Jason Bramblett Real Estate Show Podcast
Jason: Good morning, Triad. Hope everyone is doing fantastic on this wonderful Saturday morning and also the start. Well, we have been talking about it for a while. The start of the fourth quarter it is here. It is go time. The greatest quarter in all of business. The quarter that actually will make or break you is right here. And so, as we head into the end of the year, as we head into that fourth quarter, remember this one here also carries the greatest amount of distraction. Of course, we've got all the wonderful holidays that are coming which can throw your business sideways if you're not paying attention so that the state at the same time it is also the greatest opportunity. It really separates planned action from reactive action. If you have a plan you are your 95% ahead of pretty much everybody out there because most everybody is going to be reacting to what is going on, reacting to what has happened in this quarter. So by far the most exciting time of the year, not only from business, but of course, hey, all these distractions are fun. You have Thanksgiving coming up and also don't forget Halloween, but we've been looking at Halloween since Easter it seems like at most of these places. Even Costco put out Christmas before Halloween and I hear there's an uproar out there over that.
Keith: I saw it this weekend. It is everywhere.
Jason: It's everywhere it is it is. It is pretty soon to be the greatest time of the year all the time. Used to be you had to go to Myrtle Beach in order to get the 365 days a year Christmas store, but it appears that it is now everywhere. So what we're going to be doing we're going to be breaking down action steps, really digging into some of the principles that will ensure that you have great success not only in your business, but also at getting your home ready for sale and really just something I've used over the last 20 years to ensure that the results that we want are the ones that we're going to achieve, and the best way to do that is to make them obtainable first and then measurable, make sure that they can be tracked and they can be conquered and that way, every single day what you want to get done. So we do this every quarter. However, I found that it's really compounded exponentially right here in the fourth quarter. Grab your pen and paper we're going to dig into that today. You can always give us a call the office at 553-0796 or go to Jason Bramblett dot com on the top right corner. You have that little email icon, shoot us an email, and if your question is worthy of being shared on the show, I will gladly do that or if you just want to rant you can do that, too. We love all emails, good, bad, indifferent. Believe it or not, we do read them all and we do make adjustments based upon your comments and so things you want to talk about on the show, but also ideas that well, maybe you just, I always find there's no dumb idea if you're thinking about it, there's probably a couple other hundred people out there. So just ask the question and you may be doing a great thing and helping your fellow listeners. So joining me, of course, Mr. Keith. How you doing today? Everything good?
Keith: I'm good. I'm healthy. Finally, yes.
Keith: Yes, got rid of the crud.
Jason: Got ride of it. It is it is early this year. It is early this year and the more people I'm talking to are already, well, actually I'm already hearing some people that have struggled with the flu a little bit already.
Keith: I don't think I had the flu, but whatever I had was not pleasant.
Jason: Well we conquer and move on right?
Keith: You've touched on something last couple of weeks, but this is the one thing that has really interested me. So, we talked about the traditional person puts their house up. They have people come through. They do all of that, but that's not for everybody. What if, you've talked a little bit about if you want to sell your home, but you don't want to go through the preparations. You don't want to go through the showings. Maybe you're moving for a job and you've got to do it in a hurry. I'd love to hear a little bit more about that. Because we've touched on it, but to me, it's a little different than traditional.
Jason: For sure. And the traditional is we operate under the assumption sometimes in all business that everybody wants the same product and not everybody does. If think about if you go to a restaurant if everybody just had the same chicken, well, they wouldn't be very many restaurants for one thing, but it certainly wouldn't be any, we love that variety. We love options and so why not with sales? So there's no rule, saying in order to sell your home that you have to have it listed you have to have all these different people coming through and there is more than one option out there and that's one thing that we've done. We look at each situation, and we've got three options really that you can choose from in getting your home sold and some of them out there, yeah. Okay, we have the traditional route. Just like most everybody. We come out with a plan. We're going to bring the public through your home. We're going to do, get as many people through the house in the shortest amount of time, which should increase the demand and increase the pric. But that does not necessarily work for everybody. And then we've got investment companies and then we also invest in properties as well. So there are many avenues that we have out here of corporations that are looking for properties that they want to buy and hold and keep them in their inventory. They'll keep them as a rental property or whatever and then we also have a holding company as part of our division that we do the same thing. We buy homes for rent and keep that as adding to our future portfolio. So there are options out there. But,\ we can look at every single one to see which one fits you because one thing that I can sense a lot of owners get frustrated with is they think it's just one size fits all and there certainly are other options out there. You don't have to just have a hundred strangers coming through your house.
Keith: Well, you mentioned investment. Now clearly the point of investment is to make money. That's why we invest our money. So are these significantly discounted prices or they aggressive in some cases? How does that work?
Jason: We look at every single angle as to what fits the owners plan. Is it discounted? There's two different ways in which you make money in buying homes. It is you buy them at a discount to turn around and resell them. So that's one type of investor. There's another type of investor that buys based upon future cash flow. And so they will they will pay a different price for the house because they're not needing to see immediate return. They're looking for a long-term plan, a long-term return over 10 years 15, 20 years. The price they pay is significantly different than that guy that has got to turn that profit. Say the next 60, 70, or 90 days. But what we really look at is what fits the sellers plan and what fits our clients plan. We've got we've got owners that they've got paid for homes, so maybe they owe nothing. They can they can really sell it at whatever price they want. It makes no difference. We have some owners that would take anything for their house, but they have this one little problem. A mortgage, and so they can't just sell it for whatever they can get because they are upside down. We are starting to see that again in certain price points where owners that have bought in recent years bought at say a higher price. Something has changed in their in their life, in their plan, or whatever and now they want to sell, and their values have dropped back, and they just simply do not have the equity to be able to be able to sell. Everybody's in a little bit different situation, but what we look at is what's the priority for the seller? What's the purpose in, it really just come in with a simple what we say common sense we have to look at, okay, if you want the highest price with the least amount of hassle, okay, there's a plan for that. If you want the highest price and don't care about the hassle, okay, no problem. That's probably leaning more towards the traditional path. But we've also got owners that have, I don't like to use the word neglect. Let's just say deferred –
Keith: Stuff happens.
Jason: Yeah, they've deferred some maintenance. If we got some money that's a got $40,000 worth of repairs that need to be done to their home because a deferred maintenance and updating, he also, most owners realize that whoever buys that house isn't going to do all that trouble and all that aggravation for free. Even if it's just a home buyer that's going to move in the house. Everybody expects to be compensated something for their time. So if you had a let's just say it was a $200,000 home that needed $40,000 worth of work, most people don't look at that and say well if I drop the price $40,00 everybody's happy. Maybe, but not necessarily. Most people really look at that as like, okay, that's just the cost to get it to zero. What about my time, effort, and energy? What about the 1800 trips back and forth to Lowe's? They want more than that even. So depending on how many years and how long you've deferred that maintenance, and we've seen it to where, sometimes, hey life happens. One of the spouses passes, and the spouse that's remaining just doesn't have the bandwidth to be able to deal with that. Maybe they did not deal with managing the house at all. And or maybe they weren't left or there's not enough funds left in the estate or in the retirement or in the life insurance to fix or maintain the house. But maybe the house is paid for. The other thing is we have a lot of folks that have paid for homes, but they have no income, or they have a very, very small income because now they're retired. Banks typically don't like to look at small income when they're looking at doing a loan. And so you may have a paid for home, but you cannot even borrow a dollar against it to make the repairs and so you're kind of stuck. Tthen the other thing, too, is we look at what is the trade. If you're going to go through all the effort and energy of updating the home, ae you going to get a return for your efforts or is it just to get back to zero. Every single one of those things we look at, and there's a system for each one of those things and that's what we've worked on for over 20 years is developing a process and a system that makes sense for that owner because not every single plan, me coming out there and just slamming a sign in the yard, and like I said, having a couple hundred people come through your house that may be good for some but not good for all and so we've created programs and processes there that, I do not want to say it fits everybody, but we certainly do our best to come up with a plan for every single situation out there. So, if you think of this way, if your house, as I was saying say it's worth, $200,000 in you've got that forty or fifty thousand dollars in deferred maintenance, does it make sense for you to spend the money make the corrections and reap that reward of getting the house sold or does it make more sense, or does it make more sense just to lower the price? If you look at the net result of the two, it could be the same. That's what we're going to figure out is is a $40,000 discount equal to putting $40,000 in the house, or if I put $40,000 in this $200,000 example now is the house worth $225,000? Well, if it is, then you're being rewarded for your effort of basically $25,000. But maybe you don't want. Maybe that doesn't matter. Maybe you don't care. Maybe you just want to get the house sold. We have a plan for that. We have an option for that. And so, we're going to look at what best suits you as the owner but really your lifestyle and where you are. And sometimes it's I have a willing owner, but they don't have capital. Actually, we have this situation right now. We got a very willing owner that will do anything. Unfortunately, their retirement income does not allow them to really take on any debt and they have a paid for house. So, we're going to partner with them to come up with a strategy in which we're going to fix up the home to help them get it sold and so it's going to work out great for both parties, but that's an option and that's just not something that every single real estate company or agent can offer. Somebody's got to have the money to do it. Right? And so that's going to disqualify a certain number of people right off the bat. Just as it does with this particular owner. They don't have the capital to be able to make those improvements. So the good thing is we know what people are looking for. We know what the consumer wants and so another reaction we get sometimes, Keith, I'm sure you would never, you couldn't even imagine this, but people don't want to paint because they're afraid they'll choose the wrong color or they don't want to put carpet in the house because they're afraid they'll choose the wrong color or they do not want to change the countertops because they're afraid they'll make a bad decision. But that's what we're here for. We're selling hundreds and hundreds and hundreds of homes a year. We have a very good, I guess, idea, if you will, or know what's popular with the buyers and what they're looking for because we're talking to hundreds of them over and over and over again every single day. So we know what the trends are. We know the color profiles. We know what's the buzz words and what's the key words. Typically, I look at it and say well you probably couldn't make a bad decision because orange definitely is not in style.
Keith: That burnt orange style of the seventies?
Jason: Yes, and the laminate countertops in the $400,000 house doesn't work so much these days.
Keith: The beautiful thing is, and my wife and I talk about this is we know a lot of things about a lot of things but you don't go out every day and buy a house. You don't go out and sell a house. It's a very specialized thing. So the fact that you guys have so many different options, so many different ways to go and you're experts at that, the average person doesn't know what you know. They just don't because how many times do you buy or sell a home? If you're lucky, two, three times in your life. If you're lucky five or six, but still it's not something you do every day.
Jason: Yeah, one of the things that I coach our team every single day is I say look guys, you got to think about this. Our client has either never done this or they haven't done it in ten years.
Keith: It's different.
Jason: And it is different today than it was 10 years ago there. You may have had some success maybe 15 years ago, you sold your home by owner and you thought oh, well, that was a breeze. Totally different market. There's been, I don't know, probably a thousand lawsuits since then. Every single form in the real estate business has changed 100% in 15 years. Everything has changed. Lending rules completely different.
Keith: Just the last couple of years.
Jason: Absolutely. And so, there's a lot of moving pieces to that and so, at the end of the day I find people either value what you do or they don't. Everybody's got their opinion of whatever and it's great. And if you, I've yet to meet anybody retire wealthy because they sold their home themselves. So but maybe there's one person out there. I did read, I do study Warren Buffett and I did notice that one of the things that is not on his list was I got it to where I'm at because I've sold so many of my own homes by owner. That's not one of his top five money-making strategies. Right? Or he sold his car himself. No Warren Buffett became a billionaire because he did billionaire things.
Jason: And not saving money here and there on trivial things if you will. But again, as you said, everybody's got their own opinions. And while we're letting you collect your opinion, we're going to take a quick timeout. We are going to come back. We got some more things were to walk through, some additional principles to for you to get ready to succeed in the fourth quarter. So we'll be right back to you listening to the Jason Bramblett Real Estate Show.
And we're back. You're listening to the Jason Bramblett Real Estate Show. So before the break we were talking about digging in and looking at different systems and processes. And so if you're just looking for options, and you're not really sure maybe which one, or maybe you didn't even know there were options when you go to sell your home. Maybe you thought the traditional way is you just call a real estate company like ours and it's one-size-fits-all. And we wanted to talk about today that it is there is more than one strategy out there and there is more than one process. So if you don't like the idea of the traditional real estate sale and you would like to take a look at other options, we have three to four different options for you to look at outside of just our standard traditional way in which we sell homes. So if having strangers through your house is not for you, we understand. That's why we created a system for that, and a process. So we've got something for, well we believe something for everybody. And we also recognize that not every plan and every system is for every single owner.
Keith: So you were mentioning fourth quarter. It is unlike any other time of year. You've got so many distractions. You got the holidays, you've got changing seasons, so many different things. Can you talk about some principles specifically during fourth quarter to be successful?
Jason: Absolutely. I won't get too psychological here for you, but there is some definitely science behind this and in studying some of the masters all the way back to the early 1900s, one of the things is really learning how to master your mind but also master that subconscious. The cool thing about, if it was a wonder of the world in my opinion your subconscious mind would be like the number one wonder of the world because the amazing things that doesn't know the difference between a lie or truth. It reacts in whatever you've programmed in there. Right?
Keith: It is what it is.
Jason: It is what it is. So if you tell your subconscious mind you're the greatest thing that ever was the walk to earth, eventually you walk around like hey, man, I'm awesome. But the downside of that is is if you always have a woe is me and a poor, poor pitiful me party, then unfortunately your attitude and your posture and all that stuff starts to kind of work that way as well. So whatever it is that you're feeding it, it will work itself into attempting to justify the information in which you are giving it. And so if you want to be very successful, you have to believe that in the way in which you believe it is you put more good in your day then bad. I think I've shared this a couple times but one of the things that I did to really made a huge, huge impact in mind entire life is about 18 months ago, I decided that for the very first two hours that I wake up I will not pick up my cell phone. And so I just won't deal with any negativity within that first two hours. And so, I'll do know do exercise and read something positive and get in the right frame of mind and that way when I pick up that phone if there is something there that I just don't really want to hear, read, or see, whether it be on a social media feed, it be an email, whatever it is, I am in the proper mindset to be able to handle that and handle it positively. I just look at it okay, this is feedback in which we need to make a correction change and or oh gosh, Trump did something stupid again, whatever it is. Right? Whatever it is that's coming at me, my frame of mind is totally different because I'm prepared for it. Prior to 18 months, you hit the news feed and it doesn't read the way you want, and then you look at stock and it's not where it should be, and then you open up the email and the first thing you see is such and such got in trouble and so and so passed away. It's so and so are getting divorced.
Keith: Your day is shot.
Jason: Yeah, it's not a great way to start off the productivity. If you have never thought about that, and the other thing, too, is some of you just quite frankly are flat-out addicted to your telephones and just break the habit. That is all it is. It is nothing more than a habit that you've created, and I know some of you will say, well, my phone is my alarm clock. Well, they sell them for like $2. Go buy a stupid old school, dumb alarm clock, and you'll be fine.
Keith: Use your smart speaker.
Jason: Use your smarts speaker. Yeah tell Alexa, Siri, Houdini, whoever it is you need to tell when you need to get up, and I promise you they will do it assuming that they have power and the battery is not dead. But anyway, putting more positive into the start of your day is huge, and that is what you need to do. So work on that every single day, alright, and get that information in there. So you're listening to the Jason Bramblett Real Estate Show will be back next week right here on Saturday. You can check us out at Jason Bramblett dot com.