In every transaction there's a hurdle that can delay a closing or stop it entirely. In New York co-ops and condos, it's often the management company. Scott walks through three strategies his team uses, with the real deals behind each one.

In this episode:

- A purchase that sat four weeks without a signed contract, and why every extra day gives a buyer time to back out
- The building insurance increase management called impossible, done three weeks later
- Strategy 1: management companies work for the board. One email from a co-op board president moved a closing up within 24 hours
- Strategy 2: don't assume the management company is right. A questionnaire showed 30% sponsor ownership. The real number was 5%
- Strategy 3: it takes a village. Why buyer's and seller's agents should copy each other on everything
- Why a lender may ask for documents "no one has ever asked for before," and a better way to push back

Dealing with a difficult management company? Email Scott at scott.nadler@ccm.com.

Chapters:
0:00 When the deal closes, everyone wins
0:19 The barrier that delays NYC co-op and condo closings
1:09 Four weeks without a signed contract
2:16 The insurance increase management called impossible
3:20 Strategy 1: Management companies work for the board
4:38 One email from the co-op board president
6:11 Strategy 2: Don't assume the management company is right
7:27 The 30% sponsor ownership mistake
8:24 Strategy 3: It takes a village
9:24 "No one has ever asked for this before"
11:05 Hop on a call with your lender
11:45 Share your tips and horror stories

Watch the full episode: [EPISODE LINK]
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

For educational purposes only. Examples discussed are illustrative and not typical. Rates and terms vary based on borrower qualifications and market conditions. Eligibility and structure depend on borrower intent, occupancy requirements, and underwriting guidelines. Not a commitment to lend. Equal Housing Opportunity.

Scott Nadler, NMLS #385124. CrossCountry Mortgage, LLC NMLS #3029.

At a recent presentation to about 50 agents, one of them raised his hand and asked Scott to talk about purchase CEMAs. It's a tool too few agents know about, and it can help buyers save money at a time when rates are rising.

In this episode:

- What CEMA stands for and how New York's mortgage recording tax works
- A full example: $1 million home, 20% down, $800,000 loan, $15,400 in mortgage tax
- How a CEMA combines the seller's existing mortgage with the new "gap money," so only the new portion is taxed ($5,400 in Scott's example)
- When to bring it up with your buyer, and why you want to be the one who does
- How to check whether a seller has a mortgage on ACRIS
- When a CEMA doesn't make sense: fees that outweigh the savings, and a seller's lender that takes two, four, even six months

Have a buyer who could benefit from a CEMA? Email Scott at scott.nadler@ccm.com.

Chapters:
0:00 Why a purchase CEMA is a value add for buyers
0:16 An agent asked: can you talk about purchase CEMAs?
0:57 What is a purchase CEMA?
1:39 Example: $15,400 in mortgage tax
2:08 How a CEMA works
3:15 Why only the new portion gets taxed
3:32 Real numbers: $15,400 vs $5,400
4:47 When to bring it up with your buyer
5:35 Use ACRIS to check the seller's mortgage
6:04 When a CEMA doesn't make sense
7:10 How this sets you apart

Watch the full episode: https://youtu.be/lwYxNhvL-PI
Join Scott's Inner Circle: https://ccm.com/scott-nadler-inner-circle
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

There's a lot of chaos in real estate right now. Buyers and sellers are panicking, and it's easy for agents to panic with them. At times like this, Scott Nadler goes back to the fundamentals, and for him that starts with one book: The One Thing by Gary Keller and Jay Papasan.

Scott took literal notes on it years ago. Here are his top seven takeaways:

1. The focusing question: what's the one thing you can do such that by doing it, everything else will be easier or unnecessary?
2. Everything on your to-do list is not equally important. Crossing something off can feel good without being productive.
3. Find the first domino. The one-tooth trick, and a story about Misty Copeland's sneakers.
4. Put your priority on your calendar as an appointment. Would you check email during a meeting with Warren Buffett?
5. Multitasking and constant availability undermine focus. What are you chasing, and what's chasing you?
6. Build a habit around the work that matters, like prospecting.
7. Connect the big goal to today's action: goal setting to the now.

Read it already? Reach out to Scott on Instagram or Facebook and tell him the takeaway that stuck with you.

Chapters:
0:00 Back to the fundamentals in a chaotic market
0:34 The One Thing by Gary Keller and Jay Papasan
1:21 #1: The focusing question
2:19 #2: Your to-do list isn't equally important
2:52 #3: Find the first domino
3:44 Misty Copeland's sneakers
4:33 #4: Make an appointment with yourself
5:17 The Warren Buffett test
5:41 #5: Multitasking undermines focus
6:56 #6: Build a habit around the work that matters
7:58 #7: Goal setting to the now
8:48 Motivation comes and goes
9:47 Why read it in this market

Watch the full episode: https://youtu.be/wOPjuE1bRlA
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

Real estate runs on chaos. Loans fall apart, appraisals come in low, buyers back out, and offers show up out of nowhere. You can't control any of that. You can control how organized you are when it happens, and that's what separates a lot of top agents from everyone else.

In this episode, Scott Nadler walks through three ways to control the controllables:

1. Be honest about whether your system is working. Look at the results, not your feelings. A comedian friend's warning: your brain lies with confidence.
2. Templatize the repetitive. Write down your answers to the questions you get every week, the way a great waiter knows the menu cold when they're suddenly covering 40 tables.
3. Outsource what doesn't need to be you. Why 80% as good beats 100% perfect, and how much of a board package someone else can put together.

Plus the 15-minute buffer Scott's team builds in after every call, using voice notes so nothing slips, and why he didn't cut a single corner when a top referral agent bought her own co-op.

What's the one organizational method that works for you? Email scottnadlerteam@ccm.com. The best answers get featured in the newsletter.

Chapters:
0:00 Not having a system is creating a ceiling
0:15 Organization: the hidden cost in real estate
1:00 Controlling the controllables
2:10 Three offers due and a $5M buyer calls
2:34 Way #1: Is your system actually working?
3:21 "Your brain lies with confidence"
5:18 Way #2: Templatize the repetitive
6:30 The waiter who goes from 20 tables to 40
8:27 Scripting the first buyer conversation
9:23 The board package debate
11:25 Way #3: Outsource what doesn't need to be you
13:35 A 15-minute buffer after every call
14:55 When an agent buys her own co-op
16:17 Share your organizational method

Watch the full episode: https://youtu.be/YyWY3CGK2yE
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

The four buyer personality types every real estate agent should be able to spot: assertive, analytical, amiable and expressive. In this episode of The Loan Daddy Podcast, Scott Nadler breaks down how each type makes decisions, how they like to receive information, and how the same $1.2 million apartment turns into four completely different conversations depending on who is standing in it.

Inside: the three-word email that showed Scott he had misread an entire team, why "lead with your conclusion" works on one buyer and backfires on another, the word-for-word script for a buyer who has seen 15 apartments and still can't decide, what to do when a couple is one expressive buyer and one analytical buyer, and the single question to ask yourself before every showing, listing presentation or negotiation.

Chapters:
0:00 Connecting with people is still the biggest competitive advantage (cold open)
0:19 The thing every salesperson learns but few consistently implement
0:42 The four buyer personality types
1:52 The mistake: communicating the way we like to be communicated with
2:06 The assertive buyer: lead with your conclusion
2:56 The condo-rates email: how I misread an assertive team
4:23 How to spot an assertive buyer
4:49 The analytical buyer: information creates confidence
6:12 The amiable buyer: trust creates confidence
7:36 The expressive buyer: match the energy, then protect them from it
8:52 Same $1.2M apartment, four different conversations
9:58 How to figure out which type you're dealing with
10:47 When a couple is two different buyer types
11:29 The challenge: one word next to your next 10 clients
12:01 One question to ask before every showing
12:32 What's the hardest personality type to work with? (comments)

Follow Scott:
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

Is a mortgage good debt or bad debt? In this episode of The Loan Daddy Podcast, Scott Nadler breaks down the mindset shift happening around debt — why a real estate investor with over 5 million subscribers just paid off three 2.875% mortgages and said Dave Ramsey was right, and what that means for how real estate agents talk to their clients.

Inside: the math-vs-feelings tension behind paying off cheap debt, the $1 million cash-vs-finance example ($400K down leaves $600K liquid), the Fed's homeowner vs. renter net worth data ($396,000 vs. $10,400 — and what that stat does and doesn't mean), and the exact question to ask a buyer who's set on paying all cash.

Chapters:
0:00 The mortgage paradox (cold open)
0:08 Good debt, bad debt, and a mindset shift
0:56 What historical rate charts leave out
1:30 Why this matters for real estate agents
1:45 The Knicks, Mike Brown, and adapting your strategy
3:24 Vibes and financial decisions
3:53 Graham Stephan's video: "Dave Ramsey Was Right"
4:52 Graham in his own words
6:32 The math said one thing, the feelings said another
7:25 The better question: what is the debt being used for?
8:13 What agents can ask all-cash buyers
8:56 The $1 million example
10:02 "Breaking news: mortgage guy likes mortgages" — not the point
10:33 The other side of leverage: 3 properties vs 12
11:53 Homeowner vs renter net worth: $396K vs $10.4K
12:38 Debt should have a job
13:13 The exact script for the all-cash conversation
14:05 How do YOU talk to clients about debt?

Follow Scott:
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

#mortgage #realestate #gooddebt

CrossCountry Mortgage's acquisition of Two Harbors Investment Corp is a $1.2 billion bet on one idea: the client relationship should not end at closing. In this episode I break down the deal, what RoundPoint Mortgage Servicing brings, and why client retention for real estate agents is the real story here.

We cover the customer-for-life mentality, why real estate is different from a CPA or financial advisor relationship, the follow-up systems top agents build, working on your business vs working in it, and how a vertically integrated lender keeps your clients in your orbit for the life of their loan.

CHAPTERS
0:00 Cold open
0:07 Welcome to Episode 16
0:33 The customer-for-life mentality
1:10 Why real estate is different from a CPA or financial advisor
1:41 What top agents do to keep clients in their orbit
2:03 Building a follow-up system that scales past 200 clients
2:36 The client you went the extra 10 miles for
3:07 Thinking three, four, five steps ahead
3:28 Working ON your business vs working IN it
3:56 Every person your buyer meets must know their agent was you
4:44 The news: CrossCountry Mortgage acquires Two Harbors for $1.2B
4:57 What is a REIT, and what RoundPoint Mortgage Servicing adds
5:35 Why agents should care: your client stays in our orbit
6:21 Originate, service, help with the next financing need
7:18 The bidding war with UWM
7:38 Why the customer wins
7:57 Your thoughts + wrap-up

Follow Scott:
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.

When will mortgage rates go down? It's the question every real estate agent hears, and it's usually the wrong question. In this episode I break down what the Fed actually controls, what really moves mortgage rates (inflation, economic growth, government debt, and confidence), and what happened at the end of 2024 when the Fed cut three times and mortgage rates went UP half a percent.

We also get into the two people reshaping this market right now: new Fed chairman Kevin Warsh, who wants markets to stop hanging on the Fed's every word, and Treasury Secretary Scott Bessent, whose bond buyback program touches the longer-term rates your mortgage actually keys off. Plus the $40 bond example that makes yields and prices finally click, told through a real estate analogy you already know.

By the end you'll be able to answer "should we wait for the Fed?" like a trusted advisor instead of guessing.

**Chapters**
0:00 The steering wheel: who really turns interest rates
1:28 The question every client asks (and what they really mean)
2:08 Misconception #1: the Fed does not set mortgage rates
3:32 Late 2024: three Fed cuts, and rates went up
4:49 What actually moves mortgage rates: the four forces
6:21 Government debt and Treasury supply and demand
7:41 Kevin Warsh's Fed: let markets do the work
9:29 Enter Scott Bessent and the Treasury
10:15 Bond prices vs. yields: the $40 bond example
12:11 Treasury buybacks: a seller buying back their own listings
13:05 Where the line gets drawn (and why agents should care)
14:26 Wrap-up: talk to your clients with confidence

**Connect with Scott**
Instagram: http://instagram.com/loan.daddy
Facebook: https://www.facebook.com/ScottNadler.CCM
YouTube: https://www.youtube.com/@TheLoanDaddy
Questions from the episode: scottnadlerteam@ccm.com

DISCLAIMER: This content is for educational purposes only and is not financial, legal, or tax advice. Consult a licensed professional before making any related decisions.