.png)
The HyperFast Agent Growth Show
The HyperFast Agent Growth Show gives you the exact strategies top real estate agents and industry leaders use to scale their sales, teams, and income. Hosted by billion-dollar agents Dan Lesniak and Keri Shull, each episode delivers tactical, AI-powered systems you can implement immediately. Dan and Keri have hosted over 600 episodes of the HyperFast Agent Show before relaunching this podcast to deliver world class training to agents on what is working right now in the real estate market. They have sold over 5,000 homes, coached thousands of realtors and helped real estate agents profitably scale businesses across the world.
Apple Podcasts verification code: 971681
The HyperFast Agent Growth Show
Condo Lending Changes, AI Search, And Past Client Strategy
Use Left/Right to seek, Home/End to jump to start or end. Hold shift to jump forward or backward.
Dan Lesniak is joined by Nick Bush, James Buckley, and Karl Svendsen for a panel discussion on condo lending changes, AI agent search, database strategy, and client boundaries.
Karl breaks down major Fannie Mae and Freddie Mac condo lending updates, including the retirement of limited review, increased reliance on full condo reviews, HOA reserve concerns, insurance and deferred maintenance issues, and the removal of overall investor concentration limits.
The panel also discusses whether AI is giving consumers accurate answers when they search for the best real estate agents, and what agents can do to improve their visibility in AI-driven results.
Later, the group debates whether they would rather have 100,000 social media followers or 1,000 past clients, leading to a strong conversation about referrals, repeat business, database value, and the difference between being famous and building a profitable business.
The episode wraps with a discussion on when agents should fire a client, how to set boundaries, and why proactive lead generation gives agents more confidence and control.
If you want practical insight on lending changes, AI search, past client marketing, and client management, this episode gives you clear strategies agents can apply right now.
Welcome to the Hyper Fast Agent Growth Show. Get real strategies, real results, and real estate done differently. Lead generation, team building, AI, and more for billion dollar agents, best selling authors, international speakers, real estate posters.
SPEAKER_01Alright, welcome back to the Hyper Fast Agent Growth Show. We are back with our panel. We've got a locked and loaded episode. Tons of interesting news and questions to go over with our panelists. So let me give you the rundown here. Big changes coming in condo lending. We'll go over that. Interesting article on AIs. Is AI actually misleading consumers on the search for qualified agents? We'll go over that. Then we're going to ask our panelists if you'd rather have a hundred thousand followers on social media or a thousand past clients, uh when you should fire a client. And if we have time and we may not be able to get to all these, uh, are open houses underrated in 2026? All right, let's kick it off with Carl. Uh, big news on the lending front when it with regards to condos. Uh, Carl, give us the update here and then we'll get quick reactions from everyone.
SPEAKER_02Yeah, biggest update here for the condos is that there's no longer what we call limited review. When lenders do financing, we're gonna get a questionnaire filled out by the association. And what type of questionnaire we sent over to the association was based on the down payment from the borrower. And that down payment amount varied based on whether they were living in the home, it was a second home, investment property, etc. There were two different condo questionnaires that we would send over: a limited and a full. The full asked a bunch of other questions that the limited one didn't ask. Essentially, they've retired the limited questionnaire, and it's going to be a full review all the time now. So that can open the door for some challenges for potential items that would come up on the full that otherwise wouldn't have came up on the limited questionnaire. But for the most part, uh the biggest concern I think most people have is about the extra reserve requirements for the HOA, which I personally think long-term is a good thing because we've seen a lot of HOAs that have mismanaged the budgets had a lot of deferred maintenance that they did not keep up with. And I've seen some projects in the DMV area where that like one of them had to take out an $8 million bank loan to be able to do the deferred maintenance because they didn't have the reserves. Um, so I think it's gonna long term push associations to better manage funds. The most exciting part about these changes is there is one good one where they removed the investor concentration, which would essentially restrict certain projects from being eligible for conventional financing. Uh, if they're if it was over 50% investor occupied or investor-owned, then it wouldn't be eligible. And now they've removed that restriction. Now, the one asterisk there is I actually had another project that I looked into this on for one of my realtor friends. Uh, it does not remove the single investor ownership restriction. So, like if you have one entity that owns 75% of the units, that's that's not what they're talking about here. They're talking about just overall investor concentration, not if a single entity owns a large portion of the building.
SPEAKER_01There's no longer a limit on how many can be owned by investors. That's totally gone. I mean, it used to be 50%. Yeah. Okay, but there is a limit on how much can one single investor own. What's that percentage?
SPEAKER_02I don't know what that number is.
SPEAKER_01Actually, we'll get back to you guys next week on that. Uh, rarely you you'd come up against that one, though. It was always like, you know, you'd be nervous if if it was in the 40s, and uh, you know, that would sometimes prevent buyers from buying a condo because they were worried in like five years they wouldn't be able to resell it if like another couple investors bought in there. So that's that's huge. I think the insurance part is uh insurance and deferred maintenance is interesting because like unless you unless the condo was new and they set all their budgets like in 2022, you know, they were they were using like the pre-COVID inflation numbers on how much it would cost to do maintenance and also the pre-COVID insurance numbers. So uh I'm sure uh that this is probably a good requirement and and hopefully will cause condos to take a look at the reserves they actually have.
SPEAKER_04I think it's a great requirement. First, I like anything that um you know makes agents up their game and just be better, more skilled. So from a listing agent side, you know, I think strategically ordering the HOA or condo docs before um you go on market was always a great strategic move. So when you ratify, you can deliver those right away and that three-day um timeline starts. Um but now it's ordering is you know, really figuring out what the association situation is, you know, financially, so you don't run into a potential you know deal that needs to avoid weeks down the line. Um and for buyers, I think it's great. I mean, there's so many unwarrantable condos in DC. And I've sold a few where, I mean, I've I've had clients that sold this year where the you know the HOA went um you know behind on dues. And I'm like, you need to get out of here now because you're not gonna be able to sell this um, you know, in six months. And so I think it's also a protection for buyers, right? Because when we're talking to buyers about purchasing an asset, and a condo is oftentimes like a great first um purchase from any buyers, like easy entrance entry point, um, tons of tons of flexibility, right? It can become an investment property. You know, if you don't have an agent that's actually reviewing the financials and can walk you through um, you know, the reserve situation and how you might be in a bad situation in you know three to five years, your asset is kind of blown up, right? And so I think it's positive for the consumer. And I feel like this is the first thing that they've actually rolled out in a year and a half that's um you know consumer focused and not just like agent, you know, private exclusive focus. So I think it's good.
SPEAKER_02The answer to your single entity ownership maximum is 25%, by the way.
SPEAKER_01Okay. That's not that bad. So you don't have to wait till next week. Well, thank you for the quick uh lookup on that, Carl. Um yeah, always always on top of lending information, guys. If if you're a real estate agent listening to this, you need you need a great lender, Carl. How do they get in touch with you? Text me bridge at 804-665-4344. Oh, say say that one more time. Just give people some time and you know, if they're if they're driving to find their pen or whatever.
SPEAKER_02Uh yeah, you're gonna text me bridge at 804-665-4344. I got the Richmond phone number because I grew up there, but I live in Arlington. I'm a DMV native now. You know, I think.
SPEAKER_01You landed like everywhere, right? Or or or many places, not just DC, Maryland, Virginia. Like where where do you do loans now? Anywhere but New York. Uh it's yeah, Wall Street makes it tough for us to get up there, you know. Interesting. Um yeah, well, overall, I I I'm I'm I I'm positive on these changes. I I like that the investor uh restrictions gone, and um hopefully these rules will force associations to look at their budgets and make hard choices rather than just push it off. And I think it's a big opportunity for for agents as well, you know, on the listing and buy side, because you know, if if you come in there, you're knowledgeable about this and you're able to have the hard conversations uh with with sellers and not just sugarcoat things or or gloss over or or or worse, not know, you know, you'll you'll help them go down the road where like they list their home, they think it's gonna get sold, and they find out like you know, this this buyer can't get a regular loan on it. So better to know all that up front. So agents, you know, do your due diligence and protect your buyers and sellers. Uh let's let's move on to uh AI. Of course, AI is almost the topic every week. Uh interesting article from Inman here. Uh, is AI bad at answering the question, who is the best real estate agent? So this was an article on Inman and what they've been finding is that when you ask you know AI a question about like what agent you should use in a certain area, uh they don't they don't necessarily have access to the MLS. So you know, you would you would think when you're asking that question and they give a recommendation, they're gonna tell you people that are you know selling a lot of homes, right? That's that's what I would want to know. Like I, you know, I don't I don't want an agent if I'm selling my home that that's sold one home in the last year if there's another one that's sold a hundred. Well, AI isn't really finding that out. Uh they're typically going to blogs and reddits and other types of social media posts. And you know, let's uh the I think the article used an example in Tulsa. Uh you know, someone was coming up because they they wrote a lot of posts about best agents in Tulsa. So it's it's you know, looking at that stuff rather than who's actually selling homes. So if you know if you're listening to this, perhaps you've seen an opportunity in here. Uh but guys, what's what's your take on this?
SPEAKER_04I think this is hilarious because every um, you know, comp real estate conversation about AI, I think in the last, you know, 90 days has been is AI gonna be the agent you that's recommended? Are you gonna be the agent AI recommends, right? That's like the hot topic at every real estate conference. And it's like, sure, it could be, but is that good for the consumers? Are you really the agent that should be recommended? Um, I think that it's great for someone to be able to do a Google search or a search in Cloud or Chat GPT, and you come up, you should be trying to rank for those things because that's where people are going to be searching. Um, but I think at the end of the day, uh this is just more proof that you should be, you know, prospecting consistently to get in front of people. And then when you finally get the opportunity to get in front of someone, you have the systems and process and knowledge of the market to be able to win um at an appointment. Because if you are up against an agent or an agent that has sold a hundred you know homes, or that agent has a team that's selling a few hundred homes, I mean, you have to be able to compete. And it's gonna come down to um how well you present in in that um appointment. And so I also think on the same, on the same token, since AI might not be pulling up accurate searches, the consumer should also be um interviewing agents and choosing based on you know market knowledge systems and you know process on how they're gonna get them to the finish line, whether they're buying or selling real estate. And I think it's super valuable to choose people that score points, right? So it does, it does um, you know, how many homes you sell does should factor into um the consumer's decision, but at some point everyone has only sold one home or 10 homes or 50 homes, and we're all you know, got it out the mud. And you know, when you're winning and at the early stages of your career, it's because you can show how you get it done.
SPEAKER_01Yeah, James, what about you?
SPEAKER_00Yeah, so um it's a pretty narrow question to answer AI, you know, who's the best real estate agent? Everyone's situation is different. So there are gonna be some real estate agents that are the best real estate agents for people that are PCSing, right? Military and and they're moving, right? Because they're specialized in military. Um, you're gonna have people that are the best agent for an investor. Uh, you're gonna have the the best agent uh for you know uh luxury property, which is very different from like a condo expert. Um so I think one of the challenges with AI is that people will ask a broad question like that and not give it really good instructions on how to answer or how to guide them. And then there's just some answer, right? Maybe it's the agent in Tulsa that sells one home a year. Um and we're still in this phase where people are thinking, oh, like whatever AI tells me, AI is so smart that that's gonna be the right answer. And um, you know, all it takes is a couple of horror stories uh or people saying their own experiences were, oh, AI told me this thing, but like the answers they gave me weren't right. I'm I'm I'm gonna go with this person uh who my friend recommended because they described their situation and their situation's like me, and I'm like them. So I'm gonna go with this person they recommended.
SPEAKER_01Carl, have you come across this at all in the lending side of things? Or you know, have or has that been much talk in your industry about getting recommended as a lender by AI?
SPEAKER_02I've personally already had two people reach out to me that they found me from some form of AI. Um, and one of them I remember distinctly, they they put in the AI, they're like, give me recommendations of the best lenders for people that have really poor credit. And and then I came up and they called me. Um but yeah, I mean, we had like I went to a coaching event with my mortgage company a couple weeks ago, and the they had like a top producer round table, and in that conversation was a lot of this AI and how we get found. And I, you know, so to piggyback off of James's point, I think we should really be uh looking at it from two lenses as far as like how do we get found from AI is like I would just group like the anybody of uh older than Gen Z probably not going to be great at prompting, and they're probably gonna talk to AI like we talk to Google. So how do we end up on those searches? But then for Gen Z, how do we end up on the searches where they give a good prompt and they explain who they are as a buyer and what they're looking to accomplish, and then ask it, hey, what would be the best agents for me to reach out to based on XYZ that I've already shared with you? Right. Um I think that those are the two different segments that we should really be looking at and seeing who, like, if I prompt that, am I one of the people that's coming up as the recommendations? And if not, you know, where can I make myself a little bit more visible to be able to end up on those searches?
SPEAKER_01Yeah, I think I think these are all good points. I mean, the clearly the system has some flaws if it's giving recommendations without knowing actual statistics. I mean, it would it would be great if it was if it was connected to the MLS and it was, you know, you're you're looking to sell your home and it it it finds you an agent that's sold a lot of homes in that area, has a good list price to uh sold price ratio, you know, short days on market, all of that, but it's it's not there yet. And uh reminds me of um a talk Wendy Forsyth, our our chief marketing officer at EXP, uh gave at uh EXP Con in South Africa, uh which, you know, by the way, we're a global company in like 31 countries, which is cool. But uh, you know, we went to that. Wendy talked and uh part of the talk at least was on how to get found on AI, and it was saying like real estate agents, you know, you should be giving the different prompts, um, you know, maybe maybe different kinds, like Carl said, for different markets or or or groups of people, seeing what the answers are. And then if you're not in it, you know, I think I think the source data of how AI came up with that answer is either linked in the answer usually, or you can ask it an additional question, like how did you find that, right? And then it will tell you like, did it find uh questions answered on Reddit? Did it find blog articles, um different posts, right? So see what it says and then go out, go out and write those posts, right? Answer those questions on Reddit. Like um again, don't let that take away from from your prospecting, like like Nick mentioned. Um, you know, you can you can proactively get in front of people, which is a common theme on our show, but um you know, for that 10 to 20 percent of your time that you're spending on, you know, marketing and branding and social media, right? Had add AI to that. Um start putting out content that AI will, you know, will will find and and to get you into those lists. Because I've I've definitely been on listing appointments in the last six months where like they found us because of Chat GPT.
SPEAKER_04So uh I think I think it's interesting, Dan. I think we're you know maybe even a year or two from the next conference, right? Because at every real estate conference you have the the the agent that does social media, you have the agent that does open houses, you have the agent that does expires, you have the agent that does sphere, right? And I haven't I think I haven't been to or seen the conference where you have the agent that's like, oh, we did 75 deals last year because of AI. And so the hack for that, um, you know, maybe you can get ahead of it, but the hack for that is probably coming out um in like a year, like next next year's next season's, you know, real estate conferences.
SPEAKER_01Or or maybe maybe we'll see the stories at expon in Salt Lake City. That's that's coming up October 7th, 8th, and 9th. Um, so if you're an exp agent listening to this, you should be there. If you're not an exp agent, you should reach out to someone on the show here. We can get you a ticket. Uh, I know I'll be there. James will be there. Um, not sure about you, Nick, but um, in any case, anyone that that wants to come, we will get you in the room. Uh, you know, you'll get to hear from Gary V, and I'm sure we're gonna have a ton of AI speakers. I know Brink Gove is speaking, and you know, people that are selling solo agents that are selling hundreds of homes a year, teams that are selling thousands. So if you want to get to that conference, uh reach out to any of us. Um and yeah, we would we would love to to host you, meet you, and and you know, help you grow your business uh in the next 12 months. Whether that's with EXP or at your current brokerage, by the way, there's there's never any pressure to join us. Uh, I should mention though that you know when you join EXP Reality, you get to choose a sponsor, right? Uh if you are sponsored by myself or Nick or James, uh you don't just get all the benefits of what you get at EXP, right? You don't, you know, which just to summarize that that's gonna be amazing training, technology, super low caps, uh, stock awards, and and what can be the biggest game changer, of course, is revenue share, right? The ability to earn uh earn income that that can grow and compound and pay you monthly uh without you being involved, uh without you being involved in the transaction, right? Uh revenue share is a life changer. But you know, when you join with us, right, you're getting coaching programs from Tim and Julie Harris, myself and Carrie, uh weekly trainings, uh you know, just tons of extra value. Like we partner with you to help you build your own revenue share group. So uh Nick, if they want to reach you, what's the best way?
SPEAKER_04Um you can uh Instagram might be one of the best ways. Uh it's Nick Bush, the realtor, or you can shoot me a text, 202-255-9560.
SPEAKER_01All right. And what about you, James?
SPEAKER_00Yeah, you can shoot me a text at 202-841-7815, and you can just text me EXP. All right.
SPEAKER_04Text me exp also.
SPEAKER_01My my cell phone is 703-638-4393. Uh, you know, again, if you if you want to know what it's like to partner with us at EXP Realty or come to EXPCon and and you know check it out in person, uh, please reach out. We'd be honored to have that conversation. All right, let's uh let's move on here to a couple different questions. Um, I like this one a lot. Would you rather have a hundred thousand followers on social media or a thousand past clients? We'll hear from you first, James.
SPEAKER_00Yeah, awesome. I love this question. I would 10 times out of 10 uh choose a thousand past clients uh because there's no better testimonial than someone that has already worked with you. They already trust you, they already know the process, they're already, you know, so vetted that you've already done a deal with them, uh, and being able to market to them. And you can market them, you know, you can retarget that list on social media. So you can still hit them on social media. Um, you can send them handwritten note cards, emails, phone calls. Uh, I would 10 times out of 10 rather have a thousand past clients over 100,000 followers.
SPEAKER_04What about you, Nick? I agree 100% with James. 10 times out of 10, 1,000 past clients. Um, first of all, a thousand past clients means I've done a thousand transactions, which is overall good for my life and business. Um, I generally uh convert my database, you know, at an 8 to 10% rate, you know, annually. So that means 80 to 100 transactions every year. Um, I get a thousand people to call uh when I do uh events to have have them come out um and plus one, another thousand people potentially. Um, and there's a thousand people to ask for referrals. So uh I think a hundred thousand followers is great for being famous. And I think it's cool to be famous and it could lead to a ton of transactions. But having that built-in past client database of people that know you, like you, trust you, will refer you and will potentially become your Raven fan is way more valuable than the followers.
SPEAKER_01What about you, Carl?
SPEAKER_02You probably are close to a thousand past clients at this point, but I'd take a hundred past clients over a hundred thousand followers. How about that? How about that? Um, yeah, I mean, just like Nick and James said. I mean, you have raving fans, people that will refer you, average person knows what, four people that are gonna move every year. So, I mean, they're your database is your gold mine, and the the followers are are people that are not necessarily going to recommend you or transact with you. There's uh I look at it from guaranteed income versus not guaranteed income. Uh so yeah, I would I would definitely work the database and take the database.
SPEAKER_01Yeah, I I agree. I think this is a slam dunk. Um, yeah, and I I probably would take a hundred past clients, actually over the hundred thousand as well. Um, yeah, I think a few years ago, the average person moved every seven years, maybe with interest rates and prices you know not being what they were five years ago. Maybe that that trend is gonna tick up. You know, even if it bumps up to 10 years, that's still a hundred of your past clients moving every year. Uh that's a huge number, right? We're not even accounting for referrals in that. And Carl said, you know, four they on average they know four people that move a year. Um, so I think the bigger opportunity is with the past clients. Um it doesn't necessarily have to be a thousand either, like you know, 50 to 100 probably could help you build a great business. Nick, how many are in your uh database? You know, you're converting it eight to two.
SPEAKER_04I've scrubbed this over time, um, you know, and I shouldn't have scrubbed my database down so much, but um, I have 400 people in my database.
SPEAKER_01Yeah, cool. So you're you're like halfway there, which is amazing. Um yeah, I mean, I think I think and and if you're if your database is younger, right, uh, and you've helped a lot of first-time buyers, uh, you know, those move numbers might be different. You might be people moving every like four to five years, uh, as opposed to seven or ten or whatever it is, um, you know, because they're in that upward trajectory of income or starting a family.
SPEAKER_04So even imagine if if we had a thousand real estate conversations every year, you know, what that would look like.
SPEAKER_01Oh, we'd we yeah, that would that would be amazing. So um, you know, I think the point of this question though is to get people to think like um a question that I always get from one of my mentors, Tim Harris, is like, would you rather be rich or famous? Right. And he it's kind of funny, he says most people almost everyone answers the question and says rich, but he he he he said a lot of them like their actions don't reflect that, right? They're just saying that because they feel bad about saying famous. Although he did say one time someone was actually honest and said famous. Um but you know, take the actions that will make you rich, don't worry about the fame, right? And I think I think sometimes people can get suckered into social media on that. Uh all right, so let's move on. This this one's kind of interesting. When should an agent fire a client? And have you ever fired a client?
SPEAKER_00I can tackle this if you want, or you want to take a nick.
SPEAKER_04No, I was gonna say I'll let James go first.
SPEAKER_00Um unfortunately, usually it's when I look back, I think, man, I should have fired them. Uh or I should have fired them earlier. Um when you when you're a real estate agent, you're you're basically speculing your time, right? Um, you're you're giving them services before you get paid. And so it's a gamble, right? And you know, with every you should be thinking with every interaction, every time you uh ask them for documentation or uh tell them, hey, this is the path, and they take your advice or they don't. In my mind, I'm evaluating, like, all right, are are they wasting my time or are they not? I've got someone right now, uh, it's clear that the right list price for their home is $850, uh, but they want to list it significantly higher. Um, and I'm I'm walking them through like that's a bad idea for all these different reasons. And in my mind, as I'm going through that conversation with them, kind of preparing for it, I'm thinking to myself, all right, if they say no, if they don't follow that guidance, should I fire them gently and say, hey, this is I don't think this is the right fit for me. Um but uh I don't think there's a clear-cut way to determine. But if someone's not taking your advice and it means it's gonna hurt them and it's gonna hurt you, I think people should be really comfortable saying, I don't think this is a good fit.
SPEAKER_04What about you, Nick? I think outside of someone, you know, completely disrespecting you or being, you know, like a um a person with like bad morals, I don't think you need to fire a client. Um I think that it's always a good day to make $15,000, which is what my average commission is at my price point. And I think that if you're in a situation where you have an like a client who is like annoying or difficult, or maybe you feel like you've showed them too many homes and you're you're exhausted, you have already learned the lesson. You might as well make the money. And I learned that from an agent named Andy Biggers early in my career. I wanted to fire a client and he said, What's the commission? I said, like $7,000. It's like the fourth deal I did. And he's like, Well, you already learned the lesson, didn't you? You wouldn't this won't happen again? I'm like, no, he goes, So make the money. Right? Um, and so I don't think you need to fire a client in James' example. Maybe you maybe you have a price reduction conversation continuously with the client, right? And eventually you you you you make the the commission that you were set out to make. Um, and if and and I've had buyers that I've showed houses to, you know, for three years, right? Like, oh, let's go see some houses. And we see six or seven, right? And then they pause, and then the next year they do the same thing, and then year three, they close. Well, it was a good day to make that $15,000, right? And it's not all about the money, but um, it is about just being patient, right? And understanding that um, you know, we are we can't make people make decisions, we can just advise them on the best decision to make, and they make those decisions when they're ready. And sometimes we have to convey it in a different way in different times, right? And so um outside of a physical altercation or some verbal abuse, like I don't really um see the reason to be to fire a client, like be frustrated and go take a shot and just like follow up next week, you know.
SPEAKER_01Yeah. Um, I've I've come close. I recently had a situation where maybe I should have. Um, you know, and I think I I think there definitely are circumstances where you should. Um, you know, we've we have all men on this panel today. So obviously I think with with women there there could be different circumstances where you're uncomfortable or have fear or safety issues uh with a person, right? So I you know, I I think it's important to set boundaries up front with clients. And um, yeah, my my case, you know, recently, again, it was like a $40,000 commission. Uh the seller, she was she was very hard at every step of the process, like abusive to the contractors, and like, you know, if one little ten dollar thing was wrong, she'd like threatened to withhold like five thousand dollars of payment, and like so it was you know, it's kind of making my name look bad to the different contractors that that I would refer, and then you know, just really getting into the details of how the sausage is being made instead of letting me go out and make the sausage, right? Um and then on top of that, like she would be like, Dan, I'm I I I miss you and like I need to hug you, and just like you know, it was kind of kind of awkward. Uh and um and yeah, it was just it was just funny because like I I got her like almost a hundred thousand dollars over the list price. Um but you know, she's fighting me on every step, like showing up to the buyer walkthroughs when and creating issues there when it's like you know, they're paying you a hundred grand over to like just leave the keys in the lockbox, don't show up and and like ruin the deal. And um, but yeah, I'm I'm you know, I've I used to be in the Navy, was on submarines, like I I can put up with a lot and for 40 grand, um, you know, it's worth a couple weeks of interactions. I did decide though in the in the future, like she's got another place to sell, and I I'm not gonna be involved in that, um, you know, knowing what I know now, but it's it's different when you get like you know, when the when the end is near, and and so I think it it kind of also matters like how close are you to closing that as well. So a lot of different things.
SPEAKER_00Well, Dan, don't all your clients tell you I miss you, I want to hug you?
SPEAKER_01Um I I can't recall any others. Um you know, it was really, really awkward. I I can and I can see though, like, you know, I'm like a 200-pound dude. This is a much, much smaller lady, like I don't really have fear there, but if if it was reversed, right? Um you know, I definitely get that. So so yeah, I think I think it's important to set boundaries up front. Uh but you know, also evaluate like how much money you're gonna make from it and you know, um if you can if you can grid it out for a little bit and it doesn't take away from your other, you know, business, uh go for it. Now I think the better you get at proactively prospecting and generating leads, um you know, the less you'll find yourself in these situations because then you're gonna have the confidence to be more firm up front with boundaries, right? So um, you know, I think I think in all questions we answer address on this show, uh, the better you get at proactive lead generation, like the better everything is. Um, Carl, do you have anything to say on this topic? Have you ever had to fire a client?
SPEAKER_02I mean, I got it. It reminds me of a couple stories. I mean, I I think it would be maybe sometimes it's like not hiring them, you know, so that way you don't even have to fire them. But like, I mean, I had an agent a couple years ago, you know, he met an eight uh a buyer in in the office and had me meet with them, and they like had already listed their house for sale and they were trying to buy, and their credit scores were like 500, but they were gonna net like 200,000 selling their house. And it's like, okay, well, when you get your money from selling your house, I told them what to pay off on their credit to boost their credit scores so they could qualify to buy another house. And every single month we talked to them and I looked at their credit every single month for three months, and they just never did anything that I was telling them to do. And so it's like that agent didn't waste any of his time because he didn't show them any properties because they he knew that they weren't ready to write an offer. Uh, but after like three months of them just not taking my advice, it's like, okay, look, like we're not going anywhere here, right? So, like, technically we never really hired them, but uh, if we did hire them, if you're thinking of it that way, then I guess we did fire them, right? It's like, I mean, we just you don't have the ability to transact because you're not taking my advice. Um, and then the other one was somebody who she needed to sell her place to be able to buy a new house. And her house was in terrible condition. I got her approved for a bridge loan, but she wasn't willing to actually sell her place. Like the willingness wasn't there. I don't know. It's like you gotta do step one to be able to actually do step two kind of thing. And um, the agent was taking her out and showing her houses, and it's like, look, hey, until she actually gives us the commitment that she's gonna sell her house, you're just spinning your wheels. You're taking her out and showing her houses for no reason, right? So I I think it's all about protecting your time, right? And if if the buyer's not taking your advice, or I guess, or for you guys or seller, right? If the buyer or seller is not taking your advice after a couple times, you got to realize, like, hey, nothing's gonna change and you're just wasting your time and move on to the next leap.
SPEAKER_00Yeah.
SPEAKER_01I think well, go ahead, James.
SPEAKER_00Oh, sorry. Um, I I think the thread that ties all this together is if you have enough experience with bad clients, it puts you in a position to set expectations properly and set those boundaries um and to coach people through like, hey, don't do this uh because it's gonna cause a problem. And they might they might still ignore you anyway, but you can remove a lot of those negative experiences or clients that you wish you had fired uh by effective coaching and teaching and guidance.
SPEAKER_01Yeah, I agree. Uh unfortunately, we don't have time to get to our open house question. We'll punt that to next week. But for all of our listeners and viewers out there, thank you so much for tuning in. If you have listened this far, I think it clearly means we've earned a five-star review. So if you're on Apple, tap the five stars, leave us a great comment. Uh, you can also put questions on there or Spotify or YouTube, wherever you're watching, uh, and we will read them and address them on the show. So thank you everyone for tuning in. We will see you next week.