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

Key Insights on Interest Rates & Market Trends

1. What’s Happening with Interest Rates?

• No one has a crystal ball, but trends suggest a potential drop to 5.75% or even 5.5%
• If rates drop:
  • Increased market activity – More buyers & sellers entering the market
  • Higher inventory levels – Homeowners selling due to financial pressures

2. The Impact of Consumer Debt

• Many people are carrying significant credit card debt (25–35% interest)
• Refinance activity is rising as homeowners look to consolidate debt
• Even moving from a 3% mortgage to 6.75% can still save homeowners $600–$800/month

3. Understanding Mortgage-Backed Securities (MBS) & Interest Rates

• Common misconception: Fed rate cuts do not directly lower mortgage rates
• True factor: Mortgage rates are tied to mortgage-backed securities (MBS)
• Key metric to watch: 10-year Treasury bond yield – It moves mortgage rates

4. Government Spending & Inflation’s Role

• Increased government debt = higher bond yields = higher mortgage rates
• Government reports on employment, inflation (CPI), and consumer data are often misleading
• Example: Job reports were recently adjusted down by 818,000 jobs, revealing the economy isn’t as strong as presented

5. The Role of Housing in Inflation Data

• Housing accounts for 46% of the Consumer Price Index (CPI)
• Inflation data is skewed due to outdated or incorrect rent estimates (Owner’s Equivalent Rent - OER)
• Actual inflation could be lower than reported, allowing for faster rate cuts

6. The "Mark to Market" Gold Adjustment & Its Impact

• Gold is at an all-time high (~$3,000/oz) – It signals inflation concerns
• The U.S. government values its gold reserves at $42/oz (from 1970s) instead of the current market rate
• If the Treasury adjusts gold reserves to market value, it could add nearly $1 trillion to U.S. finances
  • Less need to sell bonds = Lower mortgage rates
  • Potential drop to 5.25% or lower

7. What Real Estate Agents Should Do Now

• Monitor Treasury announcements about “Mark to Market” for gold
• Stay informed about CPI & Treasury yields
• Prepare for increased buyer activity if rates drop
• Reach out to past clients – Let them know how potential rate cuts could impact their decisions

Closing Thoughts

• Big takeaway: Watch for government spending cuts & Mark to Market discussions
• If rates drop, expect a hot market – be ready!
• Final reminder: If you list, you last!
• See you 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

Episode Title: How to Build a Recession-Proof Real Estate Business

Episode Description:

Yes, you can build a thriving real estate business with time and geographic freedom—no matter the market conditions. In this episode, we dive deep into the structure, best practices, and business model that allow real estate agents to generate consistent and reliable cash flow in any economy.

What You’ll Learn in This Episode:

🔹 The Foundation of a Perfect Real Estate Business

• Strategic planning for thriving in any market.
• Why focusing on listings over buyers creates a competitive advantage.
• How to build a consistent, low-cost lead generation system.
• The importance of maintaining a database of 5,000+ targeted home sellers.

🔹 The 5 Core Principles of a Successful Real Estate Business

1. Lead Generation – Mastering your database, online advertising, and niche markets.
2. Lead Conversion – The proven system to turn leads into closings.
3. Listing Mastery – Why all top producers are listing agents.
4. Personal Branding – Crafting a compelling value proposition that makes clients choose you.
5. Referral Networks – Building local, national, and global connections for consistent business.

🔹 How to Recession-Proof Your Business

• 8 highly profitable niche markets that remain strong in any economy:
  ✅ Divorce listings
  ✅ Senior homeowners
  ✅ Flippers & investors
  ✅ Probate properties
  ✅ Corporate relocations
  ✅ Military relocations
  ✅ REO & foreclosure properties
  ✅ Building a high-value database

🔹 Scaling Your Business to Seven Figures

• Why most agents waste time on low-dollar tasks instead of outsourcing.
• The power of leveraging ISAs (Inside Sales Agents) for marketing, follow-ups, and appointment setting.
• How to create a plug-and-play system that generates consistent business.

📌 Final Thought:
The market doesn’t determine your success—your business model does. If you’re ready to stop struggling and start scaling, this episode will give you the blueprint.

🎧 Tune in now! And if you’re looking for personalized guidance to implement these strategies, schedule a call with me today! 🚀

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

Framework for a Seven-Figure Real Estate Business

• Goal: Create a life-changing real estate business with reliable cash flow in any market

Steps to Build a Successful Real Estate Business

1. Business Plan

• Write a detailed plan including transaction goals and necessary systems.
• Analyze zip codes, market trends, and referral networks.
• Use AI and automation for tasks like blog writing, CRM management, and marketing.

2. Targeted Database

• Build a database of at least 5,000 people across diverse client categories (e.g., seniors, divorcing homeowners).
• Implement a robust follow-up system (emails, calls, direct mail).

3. Unique Selling Proposition (USP)

• Articulate in 30 seconds why clients should hire you over competitors.
• Build all marketing strategies around your USP.

4. Automation & Systems

• Automate lead follow-up and integrate with websites and social media.
• Use virtual assistants for tasks like circle prospecting and database management.

5. Personal Branding

• Define and market your USP across social media, email, and advertising.
• Create and automate consistent social media content to stay visible.

6. Lead Conversion

• Prioritize converting existing leads over generating new ones.
• Develop tailored strategies for specific client types (e.g., FSBOs, expired listings).

7. Lead Generation

• Dedicate 10+ hours per week to circle prospecting, open houses, and advertising.
• Use low-cost methods like Facebook ads and Google Pay Per Click.

8. Focus on Listings

• Listings provide leverage and are more efficient (10 hours vs. 40 hours for buyers).
• Develop a unique listing process tailored to client goals.

9. Operations & Delegation

• Delegate $10/hour tasks (e.g., paperwork, social media posting) to virtual assistants.
• Focus on high-value tasks like taking listings and training buyer’s agents.

10. Building Referral Networks

• Develop relationships with local and national referral partners (e.g., military bases, attorneys).
• Regularly connect with referral partners and clients to maintain relationships.

11. Multiple Revenue Streams

• Earn referral fees from agents, affiliate income from services, and rebates or equity opportunities.
• Build scalable systems for consistent income.
• Focus Areas: Listings, mindset, and systematization.
• Success Requirements:
  • Detailed planning, consistent action, and willingness to invest time and money.
  • Avoid "10/hour tasks" and focus on high-value activities.
• Mindset Shift: You control your success; the economy does not.

Call to Action

• Assessment Tool: Use a free QR code-based assessment to identify business gaps.
• Next Class: The Tactical Guide for Building a Recession-Proof Real Estate Business (next Thursday).
• Contact Options: Schedule a free 30-minute call with Bob Mangold for guidance.

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

Welcome to the "If You List, You Last Podcast" with Bob Mangold, the Listing Coach. In this episode, Bob shares valuable insights on how real estate agents can pivot to become a listings-only business. He discusses the importance of focusing on sellers, identifies different potential listing sources, and provides strategies for effective communication.

Key Topics Covered:

• The four pillars of building a listing and referral-focused business.
• Targeting potential listing sources, including For Sale By Owners (FSBOs), canceled, and expired listings.
• Identifying ideal clients and market areas for efficiency.
• Crafting a compelling value proposition for sellers.
• Why you should never compromise on overpriced listings.
• The power of Home Boss in delivering value and results to clients.
• The importance of effective communication and role-playing in your approach.
• Avoiding the negotiation game on commission fees.
• Creating an avatar for your perfect listing client.
• Opportunities for listing agents in mid to large markets.If you're a real estate agent looking to take your career to the next level and focus on listings, this episode is a must-listen. Also, if you're interested in working directly with Bob in the real estate business, schedule a call at www.BrainstormWithBob.com.

Subscribe to the podcast and share it with fellow real estate professionals to help them succeed in their careers. Thank you for listening and for your continued support!

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

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

Podcast Description: "If You List, You Last" with Bob Mangold

Episode Title:

"Business Checkup: Self-Scoring Your Real Estate Success"

Episode Overview:

In this week’s episode of If You List, You Last, Bob Mangold, the Listing Coach, walks you through a comprehensive real estate business checkup. Use this episode as a guide to evaluate whether you're operating a thriving business or merely running a job. By the end, you'll have a detailed to-do list for elevating your business in 2025.

Key Takeaways:

1. The Business Checkup Overview:

• A self-assessment quiz covering 50 critical areas of your real estate business.
• Assign yourself a score (0-10) on processes, strategies, and marketing efforts.
• Complete the online evaluation at www.homebosslistinghub.com for a personalized action plan.

2. Core Focus Areas for Success:

• Market Expertise: Identify neighborhoods with high turnover, track top incoming markets, and build agent referral networks.
• Database Management: CRM systems, lead nurturing, and follow-up strategies.
• Referrals: Build robust local and national referral networks.
• Online Branding: Optimize your online presence, post consistently, and leverage AI for content creation.
• Advertising & Lead Generation: Implement diverse advertising strategies and lead funnels.
• Operations & Administration: Streamline workflows, time block effectively, and delegate tasks.

3. Quiz Highlights:

• Score yourself on essential systems like:
  • Business plans, CRM, lead nurturing, referral generation, and branding.
  • Social media, blogging, advertising, and content creation strategies.
  • Conversion-focused listing presentations and circle prospecting.

Actionable Steps:

• Take the Assessment Online: Visit www.homebosslistinghub.com.
• Join the Conversation: Share thoughts in the Real Estate Asset Advisor Facebook Group.
• Schedule a Call: After completing the quiz, discuss your results and next steps with Bob Mangold.

Quote of the Episode:

"The difference between having a real estate job and a thriving business lies in your systems, strategies, and branding. If you list, you last!"

Join Us Next Week:

Discover actionable tips for transforming your business into a predictable income powerhouse.

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