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https://www.maverickrealtynetwork.com/resources/market-opportunity

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High mortgage rates change the conversation. Bart Gurley and Larry G Smith show how real estate agents can study local market evidence, research asking-price reductions and turn a focused property shortlist into useful conversations with buyers and sellers.

Use the one-page kit to choose a market, find three homes worth discussing and turn the list into a useful buyer conversation.

EPISODE CHAPTERS
00:00 The rate objection
00:38 A useful local conversation
01:13 What agents can control
02:01 Read the Frisco market evidence
04:52 Explain the market tradeoffs
06:21 Build a focused property search
07:07 Look inside the property example

07:28 Reveal the asking-price reduction

07:39 Turn the research into marketing
10:07 Get the free agent kit
10:22 Compare price, terms and financing
12:06 Your next useful conversation

This week: choose one market, research three relevant homes and prepare one useful conversation.

Recorded October 21, 2026. Dashboard figures reflect a saved September 2026 NTREIS/Matrix snapshot, not a live MLS feed. Frisco 147 closings represent 4.9/day on average, not five-plus observed every day. Average prices reflect different groups of homes, not repeat-sales appreciation. Rates alone do not determine inventory or prices.

The example property’s $850,000 original asking price and $660,000 asking price at recording imply a $190,000 asking-price reduction, not verified below-market value, equity or guaranteed savings. Availability and condition require fresh verification. Recorded search 27; supplied post mockups 28: different draft snapshots, not an identical count. Post layouts are illustrative and were not published through this production workflow. Photo attribution: Pioneer DFW Realty, LLC / NTREIS MLS 21225161.

Future rates, prices, equity and refinancing are uncertain. Eligibility, appraisal, credit, income and costs apply. Seller-paid costs, points, buydown pricing and savings require lender/program review; no specific lower rate or savings is promised. Commission rates are negotiated, not fixed. Clients should assess affordability under current terms without relying on refinancing.

Get the free Client Conversation Reset overview + worksheet:
https://www.maverickrealtynetwork.com/resources/client-conversation-reset

Want help applying it? Schedule a 45-minute conversation with Bart about coaching, marketing and agent support:
https://www.maverickrealtynetwork.com/help

When a real estate negotiation looks better on paper but your client feels overwhelmed, explaining the terms may not be the next best move. Bart Gurley and Larry G Smith discuss a real, ongoing negotiation and the moment Bart realized he was protecting the deal instead of fully hearing his client.

Learn how to recognize the life impact behind a contract term, pause when the actual timeline permits, own a communication mistake and agree on a useful next step. Download the one-page overview and five-minute worksheet to prepare for your next sensitive client conversation.

EPISODE CHAPTERS
00:00 Are you hearing the client?
01:10 A practical conversation reset
01:28 Switching from prospecting to serving
02:55 The negotiation looked good on paper
04:36 The life behind the transaction
06:39 Why the leaseback changed everything
08:25 When protecting the deal gets in the way
09:44 Pause before offering solutions
10:47 Advocate for what matters most
11:38 Make the follow-up call
13:55 Own it and keep communicating
14:40 Use the free reset worksheet

What question helps you understand what a client is really worried about? Bring it to your next team conversation without identifying your clients.

Maverick Agent Conversations | Maverick Realty Network
Hosts: Bart Gurley and Larry G Smith
Recorded October 14, 2026. The anonymous transaction was still being negotiated at recording; no closing or specific outcome is implied. The hosts' North Texas market comments describe their experience at that time, not every market. This episode and worksheet provide communication coaching, not contract or legal advice. Confirm actual deadlines and follow brokerage procedures before pausing a response.

Get the free Assumable Mortgage Agent FAQ & Launch Checklist:
https://www.maverickrealtynetwork.com/resources/assumable-agents

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

An assumable-mortgage inquiry can open more than a buyer conversation. Bart Gurley and Larry Smith discuss how agents can connect verified property opportunities, intentional follow-up, lender review and a coordinated transaction team—and uncover seller opportunities along the way.

Learn what to verify before advertising, what to ask on the first call, how to think about the equity gap and where professional handoff matters. Start with the free agent FAQ, then explore implementation support if you want help.

EPISODE CHAPTERS
00:00 The opportunity for agents
01:29 Turn market friction into a conversation
02:39 Build a process around the opportunity
03:44 Why the transaction team matters
05:21 The existing loan changes the conversation
06:58 Buyer interest can uncover seller opportunities
07:30 Advertising and intentional follow-up
09:13 Understand the equity gap
10:36 What implementation support includes
12:15 Get the free agent FAQ and launch checklist
13:07 Ask for help with your next step

Which part would help your business most: finding opportunities, creating the campaign or improving follow-up? Bring your questions to a Maverick discovery conversation.

Recorded October 8, 2026. Freddie Mac’s 30-year fixed weekly average was 7.40% that week; it is not an individual loan quote. Existing-loan rates and cash-gap figures discussed are examples. Assumption eligibility, gap financing, costs, geographic coverage and timing require lender/servicer confirmation. Marketing intake is not mortgage approval; no lead, closing or timing results are guaranteed. The opening 80% survey figure is cited by the hosts; its source was not supplied.

References:
Freddie Mac weekly mortgage survey: https://www.freddiemac.com/pmms
HUD FHA handbook: https://www.hud.gov/program_offices/administration/hudclips/handbooks/hsgh
VA home loans: https://www.va.gov/housing-assistance/home-loans/

#AssumableMortgages #RealEstateAgents #MaverickRealtyNetwork

Seller concessions can change more than the purchase price. Bart Gurley and Larry G Smith discuss closing costs, permanent rate buydowns and cash to close—and why a buyer's decision should not depend on a promised refinance.

In this episode:
• Use local market evidence to frame a negotiation.
• Separate price from eligible seller-paid closing costs.
• Work with the lender to compare buydown costs and monthly payments.
• Keep the buyer's cash needs and longer-term goals in view.
• Explain financing options without forecasting future interest rates.

This week's practice: Ask the lender to compare the buyer's payment, cash to close and upfront buydown costs across realistic options. Talk through the tradeoffs with the buyer.

Explore Maverick's practical coaching, marketing support and agent community:
https://www.maverickrealtynetwork.com/?utm_source=buzzsprout&utm_medium=organic_audio&utm_campaign=mac_seller_concessions_20260930&utm_content=show_notes

Try the Frisco Maverick Pro Market Advisor free:
https://markets.maverickrealtynetwork.com/?market=frisco
The August 2026 snapshot shows sales at 95.3% of original list price (4.7% below original ask). This market average is not a guaranteed discount or a measure of seller-paid closing costs. Source: NTREIS / Matrix via Market Advisor, captured October 1, 2026; a saved monthly snapshot.

Watch this episode: https://youtu.be/IlbVpwa4M8c
New episodes Thursdays at 8 a.m. Central.

Recorded September 30, 2026. Market figures and financing quotes are examples from the conversation, not current offers or guaranteed results. Seller contribution limits and eligible uses depend on the loan and transaction; confirm with the lender. Compare upfront buydown costs with alternatives and expected holding period. Future refinancing is not guaranteed.

Helpful references:
https://guide-selling.fanniemae.com/sel/b3-4.1-02/interested-party-contributions-ipcs
https://www.consumerfinance.gov/ask-cfpb/how-should-i-use-lender-credits-and-points-also-called-discount-points-en-136/

Get the free Buyer Decision & Affordability Checklist:
https://www.maverickrealtynetwork.com/resources/buyer-decision

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

A lower price and seller concessions can still leave a buyer uncomfortable with the monthly payment. What does honest advice look like when the best next step may be to wait?

Bart Gurley and Larry G Smith discuss a first-time buyer story, the tradeoffs between price and terms, and why protecting the client matters more than getting the deal across the line.

In this episode:
• Price, monthly payment and cash to close are different parts of the decision.
• Raise affordability concerns calmly and work with the buyer’s lender.
• Give your advice while leaving the decision with the client.
• Use local market context without promising an outcome.

This week’s practice: Before the next buyer offer, discuss price, monthly payment, cash to close and potential costs after purchase. Ask which tradeoff concerns the buyer most.

Bring the part of your business you want to improve and see whether the partnership fits.

Recorded September 23, 2026. Market figures, costs and financing details are examples from the conversation, not universal benchmarks or promises. Confirm current local data and borrower-specific figures with the appropriate professionals.

Get the free Buyer Priorities Alignment Worksheet:
https://www.maverickrealtynetwork.com/resources/buyer-priorities

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

A shorter commute or the same schools? Two people buying one home may be working toward very different outcomes.

Bart Gurley and Larry Smith discuss the questions that help real estate agents understand every decision maker before scheduling showings. Larry's buyer story illustrates why it matters to hear from both people, while Bart explains the cost of skipping that step and the value of a consistent process.

You'll hear:
- Learn each person's story, vision and needs.
- Include every decision maker in conversations and correspondence.
- Reconcile competing priorities before moving into showings.
- Follow a repeatable process even when motivation is low.

This week's practice:
Before scheduling your next buyer tour, ask each decision maker what a successful move looks like. Reflect back the shared priorities and any differences.

Follow the show: https://www.buzzsprout.com/337925/follow
Watch this episode: https://www.youtube.com/watch?v=Z0AkICPIG0A
Explore Maverick Realty Network: https://www.maverickrealtynetwork.com/

Maverick Agent Conversations brings working real estate agents inside candid discussions with Bart and Larry. New episodes Thursdays at 8 a.m. Central.

Recorded September 17, 2026. Stories and hypothetical outcomes are teaching examples.

The first follow-up call can begin with a simple act of service: making sure someone received the information they requested.

Bart Gurley and Larry Smith discuss how real estate agents can follow through on a promise, establish trust, and open a useful conversation about a prospect's timing, location and needs. Bart demonstrates his opening, and Larry explains how "by the way" can lead naturally into a relevant question.

You'll hear:
- Deliver the promised information before moving the conversation forward.
- Confirm that it arrived and correct contact details when needed.
- Ask relevant questions instead of assuming readiness.
- Practice your conversations and bring useful value to each call.

This week's practice:
On your next follow-up call, confirm that the person received what they requested. Then ask one useful question about their timing or priorities.

Follow the show: https://www.buzzsprout.com/337925/follow
Watch this episode: https://www.youtube.com/watch?v=CA6a9BRexH0
Explore Maverick Realty Network: https://www.maverickrealtynetwork.com/

Maverick Agent Conversations brings working real estate agents inside candid discussions with Bart and Larry. New episodes Thursdays at 8 a.m. Central.

Recorded September 9, 2026. Vendor offers and numerical examples reflect the conversation at that time; availability and individual results vary.

Get the free Five-Day Conversation Tracker:
https://www.maverickrealtynetwork.com/resources/conversation-tracker

Want help applying it in your business?
https://www.maverickrealtynetwork.com/help

What does a productive real estate business look like when you strip away all the tools and tactics?

In this candid conversation, Bart Gurley and Larry Smith discuss why inconsistent lead flow leaves agents without enough real conversations to build skill or maintain a dependable pipeline. They examine one ordinary offer call, the boom-and-bust cycle of open-house leads, and the false choice between effortless referrals and impersonal cold calling.

The central idea is simple: every lead is a person, and every conversation is an opportunity to understand someone, practice client leadership, and build trust. A repeatable daily process may feel boring, but it gives agents the repetitions required to become more capable and consistent.

You’ll hear:
- Why conversations are the repetitions agents need
- How to focus on controllable activity instead of one immediate outcome
- Why a lead source does not determine the quality of the relationship
- How inconsistent lead flow creates inconsistent production
- The case for three to four meaningful real estate conversations each workday

This week’s practice:
Track meaningful real estate conversations for five workdays and assess whether your process produces enough opportunities to listen, follow up, and improve.

Continue the conversation:
Follow the show: https://www.buzzsprout.com/337925/follow
Watch the conversation on YouTube:
https://www.youtube.com/watch?v=dPiyDb04mts
Maverick Agent Conversations is a weekly, fly-on-the-wall discussion about the work behind a stronger real estate business.

Maverick Agent Conversations brings working real estate agents inside candid discussions about client leadership, pipeline management, lead generation, negotiation, market interpretation, daily execution, and building a brand through expertise.

Educational content only. Apply local laws, brokerage policies, and professional guidance to your situation.