that happens on the field for you making your prospecting calls are going to be what determines your comfortableness

and your skill set of making proactive, outgoing calls to your prospects, to your database. Right? So I have a lot of agents that I talk to that go, well, I don't really like to pray on my database. That's why I'm doing this passive social or passive prospecting all this stuff. I think it's a disservice. I'm just telling you from a coach's perspective. I think it's a disservice for you to think of that mentally like that. Because if we're not taking care of our clients, somebody else will. And I'm going to challenge you that those somebodies are less skilled, less caring, less invested than you are in your database.

So I think it's a disservice to allow them to fall into the hands of an agent that is less capable than you, less caring than you. And that's just the mindset that I take. It's not a strong power or sells tactic. It's like I want them to look for me and to talk to me about their financial decisions. And this is the biggest one. Right. So let's do a script real quick. And if you wouldn't mind, Chris, you did a great job. You wanted to do a role play again. And I'll be the tough one. You could be the easy one. Okay. Fair enough. I'll give me the shot. Yeah. So you're your SOI database. You're one of my friends in the database. Okay. Okay. And I'm going to be calling for my benefit. I'm going to be calling serving my needs and my benefits. And you're going to notice the difference in the sales language and posture. Okay.

Okay. So ring ring. Hey, Chris. Hi. How's it going? Hey, Chris. It's great. It's Randy Bird over here at EXP Realty.

And I hope you're having an amazing real estate day. But I wanted to let you know that there's a real strong need for homes on the market right now. And I was just curious. Are you really curious or interested in selling your home talking about ways that you could maximize the income in your home? Maybe it's through equity or otherwise. Would you make a real estate conversation? with me about this. Yeah, I mean, it's kind of been in the back of my head to move, move down to Santa Cruz County. So, you know, maybe, might be a good opportunity to sell.

Okay. Perfect. So Chris had something in the back of his mind. I brought up an opportunity, and there's nothing wrong with that phone call. Right. There's nothing wrong with leading with what my agenda is. I kind of set it up like I'm going to have an agenda and I did. I got right to the point. Right? the other side of it is you don't want to talk to them for 15 minutes about their love and their families and their vacations and then go oh by the way like the old columbo oh by the way you need to buy or sell real estate i'm your guy right there's a way to do that in your newer database but i want to let people know that i'm a professional now the way that i balance this and this is something

that i've taught for years you could choose to do it or not is i alternate if i'm calling them every month. Business pleasure, business pleasure, business pleasure, business pleasure, long haul. So this may sound like the call we just had this time, Chris. And then next month I call you and I go, hey, Chris, Randy Birdie XP Realty. How are you doing? Great, great. Hey, buddy, personal call, not real estate. I just said them real estate. I just said who I'm with, but I'm taking it away. And I'm saying this is a personal call. Gotcha. So Chris, last month when we talked to you guys, we're getting rid of travel and some other things. I mean, we talked to real estate a little bit, but what's going on with the travel?

You guys do anything for around Easter? Anything coming up? Yeah, well, in May, yeah. May I do have a trip plan down to New Orleans, so it should be a lot of fun with the wife. What's in New Orleans? We're going on a river cruise from New Orleans up to Mississippi, so it should be a lot of fun. I know. You sent me a little video here,

again and kind of just stayed engaged with me during that trip. I've always wanted to do that. I'd love to live vicariously through you on that trip. Yeah, sure. Why not? You can hook up on my Facebook or I'll send you videos. Perfect. I'd love that. And so I would engage with him with that. I'd write it down in my CRM. I would make sure I know when he's leaving. I would connect with him personally now. I'm talking about the trip. New Orleans, all these things, right? And I'm not dropping the So this is strictly just a personal call. Gotcha. Right?

So now this is May. Now we're in March. Let's fast forward to April. 30 days from now I call you. Ring ring. Hey, Chris. Yeah, what's up, Randy? Hey, Chris, business call today.

I want to talk business a little bit. But before I do, I want to check it on you. You still going to New Orleans and May? Yeah, yeah. We're all set. Almost but ready to be back. I have your small number. I'm going to be texting you.

Send me like a FaceTime or a video or I want to live through your experience on this trip. I've always wanted to do that. I'd love to stay in touch with you and the family. Who all's going with you? The wife and actually my parents. How cool is that? And your parents have ever done it? Yeah, they have done it. It's their 60th wedding anniversary. So that's why we're all headed down there. Holy moly. I just have my 60th. They got married. Yeah. Can you imagine? Yeah. They're in their 80s. So what are your parents first first names? Bella and Al. Bella and Al. That Bella is a good old Southern name. I love it. So have a blast with Bella and Al. And again, I'll stay engaged on this trip. But real quick, business. Just two minutes. We talked a couple months ago now about potentially selling. And I just wanted to, I want to do my part as a professional and stay engaged with you and ask you, do you have any future needs? Do you have anything going on with that decision to potentially sell? I can help with. I want to bring up what's going on to the market a little bit as well. Yeah, maybe we can take a look at it as soon as I get back.

We can kind of sit down and see where the market's at and see what my house would bring and give me a better idea of what I could buy in Santa Cruz after I sell this one. My pleasure to do that. So when do you get back from New Orleans roughly? The end of May. Okay. So you'll be put something on the calendar at the very end of May or maybe the first part of June or something? Yeah, let's do, you know, the first week in June would probably work. Okay, beautiful. I know it's going to get busy. Do you have your calendar?

It would be a stop. Okay. Yeah. Yeah. Let's say June 3rd. Where'd you go? Okay. Okay.

What do they talk about the refinance or anything? George. Raphael. Yeah. Raphael. Okay. So he's working. I don't blame him for working.

Yeah. So you see how I alternated between those conversations, but it's a natural flow? Sure. You really will develop a deep relationship and a deep trust, know I can trust you,

in your database if you follow a procedure like this, right? Is anybody doing this in their database at a high level? I don't see any hands. So that's a big takeaway for today. You could put this into your database. It doesn't take a lot of effort. Matter of fact, as you get into a sequence, let's say you have 300 people in your database. That's that's 10 people per day you need to talk to. That's a lot. Right. So you may need to start out where you're you're taking two months to get to this and then you're weeding this down to a system and a process. But if your daily one hour of prospecting activity looked like this, it doesn't come, it doesn't come scary anymore. It's just you're handling your database properly. And I'm going to,

going to tell you that there's a mathematical sequence to 300 people in your database, to a monthly contact to transactional business. It's about every 40 conversations you have turn into a transaction in your sphere, in your warm database. So we're talking every four days you should be able to inspire a transaction for buying, selling, investing, or renting. You've got to think along all those lines in your own database. right? So all of a sudden we're talking in the 40 to 50 transactions a year range as possible, right? 15% of your database will either use you or refer you. Okay, what's coming up for you with this statement? Do you see an opportunity in your business? Do you see a weakness or an opportunity? You know, strengths, weakness, opportunity, SWAT.

Yeah, for me, it's definitely an opportunity to, yeah, to contact everybody. Yeah, that mindset you're talking about where you think, you know, you're bothering people or you're kind of trying to sell all the time is definitely there. But it's true that you are probably the best suited person to help them. You know, like you have the most. If you're, if you really know these people, then you are the best person to deal with their, with their situation, you know. So Chris, nobody will work harder and nobody will be outworked and, you know, through real estate. Right. Mm-hmm.

As serving you. And so we have to convey that. We really do, right? But let's take anybody, why don't you put in chat? How many people roughly do you have in your database? And if you have 7,000, I'm going to challenge you that you don't have 7,000. You know, if you've got a sorted, qualified database, what number do you have in your database for past clients, sphere of influence?

That's what I'm talking about, SOI and PC. Anybody want to chat in there and give me an idea number-wise? I will do some math. Okay, 150, perfect. 150 is a good number. So if we do 150, 20 days in the month, right? Work days. So 150 divide by 20, the 7.5 conversations per day every workday.

7.5 conversations per day. You can easily do that in a power hour every day, right? 300, that's 15. 300 plus, that's 15. Right? So write that down. 150 Patrick, you should be looking at eight contacts per day in your database. By the way, ring ring. Hi, this is Chris's voicemail. Chris, Randy Bird, how are you doing? Hey, it's a

business call today. I was just checking in on you on your real estate needs. I'm really curious if you're looking to buy, sell, investor rent in real estate. I'm your guy. We've been connected. I know you trust me in business, but I want to stay on top of that. And I'm an expert in the market. and I have an associated network of about 1,100 agents nationwide. I don't care if you're going to Texas or Florida. I can help you. Sorry, I missed you, but get back to me. I'd love to chat with you for two or three minutes and see what I could do to help you.

Right. That's a contact. I think that. And then I'd follow that up with a text. Hey, just left you a message, Chris, real quick, just checking in on you of real estate needs, anything I can do to help you. And then the following month, again, if you get voicemail, same thing. Hey, Chris, Randy Bird.

this is not about business. I'm Randy Bird E XP Realty. It's not about real estate, right? I'm checking on you personally. How are you and Cindy doing? How's Bella and Dad doing? I know you guys were going on that trip soon, right? I'm keeping track on my notes and having these conversations with people.

It will absolutely be valuable in your business. And then personal text, absolutely. 100%. So it's just as simple as this. you know, let's just say that we just, I just left you a message. I'm just going to grab my phone. I go, hey, Chris, Randy Bird, I just left you. Oops, let me go video. Hey, Chris, Randy Bird, I just left you a message, man. Just checking on your real estate needs. And you just as a person, I just really value you. And I want to be there for you if you need anything.

Sorry, I missed you. But reach back out. I just want to shoot you a quick text, put a face to a name, and see if I could be of any support to you. All right. Have a great day. 541, 570, 5777. Have a great day. I'll talk to you soon. Bye now. It's just that simple. Right. And by the way, that's in your phone or your CRM for your past conversations. Right? If I'm talking to Chris, all I have to do is look up Chris and I can see what I said and what I did the last time. Another great source for CRM for this kind of language is Facebook. I could go on my Facebook right now and look at every conversation I've ever had with. anybody in my Facebook in a direct message because Facebook keeps it. I can go and say, oh, wow, I haven't talked to Chris in a year, but we've been connected for eight or nine years on Facebook. And I could leverage that in a DM by, hey, Chris, left your voicemail and I sent you a video

text. I thought I'd jump on Facebook here too. We've been connected for nine years, Chris. I didn't realize nine years. That's amazing. I think I was at Keller Williams back when we originally connected. I just want to say hey and shout out a little bit. All right. So we're at the end of our time together today. I want to open it up for any questions you have. I always like to have Q&A. If you have something I can help with, that's what this is really all about. So good group on here, but any questions. You could raise your hand. Small group, we can open it up. Anything I could do to support you today. Okay. Hearing none, here's my suggestion for you. Number one, One, go back and make sure you sort and qualify your database.

Number one, sort and qualify your database. So you get a really clean look at how many SOI and PC, past clients, sphere of influence, right? If you have a buyer you're showing now, even though you haven't closed, that's still a contact. Find out what that number is. Do the math and work backwards and figure out what your daily goal is. number two set away one to three hours a day this is always an argument when i get people that are doing five transactions a year they cannot find an hour a day to prospect and when i coach people like i have in and utah and canada to do a thousand transactions a year

they prospect three hours a day so it's completely backwards of what you would think you'd think somebody doing a thousand transactions a year doesn't that need to prospect it's the other way around success leaves close all right so number two is schedule that one to two hours three hours a day depending on what your business looks like of staying engaged with your contacts following up with leads that lead generation time but you should be able to get through seven to 15 contacts in your database in an hour pretty easily you're not having 30 minute conversations likely some will It's okay. Listen to them. That's very valuable. All right. And then number three is a little additional bonus as we wrap up. Try to add two to three contacts a day to your database on purpose.

If you just did one contact a day times five, that's 20 a month. That's 250 new contacts in your database every year. And you could do that through organizations and groups, Sir Optimus, Rotary, local football games, cheerleading, dance, whatever. Right? You do these three things in your database and operationalize your business around it.

You'll double your business if you're not doing it now. It doesn't matter if you're doing 12 or 200 deals. It will double you the business. Okay. I appreciate you. Thank you, Mindy. Thank you others. I appreciate you. Have a great day. It's Coach Randy Bird.

No call next week. I'm in Cabo. I'm in Cabo San Lucas for with 1100. agents, screaming fans with, we have Tom Ferry, we have Ed Milette, we have Gary Brecker, we have Pace Morby, some too. I'm just over the move, excited. So hopefully I'll see some of you there. And if not, I'll be back in two weeks for them all. All right. Thank you guys. Have a great day. I appreciate you. Thanks. Bye for now. Thanks, Randy. Have a great check. See you guys.