The Price Is Right… Or Is It? 🎯 | Avoiding the Overpriced Listing Trap in Real Estate

In this episode of The Business of Real Estate Podcast, hosts Lynn Hoffmann and Eric Johnson tackle one of the toughest challenges agents face — overpriced listings. From how to confidently say “no” to unworkable listings, to having a clear pricing plan that avoids wasted time and lost opportunities, they share real-life stories, market analytics strategies, and negotiation tips that will save you money, protect your reputation, and get homes sold faster.

Whether you’re a new agent or a seasoned pro, this conversation will help you stop chasing bad listings and start closing smart ones.

⏱Timestamps 00:29 – Overpricing trends and market reality check

01:11 – Why the pricing problem starts at the first seller meeting

04:20 – The true cost of investing in listings with zero ROI

05:04 – The danger of taking overpriced listings without a plan

09:08 – Why the first two weeks are critical for showings and offers

11:07 – Using data and stories to win pricing conversations

13:22 – Explaining absorption rates to set realistic seller expectations

16:36 – Why starting too high guarantees you’ll sell for less

27:29 – Using percentages instead of dollar amounts in price reductions

32:57 – Walking away as a powerful negotiation tool

#realestatepodcast #overpricedlistings #realestatetips #agentadvice #homeselling #pricingstrategy #realestatemarketing #negotiationtips #realtortraining #realestateagents #sellyourhome

🎙 Buy A Home in 2025! (Even With Low Credit) | TBORE S2 E2 w/ Kelly Sauriol (Mission 35)

00:42 – Why Renters Are Hesitating in 2025

03:10 – Turning Renters into Buyers: Where to Start

05:20 – Fixing Credit Fast (Even in the 600s)

07:45 – Using Rental Income to Qualify for a Mortgage

10:50 – How Agents Can Save Deals with Mortgage Partners

15:30 – Why Cash Flow Matters More Than Interest Rates

18:25 – Mortgage Renewals: What to Tell Clients Facing Rate Shock

21:15 – Why Every Open House Needs a Mortgage Specialist

26:05 – The Power of Agent–Mortgage Partnerships

28:20 – Rent-to-Own: Does It Ever Work?

30:10 – Kelly’s Biggest Tip: Creativity Beats “No”

In this action-packed episode of The Business of Real Estate (TBORE), hosts Lynn Hoffmann and Eric Johnson sit down with Kelly Sauriol of Mission 35 to tackle the biggest challenge facing REALTORS® today: how to turn hesitant renters and first-time buyers into happy homeowners — even in a tough 2025 market.

Kelly shares:

• Why the media is scaring first-time buyers — and how to change their mindset
• Creative ways to get clients mortgage-ready (even with bad credit or no savings)
• How agents can use rental income, extended amortizations, and refinancing strategies to help buyers qualify
• The importance of mortgage partnerships to close more deals (and save deals before closing)
• Why cash flow, not interest rates, is the real key to getting buyers off the sidelines

Whether you’re a new agent, a seasoned REALTOR®, or a mortgage pro looking to grow your business, this episode will help you educate, empower, and convert more clients in today’s changing market.

🔔 Subscribe for weekly episodes on real estate growth, lead generation, and agent success.

📲 Connect with Kelly Sauriol & Mission 35: @kelly.sauriol_mortgages @mission35mortgages

#realestatepodcast #firsttimehomebuyer #mortgagetips #realtorsuccess #KellySauriol #Mission35 #realestateinvesting #TBORE #agentgrowth #ontariorealestate #REMAX #realtortraining #homeownership

🎙 She Bought 3 Triplexes by 25 — Here’s What Every REALTOR® Can Learn From Her | TBORE S2 E1 w/ Rachel Stempski

00:51 – Bought Her First Triplex at 22

03:07 – Lessons from Owning 3 Triplexes by 25

06:26 – Is Airbnb Still Worth It? 10:14 – Agents: Know the Airbnb Rules!

16:16 – Why She Only Uses Month-to-Month Leases

18:02 – The Only Legal Way to Remove a Tenant in Ontario

22:15 – Cash-for-Keys Horror Stories ($50K!?)

25:12 – Every Agent Should Know the Landlord-Tenant Act

32:09 – Rachel’s #1 Tip: Start Investing Yourself

What does it take to build a real estate investment portfolio in your early 20s? In this powerful season premiere of The Business of Real Estate (TBORE), hosts Lynn Hoffmann and Eric Johnson sit down with Rachel Stempski, a seasoned realtor and investor who purchased 3 triplexes before turning 25 and now manages over 30 rental units — including long-term and Airbnb properties.

Rachel reveals:

How she started investing right out of high school

Why she chose multi-family over single-family homes

The difference between managing Airbnbs vs long-term rentals

How to screen tenants effectively and avoid landlord nightmares

The must-know legal pitfalls agents and investors face in Ontario

Why every agent working with investors MUST understand the Landlord & Tenant Act

Whether you’re a new agent looking to work with investors, a seasoned pro exploring passive income, or just curious about how to scale in real estate — this episode is packed with gold. 🔔 Subscribe for weekly episodes on real estate success, investing, lead generation & agent growth.

📲 Connect with Rachel Stempski: @realtorrachelstempski

#RealEstatePodcast #AirbnbInvesting #RentalPropertyTips #RealtorSuccess #RachelStempski #RealEstateInvesting #TBORE #InvestorClients #LandlordTips #OntarioRealEstate #REMAX #RealtorTraining #PassiveIncome

Episode 34 - Master the Market Use Stats to WIN Every Deal with Special Guest Conrad Zurini

"Stop Guessing. Start Knowing: Why Stats Make You the Smartest Agent in the Room."

✨ Episode 34 of The Business of Real Estate (TBORE) dives deep into:

In Episode 34 of The Business of Real Estate, Lynn Hoffmann and Eric Johnson welcome back RE/MAX Escarpment's own "Stat King" Conrad Zurini to break down how market stats, price per square foot, absorption rates, and HPI can give REALTORS® the ultimate edge.

Learn how to remove emotion from pricing, become the local market expert, and master your CMAs with data that speaks louder than guesses.

Whether you're dealing with buyers who’ve been watching the market for 24 months or sellers emotionally attached to last year’s prices, this episode teaches you how to lead with facts and win with confidence.

💼 Understand why month-over-month trends matter more than year-over-year

🏡 Learn to navigate neighbourhood-specific pricing variances

📉 Discover how market share, DOM, and listing behaviour tell the full story

📍Position yourself as the go-to REALTOR® in your local market

📌 What You’ll Learn:

• Why price per square foot is the ultimate pricing equalizer
• How to use months of inventory & absorption rate to set expectations
• The power of hyperlocal data vs. broad averages
• The value of tracking showings per sale and online traffic
• How to create strategic pricing plans with sellers
• How the market has shifted post-2022—and why your strategy must too
• Tips to become the market authority clients trust and competitors respect

#RealEstateStats #CMAtools #PricePerSquareFoot #REALTORTraining #RealEstatePodcast #MarketAuthority #HomePriceIndex #RealEstateData #REMAXEscarpment #SellerStrategy #RealEstateMarketing #LocalExpert #KnowYourNumbers #AbsorptionRate #MonthOverMonth #ListingSuccess

✨ Episode 33 of The Business of Real Estate (TBORE) dives deep into:

Before you hand over keys or ink a deal, make sure you're protected. In this episode, Lynn Hoffman and Eric Johnson share real-world horror stories, hard-learned lessons, and essential systems that every real estate agent must implement to avoid getting blindsided.

🎓 What You’ll Learn:

 How to qualify clients early and avoid wasted time

 The power of Buyer Representation Agreements

 Key financial and legal red flags to watch for

 How to build a strong intake process and client trust

 Best practices for leases, ownership, and contract pitfalls

 The psychology of setting boundaries and protecting your business

#RealEstatePodcast #TBORE #REMAXPros #RealEstateTips #BuyerBeware #RealEstateTraining #BuyerRepAgreement #PreApprovalMatters #DueDiligence #LeaseToOwn #RealEstateAgentLife #HomeBuyingTips #RealEstateSystems #ProtectYourCommission #REAgentSuccess #RealEstateHorrorStories #AskTheRightQuestions #ClientQualification #REMAXAgents #ListingAgentLife

🎙️ TBORE Episode 32: What’s Your Plan?

📌 In this episode of The Business of Real Estate podcast, Lynn Hoffmann and Eric Johnson tackle a crucial question every agent should be able to answer: "What's your listing plan?"

With new legislation affecting listing agreements—especially in Ontario—agents must now clearly outline and follow through on their marketing commitments.

Lynn and Eric dive into how a well-structured, client-focused listing presentation sets the tone for expectations, builds trust, and ultimately, wins listings.

You’ll learn:

✅ What must be included in your Schedule A

✅ Why referrals aren't an excuse to skip your presentation

✅ How to manage expectations and avoid awkward surprises

✅ The importance of tailoring your approach to client personalities

✅ Why preparation and having “bullets in your gun” makes all the difference

✅ How to overcome objections with confidence

Whether you're a new agent or a seasoned pro, this episode will help sharpen your skills and strengthen your value proposition.

👉 Don’t forget to like, comment, and subscribe for more insights from Lynn and Eric!

#RealEstate #RealEstatePodcast #ListingPresentation #TBORE #AgentTips #ClientExperience #RealEstateMarketing

🎙️ TBORE Episode 31: STOP saying "I'm a Realtor"... say THIS instead 🚀

Are you still introducing yourself as “just a realtor”? In this powerful episode of The Business of Real Estate (TBORE) podcast, hosts Lynn Hoffmann and Eric Johnson break down why your elevator pitch matters more than ever—and how to craft one that sets you apart from the sea of agents in the industry. Learn how to create a pitch that showcases:

✅ Who you are

✅ What you do

✅ Who you help

✅ And why YOU are the trusted guide your clients need

Discover 4-step and 5-step frameworks, storytelling tips, and how to make your pitch feel authentic, not rehearsed. Whether you're networking, listing, or chatting at Starbucks, your first impression is your pitch. Make it count. 💼✨ 📌

Don’t forget to LIKE, COMMENT, and SUBSCRIBE for weekly insights into the business side of real estate. 🎧 Listen now and learn how to turn small talk into serious opportunities!