Memorial Day always reminds me to pause and reflect.

Now it is time to transition into the busy pace of summer. Time to carry forward the right mindset, gratitude, perspective, and appreciation that Memorial Day represents. The freedom to build a career, serve clients, and create opportunities is something worth valuing every single day.

As REALTORS®, success doesn't come from luck — it comes from consistency after the long days, discipline when motivation fades, and showing up when others slow down.

Now it's time to refocus, show up, stay consistent and move forward with purpose, and determination. The clients, opportunities, and goals ahead deserve our best effort.

• New season = New opportunities.

• Keep pushing.

• Keep serving.

• Keep growing.

Real estate is not a business for the weak-minded.

The summer season will have deals that fall apart, clients that test your patience and challenge your confidence and even moments that cause you to question if the hard work is worth it.

But, the REALTORS® who succeed are the ones who stay consistent when things get difficult.

• They continue making calls when nobody answers.

• They continue showing property when others quit.

• They continue learning, improving, and showing up every day with the right mindset and purpose.

• Your mindset is your greatest asset.

• Stay disciplined.

• Stay patient.

• Stay focused on the long game.

One conversation, one relationship, and one opportunity can change everything.

Consistency, discipline, and how you respond under pressure will always separate successful REALTORS® from everyone else.

In real estate, it's easy to focus on the next deal, the next client, or the next goal.

But today, take a moment to appreciate how far you've already come.

• Be grateful for the clients who trust you.

• Be grateful for the lessons from the difficult transactions.

• Be grateful for the opportunities that once felt out of reach.

• And be grateful for the ability to help people through one of the biggest moments of their lives.

A grateful mindset changes everything.

It builds stronger relationships, creates better perspective, and reminds us that success is more than numbers — it's the impact we make along the way.

Keep working hard, stay humble, and never lose appreciation for the journey.

Faith – Effort - Gratitude

I've been hearing this phrase again, so let's chat about it. You're showing properties and sending a client homes they may be interested in based on what they (really their lender) says their budget is. You've also discussed what they like in a house; updated countertops, gold finishes, butler's pantry, etc.

All of a sudden, they send you properties that are far below any price you've discussed. Not only that, but these houses have none of the items your clients said they wanted. Now you're confused, but the issue may not be the buyers are dishonest. The issue is we, the agent, might not have asked all of the right questions in the beginning.

Yes, we are "Salespeople", but, remember, we strive to be trusted real estate Advisors. We are not here to "sell", we are here to listen, observe, and guide our clients/friends. When you remember and adopt that mindset, the frustration behind "buyers are liars" will disappear.

Buyers Aren't Lying - They're Processing

Buying a home is an emotional process for most. Initially, they think they want a specific neighborhood, price range, home style, and features. Once they begin touring homes, emotions enter the equation. They start reacting to how a home feels - natural lighting, the flow and energy, and lifestyle visions. Suddenly, priorities shift. From a traditional sales perspective, this looks inconsistent. From our perspective (based on the Ninja Selling principle), it's simply part of the buyer's journey.  

The Problem With the "Buyers Are Liars" Mindset

We emphasize building long-term relationships rooted in trust and service. Labeling buyers as "liars" creates the exact opposite dynamic. When agents adopt this mindset, they often become impatient or defensive when buyers change a direction. Clients can feel that. When they feel the energy change, they can become less transparent and don't communicate as much.

Focus on Curiosity Instead of Control

Instead of trying to control the process, seek to understand the client more deeply. Instead of just asking, "How many bedrooms do you need?", "What's your budget?", "Which neighborhood do you want?", also ask questions like: "Why is moving important right now?", "What would your ideal lifestyle look like?", "How do you want your next home to feel?", "What problem are you hoping this move solves?". These questions uncover motivation instead of surface preferences. And motivation is far more stable than features.

Watch Their Behavior More Than Words

A buyer may say they only want a newer home, but repeatedly light up when walking into charming older properties. Instead of correcting them or becoming frustrated, notice the pattern. The buyer is revealing the truth emotionally before they can articulate it logically. This is why your buyer's original "wants" list, will change. The first consultation is only the beginning!

Approaching Buyer Changes

When buyers suddenly shift direction, don't think "They wasted my time." Instead, think: "Interesting. What changed for them?" That small mental shift changes everything. Instead of reacting emotionally, become curious: "What are you seeing now that you didn't expect?", "What's becoming more important to you?", "What feels different after seeing homes in person?". This keeps rapport strong while helping clients gain clarity.

Final Thought

Buyers are not usually lying. They are processing emotions, discovering priorities, managing fears, and trying to make one of the biggest decisions of their lives. The agents who succeed long term are not the ones who force certainty early. They are the ones who listen deeply, remain curious, remove pressure, and guide clients with patience and professionalism. They, and we, are Ninjas!!!

As a discipline check, I am making myself write about it in this Broker Bit. 

The Abundance Mindset, I believe, was originally coined by Stephen Covey.  Covey wrote that, "An abundance mindset is the deeply held belief that the world contains plenty of opportunities, wealth, and success for everyone."  It operates on the principle that one person's triumph does not come at the expense of another person.

Stephen Covey compared the Abundance Mindset with the Scarcity Mindset in a simple chart:

Abundance vs. Scarcity Mindset

The core traits of these opposing worldviews are outlined below:

Wouldn't you like to live in the Abundance Mindset column.  It provides a world of opportunities, makes you kind and interested in others, improves your knowledge and awareness, and makes you grateful for what you have.

The author T. Harv Ecker who wrote Secrets of the Millionaire Mind  (on the Ninja Selling Reading List, by the way) must have studied Stephen Covey.   His book is very entertaining, and I've read it several times. The premise of  the book is to change your mindset and your battle with money and wealth. He harps on a simple approach to your thoughts about money and it is also wrapped up in an abundance mindset.  

It is interesting that Covey and Ecker both used simple charts; Covey to compare abundance and scarcity and Ecker to compare Rich vs. Poor Mindsets.  Eker's chart is as follows:

Key Differences: Rich vs. Poor Mindsets

Doesn't all this make sense?  A Rich Mindset puts you in control and it is intentional.  Instead of focusing on problems and obstacles, a Rich Mindset focuses on opportunities, and you put yourself in control of your problems rather than making your problems larger than yourself.   My favorite part of this attitude is:   A Rich Mindset "Admires other rich people" and a Poor Mindset "Resents rich and successful people". 

In Eker's book, my page 86, Wealth File # 6, he mentions a philosophy that he tries to live by called Huna wisdom, "bless that which you want…  If you see a person with a beautiful car, bless that person and bless the car.  If you see a person with a beautiful home, bless that person and bless that home… If you resent what people have, in any way, shape, or form, you can never have it."   Doesn't that make sense?

Mindset is so important. If you want help with a mindset checkup, I highly recommend you read Eker's book,   Secrets of the Millionaire Mind.  Like everything, mindset needs practice, and you do not want slip into the scarcity and poor mode.

There's a moment - usually somewhere between the third set and the part where your brain starts negotiating with your body - when a voice kicks in.  

You're tired.

You're not strong enough.  

I don't know if you can do this.

And then… I smile big as I hear the other voice in my head -- the one I choose:

One more!

You've got this.

Woohooo!!! DO IT!

In January, I found a gym and a trainer I didn't know I needed. At 5:30 in the morning - before the emails, the contracts, the calls - I'm showing up three days a week. And Blaze? He's not just handing me weights and counting reps (incorrectly… #IYKYK). He's teaching me WHY.

Why form matters.

Why strength is built slowly.

Why the right movement prevents injury.

But more than that? He's teaching me how to listen.

"Good job, Annette. You're killin' it."

"You never quit. I love that about you."

"Remember why you're doing this."

He wants 10. So, naturally, I give him 12. Sometimes 15.

Because he believes I can.

And as it turns out—he's right.

On that last rep, when I don't know if I can do it, he's right there. Not rushing in. Not rescuing. Just close enough to remind me: "You've got this, Annette." And when I push through? When I finish?

"I'm so proud of you."

We fist bump. He talks quietly about my progress and I walk out elated every single time.

Not because it was easy—but because I did something I wasn't sure I could. My confidence is growing every time I show up and put in the work.

REALTORS®, Let's Be Honest…

This isn't just about the gym.

This is about the voices in your head when:

• The deal falls apart at the eleventh hour

• The seller insisted on listing high and now it's sitting...

• The buyer ghosts you

• The market shifts and your confidence tries to shift with it

Because in those moments, the same two voices show up.

This is too hard.

Maybe I'm not cut out for this.

- Or -

You've handled worse.

Make the call.

Find a way forward.

Here's the truth: you get to choose which voice you listen to.

The Company You Keep… Lives in Your Head

What I've realized—somewhere between squats and real estate conversations—is this:

When you consistently surround yourself with encouragers, their voices don't stay external.

They move in.

They start showing up when you need them most.

And for me? That's changed everything.

When I'm sitting across from an agent, listening to a tough situation, helping them navigate what feels impossible— encouragement overflows. It sharpens my thinking. It fuels creativity. It keeps me grounded in solutions, not stuck in problems.

One part of life, giving life to every other part.

My Voices (And I Bet You Have Yours)

I couldn't write this without naming a few of mine.

• Monica Alidor - who lets me laugh, vent and be real without ever making me feel less than.

• Geoff Stacey - steady, quiet and always ready to listen… even if it ends in a laugh after a quick tear (while I apologize for being such a girl – lol)

• Troy Wilson - who cuts through the noise with, "Hey. Nobody died. We'll get through it." (And we always do.)

• Erica Davies - who walks in, closes the door, shares, encourages, and challenges.

• And then there's my family. My husband. My kids. Friends who've walked with me for decades.  

"Grateful" doesn't quite cover it.

So Let Me Ask You…

Which voice are you listening to?

Because the loudest voice isn't always the right one.

And the most familiar voice isn't always the most truthful one.

Here's Your Move

• Name your encouragers. Say it out loud. Tell them what they mean to you.

• Spend more time on gratitude than frustration. One grows you. The other drains you.

• Be the voice someone else needs. In this business, that matters more than you think.

• Interrupt the negative narrative. Replace it—intentionally—with truth.

• Stand tall in the relationships that fuel you.

Let those voices be the ones echoing when it matters most.

Because the deals? The market? The chaos of the day?

They'll come and go.

But the voices you choose to believe?

They will carry you through all of it.

You've got this.

You really do.

Last week, Troy released our Q1 Market Update. If you haven't watched it, prioritize it. It is the foundation for your client conversations this quarter.

Your clients are bombarded daily with national headlines suggesting a stalled or cooling market. Our reality across Mobile, the Eastern Shore, and the Gulf Coast is demonstrably different. Who is winning the battle of minds: the national news cycle or your local expertise?

If your clients are "frozen," it is because they are making decisions based on national news that does not apply to their neighborhood. It is your responsibility to educate them. Your job is to replace their uncertainty with clarity.

The Reality for Coastal Alabama:

• Market Activity is Up: In Baldwin County, 652 homes were sold in March, a 25.9% increase year-over-year.

• Mobile Volume: Mobile saw more than 1,390 homes sold this past March, a clear increase in activity proving the market is driven by long-term demand.

• Coastal Resilience: Gulf Shores and Orange Beach saw double-digit increases in closed sales (11.8% and 16.7%, respectively).

Our markets aren't retreating; they are rebalancing.    

Why You Need to Lead: When a client says they are "waiting and seeing," they are not waiting for a market correction; they are waiting for confidence. They are looking for something to help them feel good about pulling the trigger. There's not a lot of that "feel good" stuff in the news. They need a professional to bridge the gap between their fear and the reality of our local economy.    

Strategy: Do not fight the national news with an argument. Fight it with local perspective.

• Validate the Emotion: "That's valid. I hear that concern often. It makes sense to be cautious when the national news makes the market sound so volatile."

• Pivot to the Local Reality: "But here's what we are actually seeing right here in [City/Neighborhood]. Our local economy is insulated from those national trends because of [job growth, inventory, etc.]."

• Return to Their "Why": "I've found decisions to move aren't based on national interest rates; they are based on life transitions. When people have reasons to move, they do. Let's look at how the local market actually supports your goals."    

Toolkit: Use these points for your sphere of influence:

• "While national headlines focus on broad trends, our local coastal market is driven by our unique economy and steady demand."

• "Waiting for the 'perfect' national moment often means missing your local opportunity. Let's focus on your life goals; the market today is ready to support your move."

• "My job as your advisor is to cut through the national 'doom-and-gloom' and show you what is actually happening on our streets."    

Tips: These will help you think on your toes:

• "Yes, and..." Script: When a client says the market is bad, reply: "Yes, the national headlines are talking about caution, and in our community, we are actually seeing steady, healthy activity. Let me show you what I mean."

• "Value-First" Post: Post a "Local Spotlight." A photo of a local landmark with the caption: "The national news is talking about one thing, but here in [City/Town], I'm seeing something else entirely. DM me for the truth about your neighborhood."

• Proactive Voice: In conversation, stay calm and authoritative. You aren't "selling"; you are providing the local reality that your sphere cannot get from a news ticker. They need to hear from you.    

Our standard is clear: We are not here to sell homes; we are here to provide the local expertise that allows our community to move forward with the confidence they deserve.

This specific transaction situation is where REALTORS® really earn their commission. The instinct is often to "keep the peace", but that alone will not get a deal to the closing table - you need structure, control and clarity.

This is easier said than done, so the main thing to remember is always remain calm!

Start by Resetting Expectation Early

If both sides are emotional or demanding, don't just react - reset the tone. Be very clear about timelines, what's realistic and what is not realistic in the transaction. A lot of "difficult" behavior comes from misaligned expectations.

Take Control of Communication

Don't let conversations become reactive or chaotic. Slow things down. Summarize conversations in writing so nothing gets twisted later.

Separate Emotion from the Transaction

You'll hear things like, "they're being ridiculous" or "I'm not budging". Your role is to translate emotion into action.

• Not: "They're insulting me."

• But: "They're concerned about… (whatever the day's concern is).

This keeps negotiations productive instead of personal.

Use Factual Information as much as you can as your Neutral Authority

When opinions clash, remove yourself as the "middleman with opinions" and lean on facts:

• Let the contract manage the process.

Facts reduce arguments because it shifts the focus from feelings to reality.

Give Both Sides Controlled Wins

If both parties feel like they're losing, the deal dies. Structure concessions so each side gets something meaningful - price, repairs, timeline or terms. It doesn't have to be equal, it just needs to be intentional.

Set Boundaries (this is where many REALTORS® struggle, including myself)

Being accommodating doesn't mean being available 24/7 or tolerating disrespect. If a client is unreasonable:

• Reinforce timelines

• Limit repetitive demands

• Keep conversations focused on decisions, not venting

You must remain calm and firm at the same time.

Don't Carry their Stress or Them

It's easy to absorb tension from both sides, especially when there are difficult issues. Stay objective. You're guiding the deal, NOT emotionally participating in it.

Pre-Solve Problems Before they Explode

If you see a friction point coming (repairs, appraisal, closing date), address it early. Difficult personalities tend to escalate quickly when surprised.

Know When to Push - and When to Pause

Sometimes you move the deal forward with urgency. Other times, forcing a decision makes people dig in harder. Read the situation.

• Heated? Slow it down.

• Stalled? Create a deadline.

Document Everything

With difficult parties, memory becomes "selective". Clear written communication protects you and keeps everyone accountable.

Have the Hard Conversation when Needed

If a client is jeopardizing their own deal, say it plainly: "This approach may cause the other side to walk. Are you comfortable with that outcome?"

That moment of clarity often resets behavior.

Be Willing to Let the Deal Go

Not every transaction is meant to close. If both sides are completely unreasonable, chasing the deal can cost you more in time, stress and reputation that it's worth.

At the end of the day, your value isn't just in getting deals done - it's in managing people under pressure. Difficult clients don't need more friendliness; they need leadership, clarity and a steady hand guiding the process.

All of these suggestions are way easier said than done, but the best advice I have for any transaction is always remain calm! Nobody has ever had to apologize for being calm!

Historically, we have referred to termite contracts on our client's homes as Termite Bonds.  It is important that we do not just generically call any termite coverage a BOND with the assumption that the home is covered for termite damage repairs.

The termite coverage contracts have changed over time, and the industry momentum is trending towards Termite Warranties, which mainly just provide coverage for re-treatment only. Some termite companies still refer to their protection for retreatment warranties as Bonds, which may mislead the consumer about their purchased termite coverage.  

Excluding the types of termites that are included or excluded in contracts, there are basically two types of termite contract coverages available in the market:

From a Google search:

1. Retreatment-Only Bond: This is the most common and affordable option. It covers the cost of exterminating termites if they return, but the homeowner is responsible for paying for any structural repairs.

2. Repair Bond (Retreatment + Repair): A more comprehensive (and expensive) plan that covers both the treatment and the cost of repairing structural damage caused by termites while the bond was active. These often have a coverage cap, such as $50,000 or up to $1 million."

There are some companies that offer both retreatment and repair coverages, but many companies are steering away from repair coverage.

We currently have a deal going on a home in Foley. The seller's existing termite coverage is a repair contract. When we inquired if the contract could be transferred to the buyer, the response was, "Sure, but the coverage is changing to retreatment only, no repair contracts will be provided anymore".  

This triggered us to call around with other companies, and the vast majority were only covering retreatment, and the names of the coverages were referred to as bonds, warranties, or coverage, although the actual protection was only for retreatment.

The caution here is that we need to ask about coverage and not simply just tell the random company we need a "termite bond". That ship seems to have sailed. Not to mention if the contract treats or covers subterranean termites but excludes Formosan coverage.

Don't get me wrong, there are still some companies that offer the repair contracts, the difference today is that we need to ask and study the contracts, whereas in recent years our general assumptions about the contracts being repair were mostly correct.  

As I write this, I don't even know if I have retreatment or repair coverage at my own home…and my home is covered by the large company that has been involved in several recent large lawsuits.  I don't even know where my contract is located.   Yikes.

We are frequently asked to provide a list of termite companies to clients. That is fine, but even though we are not vouching for the strength or type of the coverage each company has, we should at least tell our clients to ask the questions as they consider which company to hire.

Real estate is not for the faint of heart.

Deadlines. Emotions. Negotiations. Expectations.

It's a business where pressure shows up daily—and sometimes hourly. And in the middle of it all, it's easy to forget one simple, powerful truth:

We are called to lead with generosity… of every kind.

At Bellator, that includes something we don't talk about enough:

Generosity of spirit. Assume the Best—Even When It's Hard.

Let's talk about that listing. You know the one.The price makes you pause. Maybe even shake your head. And the temptation comes quickly:

"What in the world was that agent thinking?"

But what if we flipped that? What if instead we said:

"I wonder what they're dealing with behind the scenes?"

Because if we're honest… We've all had that seller.

The one who looks at beautifully prepared comps—clear, undeniable data—and still says:

"Let's just try it higher and see what happens…"

And there you are… navigating relationship, expectation, and reality all at once.

So before we assume incompetence, let's consider possibility.

Before we judge, let's extend understanding.

REALTORS® Are Real People

Behind every email, every delayed response, every missed detail…

…is a human being.

A parent. A spouse. A caregiver. Someone walking through something we may never see.

Just like you.

Just like me.

There are days when life interrupts business. When something personal spills into professional. When we are doing our very best just to hold it all together.

And here's the truth:

If it hasn't happened to you yet… it will. That humbling moment is part of the journey.

So when another agent falls short in a moment—pause before reacting.

Reach out instead. Offer grace. Choose kindness.

Because it costs nothing… but it means everything.

Throw Kindness Around Like Confetti

We have a choice in this business.

We can operate transactionally… Or we can operate relationally.

We can compete at the expense of others… Or we can rise together as a community.

At Bellator, we choose community. We choose to believe the best. We choose to extend grace. We choose to lead with generosity—not just in business, but in spirit.

Because the way we treat people—especially in stressful moments—is what defines us.

A Final Word

Let generosity define you.

In your conversations. In your negotiations. In your assumptions.

Because the agents who last… the ones who build something meaningful… are the ones who understand:

Success in real estate isn't just measured in closings—

it's measured in character.

So today, take a breath.

Lead with grace. Assume the best. And throw kindness around like confetti.

#bmore

"Love difficult people. You are one of them." - Bob Goff

Do you like scary movies?

Well, have I got a scary sci-fi story for you—except this one is happening right here, right now. Maybe to you.

Imagine a "perfect" buyer. They text your professional line. Their English is flawless (no more "Dear Kind Sir" typos). They sound local, they're interested in property in your area, and they're ready to move fast. The only catch? They insist on a Google Meet or a Zillow video call. They even send you the link.

Spoiler alert: The "buyer" is a bot, and that link is a digital back door to your entire life.

It's Not Just Us

I'll be honest: when this happened to one of our agents last week, her gut told her it was a scam. My gut told me it was a scam, but I wanted to be sure. It turns out, we are right in the crosshairs of a national trend.

• Memphis Area Association of Realtors (MAAR) just issued a "Red Alert" on February 23 about this exact "Zoom Link Scam."
• Boise Regional Realtors issued a similar warning on February 11.

In both cities, agents were targeted by "buyers", who refused to speak on the phone and pushed their own meeting links. That "Zoom" link they want to send you? It's often a delivery vehicle for "Infostealer malware".

The FBI warns, once they are in, the "Quiet Phase" begins. They don't always strike immediately. They sit. They watch. They wait until a few days from closing and then send "updated" wire instructions that look 100% legit because they're coming from your hijacked account. They aren't just in your phone or laptop, they can also have access to everything: your passwords, your keystrokes, search history, etc.

The "Perfect Predator"

These Predators designed autonomous programs to mimic human conversation, handle objections, and trick you into clicking. They don't sleep. They don't "care". They have one directive, "get people to click this link".

We used to spot these guys because they sounded like they were using a bad translation app. Now, they're using Agentic AI to craft messages that mimic real human conversation and localized tone perfectly. It's hard to tell the difference until you take control.

When our agent took control and said, "I'll send you my link" or "Let's talk on the phone first," the bad actors vanished. Bots don't like it when you go off-script, and hackers can't infect you through a link you created.

Bellator Survival Guide

As one of your Brokers, it's my job to protect you guys from "bad apples"—even the digital ones. Our fiduciary duty to our clients in Alabama includes protecting their money. If we get sloppy with a link, we put their down payments at risk.

Here's the new script for the "Virtual Buyer":

1. Voice First: If they won't pick up a standard phone call, they aren't a client. Period.

2. Our House, Our Rules: We always provide the meeting link. Never click one sent to you by a stranger. If they refuse to use our secure Zoom or Teams link, let them walk.

3. Trust the "Vibe": If they sound like a Shakespearean scholar but won't answer a simple, "How's the weather in Daphne?" phone call, you're talking to a bot.

We're here to grow, but we're going to do it safely. Don't let a "perfect" text turn into a horror movie for your business.

Stay vigilant.

Scammers are evolving so fast it's hard to keep up. Listen to your gut, not your wallet. If it seems like it may be too good to be true, it probably is. Call your Broker and talk about it.

The fact that you're still in it says something about you. Some people never make it past the frustration, the lost deals, the difficult buyers, the contracts that fall apart the day before closing. But every REALTOR® that has been in the business for any length of time has lived through this exact same grind.

The difference between REALTORS® who last and the ones who disappear is simple: They stay in the game.

You're not just selling property.

You're solving problems, guiding people through one of the biggest financial decisions of their lives and protecting them from mistakes they don't even know they can make.

Some days you feel like a:

• therapist

• negotiator

• construction consultant

• contract expert

• crisis manager

And sometimes all of these on the same day!

And yet, when it works… when you hand someone the keys to their new property… when a deal comes together after weeks or months of work… that's when you realize something important:

This business rewards the people who refuse to quit.

Every call you make…

Every showing you do…

Every contract you write…

You're building momentum.

One deal turns into two.

Two turn into referrals.

Referrals turn into a reputation.

The REALTORS® who win in this industry aren't always the smartest or the smoothest. They're the ones who wake up the next morning after a bad deal and say:

"Alright… who's next?"

So keep showing up.

Keep giving honest advice.

Keep protecting your clients.

Keep working the process.

Because one day a new REALTOR® is going to ask you how you made it in this business.

And the answer will be simple:

You didn't quit.

In real estate, every day looks different. Some weeks are filled with showings, closings, and negotiations, while other times may feel a little quieter. During those slower moments, it can be tempting to skip office meetings, especially if you don't currently have active clients. However, those meetings are often the exact place where growth, knowledge, and opportunity happen. For instance, Fairhope Single Tax gave a class at the Fairhope office meeting this week. I've listened to their information countless times, and I even learned something new!! There are so many great reasons why to attend your office meetings, even if you're not working with anyone.

Let me give you a few reasons:

One of the greatest advantages of being part of a real estate office is the ability to learn from the experiences of fellow agents. Every transaction has its own challenges and lessons. When agents share stories about negotiations, inspection issues, contract questions, or creative ways they solved a problem, everyone in the room benefits. Even if you aren't currently working with a client, hearing these real-life situations prepares you for when you do. Instead of learning everything through trial and error, you gain valuable insight from people who have already navigated those situations. I'd much rather learn from someone else's mistake rather than make it myself, wouldn't you??

Staying sharp and in the know is crucial in our industry. Contracts, rules/regulations, marketing strategies, and market conditions are constantly evolving. Office meetings provide a chance to refresh your knowledge on important topics and stay up to date with changes. How many times did our contract change last year?!? I can't keep up, but we did go over every change in detail so we knew exactly how to handle walking our clients through the updated contract. It's embarrassing to say, "Oh, I haven't seen this part before" to a client, while you're the professional handling one of the biggest transactions of their life. Let's stay PRESENT and PREVENT things like this from happening.

Sometimes even experienced agents hear something they forgot or learn a new perspective on something they already know. I love this career. I wouldn't have stuck with it for 14 years if it was boring and the same thing all the time. I literally learn something from not just mine, but YOUR experiences every single day. I'm not sure who came up with the phrase, "There's more than one way to skin a cat." NOR do I want to know why, but it's the same with real estate. My favorite part of our meetings is hearing how different people handle a situation or think outside of the box to get a different result. Critical thinking is part of our job and listening to others' perspectives can show you a whole other world sometimes! Okay, I'm stepping down from my soapbox on this one and moving on...

Office meetings bring us together, creating a space for collaboration, encouragement, and support. They strengthen relationships within the office and help build a culture where everyone learns from each other. What sets our company apart from all of the others is our culture! I don't know one Bellator agent who wouldn't offer to help another one through something personal or professional. Y'all really are the best!

Sometimes the biggest opportunities happen simply because you showed up. Conversations before or after meetings can lead to referrals, mentorship, partnerships, or even new ideas for growing your business. I've heard deals start when one agent describes an upcoming listing and another knows it's perfect for their client. This could've been a missed opportunity if they didn't show up!

Even when you don't currently have clients, showing up to office meetings keeps you engaged in your business. It keeps your mind focused on real estate, reminds you of your goals, and helps you stay prepared for the next opportunity. Real estate is a career built on relationships, knowledge, and consistency. By showing up, listening, and participating, you are investing in your own growth and positioning yourself for success when the next client walks through the door.

Did You Take a Glance at the BR Email Sent on 3/1/26?

I'm guilty of scrolling past many emails, but for some reason, I took a good look at the Baldwin REALTORS® mass email update sent 3/1/2026.  The email is loaded with good content. Let me summarize the subjects:

• Casino Night

• Real Estate Negotiation Expert Course

• Education Survey

• Tax Updates

• Update to Purchase Agreement (FinCEN reporting requirements and a Force Majeure clause added to the BR contract March 2nd)

• Property Management Courses

• RSPS Certification Course (Resort & Second Home Property Specialist)

• AI Certificate Course

• Home Inspection CEs

• February Government Update

• February Member Updates

• Did You Know: Shingle Problems  (TAMKO Shingles)

• Condolences

• NAR Designations Awarded in February

Honestly, this is a lot of good information being shared with our membership. Our very own President, Kate Irvine, and Board Members Kristen Meador and Jeff McClaurin must be pretty busy at the board office working for us.

Regarding number 5 above, these are the two new paragraphs added to the new BR Purchase Agreements, and they are updated in Dotloop Templates:

34. FORCE MAJEURE: If a party's performance in meeting any contingency in this Agreement is prevented, disrupted or delayed as a result of a "Force Majeure" event, defined as an event or condition beyond the control of the party otherwise required to perform, including, but not limited to, acts of God, epidemics, pandemics, natural disasters, war, terrorism, civil unrest, strikes, labor disputes, material shortages, government actions, or any other event or condition beyond the party's control, which despite the party's reasonable efforts, renders the party's performance impossible or impractical. Any party so affected shall be excused from performance in meeting any affected contingency for _____ Business days (5 Business days if left blank). If the "Force Majeure" event causes the Closing Date to be extended by 20 Business days or more, this Agreement shall terminate unless the parties otherwise agree in a signed writing.

35. FINANCIAL CRIMES ENFORCEMENT NETWORK (FinCEN) REAL ESTATE REPORTING ("FinCEN Report") Section 1010.821 of Chapter 31 of the Code of Federal Regulation ("Code") requires that certain residential real estate transactions purchased with all cash or without institutional lender financing, where at least one buyer/transferee is a legal entity, limited liability company, corporation, partnership, trust, trustee or other non-natural person, must be reported to the United States Treasury Department's Financial Crimes Enforcement Network (FinCEN). IF THIS TRANSACTION IS SUBJECT TO THE FinCEN REPORT, then Seller and Buyer shall, no later than closing, provide to the company conducting the closing the information and documentation necessary and required by law to enable the closing company to complete the FinCEN Report. Buyer shall pay all costs and fees to prepare and file the FinCEN Report.

Regarding number 8 on this list above, here is a description of the April 8, 9:00AM – 5:00PM AI Class which we probably all need: Is AI your competition or your secret weapon? The real estate landscape is changing, and AI proficiency is quickly becoming non-negotiable. The AI Powered Real Estate Professional Certificate is designed to transform the way you work. This comprehensive curriculum covers: -Understanding the Components of AI -Mastering Marketing with AI strategies -Implementing AI Productivity and Business Applications Stop playing catch-up. Start making better decisions, improving your productivity, and developing advanced communication skills utilizing AI tools. Stay ahead in the competitive market. Enroll now to secure your future in real estate!

Number 4 on the list is a Lunch 'N' Learn about some Tax Updates that can help you in your business scheduled for March 26th described as follows:

Lunch n' Learn - Tax Update

Description: Tax law updates and how it affects you! Enjoy a catered lunch and learn a new topic to apply to your business! Sponsored by Allen, Allen & Foster, LLP-certified public accountants.

Anyway, sometimes when you skip over emails, you may be missing some good information. When you see the Monthly Issues sent out at the beginning of each month, it is to your benefit to pay attention. And when you see Kate, Kristen, Jeff, other board members, and of course, the BR Staff, tell them thank you.

Christmas? Over.

New Year? Over.

Mardi Gras? Definitely over.

Which means it is officially time to start answering the phone like you're a REALTOR® again.

Not:

"Yo yo yo yo yo yooooo!"

But:

"Good morning, this is ___, how can I help you?"

See? Growth.

Step One: Clean the Evidence

Wash your car.

Vacuum the king cake crumbs.

Remove the Mardi Gras beads that have permanently taken residence in your backseat.

We are business people again.

Find your water bottle.

Put actual healthy snacks in your bag.

Charge your phone.

Find your calendar.

Yes. THAT calendar. The one that used to run your life.

See you at your next team meeting! (if not before)

Step Two: Dust Off The CRM

You remember it.

It remembers you.

Blow the dust off.

Call your people.

Text your people.

Encourage your people.

They are out there right now wondering:

"Is this a good time to buy?"

"Should we sell?"

"What's happening with the market?"

And guess what?

They need someone steady.

Someone hopeful.

Someone who knows what they're doing.

That's you.

Step Three: Back to Business (The Fun Kind)

Go get those listings.

Show your ready buyers the homes you've already scoped out for them.

Plan Open Houses that feel welcoming, warm, and full of possibility.

This isn't about pressure.

It's about purpose.

We have families to serve.

We have first-time buyers praying for keys.

We have sellers ready for their next chapter.

And this is the year we show up fully.

Laugh a little.

Straighten your blazer.

Open your calendar.

Make the calls.

Bellator — it's time to shift into high gear.

Let's go serve some families.

In our market, from the historic streets of Mobile to the growing communities of Baldwin County we pride ourselves on being "quiet professionals." We work hard, we stay late and we handle chaos of a transaction, so our clients don't have to. But there is a hidden danger in being a "quiet" professional - If the client doesn't see the effort, they eventually question the value.

We've all felt that sting. You spend your Tuesday arguing with an appraiser, chasing down a slow lender or rewriting an addendum four times to protect your client's interest, then on Wednesday, the client calls and asks, "So…is anything actually happening with my file?"

It's a frustrating but fair question. In the absence of communication, clients can't assume we are working hard in the background. They assume nothing is happening at all.

Activity is the Product

In real estate, we often get caught in the trap of only calling when there is a "result"; a showing scheduled, an offer received or a clear-to-close. But, the "results" are often out of our direct control. What we can control is our activity.

Our clients aren't just paying us for a signature at a closing table. They are paying for our expertise, our local connections and the hours of advocacy that happen when they aren't looking. We aren't just "selling houses", we are managing a complex legal and financial transition. To earn our seat at the table, we have to narrate that work.

Enter: The Proof Point

I want to challenge you to move away from the idea of "checking-in" and start delivering Proof Points. A Proof Point is a brief, purposeful touchpoint that highlights a specific action you took on the client's behalf. It isn't bragging and it isn't "salesy". It is a factual report of your advocacy. Think of it as showing your work in the margins of the transaction.

What a Proof Point Looks Like in Practice:

• The "Behind the Scenes" Touch: "Good morning! I just finished a detailed review of the new listings in Spanish Fort to make sure we aren't missing any off-market opportunities for your search. I've got two I'm digging into further for you."

• The "Problem Solver" Touch: "Hi! I spent the morning coordinating with the title company in Mobile to ensure the deed issues we discussed are being cleared. We are still on track for our Friday closing."

• The "Marketing Update" Touch: "Just want to let you know I refreshed our digital ad targeting today to focus on agents bringing buyers into the Fairhope area. I'll send you the engagement report on Monday."

The "Evidence" of Professionalism

Whether you are a seasoned veteran or just starting out, your work will not speak for itself. We owe it to our clients to provide transparency in the process. By delivering consistent Proof Points, you aren't being prideful, you are providing the peace of mind that comes with knowing a professional is on the job.

You don't need a megaphone to be a top producer. You just need to make sure the people who hired you see the evidence of the value you provide every single day.

Our value as REALTORS® is reducing risk while maximizing opportunity.

There a 6 things we do to reduce risk while maximizing opportunity for our client:

1. Strategic Guidance – Our clients don't do real estate every day. We do!  The biggest value is helping them make decisions they didn't realize they needed to think about yet.

• Pricing strategy (listing and buying).
• Knowing when to push, when to pause, and when to walk away.
• Knowing the market and negotiation.

REALTORS® are not order takers... We are decision coaches!

2. Risk Management & Protection – This is massively underrated but probably the most important.

• Knowing red flags in the contract, inspections, title, zoning, permits etc.
• Protecting earnest money and timelines for contingencies.
• Preventing emotional decisions that could be a huge cost later.
• Knowing contingencies and how to structure them especially on unique properties like acreage, waterfront or tough HOA's.

Most clients never realize disasters we quietly helped them avoid.

3. Negotiation Skill & Leverage – This isn't just getting a lower price or a higher price, it's:

• Terms
• Repairs
• Concessions
• Timing
• Possession

REALTORS® create leverage where none appear to exist.

4. Relationship & Networking – A strong REALTOR ® brings:

• Reliable lenders, inspectors, contractors, insurance contacts, title companies etc.
• Off-market knowledge and opportunities.
• Reputations that help offers get to the closing table.

Sometimes deals happen because people trust the REALTOR® involved.

5. Emotional Stability – Real Estate is emotional and high stakes.  Clients often:

• Panic during inspections.
• Get attached too fast.
• Freeze during negotiation and cannot make a decision.

REALTORS® are part strategist, part therapist and part quarterback.

6. Efficiency & Problem Solving - Deals almost always hit a bump in the road. Value shows up in:

• Keeping transactions alive when they want to fall apart.
• Creative solutions to financing, repairs, appraisals gaps and title issues.
• Keeping timelines on track.

We protect our clients' money, time and peace of mind by providing clarity, confidence and better financial outcomes while making a complex process feel manageable.

The Bottom Line…

We reduce the risk while maximizing opportunity!

I know I'm preaching to the choir with this one. You guys wouldn't be Bellator agents if kindness wasn't already in your hearts. At times though, I do believe a gentle reminder can be appreciated - even for myself!

Sometimes, post-holidays can be more of a struggle for people. We are reminded all through the holiday season to spread cheer and be kind to one another, but what about the rest of the year? Now that we are finally back in our regular routines, are we still keeping those gestures a priority?

The warmth and cheer of family gatherings and joyful traditions are distant memories, which makes acts of kindness now especially powerful. A thoughtful gesture, an encouraging word, or a small act of generosity can brighten someone's day when they least expect it. Maybe that agent who chewed you out over a lower-than-preferred offer just received bad news about a family member. Maybe they're struggling with something else going on in their life. We never know. Kindness can be a game-changer. Transactions are emotional. Clients are often making one of the biggest decisions of their lives while juggling fear, excitement, and financial pressure. A calm tone, patience with questions, or an extra check-in can mean more than you realize.

We can use our job to spread kindness in simple ways. Listening without rushing a client through concerns. Explaining the process - one more time. Encouraging a discouraged buyer who's lost out on a few offers. Thanking a colleague, lender, or assistant for their support.

These moments don't just improve relationships, they build trust. Clients remember how you made them feel long after paperwork is signed. Agents do too. I'll never forget my first deal. I was representing the sellers. The upstairs bathtub overflow drain was not hooked up to a pipe, so when the home inspector filled the bathtub, you guessed it. Water seeped through the walls, floors and everywhere downstairs. I panicked.

When I called the other agent, he just took a deep breath and told me, "it's okay." Things happen and there are always surprises in this industry. He was calm, collected and honestly made me feel better! We worked through it and closed two weeks later. My takeaway is how he handled the situation. I'll always look forward to working with him again, and that's how I want others to feel about me.

As the selling season approaches and we get busier and begin "going through the motions", remember, kindness costs nothing more than awareness. A moment of patience instead of frustration. A compliment instead of silence. A "thank you" said with intention.

Spreading kindness after the holidays is also a gift to yourself. It reconnects you with purpose, grounds you in empathy, and reminds you that even on ordinary days, you have the ability to make a positive impact on others. That's what sets Bellator Real Estate apart. ?

Now, go kill them with kindness!!!

As real estate pros in Mobile, Baldwin, and the surrounding Gulf Coast communities, we all know that visibility matters. But beyond visibility? Engagement matters even more. You can have every tool in the bag — posting squads, smart templates, scheduling calendars like Bellator Marketing's weekly "What To Post on Social Media" in Yapmo— but if you never open the bag and actually use what's inside, nothing happens.

Think of your social media like a conversation at an open house. If you only ever show up with flyers and no smile, no snacks, no stories, and no local color — people notice. But when you show up with something valuable, something relatable, people lean in. They comment. They share. They remember you. They tell you their stories and your share yours; you become their REALTOR.

Here's how to keep your social media engaging all month long — starting with real, local happenings in February that your followers will actually want to share, tag friends in, and plan around.

1. Be Local & Timely — People Love Community Happenings

Instead of one-off property posts, mix in local events that families and future homeowners care about.

Mobile County & Nearby Must-Know Things to Share

Mobile Mardi Gras Parades & Festivities – Mobile is the birthplace of Mardi Gras, and the season features parades and community celebrations through February. It's iconic and perfect for shareable posts that show local pride and vibrancy. DID YOU KNOW? Our marketing department has created beautiful Mardi Gras Parade Calendars that live in Bellator Design House. When you click to create, YOUR photo and info will be added and you can post them to your social media. You're the hero of your story!

Baldwin County Family-Friendly Events

Daddy-Daughter Dance — A glow-in-the-dark night of fun on Feb. 21 (and a great lifestyle post for parents). (Baldwin City Chamber of Commerce)
(Pro Tip: Always link directly to event pages and RSVP info when you can!)

2. Highlight Local Spots Your Followers Love

You don't have to only share events — add in local places people might visit for a weekend outing or casual post:

Ideas for Fun, Family-Friendly Posts

• Stop by and snap a photo at Exploreum Science Center & PCI Digital Dome Theater — science + play = engagement.
• Feature a Picnic in Bienville Square or a walk through Mardi Gras Park as a "Weekend Plan."
• Share cool indoor options like BLOOM Play Studio or Pump It Up Mobile Kids Birthdays and More for rainy day ideas.
• For adventurous families, suggest Altitude Trampoline Park or Urban Air Trampoline and Adventure Park.

These posts don't have to be heavy or longwinded — a simple "Weekend Fun Ideas for Families in Mobile + Baldwin!" carousel or reel will out-perform another static listing photo any day.

3. Use Visuals, Questions, and Calls-to-Action

Every time you post:

• Show a picture or short video — even a snapshot from a community event.
• Ask a question — "Who's headed to the Beaded Jamboree on Feb. 15? Tag your parade partner!"
• Encourage engagement — "Share your favorite Mardi Gras memory below!"

When you pair local experiences with invitation to interact, your posts perform better — and you become the resource your audience turns to.

4. Borrow from Bellator Marketing's Weekly Prompts

Bellator's weekly "What To Post on Social Media" in Yapmo gives you content ideas — use them! Here's a simple way to apply them:

• Bellator Prompt - Community Spotlight
  • How You Can Use It - Share about a local park, festival, or small business.
• Bellator Prompt - Behind the Scenes
  • How You Can Use It - Show your prep for an open house or community volunteering.
• Bellator Prompt - Weekend Fun Guide
  • How You Can Use It - Plan an event roundup like above.
• Bellator Prompt - Client Testimonial
  • How You Can Use It - Pair a smiling client with a local hotspot photo.

You don't need 5 posts a week — you need better posts that get reactions and conversations started.

Bottom Line: Tools Don't Work Unless You Open the Bag

You can have the best templates, calendars, photo banks, and prompts — but if you never open them and actually engage, nothing changes.

Make this your motto:

Post with purpose. Post with personality. And post about the life around you.

Because your market isn't just about houses — it's about community, culture, and connection.

Now go open that bag and post something great this week! #bmore

The following is a summary of a blog written by Nick Schlekeway

Realtors (particularly at this time of the year) blame the market for not reaching their goals last year and are watching it hoping it will allow them to hit their goals this year.

Very few are fixing the thing that actually determines whether they win or lose.

• The market is not the variable that determines your outcome, your internal discipline is.
• Habits, mindset, environment and leverage decisions decide whether you survive volatility.
• Most failures are internal, not external.

People watch interest rates, obsess over inventory, talk about corrections, cycles, and timing. They treat the market like it's the risk. It's not. 

The real risk is internal. 

• Your habits. 
• Your mindset. 
• Your environment. 
• Your decisions.

Markets move. That's what they do. Rates change. Inventory fluctuates. Confidence expands and contracts. None of that is new. None of that is controllable. And none of it is why most people fail.

The Habits Problem

• Your daily actions are either building something durable or slowly dismantling it. 
• People confuse activity with progress. They stay busy while avoiding the work that actually produces results. CRM cleanup instead of conversations. Research instead of follow-up. Planning instead of execution. Comfort disguised as productivity.
• Top performers don't wait for motivation. They execute fundamentals regardless of how they feel. They've created habits that sustain them.
• The market doesn't care about your habits. Your results do.

The Mindset Problem

• Habits are downstream of mindset.
• The most common failure pattern? Victim thinking. Waiting for conditions to improve. Blaming the market. Treating success like something that happens to you instead of something you create. Ownership thinking adapts. Victim thinking explains.
• When things slow down, do you complain or recalibrate? When deals fall apart, do you blame or examine?
• The moment you externalize control, you've already lost.

The Environment Problem

You will calibrate to your surroundings whether you want to or not. Excuse-tolerant cultures create excuse-makers. Low expectations quietly lower output.

High performers are ruthless about environment because they understand reality.

• Are the people around you pushing you forward or keeping you comfortable?
• Are you in rooms where you're learning, or explaining?
• Is what you consume sharpening you, or numbing you?

There is no neutral environment. It's either accelerating you or slowing you down.

Clarity = Action

Audit yourself honestly:

1.Habits – Are your daily actions producing outcomes or just movement?

2.Mindset – Where are you externalizing control instead of taking ownership?

3.Environment – Who and what is shaping your standards right now?

4.Leverage – Where are you exposed to fragility instead of durability?

• Time: Are you building systems that work without you, or are you the bottleneck on everything that matters?
• Relationship: Is your business dependent on one client, one referral source, one partnership? Or have you diversified so no single relationship can kill you?
• Skill: Are you specialized to the point where you're only valuable in very specific conditions? Or have you built transferable capabilities that remain relevant when markets shift?

Fix internal discipline first. External conditions will always follow.

"I am not a product of my circumstances. I am a product of my decisions." - Stephen Covey

"The signature of mediocrity is chronic inconsistency." - Jim Collins

"You have power over your mind, not outside events. Realize this, and you will find strength." - Marcus Aurelius

January isn't about predicting better. 

It's about minimizing the real risk. You.

Be sure to get out of your own way.

Here's the full blog: https://nickschlekeway.com/the-real-risk-isnt-the-market-its-you/

I recommend everyone read this, more than once! Share it with the people you care about it.

Do you know why 80% -88% of New Years Resolutions Fail?

No commitment!

Will you be committed to your business in 2026? Your 2026 business success depends on your commitment to relationships!

Check out this easy commitment to your business in 2026.

"This year, I will build relationships by committing to add value for my clients and sphere every week."

• Relationships are the connections between people that involve interaction to influence, support, depend on or interact with each other over time.
• Relationships require commitment!
• Relationships provide value!
• Relationships provide transactions!
• Relationships are not only essential to your business, but they are also essential for your client.
• Relationships do not happen overnight! They take time with commitment to communication.

Relationships…

• Make the transaction more effective. – VALUE!
• Reduce stress – VALUE!
• Provide easier communication – VALUE!
• Build trust and credibility – VALUE!
• Help your business grow – Referrals = VALUE!
• Create a healthier vibe for your clients – VALUE!
• Protect your reputation – VALUE!

Relationships work because Real Estate is a marathon without a finish line. With every relationship, there is always a transaction in your future!

Relationships with commitment will always be key to the success of your business.

Be committed in 2026!

Agents - we run fast. We juggle contracts, showings, clients, deadlines. Your time is valuable, so let's get right to it. 

Today's mindset: Generosity.

Not just money. Not gifts. Not grand gestures. Generosity is a posture of abundance. It says: I have enough inside me to notice others. To lift them. To celebrate them. It's how you speak, how you share, how you think. It's time, talent, skill, heart. 

If relationships feel hard to maintain, look inward - no in self-criticism, but in curiosity. Am I present? Am I open? Do I get stuck in my own head? You don't need to diminish yourself - but you may need to step aside just enough to truly see people. Because generosity is the lifeblood of a real estate business. People remember how you treat them far longer than how fast you closed. 

I'm not here to mark your paper; I'm here to help you get the "A" you're striving for. Be coachable. Be aware. Lead with grace. Let generosity become a defining trait of who you are.

Here are 3 practical ways to live it out this week:

• Give one thoughtful compliment a day. Notice effort, growth, kindness, problem-solving - say it out loud or text it. Generosity starts with seeing people.
• Share what you know. If you learn something useful - scripts, marketing ideas, vendor contacts - don't keep it locked away.
• Check-in with three people weekly. No agenda. Just, "Thinking of you - how can I support you this week?" Pure connection builds trust and trust builds business.

Simple habits. Subtle shifts. Big impact.

Go out there today, lead from abundance, give freely and # bmore.

I often break down our job as Realtors like this - We are:

1. Guides (through an uncommon process)
2. Resources (assist in finding answers)
3. 3rd Parties (non-emotional participant)

I also often say we are primarily in two businesses:

1. Personal Marketing (meeting as many people as possible)
2. Deflecting Liability (protecting ourselves)

Deflecting liability simply means to stay in your lane and allow others, who expect the liability, to take that liability. We do not need to try to be all to everyone.

The Law says licensees (us) are obligated to:

1. Provide brokerage services to all parties to the transaction honestly and in good faith.
2. Exercise reasonable skill and care in providing brokerage services to all parties.

They are telling us to focus on our expertise - Brokerage Services.

RECAD lays out the obligations all licensees owe "the public" regardless of whether the consumer is a client or customer. This includes:

1. Honesty & Good Faith
2. Reasonable Skill & Care
3. Confidentiality
4. Prompt Presentation of Offers
5. Accurate & Complete Answers
6. Disclosure of Personal Interest
7. Disclosure of Relationship (RECAD)
8. Accounting for Funds

While it is very important to know these 8 things, it is also important to note the things left out. It is not our job to give our clients our opinion on everything. Our job is to provide information not opinions.

It can be a struggle to put up and maintain a mental wall between helping people with "real estate" and what we are authorized to help people with. Helping people and keeping people informed does not mean you can step out of your area of expertise. Answering questions about things that are not related to your specific part of the process of buying or selling a home is beyond your area of expertise.

Lenders have their part. Inspectors have their part. Appraisers have their part. And there are specialists for everything: HVAC people, stucco people, etc. We may know more than our clients about these things but that is only due to the frequency of contact with the issue, not actual expertise with the issue that has arisen.

Brokers are not protected by caveat emptor. We are not protected from liability. It is our DUTY to always stress to the client the importance of doing his/her own due diligence to inspect every aspect/get every question they have answered. And it is our duty to point them in the direction of the right person to answer their question; not to answer a question outside of our expertise.

So, what is our duty?

We are here to help. When clients do ask for a recommendation, real estate professionals should have something more to offer than just for them to Google it. Clients should be able to take advantage of an agent's experience, and their search should, at a minimum, be given some reasonable direction.

It is possible for agents to be of great assistance to their clients and still stop short of making the kind of specific recommendation that might incur liability. Take inspectors for example: Obviously, buyers who are looking for a property inspector want to hire the best inspector that can be found.

Evaluating potential inspectors is an important process. Not all inspectors are created equal. As in any profession, there are those individuals whose level of skill and professionalism sets them above (and sometimes, below) the crowd.

So, when they ask us, we should provide clients with multiple options (if they don't have one picked out already) so they can make their own choice. But what about when they ask us our opinion?

We are not experts in home inspections, mortgages, insurance, title work or legal issues. We are responsible for plenty already.

Here are some examples of scenarios to deflect liability:

Client asks: "Hey, do you think that spot on the ceiling is an active leak, or an old one?"

Wrong answer: "It looks old to me; it's probably not an issue."

Right answer: "I don't know, that's not my area of expertise. If that's important to you, I'll help you remember to ask the inspector about it."

Client asks: "This lot I want to buy is landlocked. It's not hard to fix that is it?"

Wrong answer: "Nah man, after closing you can get that fixed easy."

Right answer: "You know, I don't have any experience with being granted an easement. But I have had clients who needed the same question answered. I'll send you the number of a few title people you can ask."

Client asks: "Is this pool pump under warranty? It looks old."

Wrong answer: "I agree, it looks old as hell. I'd ask the Seller to replace it."

Right answer: "If that is important to you, we can find out. Make sure to ask your inspector of choice if he/she inspects pool pumps. And we can always ask the Seller for a home warranty that includes pool coverage."

If you focus on deflecting liability to where it belongs, if something goes wrong, it's not your fault, you are not responsible. You are simply the conduit, the messenger, the interpreter for the client. Inspectors, lenders, appraisers, title agents, builders are all licensed and bonded for a reason. They are experts in their field. We don't want them to start talking about market price with our clients and listing homes, do we?

No single transaction is worth a potential lawsuit. Deflecting the liability of going out of our area of expertise must be done. Do not let your guard down. We need to think about this every day.

A holiday mindset for REALTORS® is all about balancing gratitude, connection and opportunity, while trying to recharge, refocus and reconnect - all without letting your business lose momentum.

The holiday season isn't a time to go silent… it's a time to shift your energy. This time of year "should" be when real connections deepen, reflection sharpens your focus and gratitude becomes your most powerful lead generation.

Gratitude over grind: Shift your mindset - instead of worrying about lost momentum, celebrate what you have already accomplished. Gratitude will always grow business!

• Write down 5 things you're proud of from this year.
• Reach out to 5 people who supported your business just to say thank you! (F.O.R.D. call)
• Remember: The more appreciation you have/show, the more opportunities follow.

Reflect Before Your Reset - Your 2026 goals should be based on:

• What did I love doing this year?
• What drained my energy?
• Where did I make the biggest impact?
• Your answers to these three questions should guide how you want to show up next year.

Clarity creates confidence!

Protect Your Peace - the best professionals in any business know when to reset. Your energy is your most valuable tool. Rest is my reset.

• Set clear work hours and SHOW UP consistently!
• Protect your personal time without any guilt.
• Spend time with people and experiences that keep you energized.
• Treat rest as an investment for the next day!

Connect Without Selling - F.O.R.D. calls!! During the holiday season, try nurturing - not negotiating. Relationships are my year-round business plan.

• Send genuine holiday wishes… NO salesmanship needed.
• Share community events, local charities or family-friendly happenings on social media.
• Offer Value… Winter maintenance checklist for their property.

Prepare for the January Jump - while others are taking the next two months off, set yourself up for success. I'm resting and preparing.

• Make F.O.R.D. calls!
• Update your CRM, organize your office, get your 2026 calendar ready.
• Revisit your database and reach out early in 2026.
• Schedule your first 2026 touches NOW.

Reconnect with your "Why" - Why are you in real estate? Holiday Mindset for REALTORS®.

• Was it freedom? Family? Helping others make the biggest purchase of their lives
• Write your "Why" somewhere visible so you see it every day.
• Let your "Why" guide your 2026 goals…Not just numbers but meaning.

The holidays are not the end of the year…they are the start of next year.

Slow down to reconnect, refocus and jump start your "Why" for real estate!

In today's competitive real estate industry, long-term success isn't just about generating leads or closing deals - it's about building meaningful relationships. The most successful agents don't focus on selling; they focus on connecting.

That's where FORD calls come in. No, not the car company - FORD stands for Family, Occupation, Recreation and Dreams. This simple yet powerful communication framework helps real estate professionals strengthen relationships, stay top of mind and uncover opportunities that often lead to new business. This coupled with the auto-flow tools that Bellator offers IS the way to thrive, long-term, in this business.

What are FORD Calls?

A FORD call is a genuine, relationship-centered conversation built around four key topics:

• F- Family: Ask about their loved ones, children, parents or pets. Example: "How's your daughter enjoying college this year?"

• O- Occupation: Check in on their job or business. Example: "How's work been treating you lately?"

• R - Recreation: Talk about hobbies, travel or how they spend their free time. Example: "Did you get a chance to take that beach trip you mentioned?"

• D - Dreams: Ask about their goals or future plans. Example: "Do you guys have plans to travel anytime soon?"

The goal isn't to talk about real estate - it's to listen, connect and show that you genuinely care. Conversations about real estate naturally follow when trust is built. They will know that you're an expert in the field by the 3-4 auto-flow emails and texts they receive from you monthly.

Why FORD Calls are so Effective

Top agents understand that connection creates opportunity. Here's why FORD calls are one of the most valuable tools in your real estate business:

• They build genuine relationships. People want to work with professionals they know, like and trust.

• They uncover life changes early. Promotions, new family members or lifestyle shifts often signal a future move.

• They create emotional equity. People remember who checked-in and listened - not who tried to sell them something.

• They keep your database active. Regular, personal communication keeps you top of mind in an authentic way.

In a changing market, strong relationships are the foundation of consistent success. FORD calls keep those connections strong year round.

How to Make FORD Calls a Daily Habit

Consistency is the key to success with FORD calls. Here's how to make them a natural part of your daily routine:

1. Set aside 20 minutes to an hour each day. Call five people from your database. If they don't answer, leave a message and send a text. Make a note and set a task to follow-up.

2. Lead with curiosity. Ask open-ended questions that invite conversation.

3. Take notes. Record details in your CRM - birthdays, kids' names, interests, future plans.

4. Follow-up thoughtfully. Bellator offers many auto-flow tools to make sure your contact knows you're a top-notch real estate professional.

5. Be consistent. A few intentional calls each day build a powerful network over time.

The Power of Listening

When you ask a FORD question, pause and truly listen. Give people space to share, typically give them at least 70% of the talk time. The more they open up, the deeper the connection becomes and the more likely they are to think of you when a real estate need arises.

The Bottom Line

Real Estate is, at its core, a relationship business. Success doesn't come from the number of transactions you close - it comes from the quality of the connections you maintain.

By making FORD calls part of your regular routine, you'll strengthen relationships, increase referrals and build a business that thrives through trust and genuine communication.

In the end, it's simple: focus on people first and the business will always follow.

I'm sitting at my desk and my left knee hurts, my right foot is throbbing, and my reading vision took a turn for the worse after my recent cataract surgery. But there is good news. My people, the Baby Boomers, are leading the nation in home buying and selling! Today the Baby Boomers are between 60 - 78 years old, born from 1946 – 1964 (I'm 1963). 

According to the National Association of Realtors' 2025 Home Buyers and Sellers Generational Trends Report, Found Here, Boomers have recently represented 53% of the Sellers and 42% of the Buyers, outpacing the 2^nd place GenXer Sellers by a wide margin (only 22%) and the 2^nd place Millennial Buyers (only 29%). The large share of real estate purchases by Boomers has brought multi-generational home buying to a record level.  28% of Boomer purchases and 17% of all purchases were multi-generational in 2024.

This NAR report has 131 pages of comprehensive real estate information and trends taken from surveys of transactions from July 2023 through June 2024. There are 7 chapters in the survey covering all aspects of real estate transactions, age groups, marketing, types of homes, why they sold, why they bought, how they found their agent, etc. 

Chapter 3 of the report is entitled "The Home Search Process". It probably doesn't surprise you but looking online as the first step taken by buyers in 2024 lead the pack at 43%, vs. 21% who contacted a real estate agent first. Tied for 3rd place as the first step were both about gathering information about the home buying process, either looking online or talking with a friend or relative. As far as information sources used in the home search, 86% of buyers relied upon information from a real estate agent (YAY!!). Where do you think most buyers found the home they purchased? You guessed it…51% found it on the internet and 29% of the homes were found by a real estate agent. I found the following statistic fascinating…only 4% found the home they ultimately purchased by seeing a yard or open house sign. 55% of buyers stated that the hardest step of the process was finding the right property.

Do you need any reassurance that good pictures and detailed information need to be in your MLS listings?  83% of all buyers stated that photos were very useful, and 79% stated that detailed information was very useful. These categories were way ahead of the 3^rd place floor plans. Good news, 47% of buyers said that real estate agent contact information was very useful.

We should all read Chapter 4, "Home Buying and Real Estate Professionals". 40% of buyers found their real estate agent referred by a friend, neighbor or relative, while only 17% used the agent previously to buy or sell a home. Answer your phone…it leads the way in first contact with the agent…and 75% only interviewed 1 agent. And do a good job, 20% of buyers recommended their agent 4 or more times!

Chapter 6 shows that 90% of home sellers used an agent or broker and 88% were very satisfied with the selling process. 

Chapter 7 says that 38% of home sellers were referred to the agent by a friend, neighbor, or relative, and 28% used the agent previously to buy or sell. That means that 66% of the listed homes chose agents because of their previous performance. 3% visited an open house and met the agent, 2% saw agent information on a sign or open house, and 4% found the agent through a website. There are other categories as well, but most was from previous business or a referral.  Stay in touch with your sphere!!! And I should add that only 4% of sellers chose their agent because of the commission.

Even better than the referrals from buyers, 25% of sellers recommended their agent 4 or more times.

I only covered a fraction of the information in the report. I'm posting the link for you again here: National Association of Realtors' 2025 Home Buyers and Sellers Generational Trends Report. This report will help you focus on all aspects of your business and what the consumer is looking for. Just because some marketing seems flashy or unique, doesn't mean that it is important to the consumer. The consumer wants us to do our job, and do it well. And they will reward you with referrals!

The famous sculptor, Michelangelo, said, "I saw the angel in the marble and carved until I set him free."

It's a metaphor for how he saw art – as potential that already existed within the stone and his job was to chisel away the excess until it was revealed. That idea translates far beyond art and scultping to your every day life and mine.

Michelangelo said, "he didn't create the angel — he just chipped away everything that wasn't the angel." That's what vision does. It shows you who you are becoming, and then it forces everything else to fall away. If you have a vision, you will willingly restrain your options to capture it.

VISION is what allows you to see potential and keep chipping away despite every hindrance and distraction. You know you're not just chiseling rock; you're freeing an angel. And vision gives pain a purpose.

In our business, vision will either make or break you...

• Vision will cause you to block out your sales meetings; nothing will keep you from them.
• Vision will find you making calls every day; it is non-negotiable.
• Vision will lead you to work to the very end of 4th quarter.

We play from the snap to the whistle. And this year isn't over yet. This is the quiet part of success. The unglamorous part. The part nobody claps for. The part that literally builds you into the kind of professional who can handle the success you want but maybe aren't completely confident you can achieve or deserve.

My advice?

Intentionally spend time with game-changers, not energy-drainers.

FREE THE ANGEL.

Chip away everything from your calendar that doesn't look like your vision.

FREE THE ANGEL.

Hang with producers; don't let a lack of confidence keep you from it.

FREE THE ANGEL.

Grow with people who are actively rewriting their future instead of commenting on everyone else's.

FREE THE ANGEL.

Show up. Shut out the noise. Pick up your chisel. Do the work.

Your vision is waiting to be carved out of today's grind. Michelangelo was called Il Divino (the Divine One) because he could see the angel before anyone else and just kept chipping. Your "chisel" is a phone, a CRM, and a spine.

Keep chipping. You might not feel divine, but to the people whose move you make possible… you're pretty close.

The more I read and the more I learn, the clearer it becomes that long-term sustainability in this business requires one thing: you must become THE source for real estate information for everyone you know.

It really is that simple.

This isn't about instant gratification or getting likes on a single post. This is about a long-term, sustained message that communicates your skills and the care you provide. It's about branding yourself as the go-to expert. While it is the easiest and lowest-cost marketing you can do, it's often the hardest to get agents to do consistently.

If you are not constantly reinforcing your value, how can you expect people to use you over the other agents they know? The truth is, if you are visible and consistent, you won't have to convince them—they will convince themselves.

The Power of Perception: The Story of "Jim"

I have a friend—let's call him Jim—who went to high school with me. He asked me one day, "Have you seen how great Jim is doing in real estate? I think he only started this year."

I had seen Jim's posts all over social media. It seemed like he was constantly posting videos of houses, interviews with lenders, photos of community events, and promoting open houses. The perception was that he was absolutely crushing it.

Out of curiosity, I looked up his stats. Jim had indeed started about 12 months prior but had only closed one transaction in his first 8 months. His reality was very different from his perception.

But here's the lesson: that perception eventually became his reality. I later saw that Jim closed 9 transactions in his next 18 months. When I asked him about it, he 100% credited his success to doggedly branding himself as someone who knows real estate.

The Three Critical Lessons

1. Public perception is your reality. Your sphere doesn't see your sales numbers; they see what you share. The clients Jim eventually worked with were impressed, and every single one of them knew other Realtors. They chose Jim because his consistent presence created the undeniable perception of an active, knowledgeable expert.
2. If you are not visible, you are leaving money on the table. Everyone with a pulse knows 2 to 10 Realtors. I can't explain the psychology of why someone you know, and trust might call a "Jim" instead of you, but it happens every day. If you aren't actively branding yourself, people in your own sphere will use—and recommend—the agent who is.
3. You Don't Need a Closing to Have Content. The biggest mental hurdle for many agents is the belief that they need a recent sale to have something to say. Jim's story proves this is a myth. For his first eight months, he wasn't posting about his own deals—he didn't have any. He was posting about the market, the community, and the process. He interviewed lenders, showcased local businesses, and shared valuable real estate knowledge. He understood that his value to the public wasn't his sales record; it was his expertise. By consistently sharing that expertise, he built the trust that led to the sales. Don't wait for the business to create your content; create the content that will build your business.

What People Actually Remember

No one remembers the one-off post from two months ago that said, "Call me for your buying and selling needs." What they do remember is consistency. They will remember how much you communicated, not always what you communicated. In the world of social media, this frequency creates a powerful correlation in their minds: activity equals expertise.

I see it constantly. Someone posts, "Need a Realtor, who do you recommend? Go!" And the agents who get tagged are always the "Jims", the ones who are relentlessly visible.

This is the game. Use it to your advantage. Stop leaving free opportunities on the table and start using the company-provided content your Marketing Department creates for you every week. These are leads and future deals waiting for you, without a fee paid to Zillow or anyone else.

They are yours for the taking. Become THE source. Start today.

If you have not had to deal with a difficult buyer or seller, consider yourself fortunate! Dealing with a difficult buyer or seller in real estate requires a mix of emotional calmness, professionalism, but more importantly, strategy, all of which can be extremely challenging at times.

What is emotional calmness? NOT getting emotional! You just cannot allow yourself to get emotional regardless of the circumstances. As soon as you do, you and the deal will start circling the drain.

How do you remain professional with a difficult buyer or seller? Refer back to emotional calmness!

This leaves us with the strategy of dealing with a difficult buyer or seller. Here are a few things I have learned over the years:

1. Stay calm - Do not mirror their emotions. Do not have a reaction! Always maintain your composure even if they become irrational or aggressive. This is NOT easy to do, but, in most cases, once they have expressed their unhappiness and time passes, they will calm down and even apologize. If you mirror their emotion, it will not end well.
2. Set clear expectations - Define timelines, boundaries and responsibilities early.
3. Document everything - Keep detailed notes! Keep all emails and texts! Use addendums for all changes to prevent disputes.
4. Be a problem solver - Shift focus from confrontation to collaboration. Use phrases such as, "let's work on a solution", or "Here's an idea", or "Tell me how you would solve this situation".
5. Know when to walk away - If someone becomes abusive, unrealistic or an obvious time hog, it's okay to end the relationship professionally.

Difficult Buyers - Common types and how to manage them:

• The Lowballer
  • What to do: Educate them on the market and simply explain why their offer might be rejected. Use data, NOT emotion. Show the risk of losing the deal to another buyer.
• The Buyer That Cannot Pull The Trigger
  • What to do: Use the KISS method! Keep It Stupid Simple! Narrow their choices based on their needs and wants. Create urgency by not showing them too many properties.
• The Know It All
  • What to do: Acknowledge their research or that they were in real estate 20 years ago, then provide your insight based on facts (data). Avoid arguing (remember your emotional calmness). Present yourself as a helpful partner, not a challenger.
• The Unrealistic Buyer
  • What to do: Educate them on what their budget can realistically buy in the current market. Use the facts (data) to set realistic expectations.

Difficult Sellers - Common Types and how to manage them:

• The Overpricer
  • What to do: Provide the facts (data). Give them a detailed comparative market analysis (CMA) to support a realistic price. Days-on-market is a great tool to show overpriced properties vs. accurately priced properties.
• The Emotionally Attached Seller
  • What to do: In your emotional calmness personality, remind them they are selling a product, not memories. Get them excited about their new property to disrupt their emotions.
• The Micromanager
  • What to do: These sellers are very difficult. You need to set boundaries for communication. Create a schedule to update them at consistent specific times to avoid constant interruptions.
• The Blamer
  • What to do: Stay factual! If the property isn't selling, revisit the market data you provided them earlier in the process. Data is factual! Never take blame that isn't yours. Politely show them your notes that you have been taking (because you knew they were going to be difficult when the process started).

Dealing with difficult buyers and sellers are always easier when you use a strategy with emotional calmness!

For those of you in South Baldwin, BBB is a common acronym for Big Beach Brewery, I think it's the only brewery in Baldwin County east of Fish River. It is a fun local haunt where you can frequently hear people yell, "Norm!!!" when a familiar face walks in.   (For you youngsters, you ought to look up the sitcom "Cheers", you'll thank me.)

BBB also stands for Building Business Basics, which I have never heard before, but it's probably used out there somewhere. The BBB of real estate, as you know, begins with connections with people. We recently had the opportunity, or challenge, to increase our LoLo database to take advantage of a pricing discount. It had me thinking of ways we could increase our database.

This week, I looked over at my Ninja Installation handbook and noticed that it was opened to page 77, entitled "150 Ways To Build A Database". So I grabbed the book and took it home. I wasn't thinking that a simple google search would have taken me to this web page: 150-Ways-to-Build-Your-Database.pdf. That was easy!

Every once in a while, you should browse through this list. Some notables from the list:

• Who services your car?

• Who owes you money?

• Who is your pharmacist?

• Who prepares your taxes?

• Who do you play golf with?  (I have a good friend who plays a lot of golf, and it is his main source of real estate income)

• Who is your insurance agent?

The reason I have been buying Fords the past 12 years is because I listed and sold the home of the owner of the Foley Ford dealership. This type of business partnership is good for everyone.

Another BBB is sharing good content with your contacts. In addition to the Bellator weekly, "What To Post" email,  you probably run across an interesting article every day that would be worthy of sharing. These days, anything about the predicted course of interest rates grabs my attention.  

Don't you think that many in your sphere are interested as well? If you pay attention, it seems like Friday is the day that many mortgage brokers email their most recent rates. The week before last, a local bank shared some rates that caught my attention: 5.125% on a 15-year fixed, or 5% on a 15-year fixed loan above $400,000. I shared that information with many people, and I made sure that I told that to the broker that sent it out. Who knows, maybe that will lead to something.

Regarding content, my favorite topic to share with people is information about local capital improvement projects, either planned or in progress in our area. I find that most everyone is interested in projects happening in their area. Because I am very interested in this topic, I tend to share the information with most everyone I know. 

Several times a week, I'll get a call from someone asking me: "When is XYZ going to be completed?" or "What is going on at XYZ?". When I don't know the answer, it gives me the opportunity to find out and share. If you are interested in this topic, you can easily gather information from most city websites regarding their capital improvements or the items on the planning commission or city council agenda.  

For example, in Gulf Shores, you can go to:

City Projects | Gulf Shores, AL - Official Website

Agenda Center • Gulf Shores, AL • CivicEngage  (City Council Agendas)

Agenda Center • Gulf Shores, AL • CivicEngage (Planning Commission Agendas)

Orange Beach:

Council Agendas | Orange Beach, AL   (City Council Agendas)

You get the picture.  As easy as it is to find interesting information to share, I find that people would rather be told what is going on than find out for themselves. You can easily become the expert of what is going on around you. Make it a part of your routine to look this stuff up and share it. Your sphere would probably rather hear about this than Trending Paint Colors or Moving & Packing Tips.

Get to work on your BBB.  And if I happen to see you at the other BBB, I'll buy you a B.

As the air gets crisper and football season kicks off, it's the perfect time to pause, reset, and make a plan for finishing the year strong. Fall is a season of gathering - gathering with family, friends, and clients. And for REALTORS®, it's also the season to gather momentum.

Consistency Builds Connections

The agents who finish the year ahead of their goals aren't necessarily the ones who work the hardest in the last quarter - they're the ones who work with consistency. Small, steady touches keep you top of mind and show your clients and sphere that you care. Every coffee, call, card, and check-in adds up.

Your Fall REALTOR® Checklist

Here are a few action steps to get your fall plan rolling:

• Prioritize Family & Friends: A healthy work-life balance isn't just nice to have - it's essential. Carve out time on your calendar now for family dinners, football Saturdays, or quick catch-ups with friends.
• Client Property Reviews: Schedule time to reach out to your database for quick property check-ins. A personalized property review is an easy way to provide value and open the door to new business.
• Holiday Cards: Order and schedule your Thanksgiving or Christmas cards early. A handwritten note in the mailbox is a classic touch that never goes out of style.
• LoLo Touches: Don't just send your LoLo gifts - make them personal! A quick text or call beforehand ("Keep an eye out for a treat from a local favorite!") turns a digital gift into a real connection.

Plan Ahead, Don't Scramble Later

Block off time on your calendar now. If you set aside a couple of hours each week for touches and planning, you'll arrive at December not just having met your goals - but having built deeper connections with your clients and community.

A Final Thought…

We can't talk about fall in Alabama without a nod to football season. Whether your heart beats crimson or your blood runs orange and blue, let's agree on one thing: planning ahead beats playing catch-up every time. (And if you're still undecided, there's always "Go Jags!")

After the summer, real estate "typically" cools down as families settle into the school year, football season, hunting season and upcoming holidays.

This mindset change can present unique opportunities for strategic buyers and sellers.

My thoughts after Summer...

For sellers after the summer:

• Fewer buyers, but serious ones: With the market intensity decreasing, you will likely encounter fewer buyers. However, those who are still actively looking in the fall are often more serious and motivated.
• Be prepared to negotiate: Sellers who failed to attract buyers during the peak summer months may be more flexible on pricing and concessions. Sellers should be prepared to adjust their expectations to meet buyer demand.
• The condo market works a little differently. Sellers have just finished the peak rental season, so they're cash-flush from the income they've earned. However, they also know that as we move into the slower months and into 2026, they'll be facing more expenses to maintain these properties. That's why now is the time for them to be more aggressive and sell.

For buyers after the summer:

• Increased negotiating power: The post-summer market often favors buyers. With less competition and motivated sellers, buyers may have more leverage to negotiate on price, closing timelines, or inspection credits.
• Less competition: Fewer buyers are active after the summer, so they will face less chance of buyer competition. This allows for a more strategic and less rushed property search.
• More inventory options: With listings left over from the summer and new ones coming on the market, buyers will have more options to choose from. Buyers should be looking for properties with price reductions, as motivated sellers are more likely to have adjusted their asking price. 
• The condo market is a little different here too based on the seller's mindset.  Some may not be as eager to sell because they just made the rental income for the year and have some carrying funds for the off seasons ahead, while others will be eager to sell because they have this extra cash in hand.

My thoughts for the Fall…

The fall real estate market "typically" presents benefits for both buyers and sellers due to reduced competition compared to the busy spring and summer months, potentially leading to more motivated sellers and better negotiation opportunities. 

Buyers can find less stressful buying opportunities and more choices from properties that will come on the market after the summer, while sellers benefit from more serious, time-sensitive buyers.

For Sellers:

• Less Competition: With a lower inventory of homes for sale in the fall, their property is more likely to stand out and attract serious buyers. 
• Motivated Buyers: Many fall buyers have a specific reason to move, such as a job relocation or the desire to be settled before the holidays, leading to more serious and quicker sales. 
• The condo market in the fall and towards the end of the year my provide sellers with buyers that may want/need to spend some money before the year end, and a condo is a great income producing alternative to the stock market.

For Buyers:

• Less Competition: Fewer buyers are looking in the fall, meaning less pressure and more room for negotiations.
• Motivated Sellers: Property owners who listed in the spring or summer but haven't sold, may be more motivated to sell by the end of the year for tax or relocation reasons, potentially leading to price reductions or concessions. 
• More Inventory: Property that didn't sell during peak season remain on the market with more motivated sellers, while new properties enter the market  offering buyers more options. 
• The condo market is a great alternative to place money elsewhere before the end of the year for tax purposes or to fulfill a long time desire to own property at the beach before the 2026 rental season.

Time to focus on your Fall business and start thinking about your 2026 business plan!

September is Realtor Safety Month, a crucial time to focus on the unique risks and safety concerns that come with being a real estate professional. While the job is generally safe, it's vital to be prepared for the unexpected. Developing and practicing a personal safety plan isn't about being paranoid; it's about being proactive and ensuring you're ready to protect yourself in any situation.

According to a 2020 NAR Realtor Safety Report, a significant number of agents have experienced situations that made them fear for their personal safety. These facts underscore the importance of having a plan and a mindset of constant awareness.

A Comprehensive Safety Checklist

Here is a comprehensive guide to help you stay safe, combining best practices for various scenarios.

Before You Leave the Office

• Create a Danger Code: Establish a specific word or phrase with a colleague, friend, or family member to use if you are in a dangerous situation. This could be a text or a call that signals you need help without alerting a potential threat.

• Vet New Clients: Whenever possible, meet new clients at your office or another public place before heading to a property. This allows you to verify their identity and get a sense of whether you feel comfortable with them. Make a copy of their driver's license and leave it with someone you trust.

• Share Your Schedule: Always let someone know where you are going, who you are meeting, and when you expect to return. This is your most important safety net.

• Insist on Separate Vehicles: Never get into a client's car, and don't allow them to ride with you, especially if you're meeting for the first time.

• Carry Your Essentials: Keep your cell phone fully charged and in your hand. Bring any personal safety equipment you own, such as mace or a personal alarm.

During Showings and Meetings

• Survey the Property: Arrive early at the property to ensure you have a cell phone signal. Unlock all doors, especially exits, so you can make a quick escape if needed.

• Stay Near the Exit: When showing a home, always let the client walk ahead of you. This prevents you from being trapped and keeps you closest to the exit.

• Don't Get Boxed In: Park your car in a spot that cannot be blocked by another vehicle, never in the driveway. Always drive your own car to and from appointments.

• Practice a Quick Exit: Have a ready-made excuse to leave, such as an "urgent call" you need to take or a family emergency.

• Have a Check-In System: Let your client know that you need to make a quick phone check-in with your office. Leave a message stating your current location and who you are with, even if no one answers.

• Be Mindful of Your Surroundings: Avoid showing homes after dark and keep all lights on. Consider bringing a colleague or lender with you, especially for open houses.

• Protect Your Possessions: Always keep your keys and phone in your hand. Leave your purse or laptop bag in your car trunk.

Setting Boundaries

• Trust Your Gut: If something feels wrong or a person's behavior makes you uncomfortable, trust your instincts. It is always better to be safe and walk away than to risk a dangerous situation. Your safety is more important than any potential sale.

• Limit Personal Information: While it's fine to be friendly, avoid sharing personal details about where you live, your family, or your relationship status. You can be friendly without being a friend.

• Research Clients: Utilize online tools like Forewarn and social media to research new clients before you meet them.

Leveraging Technology

• Download Safety Apps: Many apps like Forewarn and ShowingTime have built-in safety features that can provide an extra layer of protection.

• Know Your Devices: Familiarize yourself with the safety and panic button features on your smartphone and smartwatch. These can discreetly alert your emergency contacts or call 911 if you need help.

• NAR Resources: Visit the official NAR website for videos and a compiled list of recommended safety devices and apps.

Staying safe in real estate requires a conscious effort and a commitment to these practices. By being prepared, you can navigate your career with confidence and peace of mind.

*NAR has spent a lot of time and effort on Realtor Safety, do yourself (and your family) a favor and check this page out, https://www.nar.realtor/safety

We know Alabama runs on Caveat Emptor — Buyer Beware. For older homes, the seller doesn't owe a long list of disclosures like they do in other states.

The only time we have to speak up is if:

1. There's a health or safety issue
2. We've got a special trust or fiduciary relationship - or -
3. The buyer asks a specific question.

On top of that, RECAD tells us our job is to act honest, use good skill and care, and share material facts with our client they couldn't easily see for themselves.

That being said, we should never speculate or, in any way, present ourselves as expert home inspectors. A good rule of thumb is to provide three good options to the seller and ask them to interview them over the phone and to research and use any inspector they want. The inspector works for the client, and we should not interfere.

Why We Don't Attend Inspections

• It's Not our job. If you stand there while the inspector is working, it may be seen by your buyer that you took on the duty of inspecting the house yourself.
• Talk can turn into liability. One off-hand comment like, "Oh, that doesn't look too bad", can come back and bite you in court.
• Respect the roles. Inspectors are licensed for a reason. Let them do their job without us..
• Liability. If a lawsuit gets filed, the minute they hear you were in the room, your name is likely on it.

Smart move: Let the buyer meet the inspector. Facilitate entry to the home; if needed, get the report in writing; then handle repairs or negotiations the right way — on paper.

Why We Don't Coach Sellers or even be in the Room on Seller's Disclosures

Alabama doesn't require a seller's property condition form for used homes. A lot of brokerages, including Bellator, still use them to limit liability for our company, the agent and for the seller, but here's the trick:

It has to be the seller's words, not yours.

• Don't coach. If you suggest what they should or shouldn't write, that can look like you're helping to cover something up.
• Stay in your lane. Your duty is to your client — not to fill out their paperwork for them.
• Keep your protection. If you just pass along what the seller said, you're usually safe.

Best advice to a seller:

If you choose to fill it out it needs to be your honest answers. If you're unsure of a question, "I don't know" is a perfectly legitimate answer.

Be safe out there and have a great weekend!

Pete Perkins (Gulf Shores office) has been collecting condo sales data every 6 months for the past 20 years. You won't see similar statistics anywhere else because Pete only includes direct Gulf Front, 2 and 3 bedroom condo units in Gulf Shores and Orange Beach. Condos across the street, or complete side views, are not included in the data. This collection of data shows a more accurate picture of Gulf Front condominium values, keeping the non-Gulf Front from skewing the results.

A review of this 20 years of data tells a lot of stories:

• The highest average selling price per square foot was $575, which occurred in the second half of 2023.
• This peak average sales price was ONLY 9.5% higher than the average square foot price in the second half of 2005 – 19 years earlier.
• Prices fell all the way to $236 per SF in the 2^nd half of 2011; a drop of 55% in 6 years.

If your clients were smart enough to purchase in 2011, today they would be sitting on a 139% gain in value.

• The number of sales transactions was the highest in the first half of 2021 with 402 sales.
• The lowest number of sales transactions was in the second half of 2007 with only 89 closings.
• There were 4 periods of sales transactions under 100 from the second half of 2005 through 2007.
• Sales transactions fell to only 125 in the 2^nd half of 2024, which is the lowest number of sales since the second half of 2008.

Through April 27 of 2025, there were only 86 sales, so the first half of 2025 should be similar or lower than 2024.

A look at the days on the market (DOM) since 2005 shows that even with a slowing of transactions recently, our DOM today (for sold units only) is 96. From 2005 - 2017, a 12 year period, the DOM averaged 198 days! From 2018 - 2014 DOM remained lower than 100 days, however, the first part of 2025, it has averaged 103 DOM. 

Since 2005:

• Highest DOM was 601 in the second half of 2006, but that is an outlier…the next highest was 266 in the second half of 2008.
• Lowest DOM was 33 in the second half of 2021, and the first half of 2022.

All these data points show The Great Recession, The BP Oil Spill, subsequent slow market recovery after 2011, craziness after COVID, and then where we are today, trying to figure out where we will land. It is amazing to me how high prices went in the 2005 time frame, and it took 18 years to get back to that level. It just goes to show you how far the recession and oil spill knocked us down (57%) in value from our 2005 peak.  

Today, we have a perfect storm of high insurance costs, relatively high interest rates, and somewhat of a softening in rental performance. Combined, this should put some downward pressure on sales prices, but most owners are sitting on a lot of equity and not in the mood to reduce prices. The Gulf Front condos price per square foot has dropped less than 2% since the peak in 2022. Compare this with the Great Recession drops, in a two year period from 2005 to 2007, average pricing dropped almost 33%.

The graphs below of this data tell a visual story of the last 20 years.

Thank you Pete for putting all this data together over the years.  Many of us have been knee deep in this roller coaster condo market for 20 - 30 years, and we have survived. No telling what the next 20 years will tell us, but I'll be happy to write another Broker Bit about it in 2045!

Ever heard of the "6 Degrees of Kevin Bacon"? The theory goes that everyone is just six connections away from Kevin Bacon. Now, swap Hollywood for real estate and Kevin Bacon for your next client, and suddenly, you've got a powerful networking mindset with energy, kinetic momentum, and a whole lot of positivity. 

In real estate, it's not just who you know — it's how well you show up. Whether you're one handshake away or five, your personality is your brand. Here's how to put that six degrees theory to work for your real estate business: 

1. Get Hyper-Local 

• Attend community events, sponsor a school fundraiser, or support a local food truck night. Show your face, shake some hands, be that familiar name people remember when they think "real estate." 

2. Be Consistently Social 

• Show off your listings, but also show YOU. Share local highlights, happy closings, or the behind-the-scenes of your day. Your vibe attracts your tribe—so let your positivity and personality shine. 

3. Build Your Referral Web 

• Stay connected with past clients and industry pros. One client's cousin's co-worker could be your next listing. Follow up. Check in. Stay top of mind. 

4. Partner with Local Businesses 

• Co-market with a coffee shop, gym, or florist. It's a win-win—and it gets your name in front of fresh faces who trust those businesses already. Speaking of local businesses, add LoLo to your business plan today; reach out to marketing for all the details. 

5. Make Real Estate Kinetic; Show Up with Value 

• Share market tips, send property reviews consistently, send home prep guides seasonally and offer community insights. Be your clients' source for everything real estate! The more visible, the more valuable; YOU are a pro, giving consistent, solid info. 

So, maybe Kevin Bacon won't buy a bungalow tomorrow… but his hairdresser's cousin's college roommate might—and if you keep showing up with the right mix of value, energy, and heart, they'll think of you first.

I think one of the hardest things for most of us is dealing with objections from clients. The first key to successfully handling objections is to NEVER take the objection personally. Remember, an objection is really a request for more information or clarification, which is an opportunity for your help.

Here are some simple and easy steps for overcoming objections:

1. Acknowledge

2. Ask Questions

3. Confirm

4. Respond

5. Ask for Action

Acknowledge the Objection:

After someone poses an objection, it is important to immediately acknowledge their concern. People need reassurance they are being heard and taken seriously or they won't feel you are looking out for their best interests.

One method to quickly accomplish this is through the Three F's Method: Feel, Felt, Found.

For example, if the objection is, "I don't want to pay that much in closing costs," you might say, "Mr. Seller, I understand how you feel. Some of my past clients felt the same way, and after working together on the issue, here is what we found..."

Don't say you agree with the client's objection, simply confirm you are aware of their concern, or a need for clarification or more information. Acknowledge you are listening, you understand the client has a concern, and that you empathize with him/her.

ASK QUESTIONS:

Next, you want to make sure you know the true objection. Sometimes the client objects to one thing, but they are really objecting to something else. If the objection is not crystal clear, now is the time to demonstrate your expertise and ask clarifying questions to accurately assess the client's position.

Probing for information, is a good way to use open-ended questions that begin with words such as "why," "describe," "explain," "tell," or "share" to elicit a useful response.

For example, "Just out of curiosity, why do you feel that way about the buyer's request?"

CONFIRM:

After asking probing questions and effectively listening, the next step is to confirm if this is the only concern that needs to be addressed.

For example, "So, you feel the amount the seller is willing to offer for a carpet allowance IS too low. Is that the only thing that is holding us back from closing this deal?"

Keep in mind that more questions and concerns may surface as the process continues. Follow the same sequential steps discussed here for each until you move to the next step. Use your experience and expertise to proactively assist the client. There may be situations they are not aware of and your role is to educate the client on what they need to make an informed decision.

RESPOND TO THE OBJECTION:

Now, the next step is to respond to the objection. This is where we attempt to overcome the objection or concern.

It is important to be confident in your expertise and exercise control over the situation. You do not want to insult the client or come across as condescending, but you also do not want to wander away from their goal. Using real life examples, visuals, or everyday analogies are the most effective ways in helping respond to the objection.

For example, a seller wants to sell for $380,000 but the market analysis indicates comparable homes are selling at $370,000. Try this:

Licensee: So, Mr. Seller, according to the market analysis, your home is worth about $370,000, right?

Mr. Seller: Right.

Licensee: And you feel the best list price is $380,000?

Mr. Seller: Yes.

Licensee: OK, I understand. I have had many clients feel the same way. Can I ask you to consider this: do you think if we put your house on the market for $340,000, would it sell?

Mr. Seller: Of course, it would. But we would be giving it away.

Licensee: Right. Remember, the comparables are telling us $370,000 is a fair price to get the average number of potential buyers. I've found going above fair market to start is something my clients have universally regretted later. The higher you price over the fair value, the fewer potential buyers you will have (because you lose them to better homes) and the longer it takes to sell.

We all know what happens to items for sale when they are on the market too long. For example, what do grocery stores do with over-ripened, stale or not fresh items?

Mr. Seller: I guess they discount it heavily and eventually throw it away.

Licensee: Exactly, because it has gotten old and stale. When a house is on the market for a long time, it also becomes stale, and buyer requests for showings drop off accordingly. The best time to sell is as soon as you put it on the market, so we want to package it right up front--photos, curb appeal, marketing and initial listing price. After 30 days we may have to come down to the price the market analysis is giving us anyway, so we've found it is best to start there instead, when the house has its highest potential to sell and we can capitalize when it gets the most attention.

ASK FOR ACTION:

Now that you have acknowledged the objection, asked probing questions, confirmed, and responded to the objection to the client's satisfaction, the final step is to ask the client for action on his/her part to help overcome the objection.

For example, "Mr. Seller, now that everyone has agreed to each give up $250 to satisfy the buyer's request for a $500 window repair, are you now ready to close the deal?"

Here, you are strategically including the client in the process and soliciting buy-in from him/her that the objection or concern has been resolved, pending the completion of the tasks by all parties.

It's also important for us to remember- objections are coming. We should expect them, and we should not be emotional about it. It's not about us; it's about them. We are guides.

Keep this in mind and try to always be the calmest person in the room.

To be an "on-purpose REALTOR®" you must FOCUS on the vital few and stop wasting time on the trivial many!

The three things that make an "on-purpose REALTOR® are mindset, skill set and action. If you don't have the right mindset, are not willing to learn/do the skill set, and don't put the skill set into action… you will be an "on-accident agent."

The NINJA philosophy is focusing (give 100%) on the vital few that will give you the greatest results for the time/energy invested.

The vital few is the 20% of the 80/20 Principle. No, this does not mean you can just put forth a 20% effort. This means you need to focus on defining your 20% (the vital few) and give 100% on the vital few to maximize your time/energy for the best results.

The 80/20 Principle is a minority of causes or efforts that leads to a majority of the results. 80% of what you achieve in your life and work, comes from 20% of the time spent (the vital few). This means four-fifths of your effort is wasted. Determine the 20% (the vital few) that works for you, FOCUS on that 20% (the vital few) and stop wasting time.

Here are some interesting 80/20 principles:

• 80% of sales come from 20% of your clients. These clients are the vital few!
• 80% of your time is achieved with the first 20% of your effort.This effort is the vital few!
• 80% of your knowledge is used 20% of the time.This time is the vital few!
• 80% of results are caused by 20% of thinking and planning. This thinking and planning is the vital few!
• 80% of our income comes from 20% of your activities. These activities are the vital few!
• 80% of a seller's decision to list with you is based on 20% of what you say/do. What you say/do is the vital few!

Practicing 80/20 Thinking:

• Finding and doing the vital few! (What tools and effort work for you?)
• Simplicity! (Keep it simple and stress free)
• Leverage – do more of what works (the vital few); do less of what doesn't.
• Focus on what gives you the biggest return (the vital few) for your time and money?
• Focus on those you enjoy working with the most – buyers, sellers, investors
• Focus on the activity you enjoy the most – listing or selling.
• Focus on the highest income/hour activities (the vital few) and keep them in action!
• Eliminate waste – start a "STOP DOING" list. If there are tasks that are not producing for you, STOP doing them and focus on the vital few!

Trivial Many Examples That Will Waste Your Time:

• Unnecessary processing – Doing the same thing over and over expecting the same results. Just STOP!
• Taking a listing that you know will not sell because the seller is not taking your professional advice, especially related to price. Just STOP!
• Inventory (unsold homes) – There is a reason they have not sold! Someone could not put the reason into action. It must have been an "on-accident" listing agent thought process
• Unnecessary movement of people or professional lookers – Showing buyers more properties than necessary! There are a lot of reasons/excuses why this happens… just STOP!
• Unnecessary emails, calls or text about properties that are on the market now but most likely will not be when your client is "ready" six months from now. Just STOP!

Remember:

• Life has no rehearsals, only performances. (Focus on the vital few!)
• Time is life.
• Life is our most valuable asset. (Don't waste it!)

Be an "on-purpose REALTOR® and FOCUS on the vital few!

Hi guys. I hope everyone is having a great 2025. 

If you've seen any of my past posts, you know I live and preach establishing positive daily habits that will help you toward your goals in real estate (and in life) - basically, the Ninja Nine.  I do realize, however, that we have agents who are stuck and perhaps frustrated because the precursor to most of these habits is having a database of 50-200 people, who know and like you enough that you can have comfortable live flow with them regularly.

For those of you who do not have this established, you still need positive daily habits, but they may need to be adjusted to address your primary goal of creating a database that will feed you throughout your real estate career.  Here's an example of daily tasks that you need to make into habits if you're an agent who doesn't yet have a viable database.

1. Same as Ninja Nine - begin everyday with Mindset work.  Daily gratitudes, affirmations and positive readings. Do this before opening your emails, texts or social media.
2. Show Up! - come into the office. You may have asked yourself, "Show up and do what?"  Keep reading, there's plenty to do to help you reach your goals - not busy work, productive work. But the dirty word there is "Work" - without it, you will not succeed in this business.
3. Write 2 personal notes per day.  Not related to business - just putting positivity into the world.  

You'll do well to follow these first three habits for the rest of your life - working or retired.  These, along with an attitude of abundance and maintaining a player rather than victim mentality will help you focus on the positive in life, which in turn brings positivity into your life and allows you to have more joyful days. The business benefit is people are attracted to positive people;  if you focus on the negative, you will be negative and repel people and business.

I won't focus on habits four through nine in this article, but they become vital once you have started your database. One thing to remember, do not wait on perfection to get started - start TODAY.  Waiting for all conditions to be perfect equals never getting started - in which case, you'd make more money as a referral agent, which yields far less than your potential income - but doesn't really require work or discipline. Be honest with yourself about your work ethic and how coachable you are willing to be.

After #3 this becomes your morning routine - Finding and building relationships.

First, make sure to know this month's Vital Signs for your area. Then review the MLS for new listings - stay abreast of your market! Go back over the past six months in Paragon and read all Government Affairs reports for your area - read these monthly.

Then, block one to two hours a day TO BE SOCIAL. Find your spot(s) and hang out with your name tag on. Dress professionally. No work out attire, t-shirts, etc. Coffee shops are big here in Fairhope, but you'll need to find your spots near you or your office where folks congregate.

No ear buds. It's okay to bring your laptop so you don't look like a stalker, but don't focus on it. Smile at folks, introduce yourself and ask leading questions that allow them to talk about themselves. Listen well and make notes as soon as the conversation is over. Give them a card and try to get their card. Again, be knowledgeable about the market because they may ask you about it. If it's something specific, get their contact information, find the information and call them back by the end of the day. Make your goal to create at least one relationship per day to load into your database. 

Eventually, you'll be spending most of your day working "IN" your business, but if that business isn't here yet, work on your Skillset - go to open houses, preview vacant listings, etc.  

At the beginning of the week, find an open house or two to hold open that coming weekend. Once secured, your job is to become an expert in that neighborhood or area. Create an Open House flyer (Bellator Design House) and walk the neighborhood. Knock on 20-50 doors in the neighborhood handing out flyers and inviting the neighbors - ask if they might know anyone who may want to live in the neighborhood and offer to send those people an invitation/flyer.

Finally, before the end of each workday, enter your new relationships into your CRM, make notes of your conversation, set up Autoflows in your CRM (MCFL, Bellator digital newsletter, Market Searches, Social….) and create a task to remind yourself to follow up. I'd suggest a coffee within that first week.

The key takeaway here is regardless of whether you have or don't yet have a database, it is vital you instill the discipline and work ethic to show up daily if you are to achieve your potential in this or any other business.

The work is there to be done. The question is simple - Are you willing to consistently do the work?  Stay in-flow with your broker and ask questions. This is why we're here. We want you to succeed.

Thanks for your time, my friends. I hope this is helpful to at least a few of you. Enjoy your weekend and be safe.

In my experience, the answer to the questions above are not black and white. Unfortunately, in practice, the answers depend upon location, property size, past activity, condition of the property, future use of the property, and sometimes it seems, the whims of the Federal or Local agencies that enforce the regulations.

I'm going to ramble a little here, and I am not an expert. Over the years, I have read numerous regulations, spoken to many city planning departments, corresponded with and represented multiple developers, and have worked with many professional consultants. The more I experience, the less I know. Actually, we do need to know enough about wetlands, beach mouse, and other environmental regulations to know that we need to recommend guidance from professionals that advise on these topics for a living. We should know enough to know that a property has the potential to be affected by certain regulations, and how to advise our clients to seek proper professional advice.

My desire to touch on this subject in a Broker Bit is because I am confused about the different interpretations of various environmental regulations.

• 7 years ago, I listed and sold a large acreage tract. The seller was willing to obtain a wetlands delineation. We hired one firm that came back with a result showing 40% of the property was potential wetlands. The seller did not like the results and hired a different firm. The new firm came back with about 10% wetlands. The large disparity was a disagreement about "Jurisdictional" vs. "Isolated" wetlands (See Sackett v. EPA).  The Corps of Engineers concurred with the 10%.
• A good client of ours purchased some commercial property in Fort Morgan. Prior to closing, she discussed the beach mouse situation directly with USF&W with no red lights.  A year later after closing, an adjacent property became available, which would provide even more property to develop, or make it more feasible. She went under contract on the property. In her due diligence, USF&W asked her to do residential instead of commercial, or she would be required to purchase a similar sized lot in the Fort Morgan area and convert it to habitat as part of her mitigation. This killed the deal, but did not kill her first acquisition for some reason. She did not hire a consultant.
• I have been involved with two, similar sized gulf-front properties, about 1 mile apart. One of the properties has historically been trampled upon, used as temporary storage, and has had multiple activities with heavy equipment on the lot. The other lot is almost pristine beach, dunes and sea oats. One was determined, without any testing, to be beach mouse habitat. The other one was determined, without any testing, not to be located in beach mouse habitat. Guess which one was which. Wrong!!

There are all kinds of these stories around, and I am pretty sure there is justification for each decision, but if we are not professionals in the environmental industry, we cannot rely on what appears to be common sense. To complicate matters further, the environmental regulations are under continuous change, either because of lawsuits or different administrations. For example:

• In Sackett v. EPA, the 2023 Supreme Court ruling narrowed federal protections for wetlands under the Clean Water Act, requiring a "continuous surface connection" to be federally protected, potentially exposing many wetlands to development.    (When I googled, this was an AI Overview, so forgive me, but it is interesting reading). 
• Wetlands Fight Teed Up for Arguments | Florida Realtors :  In 2020, the EPA shifted permitting authority to the State of Florida for projects that affect wetlands in the state. Conservation groups have sued to shift permitting authority back to Washington, D.C. Arguments are slated for May 2025, and in the meantime, there is confusion over who has authority to issue permits.
• Need a Beach Mouse Permit? Do you know what an Incidental Take Permit (ITP) is? To apply for an ITP, you need to fill out the necessary forms, pay a processing fee, and potentially perform a cultural resource survey.  And, you can start your process at the Fairhope US Fish & Wildlife Office. Oh, wait a minute, did you see this:  https://yellowhammernews.com/doge-terminates-fairhopes-u-s-fish-and-wildlife-service-lease/   A U.S. Fish and Wildlife Service office lease in Alabama was canceled earlier this month by the Department of Government Efficiency or DOGE.  The U.S. Fish and Wildlife Service office in Fairhope had its lease terminated on March 3, according to DOGE's website.

So, let's see, what is the answer to these questions:  What Should We Know About Wetlands? What Should We Know About The Beach Mouse?  In my opinion, it is not "what we should know", but "who should we know".  That "Who" is a professional that makes a living knowing the "What".

I've been taking long walks every evening after work. The weather has been exhilarating and I'm noticing all of nature as it begins to change. I started snapping a quick pic here and there about a month ago when trees and bushes were still brown and appeared to be dead, while in fact, they were simply in the season of winter. With the right conditions and spring being what it is, the green has started to peek through. The more consistent the warm temps and sunshine, the more flowers have begun to show and all those brown trees are putting out tiny bright green leaves. 

When Daylight Saving Time came around again, I realized in the early evening, while it's still daylight, I can see the moon! To say I'm in love with all of nature and this new season right now would be an understatement. It has been a refreshing reminder that all of life, including your business, runs in seasons. While I know I can enjoy what just pops up randomly, I also know, that since I especially enjoy Drift Roses, if I plant them, pay attention, and do a few things consistently, the results will be stunning. Your business is like that --- what you do consistently, in season, will produce REAL RESULTS, so seize the day. Take ACTION! 

• Reach back to sellers who were waiting until spring; they're ready for your call. If you delay, someone else's sign will appear in their yard. Pull the numbers, know the neighborhood and GO already! 
• Meet buyers for coffee and come prepared to discuss neighborhoods they love. Open up your laptop and show them the last few homes that have sold in those areas. Bring flyers or business cards for lenders and home inspectors whom you know will take great care of clients. Set boundaries and expectations for how you work so they have a comfort level and confidence in YOU from the beginning. 
• Schedule an Open House for THIS WEEKEND. Create a work plan and follow through with marketing, signage – everything that makes for a great event! You are hosting a party! Take the time and thought to get it right and remember that follow-through is the whole ballgame. Chat with your broker and colleagues if you need to up your game. 
• Make 5 phone calls every day or make excuses -- you can't do both. One choice will take you to the next level in your life and the other will keep you from every dream you said you had. Remember, those calls don't need to be real estate specific! It set me free to simply call people on my list once I got it that we were going to talk about everything from the weather to the next holiday. Literally!  

F.O.R.D. (family, occupation, recreation, dreams) calls are practical, so get out of your own head and DIAL. You'll be so proud of yourself! (and your broker will be doing the Happy Dance!)

• STOP right now and create your action plan for spring and summer. Time block. Use your calendar and set alerts. If you don't take action, you've wasted your time reading this far. YOU are Bellator; above and beyond. Live your action plan!

In 2024, we entered a "normal" market.

By normal, I mean the market was not being driven up or down. Buyers and sellers, through normal supply and demand, regained control of the market, price growth slowed, neither sellers nor buyers were overly disadvantaged, and days on the market were leveling out.

But we're so used to the Fed steering the ship, how do we adjust to a "normal" market?

Let's quickly look back again:

• 1985- 5 million homes sold, a 15-year high at the time, dipping to…
• 1990- 4.1 million and taking until…
• 1997- to get back above 5 million again.
• 2005- 7 million sold. The most ever! Cratering quickly until the low of…
• 2011- 4.75 million sold. The bottom of the "crash.
• 2021- 6 million sold. The post Covid push.
• 2023- 4 million sold (first time below 4.5 since 1993!)
• 2024- 4.5 million homes sold. This is an average year.  

Yep, 2024 was a historically average year. Hard to believe but true.  

Focus on recreating good habits:

In real estate, what's largely forgettable are normal markets. When we get a sugar high, a remarkable market, we remember it. We remember the big years. We tend to compare everything to those.

Yet, 71% of agents licensed did zero transactions in 2024. Nearly doubling 2023's 48%.

Why? Because habits are stronger knowledge. The agents who are market-proof are the agents who stick to basics and continually focus on habits. Their business is always good.

What habits were formed by the past markets (easier years) that need to be corrected?

• Agents became passive (consumers chased the Agent down).
• We were in a FOMO market. Had to move fast. Harder to stick to our plan.
• Buying leads instead of creating them.
• Most agents became buyer focused - 80% worked almost exclusively with buyers.
• Only 20% are seller centric today; focusing mostly with sellers.
• Spending too much on activities that do not produce income. 

Listings are the answer:

There's a reason one of the oldest sayings in Real Estate is, "You have to list to last."

Buyer sides are far harder to accrue as the competition is fierce. Take 1,000 agents and assume there were 1,000 possible transactions, and 500 were buyers and 500 were sellers last year. In 2024, 80% of the agents were going after the 500 buyers.

If you were buyer focused, by choice, you left 500 sellers to just 200 agents.

Let's say you need 13 listings to get 10 closed. You can get 6 buyers out of this because most sellers buy their next house with their listing agent. That's 16 closed transactions completed. With the right marketing and effort, you should be able to get 3 buyers out of these listings, just from inquiries and open houses. Boom, you are at 19 closings now.

In 2024:

• 90% of buyers and sellers worked with realtors last year (In 1997, it was 77%).
• 6% sold via FSBO last year. More tools available than ever, yet very few do it.
• 88% of FSBO listings listed with agents in 4 weeks or less.

Start on the list side. Always. It's a great way to also get buyers.

Sellers need us and they know it. And there is far less competition for them.

Why is the contract the most important document in Real Estate?

• Contracts serve as a record of commitments for both parties.
• Contracts mitigate risks; preventing conflicts and legal issues.
• Contracts help an entire organization maintain compliance.  Bellator & You vs.  Unhappy Clients and The Alabama Real Estate Commission.
• Contracts serve as collaboration and communication.
• Contracts contribute to revenue for client(s) and income to us.
• Contracts increase operational efficiency.
• Contracts reflect a company's brand and value. The more knowledgeable you are, the more brand awareness you provide for yourself and your business.

The second most important thing in Real Estate is our knowledge and the ability to manage the contract.
 
Do you manage the contract or does the contract manage you?
 
The contract can be overwhelming for both buyers and sellers. Contracts are packed with legal jargon and clauses that can be difficult to understand. As a result, it's crucial for us to be knowledgeable and have a clear understanding of the contract, so we can manage the contract for our client(s).
 
We all know how frustrating it is when we are working a deal with an agent from a competing brokerage, and we end up educating them on specific aspects of the contract during the transaction. Imagine how our client(s) would feel if we were not knowledgeable about the document that secures their desired property.
 
The contract is the "legally" binding agreement between a buyer and a seller. It outlines the terms and conditions of the property closing and it is our responsibility to know, understand and manage the contract for our client(s) by these terms and conditions. The communication of these terms and conditions is essential to ensure details are accurate, and your client is clear to avoid any disputes later in the process.
 
Knowing, Understanding and the Ability to Manage the Contract is our VALUE proposition as a REALTOR®.  Navigating a contract can be complicated. As REALTORS®, we are viewed as trained professionals, who not only maintain a thorough understanding of the buying and selling process, but are also expected to be experienced in negotiating. We should be aware of the legalities and responsibilities outlined in all aspects of the contract. Having you help guide your client through the process will not only save your client time and money, but also ensure they have a higher chance of having a fair and balanced contract - not to mention, this is how we get paid!
 
Before our client signs any contract, it is important that you review the contract with them regardless of how many real estate transactions they "claim" they have completed. The review process is the optimal time to amend, delete, or add new components. The review process also ensures your client(s) understands his/her responsibilities to the contract, which you also need to manage. We should always ensure that the terms are to their satisfaction, and they understand these terms and their responsibility to these terms.
 
The main knowledge of managing the contract comes with the contingencies. I have a saying, "it's not a problem, until it's a problem". The main meaning of this is ALL contingency deadlines matter, otherwise they would not be in the contract. We all see agents not managing the contract properly, contingency timelines pass and they say, "it's no big deal", or, "we are working on it".

If you have a buyer or seller that has the desire to get out of the contract, missed contingencies are now a potential "problem". If you do not manage the contract properly, you are not providing Value to your client(s) that they expect and deserve.
 
The most common errors made in a contract are:

• Missing contingency deadlines.
• Not ensuring all parties' names and contract details are accurately spelled and properly listed.
• Property details - the property address, lot number and legal description.
• Purchase price and specific financing terms.
• Due diligence and contingency timelines.
• Signatures and initials in all the designated areas.

 The most common timelines that are not managed correctly are:

• Response time to an offer or counteroffer.
• Earnest Money – Received time and deposited time.
• Inspection.
• Appraisal.
• Title work (clear title).
• Surveys.
• Financing.
• Another sale contingency.
• Back-up offer contingency.
• Closing costs.
• Closing date.

The Most Common Reasons for a Failed Real Estate Contract:

• Poor communication.
• Poor management of the contract.

The Most Common Consequences of a Failed Real Estate Contract:

• Lawsuit for Breach of Contract – The buyer or seller can sue for breach of contract if either party does not follow-through with the agreed-upon terms. 
• Lawsuit for Specific Performance – A court order may be issued requiring the buyer or seller to complete the sale.
• Earnest money dispute.   

Manage the contract!  Don't let the contract manage you!

Hello Everyone,

I trust you're all starting to experience a positive momentum in business this year. It's truly exciting to see growth, and I hope you're capitalizing on the opportunities that are presenting themselves. The key to thriving in an up market is preparation, and nothing is more vital than cultivating a robust CRM filled with strong relationships. These are the contacts who have received consistent touchpoints over the past months or even years — through 6-7 automated touches and regular phone conversations — positioning you as their trusted advisor and real estate expert.

If you haven't yet built this depth of connection with your CRM, and you're committed to a long-term career in this industry, I recommend making it your top priority. Start today, and make it your JOB ONE.

A highly effective way to begin populating your CRM with valuable prospects is through hosting open houses. But let me be clear — I'm not just talking about holding the open house itself (though that's certainly beneficial); the real value lies in the preparation beforehand. A day or two before the event, print 2-3 dozen invitations for your neighbors. The more, the better. In the invitation, mention that you're hosting an exclusive pre-open house event just for neighbors, with refreshments.

Then, hit the streets! Plan for 2-3 hours of door-knocking — if a resident isn't home, leave the invitation and your business card. If they are home, introduce yourself confidently and explain that you're holding their neighbor's property open for viewing on a specific date. Invite them to attend and share their opinions on the home. Emphasize that neighbors often have friends or family who are looking to move into the area, and you'd love for them to be part of the event.

While this strategy may bring some neighbors to your open house, the real benefit is that you've now met 25+ new homeowners who were previously unfamiliar to you. By keeping these interactions positive and professional, you'll likely connect with 5-6 or more individuals who will be eager to add to your CRM.

As highlighted in Ninja Selling, remember: for every $1,000 in income you aim to earn, you should have one person in your CRM receiving full treatment. So, if your goal is $100,000 in income, you need to be working with at least 100 people in your CRM.

Until you reach your target, I encourage you to follow the same strategy I did — and many successful agents still follow today: work weekends. Aim to hold 1-2 open houses per week for at least 3 weekends each month. And don't forget to door-knock before each one. Does this sound like hard work? It absolutely is. But laying the groundwork and building your business foundation is essential. The foundation of a thriving real estate career lies within your CRM.

I've been posting 6-9 open house opportunities each week, though the response has been limited. I'm incredibly proud of everyone who is surpassing their goals in production and income. However, if you're not quite there yet, now is the time to make the most of these opportunities. The market is buzzing with buyers, and we have an abundance of listings available. These open houses are valuable tools to fuel your business, and I encourage anyone who needs a boost to seize them.

If you're interested in hosting an open house this weekend, please reach out to me or any of the top listers in the office. Being part of a team with abundant listings can significantly support those who are willing to put in the effort to drive their own success.

This is the year. This is the season. If you don't take action now, there may not be another better time to roll up your sleeves and build your business. Let's make it happen!

TSW!

If you are fortunate enough to be on Terryl Reeves' CRM blasts, you are able to gather a lot of information about Baldwin County real estate statistics and Baldwin County municipality and county development approvals. Good reads for sure. Did you know that data comes directly from your Baldwin Realtor portal and it is updated frequently by BR? Of course, Terryl's blasts are meant for his Sphere of Influence, who do not have access to the BR portal like you do.

Focusing on the Baldwin Real Estate Statistics that are updated monthly by BR, they are super-summarized and provide general information about trends and comparative periods of transactions. For example, The Baldwin County's 2024 Year-over-Year Housing Report (LINK) shows the following statistics:

Alrighty then. Comparing 2024 to 2023, it looks like a lot of sales throughout the county, small decrease in transactions, steady prices, and a 17% uptick in days on the market. Mixing North Baldwin prices with the Coast and Eastern Shore transactions with the beach, lands us in a Baldwin-wide hodgepodge. This is great information from a bird's eye view, but not necessarily if you are focusing on one specific geographic area.

Fortunately, Baldwin Realtors creates separate individual area data for us in 5 categories:  Coastal Condos, Central Baldwin Homes, Coastal Homes, Eastern Shore, and North Baldwin. However, the areas (as far as I can find) are not tabulated into a period-over-period comparison so you can drill down to find specific trends in each area.

I took a little time to break down each area here comparing 2022 – 2024, and used statistics from 2021 for the 2022 performance.

If you are gathering statistics for condos, you won't see a 7.4% decrease in transactions between 2023 and 2024 like the Baldwin average. You will see a 19.9% decrease! Oh, and by the way, if you are working the Eastern Shore, over the same period, you will see a, wait for it… 5.1% increase! North Baldwin joins the Eastern Shore with a 4.3% increase.

Buried within the Baldwin 2.2% increase in Sales Volume (2023 to 2024) is a 6.9% increase for Coastal Homes and a paltry 0.8% increase for Central Baldwin. 

Throughout Baldwin there was a 16.9% increase in days on the market. What area do you think had the highest increase in days on the market? You guessed it…Coastal Condo DOM increased 35.3%. As a matter of fact, since 2022, Coastal Condo DOM has increased 262% (from 35 DOM in 2022 to 92 DOM in 2024). North Baldwin had the lowest increase in DOM of only 10%.

Which region had the most transactions in 2024? The Eastern Shore runs away with it with 2,272 residential sale transactions in 2024. That is more than the Coastal Condos (993) and Coastal Homes (995) combined. But wait, did you know that in 2023 Coastal Condos and Homes killed the Eastern Shore by a score of 2,475 – 2,162? Ouch - that means the Coastal properties in 2024 went from 2,475 to only 1,988; a whopping 19.7% decrease – a 487 unit reduction.

Feeling a similar pain, Central Baldwin went from 2,996 home sales in 2022 to only 1,966 in 2024 – A 34% decrease over the 2 year period! But during the same period, Central Baldwin average sales price increased 19% and days on market have remained fairly steady in the three years – 61, 56, 62.

We can play with statistics all we wish. If you are an Eastern Shore professional speaking to Eastern Shore buyers and sellers, it is probably better to find the Eastern Shore statistics in the BR portal when providing useful data. Same when listing a North Baldwin Home. I would not use the $493,753 Baldwin average sales price for 2024. Perhaps the $292,879 North Baldwin average is more useful. Alternatively, as you know, the neighborhood comps beat any bird's eye view.

Feel free to use the statistics in the pdf document if you would like to provide Baldwin regional statistics to your sphere.

I know. You thought you were alone as that thought ran through your mind when things weren't going right in your #realtorlife. "I should quit. Seriously...I could do other things..." And, you're right. You could. But I have to wonder if you should. 

I watch you work. You work long hours and you're smart. You find creative and sound solutions when a transaction is in trouble. You connect to good lenders, find home inspectors who know their stuff, and your list of other professionals in various crafts is gold; it took you years to build it. You care when your client or customer has a problem, whether or not it's real estate related. When there is no property in the market that fits what your people need, somehow you find it anyway. There's a sparkle, a magic, in what you do (or at least it seems that way to those fortunate enough to work with you.)  You listen to your colleagues, offering empathy or a kick in the pants – whatever your friend needs that day. You give back to your community and you honor your family. You answer your phone and return your text messages. You are efficient, and beyond that, you're kind. It's why I pray today you won't quit. Here are a few ideas you might consider instead... 

• If you need to vent, vent to your broker. (Heck, we'll even listen to you whine once in a while and we won't see you as any less. I promise.) 
• If you need to quit, quit listening to the critic in your head who says, "you're not very good at this anyway..." I'm not a psychiatrist (and I did not stay at a Holiday Inn Express last night) so I don't know why that voice lies to you occasionally but flick it away like the irritation it is and move on. #youbelonghere  Settle it once and for all. 
• If you tend to react, decide to respond instead. Give yourself time to gather your thoughts, figure out your part in the conundrum, quiet your heart and then choose your response. I hate regrets, so I work at having fewer of them. (Nobody gets it right all the time and grace goes a long, long way. Remember to give it to yourself as you give it to others.) 
• If you want to be great for your clients & customers, be kind to yourself. I promise, it is the way forward and will lead you to a long, beautiful career – the one you dream of. Winston Churchill said, "History will be kind to me, for I intend to write it." 

This real estate community needs you. What you bring  -- we haven't found that in anyone else. Your value goes far beyond what you do to how you do it and to who you are.  

• Take a break. 
• Take a nap.  
• Walk on the beach.  
• Watch the sunset.  
• Revisit your WHY. (Read that twice.)  
• Breathe.  

You've got this. 
#MoreThanRealEstate

What's that one thing you know you could be doing to boost your business but haven't tackled yet? We've all been there: "I'd love a pre-listing packet, but I'm just too busy" or, "I always mean to block time for marketing, but..." Have you actually turned these "shoulds" into goals? And if so, have these goals just become background noise?

I know we all have the time to focus on one key improvement per week or every two weeks – whatever pace works best for you. The crucial element is laser focus: dedicate yourself to one item until it's complete. It doesn't matter how long it takes. The willpower you need is simply to resist starting anything else until that first task is done. This is how you conquer those "big" projects, like creating a killer Buyer Packet or developing a rock-solid Marketing Plan for your listing presentations.

The trouble with traditional goal setting is we often post them somewhere (a whiteboard, the bathroom mirror) and they eventually fade into the scenery. They become something we see occasionally or even stop noticing altogether. When we do remember them, it's often with a sense of guilt or overwhelm. They seem so distant, and so big, we feel like we can never catch up.

Goals can sometimes give us the illusion of control where we have none. We can't predict the future.  Yet, every time we set a goal, we're trying to do just that – planning out exactly where we'll be and when we'll get there. We try to predict our progress, even though we know unforeseen circumstances will inevitably arise. We focus on the "where", not the how. Big, chunky goals simply don't work unless you break them down into the "what and how" – the specific actions you'll take to reach them.

You need a plan, a system of smaller, daily tasks that will eventually become habits, guiding you toward your goal. Working toward a goal without a system is like telling yourself, "I'm not good enough yet, but I will be when I reach my goal." When we set lofty goals without a plan, what happens to our motivation when we inevitably fall short? It plummets. And it's tough to recover.

Goals provide direction; systems drive progress. Daily tasks and actions are where your focus needs to be.

What's the difference between goals and systems?

• Writer:
  • Goal = Write a book.
  • System = Weekly writing schedule.
• Runner:
  • Goal = Run a marathon.
  • System = Monthly training schedule.
• Coach:
  • Goal = Win a championship.
  • System = Daily practice plan.
• Entrepreneur:
  • Goal = Build a lucrative business.
  • System = Sales and marketing process.

Goals can provide short-term motivation, but your system of daily and weekly tasks is what ultimately delivers results.

Here's a practical example:

Goal: Increase Gross Commission Income by $75,000 in 2025.

Tasks & Actions:

Improve Social Media Presence:

·      Add 25 people to my audience daily.

·      Schedule and share engaging content weekly.

·      Post two "call to action" posts per week.

Expand Sphere of Influence:

·      Identify five new potential contacts weekly.

·      Use data tools to fill in missing contact information daily.

·      Leverage social media to connect with potential clients.

Automate CRM: Part of your Bellator CRM Marketing Tools 

·      Set up automated Market Watch emails & posts.

·      Utilize Social Connector automation tools.

·      Implement automated My Customer For Life (MCFL) automated article posts.

Developing a consistent pattern is key.  Commitment to the process is what makes the difference. 

No commitment, no system, no plan = no change.

If creating a system of new, positive habits is part of your goal, then when you achieve your financial targets, you simply maintain those habits. You keep going, day after day, because you're focused on your activities, not just the end goal.  

This is how you truly exceed your financial goals – by concentrating on the daily and weekly actions that will get you there.

There are plenty of weeks left in 2025. You have time. Today is always the best day to start.  Whatever it is for you, let's get it done!

First, I want to thank Terryl for providing an excellent gratitude reminder in last week's Broker Bit! We have control of our income without increasing our effort. All we must do is be confident in our value proposition and our worth as a REALTOR®.

Gratitude is not just a feel – good practice to help you get through the day! There is real power of Gratitude in Real Estate. The power of gratitude is tied to personal and business development. Gratitude is a mindset to feel grounded, mindful, in control and more at peace. It is a strategic tool that can elevate your relationships and build trust in ways that truly impact your business. Terryl's example is an excellent illustration of being in control and truly elevating and impacting our business.

Gratitude strengthens client relationships:
The best relationships provide the best business. I bet some of your best clients are those that you like, and they like you! Referrals will come from people that like you! Focus on the relationship and the sale will take care of itself. If you focus on the sale, you will not have the sale or the relationship.

Our clients are the foundation of our business and showing genuine appreciation goes a long way in maintaining those relationships. A simple thank-you note (NINJA), a thankful closing gift, or even a check-in call, email or text months after a deal has closed can turn clients into lifelong advocates for us and our business.

Why it Works: Not because NINJA tells us it does, but these small thoughtful gestures cultivate meaningful conversations and even generate new referrals. These examples prove that gratitude isn't just kind – it's effective! We always need gratitude time to write notes, send an email or make a relationship call to nurture our relationships that lead to repeat business and referrals.

Gratitude improves your mindset:
Real estate is a demanding business. It is easy to focus on the negatives between unpredictable clients, tough negotiations and long hours. Gratitude offers a powerful mindset in the darkest of times. Reflect on the wins, no matter how small! Be grateful you have a client, not upset that they are difficult to manage. The right mindset will keep you motivated, challenged and focused on the bigger picture.

Why it works: When you focus on what's working, it boosts our energy and helps us approach challenges with more confidence. I have read that having a gratitude journal is an excellent way to help identify things we are grateful for in our business and over time this journal will help our outlook (mindset) and keep us inspired in our business. Do you need a gratitude journal?

Gratitude builds trust:
We know that real estate is all about relationships. What is the foundation of all relationships? TRUST! When our clients feel valued, not just for the transaction, but as people/friends, they are more likely to trust us and provide repeat and referral business. Trust will also provide confidence to us to not be so willing to reduce our commission as Terryl pointed out.

Why it works: Gratitude bridges the gap between business and personal connections.

Gratitude is great for business:
Gratitude has a ripple effect. It strengthens our relationships and shows we are someone who genuinely cares and wants to make a difference. This also works for your vendors from transaction to transaction. Always follow up with your home inspector, lender, etc. to show them your gratitude. A simple note, email, text thanking them for helping you have a successful closing will go a long way the next time you are doing business with them! They might even refer some business your way!

Using Gratitude in Real Estate
1. Prospect - Communicate with the right people.
2. Build Trust – Communicate effectively.
3. Ask Questions – Identify their needs accurately.
4. Show Product - Provide a presentation of the product.
5. Answer objections – Continues to build trust.
6. Close the sale – Builds confidence.
7. Get re-sales and referrals. Provides more relationships.

Gratitude In Real Estate Is Real!

I hope the year is off to a fantastic start for each of you. Last week, we had a great opportunity to reconnect with our clients, which should lead to more appointments and, ultimately, increased business and referrals throughout the year. As we all know, the first call after a period of inactivity can be the most challenging. So, when these opportunities arise—like last week—it's crucial that we act swiftly and follow-up consistently to keep momentum going.

Today, I'd like to discuss how we can increase our earnings this year without additional effort. After reviewing our performance over the past year, I've observed a common trend: many of us are preemptively discounting our services. I'll admit that I've fallen into this trap myself in the past, but that stops now.

One percent or even a fraction of a percent may not seem significant in isolation. However, when you examine how these discounts accumulate over the course of a year—or even an entire career—the impact is substantial. In fact, based on my calculations, many agents would have earned an additional $30,000 to $50,000 last year alone with the same number of transactions if they had not discounted their commission. In some cases, the difference exceeded $100,000. This is real, tangible money that affects not only our personal finances but also our families, retirement, and overall quality of life.

We may fear that our clients will take offense to the fees we charge, but the reality is that if you are providing exceptional service, your fees are more than justified. As agents with Bellator Real Estate, you have the tools, resources, and support to offer a level of service far superior to your competition. 

You have the ability to save your clients money, maximize their returns, and protect them from the risks and pitfalls that can arise during a real estate transaction. When you provide that kind of value, your fee is more than earned. Be confident in this.

If you're not yet confident in your worth, I encourage you to dedicate yourself to becoming an expert—whether in market knowledge, marketing, negotiation, or client relations. The better you become, the easier it will be to command the compensation you deserve.

Practically speaking, when working with sellers, pre-type your fee on the listing agreement and emphasize the value you bring: marketing, presenting the home in its best light, securing showings, pre-qualifying buyers, negotiating expertly, and ensuring the highest sale price and best terms. You're also offering your expertise to mitigate potential legal risks and complications, which can easily derail a transaction when handled by a less experienced agent. 

For the buyer's broker compensation, leave that field open for discussion and advise the seller on what's in their best interest.

If a seller expresses concern about your fee, there's always room for negotiation. However, if you don't start with the higher number, you'll never get it. This principle extends to working with buyers as well. In my experience, fewer than half of my clients have ever questioned my fee—they understand the value I provide and are more than happy to pay for it. We need to have confidence in ourselves and stop projecting insecurities onto our clients. Give them the opportunity to compensate you appropriately for your expertise. Negotiation is always possible, but we should never negotiate against ourselves.

In short, let's work smarter this year. With more transactions expected this year, and by securing the full value of our services per deal, we should all see a significant increase in our income.

You've chosen a truly rewarding career, and with the best team at Bellator Real Estate behind you, there's nothing stopping you from reaching your full potential. Here's to a fantastic year ahead—I look forward to celebrating many successful closings with you all!

Not to get sappy here, but I have certainly been grateful the last few days for a warm home. Shelter is something we use daily and we can become complacent about. Shelter is normal for us. Taking my first steps outside early yesterday morning with a reading of 18°F woke me up to how fortunate I am to have a warm and safe home. Sometimes it takes extreme events to wake-up grateful!

Coming back into the house yesterday morning, I remembered a real estate sale we made in Foley about eight years ago. It was a brand-new starter home. On the first reasonably cold day following the sale, we received a call from the young buyers. They said they had tried to find how to turn the heat on but couldn't figure it out. Come to find out, the HVAC system that was installed only had a cooling function, no heat. I had never come across a situation like that before. I do not recall the exact resolution of the issue, but it made me appreciate the heat function on a thermostat.

Like everything we do every day, life can get mundane as we trudge through our daily grind. We can easily take for granted the blessings we have, some blessings that much of the world population do not have…good roads, an abundance of food, a job, good schools, participation in local governance, a beautiful environment, and a nice Shelter!  

Yesterday, Troy sent out a Yapmo post entitled, The BEST things to do TODAY. It was a quick list of reasons to contact your sphere, along with a list of questions you could ask regarding our weather event. I hope some of you made the calls. Most of the questions had something to do with Shelter. This is the Shelter you probably sold to them during your daily grind. But what an important sale! You provided a family with a safe and warm home, their Shelter. And boy did it come in handy the last few days.

Ultimately, our work is The Business of Shelter. When the process gets annoying, the home inspection negotiation is getting difficult, the financing is blowing up, the seller left the property filthy, etc., reflect on the big picture - providing a safe and warm home for your client; providing their Shelter. That is our business. Be grateful.

Did you use the connectivity app, "If This Then That" (IFTTT) when it came out a few years ago? Full disclosure: I never did but I love the name and the idea behind it. Using IFTTT, I could arrange my settings so IF I post to Instagram, THEN it would auto-post to my X account, etc. You get the idea. Using a tool, I could have gotten to my goals more quickly.

I remember talking about IFTTT in 2017 with colleagues. I remember I did not actually use it, though it was available to me and recommended. Let me connect the dots for you. IF you follow the advice of people you trust, and IF you ask good questions of them, and IF you do what they say, THEN might you win more? Is it possible THEN you might blow past every goal you've ever set?

I'd propose the answer is a resounding YES.

I love watching successful people. I look for patterns and mindsets. I ask lots of questions of people I admire. Recently, I conducted a simple interview with your Bellator brokers and executive team – 6 people I admire and whose lives and businesses I appreciate. I asked 5 key questions:

1.        What are you reading right now?

2.        What podcasts are you listening to?

3.        What is one thing that gives you joy?

4.        What is one thing you want to do less this year?

5.        What is one thing you want to do more this year?

We are more than real estate. Read on! You'll see what I mean. (Add some of these books, podcasts and mindsets to your life!)

What We're Reading:

• Good to Great by Jim Collins
• Sapiens: A Brief History of Mankind by Yuval Noah Harrari
• My Southern Journey by Rick Bragg
• Wool by Hugh Howey
• A Supposedly Fun Thing I Will Never Do Again by David Foster Wallace
• Grow Through What You Go Through by Sam Glenn
• Elon Musk by Walter Isaacson
• Daily devotional from Joel Osteen.

Podcasts We're Listening to:

• College Football
• The Better Man
• The Mindset Mentor
• The White House 1600 Sessions
• The Chris Voss Show
• Tom Ferry (Youtube)
• Stuff You Should Know
• Ed Mylett
• Youversion – The One Year Chronological Bible

What Gives Us Joy:

• The peace that overcomes me when I am in a very spiritual moment or situation.
• Watching my daughter compete in high school volleyball.
• Helping others succeed and achieve their goals.
• A hot cup of tea and being friends with my children as adults; they are living good lives.
• Finding a solution.
• My family, my friend and work family, my home, a sunny day - so MANY things bring me joy.
• My joy trifecta: cooking for others & listening to my Spotify playlists with a glass of Cabernet Sauvignon.

One Thing We Want to Do Less of This Year:

• Sit.
• Complain.
• Waste time – Time is the only currency you spend without knowing your balance. Use it wisely.
• Overthink.
• Non-productive things.
• Read the news.
• Worry – Most of the things we waste emotional energy worrying about never happen.

One Thing We Want to Do More of This Year:

• STOP and take time to absorb & enjoy special moments regardless of how brief they are.
• A one-on-one moment or conversation with all of my girls.
• Listening to songs that remind me of a special moment or person that has had an impact on my life.
• Watch my pennies and my health.
• Praise.
• Live intentionally.
• Plan and take time off with family and friends.
• Say, "YES".
• Replace the time I would spend reading the news with Speed of Processing Brain Training exercises.
• Spend time focused on the vital few priority goals
• I want to increase my face-to-face meetings with my SOI; shooting for at least one lunch and one coffee per week, on top of FORD calls..

IF This THEN That...

IF you follow the advice of leaders you trust, THEN you just might get the results they've already gotten. What do you have to lose? Read a book! Listen to a podcast! Craft daily habits that will take you where you want to go. Ask yourself those last 3 questions; write your answers, Live the life you want. Start today!