Essential Inquiries to Ask an Agent

Rob:
Welcome to the BiggerPockets Actual Property Podcast. I’m your host, Rob Abasolo, joined by my good buddy, Henry Washington. Hiya. Good buddy. The way you doing?

Henry:
I’m doing nice. Thanks a lot. I’m very glad to be right here. And we’ve had some shakeups in the actual property trade these days, particularly round agent commissions altering, and I feel it’s left loads of buyers questioning, what does a superb actual property agent even appear like? How do I discover actual property brokers that meet my wants and what the heck am I alleged to pay them?

Rob:
Yeah, it’s a giant one. And at present we’re going to be speaking with James Dainard about how one can discover and work with an agent who might help you meet your targets as an actual property investor. We’re going to speak about issues like how one can discover an agent that’s fitted to buyers, questions you need to ask a possible agent to verify they’re the precise match for you, and how one can negotiate a fee fee with an agent and what sort of companies ought to they be offering at these completely different fee constructions. So let’s get into it.

Henry:
And with that, we wish to welcome James Dayner to the present. For these of you who don’t know, James Dard is likely one of the co-hosts together with myself of the BiggerPockets on the Market podcast the place we discuss present occasions inside the trade and the way they’re impacting or not impacting actual property buyers. However James Dard can be a licensed agent, a dealer, a lender, and is aware of just about all the pieces there’s to learn about all sides of actual property. James Dard, welcome to the

Rob:
Present. Welcome, man. Yeah, it’s at all times good to have another person from the BPCU on the pod, the BiggerPockets cinematic universe. Excited to leap in at present, James. Are you able to inform us somewhat bit, because you’re clearly very effectively versed on this complete actual property sport, assist us paint an image between your typical run of the mill realtor who simply opens doorways and put indicators in entrance yards and a realtor who’s really working in the direction of fulfilling the targets of different actual property buyers.

James:
Yeah, I feel that’s essential to sort of talk about and sort of make clear. Many occasions your residential funding brokers are extra arrange like a industrial based mostly dealer the place they’re promoting math, they’re trying by way of the funding and so they can present additional worth to buyers so far as analyzing the property, whether or not it’s pulling comparables for what the property’s price within the as is situation, what it’s going to be price after a renovation. It might be pulling hire knowledge for you and so they’re going to have the ability to show you how to present that knowledge that will help you analyze that deal to verify it’s a superb funding. And that’s actually the large distinction is loads of brokers, after they’re promoting their companies, they’re promoting themselves, their groups a clean transaction, and they’re promoting nearly just like the dream of like, Hey, do you want this home extra? There’s much more opinions, whereas buyers are extra about {dollars} cents and cash and does it make a return? And that’s actually the large distinction is the companies offered one’s extra to make you are feeling heat and fuzzy and to get your sale accomplished, and one goes to be extra to get you heat and fuzzy to monetary freedom.

Henry:
Yeah, I imply that makes loads of sense. I occur to have an excellent investor pleasant agent, and I feel the traits of a superb agent are the identical throughout one who needs to assist a retail purchaser and one who needs to assist an investor. It’s simply the sort of info that you’re anticipating and relaying to your consumer is completely different. I’d assume {that a} good retail agent will perceive what varieties of facilities or options {that a} house purchaser is on the lookout for in a house, and so they’re out pounding the streets on the lookout for the alternatives that match that standards. Whereas my agent, he is aware of what my purchase field is, he is aware of what neighborhoods I purchase in, he understands how I uniquely analyze properties. And so I feel the perfect attribute is one among any individual who’s proactively on the lookout for issues which can be of profit to that consumer after which getting these issues in entrance of them in a approach that helps them simply digest and perceive that info so that you could make fast choices.

Rob:
One hundred percent. Man, I feel that may be a ache level. Realtors are a ache level for lots of buyers like all of us on this podcast, but in addition the lifeblood of our deal move. And in order that’s what we’re going to be speaking about at present. We’re going to be speaking about how one can decide if an agent is an effective match, after which I’d wish to open up the dialog somewhat bit on how one can negotiate with realtors in 2024, as a result of I feel loads is altering within the panorama at present. So does that sound good for everyone?

James:
Yeah, let’s discuss how one can negotiate my commissions. I’m all in on that.

Rob:
Yeah, I suppose that was a little bit of a loaded query, huh? So James, inform us somewhat bit about a few of the companies that you simply provide as an agent versus a few of the companies that a few of the extra, I don’t know, low raise, not as proactive realtors today could also be providing to their purchasers.

James:
One factor I’m a agency believer of is actual property brokers aren’t simply paid as a result of they promote a home. It’s as a result of they’re offering an expertise, knowledgeable expertise within the companies to get somebody by way of a transaction. A lot of the work’s performed earlier than you even get into contract on a property. And one factor that’s actually separates any dealer, whether or not they’re funding or retail or industrial or multifamily, is how effectively does that dealer assist their purchasers with extra companies? And so after we began our brokerage again in 2010, we have been off market operators. We have been promoting loads of properties after which what we have been seeing was that purchasers would see a deal and it was under market worth, however they didn’t actually know how one can analyze it, they didn’t actually know how one can execute on it and they might stumble by way of the deal. And in order brokers, what we did is we designed a service platform that offered options for our purchasers at any step in that transaction.
And that’s why we’ve performed so effectively as brokers and we promote over three to 400 houses a 12 months with buyers. We do this by what do buyers want? Properly, the very first thing they want is analytics. What’s the property price? What’s the mathematical equation for that property after you do your raise, how a lot will this property hire for? And what’s your cashflow state of affairs for those who purchase this property at this worth? And what does that look on a return foundation? The second factor that they want is entry to capital. And as a dealer, what we do is we make it possible for our purchasers have an choice for any sort of capital, for any sort of deal that they will purchase that will get them able to undergo the shopping for course of. So your conventional dealer goes to refer ’em out to a mortgage skilled, they’re going to get certified for possibly no matter mortgage they will get.
Whereas in our store, we’re bringing our purchasers and getting them certified with a tough cash lender in case they discover a burr property or a repair and flip. We get ’em certified with everlasting standard financing in order that they know what they will cashflow and purchase as a rental property. After which we get ’em arrange with industrial financing too, if they need multifamily properties. And so by offering them with a capital platform, it permits them to execute on the highest stage. After which we do extra different issues to assist them facilitate that plan in that deal by serving to them design the property, giving them specs for it, referrals to distributors that may give them development prices lower than what the typical client can. And so relying on the dealer and what you’re making an attempt to rent and what specialty they’re specializing in, that’s the companies that have to be created. And as an funding dealer, we’re right here to assist the consumer be financially profitable, not simply promote them a home. And that’s why we constructed our complete platform to remedy these points, funding, analytics, development sources, after which a disposition, whether or not it’s property administration or gross sales to allow them to full that sale and rack the return. And that’s actually the large distinction between an funding dealer and a retail dealer. We’re nonetheless providing good companies, however the companies are constructed for various issues as a result of buyers are extra involved about returns than they’re about that excellent feeling flowing home.

Henry:
Yeah, I feel one of many very key belongings you stated there was you need to put your buyers able to finish that sale, proper? That’s the win for everyone. In case your buyers are closing offers which can be really offers and are going to make them cash and you’re then closing that deal and getting a fee, that’s the win for everyone. And what it seems like is the extra companies that you simply’re providing are all issues which can be going to assist get that investor from the data stage all the best way all the way down to the closing desk. It’s the relationships they want with the lending, it’s the data they want or knowledge across the property. That’s what’s key. That’s among the finest options that my actual property agent offers to me once I ask him to research a deal. Or possibly in the event that they get a lead, I instantly get a full evaluation as if, and so they don’t know if I’m even going to supply on this property. And to me what that exhibits me is that they will put on this work each single time whether or not I shut on a property or not, and that offers me peace of thoughts.

Rob:
Alright, so now we’re clear on what an amazing agent seems like and a few of the companies they need to present, however how do you discover brokers like this and what questions must you ask them upfront? We’ll get into that proper after the break. Welcome again to the Actual Property podcast. I’m right here with Henry Washington and James Dard. Choose up the place we left off.

Henry:
How do you discover the brokers who’re going to give you the results you want like this? How do you discover these brokers? How do you vet these brokers as a result of there are extra brokers than there are properties on the market and discovering these diamonds within the tough are essential to your success as an investor. So what are a few of the issues that individuals must be on the lookout for after they’re on the lookout for an investor pleasant agent?

James:
Properly, you need to take a look at what’s their background and their resume and the way a lot expertise have they got inside the kind of funding that you simply’re trying to buy. I really feel like I’m a reasonably skilled actual property skilled. I promote loads of multifamily, however I even have a pair brokers that I work instantly with that we purchase loads of our giant house buildings with as a result of that’s their specialty. They know how one can discover the deal, they know how one can underwrite the deal for us rapidly and we use them as a dealer. I’m utilizing them for these companies. However the purpose why we like working with brokers which can be additionally buyers, our firm Warmth and Dana Actual Property, our tagline is constructed by buyers for buyers. And I feel that’s actually what you need to search for is for those who discover that reference to somebody that you simply relate with, who’re you going to narrate with one other fellow investor that’s going by way of that very same journey with you?
As a result of if they’ve that background, additionally they know how one can run these analytics. They’ve bumped into the identical issues that you’ve got in your website, whether or not it’s a nasty tenant, possibly a development challenge that’s going off, possibly their home isn’t promoting. When you’ve got any skilled that you simply’re hiring, whether or not it’s a dealer or anyone you need to put in your workforce, in the event that they’re on that very same web page with you and so they know your pains, they will really show you how to by way of that course of loads higher. So if I need to discuss to a dealer, I need to interview them, make it possible for they’ve some form of expertise in investing and dealing with buyers or they’re actually winging it at that time. And for me, it’s a excessive threat enterprise. I don’t need to put money into individuals the place I bought to place extra threat into the deal that’s already there.

Henry:
I can’t agree with you extra. I feel having an agent who can be an investor is a big profit, however loads of the suggestions that I hear from individuals who possibly haven’t labored with an investor pleasant agent, they are saying, effectively, why would somebody who’s on the lookout for offers similar to I’m, why would I need to work with them? It looks like we’re placing one another towards one another. It’s some form of competitors. So how ought to individuals be occupied with that relationship?

James:
And also you’re speaking concerning the competitors between purchasers,

Henry:
Between you’re each buyers in the identical

James:
Manner. I feel that’s one factor that we hear that loads, proper? I purchase loads of property in Seattle and so they’re like, oh, you get to choose all the great offers and all actuality, what I get is the slop. We get what’s left over as a result of as a dealer in a giant image enterprise, we generate loads of stock. Our job is to make it possible for we’re offering a superb funding alternative and if safe that deal and provide it out, our assure is that if none of our purchasers need to purchase it, I’ll purchase it to place our proof behind the deal. After which we present individuals how can we ize this deal and we use it as a instructing occasion for ourselves. However that query comes all the way down to that. It has somewhat bit. Individuals aren’t considering that by way of as a result of buyers purchase all types of various kinds of product.
There we go. I’ll purchase loads completely different product than what Rob otherwise you would purchase as a result of we’re in numerous markets, we’ve got completely different groups, we’ve got completely different funding. And based mostly on that, every investor ought to outline their very own purchase field. And we spend loads of time with our purchasers. If they arrive in, they are saying, Hey, I need to purchase a flip property. We spend hours with them mapping out the flip, what sort of flip do you need to purchase? Would you like a beauty? Would you like a heavy fixer? Would you like one which has some growth upside? And we take ’em by way of all these dangers within the groups that they have to be profitable on these offers. And for us, it’s humorous, we get loads. Individuals ask me that on a regular basis as a result of we really discover offers, give ’em our contractors and assist them facilitate that challenge.
And so they’re like, wait, you give out your individual contractors, you simply go on these offers. Why don’t you are taking all of them down? Properly, we run eight completely different companies and people companies are arrange as a service enterprise to care for buyers and we’ve got to steadiness these out. And so for those who’re involved about that, I’d say you’ve got the flawed individual that you simply’re working with and it comes all the way down to that belief. Do they financially care about what you’re making an attempt to perform or are they only making an attempt to do a transaction and promote you one thing? And if you interview that individual, you’re going to know if they’ve a real curiosity in your development as an investor. And for those who genuinely imagine that you simply shouldn’t be involved they’re going to take your deal. However I can say we purchase lots of of offers and I mainly purchase those that none of my purchasers will purchase, after which we use it as a instructing occasion to how one can get them to that subsequent stage. And we simply get that product permits me to develop my purchasers relatively than take away. That’s

Rob:
Gold. I like it. So how ought to an investor really go about discovering an agent like this and what are a few of the questions that they need to ask to vet that agent?

James:
Properly, I do assume that we in all probability over ship our companies somewhat bit, however we did begin our brokerage within the worst market there ever has been, 2008, 9 and 10. And so for us to earn enterprise, we actually had to supply service and get individuals to purchase. And that’s why we sort of constructed our firm in that approach when it simply has by no means modified. However discovering that proper dealer, once I meet with any consumer, it’s about constructing that proper workforce. One of many first workforce members you need to meet with as an investor is your title rep. Discover a title rep that closes loads of funding transactions, builders flips. These are sometimes the individuals which can be plugged into your community. They’re going to know the brokers which can be consistently promoting flip properties, rental properties and growth websites. They’ve entry to ’em, they observe these buyers and so they need to provide you with that enterprise as a result of it will get ’em title enterprise as effectively.
One other approach that you may observe it’s search for that frequent dealer that’s at all times promoting the flip. In the event you go into Seattle and also you pull up a bunch of renovated houses that offered within the final two months, you’re going to see my title 20 to 30, 40 occasions and also you’re going to search for that constant dealer that’s at all times representing these repair and flip properties constructing websites as a result of when brokers supply dust, loads of occasions they get the event and the checklist again on the opposite aspect. After which you’ll be able to go on to even BiggerPockets agent finder to seek out your burr varieties of buyers. And so search for that frequent denominator. The place are they transferring product? Observe it by way of the MLS after which have your title rep offer you these referrals as a result of they’ve these individuals on lockdown.

Rob:
And if you wish to use the BiggerPockets agent finder, you’ll be able to go to biggerpockets.com/agent finder and you will get related with the agent in your space that very investor ahead presumably providing loads of the companies that we’re speaking about at present.

Henry:
I need to take a second right here and simply actually spotlight what you stated as a result of I feel that is probably the most underrated and best solution to discover investor pleasant brokers. Individuals say on a regular basis how tough it’s to seek out these brokers who perceive investing, however you talked about speaking to a title firm and it doesn’t simply must be your title firm. Take into consideration what a title firm does, individuals, a title firm is closing actual property transactions all day day-after-day, and at nearly each single a type of closings is an agent sitting subsequent to their both purchaser or vendor, your title firm or all title firms know precisely who the investor pleasant brokers are. You’ll be able to name one up proper now and you’ll ask them, Hey, who’re the brokers who’re at all times closing offers? For builders who’re at all times closing offers for fillers who’re at all times closing offers for landlords, they will provide you with one to 3 names off the highest of their head of individuals that you may then Google and discover their quantity. It’s exterior of going to, I’d say this can be a higher solution to do it than discovering individuals at a meetup. That is going to be the people who find themselves really doing offers. It’s a implausible tip. Thanks, James.

Rob:
Yeah, yeah, for positive. Properly, let’s say you discover this realtor that may really carry us offers, analyze, they’re actually good at what they do, how can we really begin to vet them? What are a few of the questions that we will ask them? Henry, I’m going to flip this to you. Whenever you’re vetting a brand new realtor and also you’re constructing that rapport and also you’re making an attempt to determine are they capable of stroll the stroll and never simply discuss the discuss, what are a few of the questions that you simply ask to only make it possible for they’re on prime of their sport?

Henry:
Properly, firstly, what I feel that’s essential right here that will get ignored is you want to have your stuff collectively. You have to know what you need to purchase, the place you need to purchase it, what you want to have your purchase field dialed in. And also you want to have the ability to relay to your investor pleasant agent the way you wish to be labored with. In the event you don’t know these issues, then it’s going to be onerous so that you can vet and discover any individual who’s going to have the ability to present the companies that you simply’re on the lookout for. So you must firstly know what you need to purchase, know the way you need to be labored with and know the way you need to be communicated with. However after getting that down, to start with, sure, you’ll be able to ask any investor pleasant agent in the event that they make investments themselves.
And how one can verify on that’s you’ll be able to ask them what’s the title of their LLC? And in most cities or most markets of the nation, you’ll be able to go onto the town assessor’s web site and search for their LLC to see if they really personal property in any of their firm names. One other factor you need to have the ability to do is once more, you must know what you need. So you must know your numbers, you must know the way you need to analyze your properties. However what I would like from a superb investor-friendly agent is an understanding of the market. So I at all times ask investor-friendly brokers, Hey, what’s the typical days on market proper now? How lengthy are the flip properties that you simply’re itemizing taking to promote? What are a few of the traits of the properties which can be promoting rapidly? What are a few of the frequent traits of these properties? And possibly what are a few of the issues which can be frequent among the many properties that aren’t promoting or sitting available on the market somewhat longer? Any good investor pleasant agent may have solutions to these questions off the highest of their head. If these are issues they’re struggling to give you solutions for, that’s in all probability not the investor-friendly agent for you.

Rob:
Okay, we’ve got to take yet one more fast break, however stick with us after the break. We’ve bought extra suggestions for you and we’ll share our ideas on how one can negotiate your agent’s fee. And whereas we’re away, go forward and browse some investor pleasant brokers at biggerpockets.com/agent Finder. We’ll be proper again.

Henry:
Welcome again buyers. We’re freely giving our greatest tips about how one can discover and work with brokers. So let’s soar again in.

Rob:
So now James, I suppose let me ask this from a, let me get each side right here. Do you assume it’s honest to evaluate an investor pleasant agent based mostly on the quantity of investments they’ve or are at the moment engaged on?

James:
I don’t assume it’s completely crucial that they’re an energetic investor. They could solely have a pair leases and possibly purchased one flip property, and that’s okay so long as they’ve arrange the companies. However what I do wish to work with is salespeople that perceive and may be in my seat as a result of buyers, you undergo good occasions, you undergo dangerous occasions, and that dealer that understands that’s going to take a look at offers somewhat bit in another way too with you, and so they’re going to take your suggestions rather well. One factor if an investor hasn’t purchased or a dealer hasn’t purchased that many properties, however they nonetheless have taken the steps and so they’ve gone by way of the motions, however they produce other extra sources that’s nonetheless going to be a dealer. I’m very enthusiastic about what are these sources discovering offers, after which I need to go as I’m interviewing that dealer, how are you going to assist me achieve success as an investor?
Proper? It’s not nearly, Hey, how are you going to assist me discover a property? How will you assist me achieve success? Properly, that involves sources. Hey dealer, do you’ve got any referrals to onerous cash lenders for me? Do you’ve got any referrals to common contractors? Do you’ve got any referrals to cupboard firms? If I’m making an attempt to get my renovation prices down, simply by asking these three questions, if that dealer has these sources or no less than is aware of the place to level you within the course that they’re used to servicing with these purchasers, if they can not offer you these sources, that’s sort of a part of my vetting. Ask strategic questions. Can they reply ’em? Can they supply the worth? It’s going to inform me whether or not it’s my individual or not. If I’m going to go checklist a luxurious house and I’m interviewing brokers, I’m going to go, what are your sources for advertising and the way are you going to get this broadcasted to rich individuals?
If that dealer has an inner listing, if they’ve knowledgeable video crew and so they can present you the way they market that property, they’ve a advertising workforce, that’s loads of what goes into luxurious gross sales, is that making it really feel good, getting it out to the general public and getting it out to individuals with deeper pockets that may afford it, as a result of that’s a smaller demographic. If they’ve these sources, that’s an amazing interview. I’m going, okay, they’ve the enterprise constructed off that, but when they don’t, that’s the place I’m in all probability going to maneuver on to the following dealer. So ask for referrals, ask for sources, how can they show you how to enhance? And if they will’t reply that, in all probability not the dealer for you.

Rob:
I’m with you there. I feel it’s essential to have somebody that’s invested earlier than, however actually what I’m on the lookout for most is as a result of at this level I do know my purchase field, I do know what I’m on the lookout for. I sometimes supply my very own offers and I name the realtor, I make their job simple. I say, Hey, that is the one. However what I actually need out of a realtor is references and referrals. Whenever you’re within the short-term rental aspect of issues, I name ’em the Airbnb Avengers. I would like my cleaner landscaper pull individual handyman, and I would like to have the ability to construct my workforce. And getting these referrals out of your realtors are large as a result of it may prevent loads of time. I feel a firsthand referral is price its weight in gold on this trade. So yeah, I feel that’s often what I’m leaning in the direction of somewhat bit. Is that essential to you, Henry, or are you extra, would you like the investor aspect of it? Would you like them to put money into

Henry:
Issues? No, I would like them to be an investor IE, which means they personal some property. I don’t care in the event that they’ve performed a deal previously six months or not. It’s extra nearly understanding the ideas. However your level precisely, you stated what I would like out of an agent, which implies that you perceive your corporation and what you want and what you want might be completely different than possibly what any individual like myself wants. And so ensure you perceive that and ensure you can talk that. I feel what occurs loads of the occasions is individuals, any individual says they’re an investor pleasant actual property agent after which an investor begins working with them, after which an investor like me, a part of what I would like an actual property agent to do is make loads of presents and make presents considerably underneath what the asking worth is. And writing up presents is loads of work. Individuals don’t understand it. It takes loads to jot down up a person provide. And once I’m asking you do 5, 6, 7, 8, 10 per week, and on prime of that, all of these are 50, 60, 70, 100 thousand {dollars} lower than what’s being requested that may put on down an agent who doesn’t perceive why that should occur. Yeah,

Rob:
Yeah. Properly, we’re going to maneuver into commissions subsequent, however there was somewhat fast tip, if you’ll, from the boards from Bruce Lynn. He stated, carry your agent, your investing marketing strategy and ask for his or her suggestions bonus. It forces you to make a marketing strategy. So I feel that’s really sort of good too, to form of write it out and say, Hey, what do you consider this? And you may sort of quiz them on their do they know phrases? Do they know what money on money is? And sort of work round these parameters somewhat bit too. And

James:
One factor on that too, for brand spanking new buyers which can be beginning to take a look at their funding brokers, you won’t know precisely what your purchase field is, however you recognize what usually you need to buy. I need to purchase a single household rental. I need to purchase a multi-family rental, or I need to purchase a repair and flip. You’ll be able to maintain it as easy of, Hey, that is what I’m trying to purchase after which what’s my targets with this in 5 years? After which go away it alone. As a result of loads of what that funding dealer goes to really educate you on is how one can create a purchase field that you may nonetheless transact with because the market strikes. It’s a must to modify your purchase field. And that dealer that’s promoting investments ought to have the ability to educate you on what the funding returns are in your native market. And so don’t assume that you simply’re going to must make this large, large marketing strategy, simply give you the idea, what do I need to purchase? How a lot do I need to make? And what sort of product can I purchase on this market? And the dealer ought to have the ability to educate you on what to purchase.

Rob:
Good. Good. Okay. So let’s discuss negotiating fee. And I feel only a caveat for everyone, a fast observe, technically commissions have at all times been negotiable. I feel that’s one thing that we should always say. However transferring into this, let’s discuss how one can method this in 2024 and do you assume James will begin seeing brokerages setting their very own normal fee charges?

James:
I feel everybody’s questioning what’s going to occur, and there’s so many various kinds of brokers on the market that present completely different companies and so they cost completely different commissions. There’s nothing flawed with that. You probably have a dealer that’s going to throw an indication within the yard go to without delay, take some pictures and take telephone calls, possibly you pay ’em much less and possibly that’s what they’re providing. That’s by some means loads of brokers construct their companies that approach too. Quantity getting transactions performed. I feel as we go into this new sort of fee dialog, what it’s going to actually do is permit the skilled brokers that provide a extra distinctive boutique service to cost extra. I’m really sort of excited as a result of if the commissions are extra as much as companies, such as you stated, we over present the companies, possibly we should always cost 5% as an alternative of three, and it’s going to make it really a better dialog.
It’s sort of like a menu. You decide and select your poison as an investor, what companies would you like, what companies do you want? After which you’ll be able to sort of work with the precise dealer. However sure, I do assume brokers are going to repair their commissions. I do know I received’t present all these companies for any lower than 3% as a result of it prices me 50% simply to run my enterprise that approach. So if I’m going to 1.5%, I’m breaking even for giving them 9 months of companies. And so I feel it’s going to be standardized. I feel they’ll be negotiable and it’s actually going to make brokers step up and run it like a enterprise, not only a referral community and making an attempt to place tag on homes.

Henry:
Yeah, I feel what lots of people miss when they consider brokers and companies brokers present is that they solely take into consideration the companies that agent offered for the deal that closed. They’re not occupied with all the different leads that you simply ran evaluation on all the different contacts that you simply organized for individuals and put in entrance of individuals all for offers that by no means made it to the closing desk. There’s work that you’re doing for leads that by no means make it to closing, however that’s a part of offering that concierge sort companies. You don’t actually know which deal’s going to really get to the closing desk, so you must present it constantly. And I feel now that you must sort of make a case for why you need to be paid a specific amount, I feel you’re going to begin to see extra concierge sort companies and folks and folks with the ability to put a price ticket on these greater worth companies.

Rob:
So must you simply begin calling brokerages, providing a fee that you simply’re prepared to pay after which see who bites? Or do you assume that’s the method to take or how do we’ve got that dialog with the agent?

James:
I feel it’s nearly asking what they give you. What’s your companies checklist? How will you assist me achieve success as an investor? What are you able to do for me to make me profitable? Properly, for us, we will outline is we show you how to with the development, the design, the analytics, and we might help make it very laid again for you and you’ll work your 9 to 5 and have a workforce behind you that’s going that will help you implement that enterprise. I wouldn’t go round saying, how a lot do you cost in all places? It’s sort of like nobody needs to listen to that. In the event you name a bunch of contractors, you’re like, effectively, how a lot do you cost? They’re not going to name you again. You’re not ever going to have a contractor. Or those that do reply are those which can be actually determined for enterprise and they won’t have the ability to facilitate your corporation within the first level. And so I’d simply say sit down, ask what the companies are, give attention to constructing the connection, after which get to the fee assertion. Hey, what do you cost? Or what do you cost for these companies? Is a a lot nicer solution to ask than What deal are you going to offer me?

Rob:
Positive. Yeah. I’ll say the quickest solution to get written off by me is to ask me for a reduction first time on Airbnb. If somebody’s like, Hey, will you do 30% of the speed you’ve got listed? I’m like, no, I received’t. So I feel it’s simply frequent courtesy to attempt to construct a rapport, inquire concerning the checklist of companies and say, Hey, what does your service sometimes vary from a fee standpoint? Allow them to reply after which I suppose go from there.

James:
And I feel for those who’re going to pay somebody an even bigger fee, be certain they’re working for it. So

Rob:
Do you assume there’s something to the concept of getting an incentive construction? That is an concept I’ve seen floating round the place let’s say possibly you get an additional half a degree for getting a property underneath contract for 30 days. Do you assume that’s one thing that’s price exploring or do you assume that’s sort of a bizarre association to attempt to strike up along with your realtor?

James:
The one factor you must be careful for, as a result of we really floated this by our lawyer at one level the place we wished to do a shared fee with buyers saying, Hey, if we offered you a flip property, right here’s your return and it was low, we’re going to cost 1%, 2%, three, after which it will go as much as six. So if the consumer was doing rather well, we might do higher ourselves. If the consumer wasn’t doing effectively, for no matter purpose, we have been going to low cost and do the identical and we wished the shared steadiness. Fee Drawback is, I used to be advised that that’s extra of a safety at that time, and the dealer’s now a part of the funding, and so it doesn’t actually work that approach, however I feel it’s simply, Hey, I’ll pay you this a lot fee for those who’re going to supply me these companies.

Henry:
It at all times makes me chuckle somewhat bit. These new adjustments have triggered us to talk about actual property brokers. We might talk about another enterprise, however it’s been operated so in another way from different companies earlier than that now that it must be operated like a daily enterprise. We’re like, oh, how is that this going to occur? You guys, if you’re on the lookout for an actual property agent, you simply need to take into consideration what’s essential to you. If what’s essential to you is to avoid wasting probably the most cash attainable on commissions, then you want to be asking questions round that. And you then’re in all probability going to seek out any individual who’s going to do as little work as attainable so as to simply get your own home available on the market and hopefully get you some presents. But when your targets are extra customer support oriented, if they’re extra like Rob, you stated you want the relationships, if these take into consideration all the belongings you want out of an agent, rank them so as of significance after which generate your questions that you simply’re going to ask these brokers across the issues which can be essential to you, and also you’ll have a greater alternative to seek out an agent who’s going to supply you the companies that you simply’re on the lookout for.
It’s similar to after we’re evaluating another sort of service, we’re at all times going to go search for who’s going to supply us the factor that’s most essential to us. If you’d like to have the ability to get relationships and to get nice deal move and to have extra of a concierge the place all I must do is inform you what I would like, you’re going to seek out me a deal. You’re going to assist me get the lender, you’re going to assist me get the contractor, you’re going to assist me get to the closing desk. Properly, you’re going to pay somewhat extra for that, proper? And and for those who’re simply saying, Hey, I bought an amazing home. It’s in nice form. It doesn’t want any work. I simply want any individual to go stick an indication within the yard, this factor’s going to promote itself. That’s a distinct agent that you simply want and you’ll in all probability pay rather less. You simply have to grasp what you want and go on the lookout for these issues particularly. It’s like another enterprise.

Rob:
Superior. Couldn’t agree extra, man. And this has been nice guys. That is how one can discuss to brokers and work with brokers in 2024 within the ever-changing panorama of actual property. James, it’s at all times a pleasure to have you ever on the podcast, my buddy. In fact, Henry is at all times good to share the mic with you too. For anyone that’s trying to work with an agent that’s an investor ahead, don’t neglect you’ll be able to at all times head on over to biggerpockets.com/agent and we’ll see everyone on the following episode of BiggerPockets.