Steve D Valentine coaches real estate agents on strategy appointments. Start with the seller's net proceeds target, work backwards with concrete numbers like a $70,000 goal minus $10,000 in debts, then model which debts to pay off so clients hit realistic outcomes.
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Everybody has a target in their mind, like, I'm gonna sell this and pay all this stuff off. The minute they list the house, they've already spent every penny they put into that price. Now every time you call them and it's not happening, you're taking away from them. So we need to start down here with them on a realistic net number and work it backwards. So it's like, hey, you want to pay off $70,000 worth of debt? You want 70 left over, right? If we get to a number and we're short, what's the first thing? Let's look at what the payments are on these things. What's the first thing you wouldn'? Because now we want to get them to think about, like, okay, so maybe I need a plan. Like, maybe I'll keep this $10,000 debt or this one, because the payment, those types of things, right? So let's give them an option and a game plan to go. Hey, if we start to adjust and we're going just know, like, there's a few debts, you're going to need to make a decision that you can't pay off. Is that still going to work? Because then you're getting them to think, like, okay, I can get here and I can almost pay all this off, which is really going to save a lot of money, and I can still accomplish these things. So that's what's really important, that we look through that so that we can keep showing them.
