In this week’s episode of If You List, You Last, host Bob Mangold, The Listing Coach, dives into the unseen forces that may shape the real estate market in 2025 and beyond. Grab a coffee and join Bob as he breaks down the latest insights on government actions, economic indicators, and strategic opportunities for listing agents.

🔍 What’s Happening Behind the Curtain?

• Land swaps between the Interior Department and state governments to free up land for new home construction.
• Efforts to address the national housing inventory shortage of 1–1.2 million homes.
• Targeted areas like Nevada and California are already seeing thousands of acres released.

📉 Interest Rates, Debt & Homeowner Behavior

• Homeowners with 3% mortgages are reluctant to move, but rising credit card debt is changing that.
• Record-high consumer debt at 30%+ interest rates is pushing people to tap into their home equity.
• Example: One client gained $1,400/month in extra cash flow by selling, paying off debt, and accepting a higher mortgage rate.
• Refinances are up 28.1%—a sign of changing consumer strategy.

💰 What’s the Treasury & Fed Doing?

• Treasury might revalue the U.S. gold reserve (“mark-to-market”)—potentially unlocking trillions in asset value.
• Treasury General Account currently holds $600B—reducing it could lower the need for issuing debt.
• Shifting from long-term to short-term treasury issuance to lower debt service costs.
• Focus on reducing government waste to decrease bond sales and help lower interest rates.

📉 Fed Balance Sheet & Mortgage Rates

• Fed’s balance sheet reduction ($40–$45B/month) affects mortgage-backed securities.
• When the runoff ends, reinvestments in longer-term debt may help lower interest rates.
• Clarification: Mortgage rates are tied to mortgage-backed securities—not the Fed Funds Rate.

🌎 Tariffs & Global Economics

• Upcoming April 2nd tariff decision could impact interest rates and inflation.
• The U.S. is pushing back on one-sided trade tariffs—India has already made concessions.
• More balanced global trade could strengthen the U.S. economy and housing market.

🔮 What This Means for Realtors

• Expect gradual improvements in housing inventory and affordability through 2025–2026.
• A potential rise from 3.9M to 4.2–4.3M home sales in the next year is a positive shift.
• Now is the time to gain market share—bad markets create the best opportunities for growth.
• Stay informed, stay in action, and don’t sit on the sidelines.

Join the Conversation:

• 💬 Facebook Group: Real Estate Asset Advisor
• 🌐 Website: www.homebosslistinghub.com

🎧 Thanks for listening. See you next week—and remember: If you list, you last!

Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors

Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org

Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com

1. Introduction

• Host: Bob Mangold, The Listing Coach

2. Key Question: Are You Doing Activities That Generate Cash Flow?

• If you don’t talk to people, where will your business come from?
• What are you doing daily and weekly?

3. Cash Flow Score System (1-10 Scale, No Middle Ground)

• Score yourself based on actions that lead to transactions within 30-60 days.
• Key Income-Producing Activities:
  1. Database & Social Media Engagement
     • Sent database a "deal of the week" email and posted it? (10 or 0)
     • Sent out a local market update newsletter and shared it on social media? (10 or 0)
  2. Lead Magnet Distribution
     • Offered and sent a copy of Home Boss or EquityMax books to your database? (10 or 0)
     • Promoted a book like Mortgage Hacks to Save $100K to your audience? (10 or 0)
  3. Agent Referral Network Growth
     • Reached out to 50 agents for referral partnerships? (10 or 0)
     • Added interested agents to your deal-of-the-week emails and newsletters? (10 or 0)
  4. Video Content & Lead Capture
     • Created and posted a video or Instagram Reel? (5 if in progress, 10 if posted)
     • Created a targeted landing page (e.g., "Golf Course Homes") and shared it? (10 or 0)
  5. Networking & Prospecting
     • Attended an investor meeting, REIA, or networking event? (10 or 0)
     • Made calls to FSBOs, expireds, probate leads, or absentee owners? (1-10 based on effort)
     • Talked to business owners to add to your referral network? (10 or 0)
  6. Client Outreach & Equity Marketing
     • Sent out Equity Boxes to homeowners who bought 3-5 years ago? (10 or 0)
     • Sent divorce leads a newsletter, deal-of-the-week, or direct mail? (10 or 0)

4. The Importance of Consistency & Conversations

• Success is about talking to people consistently.
• These actions are free—no excuse for not doing them.
• If you’re struggling, it’s likely due to a lack of outreach, not lack of opportunity.

5. How Much Time Do These Activities Take?

• Many tasks could be outsourced to an ISA (Inside Sales Agent).
• If you’re not doing these activities, what are you doing that will bring more business?

6. Scaling Up & Increasing Your Price Point

• Average first-time homebuyer age: 36-48 years old
• Average home seller age: 61 years old
• Consider shifting to higher price points for better commissions.
• Example:
  • Selling $300K homes vs. $1M homes requires the same effort but results in higher earnings.
• Luxury real estate requires skill upgrades, but tools and training (e.g., Home Boss System) make it easier.

7. Business Design Exercise (Homework for Next Episode)

• Define your dream business:
  • What would your ideal real estate business look like?
  • How much income do you want?
  • What will you do with the money? (Invest, travel, financial security, charity, etc.)
• If you don’t have a clear goal, it’s harder to build success.

Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors

Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org

Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com

Introduction

• Host Bob Mangold, the Listing Coach, welcomes listeners to this week’s episode.
• Topic: What’s happened to buyer’s agent compensation six months after the NAR agreement.
• Encourages listeners to join the Real Estate Asset Advisor Facebook group and connect at www.homebosslistinghub.com.

Interest Rates Update

• Treasury Secretary Scott Besant notes interest rates have dropped weekly since the November election, now in the high 6% range.
• The spread between treasury note rates (e.g., 30-year vs. 10-year) is narrowing quickly, a positive sign.
• Atlanta Fed revised Q1 GDP from +2% to -1.5%, which may prompt the Fed to lower rates, benefiting mortgages, auto loans, and the economy.
• Besant predicts a profound positive impact on the housing market within weeks if rates continue to decline.

NAR Settlement & Commission Trends

• Studies show commission rates dipped slightly after the NAR settlement but have largely recovered to pre-settlement levels.
• A report of 224,000 transactions found buyer and seller commissions stable five months post-August rule changes.
• Buyer’s agent commissions average 2.55%, unchanged overall, with slight variance by price point (e.g., 2.5% under $500K, 2.17% over $1M).
• Listing agent commissions rose slightly to 2.73% in January, up from 2.69% post-settlement.
• Half of surveyed agents report no significant commission changes, though negotiation by buyers and sellers has increased.

Market Insights & Agent Value

• Sellers recognize offering buyer’s agent compensation drives sales; homes not on MLS sell for less.
• Agents must articulate their value—studies show little change in compensation reflects this success.
• In markets like Phoenix, excluding MLS limits exposure to millions of potential buyers, reinforcing the "when buyers compete, sellers win" principle.
• Emotional support and liability management (e.g., calming sellers during negotiations) remain key reasons agents are irreplaceable.

AI in Real Estate

• A Spanish company attributed $100M in sales to “AI agents,” but this reflects AI answering queries, not replacing agents.
• AI enhances efficiency (e.g., 3 a.m. ad responses, scheduling calls), but liability ensures agents remain essential.
• Bob critiques the irony of attorneys decrying 3% agent commissions while taking 40% of the NAR settlement.

Conclusion

• Six months post-NAR settlement, commissions hold steady, signaling stability for agents.
• Long-term outlook is positive as agents continue proving their worth.
• Bob signs off with the mantra: “If you list, you last”—tune in next week!

Join our Facebook Group at: https://www.facebook.com/groups/realestateassetadvisors

Visit our website to watch replays of our Wednesday "Elevate Business Briefings" at: www.RealEstateAssetAdvisors.org

Download a copy of my book, "If you list, you last!" at www.IfYouListYouLast.com