Keith and Kelly Show: Recent Episodes
Keith Robert Gordon and Kelly Moser
The Keith and Kelly Show is a weekly real estate podcast focused squarely on the real estate agent and their success. We basically have two characters from different backgrounds converging on a topic that both know very well – the world of real estate. Keith Robert Gordon is a real estate broker and businessperson. Kelly Moser is a professional high-performance coach. Keith brings his vast expertise as a veteran broker since 1984 with over 4000 closed sell-side transactions, the author of “The Listing Agent” - a book about managing sellers’ expectation; how to never leave any money on the table while negotiating; how to speak with authority that wins listings; and how he gets 5- star reviews. Keith holds a broker’s license in Florida, Colorado and North Carolina (co-founded Altru Realty); he also holds a Florida title insurance license (co-founded New Frontier Title) and an MLO (not active yet). Keith is also the co-founder of Showing Bee, a listing aggregation company and a showing service which launches in June 2022. Kelly Moser is the founder of the Moser Movement and is a high-performance coach. Kelly helps agents find their best version of themselves by focusing on what they are doing right and wrong while eliminating things that don’t make money; and fine tuning the mind to perform at a higher level. Keith and Kelly make quite a dynamic duo. Keith is double Kelly’s age at 63 while Kelly is new father and a Millennial. Kelly talks like a hillbilly from North Carolina (which he is) while Keith would rather be fishing or playing basketball. His basketball friends call him “biker-poet” and his grandkids call him “KIKI.” Keith and Kelly both have the “gift of gab” for real estate matters that are important. While they speak differently, they do have a common trait which is they are both pros at people and real estate. Keith is a well-known master negotiator and has lots to say about real estate, trends, lead generation, risks, negotiating principles, and how to avoid being sued as an agent - while Kelly is a successful high-performance coach helping agents get to where they want to be. This duo brings a highly entertaining weekly podcast focused on helping agents stay in the moment and in the green.
High-Performance coach Kelly Moser explains the importance of understanding and implementing the 4 Pillars to Success. He is right on the money when it comes to why some agents are high performers and some fall way short. He explains how to use the 4 Pillars to Success to grow your business. This podcast gets better as it goes. Kelly is a high energy person, and he finds his grove talking about this topic partly because he coaches agents using this approach on the daily. Kelly’s coaching focuses on helping agents get to the next level by identifying the causes of why agents fail which is often because they fail to stay focused on a small segment of the market.
Podcaster and broker of Altru Realty Keith Robert Gordon sees a “standoff” in the real estate market. This means there is a widening gap between list prices and where buyers will make offers. Keith explains how he is managing this new treacherous environment with less offers and overpriced listings. Keith has many rules when speaking with home sellers when selecting the best list price and price drop. But, at all costs never lose confidence in the list price or you will find yourself fired. Kelly Moser of The Moser Movement brings his excellent thoughts and advise as a high-performance real estate coach. This is a winning podcast!
Podcaster and High-Performance coach Kelly Moser from the Moser Movement takes this topic on: “How To Become a Super Connector.” He reconnected with his dormant existing friends and past contacts while generating plenty of results. His technique is simple. It will help train you to be better about how you should manage your existing sphere and what the real goal is. It is not to make a sale. Dormant connections are low hanging fruit and a perfect base to re-build your momentum.
The market appears to have topped in June 2022. Rates and home prices are falling again. Where have the home prices gone? How much has the market dropped? As a listing agent these changes make it difficult to get the right answers out of your mouth, so sellers don’t lose confidence in you or the market. There are two concepts that work perfectly when meeting a seller to list a home. What you say in this new environment and how you say it will determine if you win that listing and how that seller (eventually) comes to grips with the reality of a rapidly shifting real estate market. Podcaster and broker Keith Robert Gordon of Altru Realty loves to do this. This is his skill set as he thoroughly explains how he gets the list price right without offending the seller or the market. The buying frenzy of 2022 was a perfect storm of how to run a bidding war. Now that things have changed there is a lesson here and listing agents should still be putting their buyers in a bidding war. This podcast is about how to do that and get the seller onboard with this strategy. Creating a bidding war even in times where buyers aren’t just throwing money at homeowners is what Keith has done for 12 years at Altru Realty. It's a new market now and this podcast will tune you up, so you don’t lose listings or turn down an overpriced listing. Kelly Moser of the Moser Movement uses Keith strategies when he engages his clients (high performance coach for agents) to get more listings and how to handle home sellers with the right balance of authority, compassion, and skill. This is a podcast that will never get old.
Keith Robert Gordon of Altru Realty and Kelly Moser of the Moser Movement have both made big business moves recently with little effort and small tweaks all generating more income and a better path forward by just paying attention to what we have already done well. Life gets busy and we all forget to do simple things, tie off lose ends, revisit your social media persona, funnels and websites. These are small tweaks that will generate cash and momentum. There’s no magic here just obvious business moves that everyone must do to clear space in the mind and just move the lowest fruit of our past efforts into our bank accounts. This will lead to better habits and improve your social presence. Think of this podcast as a business tune up that everyone needs. It's rather fun to hear and do.
Keith Robert Gordon of Altru Realty and Kelly Moser of The Moser Movement talk about the new market shift coming and what that means for setting a list price by effectively talking with sellers about their expectations and possible future price drops without blowing up the relationship.
Founder of Altru Realty Keith Robert Gordon reveals how to tell a "liar" from a "condition" which will stop you from winning that listing. Keith's background is high-performance sales. He explores tie-downs, objections, conditions: and what it means to get "yes's" and how to handle a "no." This Keith and Kelly Show podcast is the big nugget so far that will make a difference in your success as an agent.
The Department of Justice is in oral arguments right now attempting to break the offered compensation from listings agents (paid by sellers) to buyer's agents. The DOJ's argument is those business models that charge and promote 6% commission controlled by the listing agent is an anticompetitive business practice. The DOJ points directly to founder of Keller Willians, Gary Keller, as the lead promoter of this sham of the American people. If the DOJ prevails buyer's agents may have to get paid differently. Maybe some combination of the seller, the listing agent: but more likely than not - from the buyer or possibly through buyer incentives or seller concessions. Keith Robert Gordon founder of Altru Realty believes even if the DOJ prevails the buyer's agent role will remain, and the thinking should be "my fee" will get paid at "closing": meaning that buyer's agents must learn how to offer their services for a "fee" just the way listing agents have to overcome at times explaining 6%. Keith explains the logic and what to be prepared for.
Another wonderful real estate podcast by veteran real broker Keith Robert Gordon of Altru Realty and his partner Kelly Moser of the Moser Movement. Keith takes the lead on this one. Keith has seen it all after 4000 closed sell-side transactions. Keith talks about seller and buyer risks, HUD discrimination lawsuits, fishing risks, contracts, escrow, MLS entry, square footage, commissions (offered comp) and inspections. Why business insurance can save the day when E and O doesn't coverage it. Notes will save you too! Every call, every email must be noted. This podcast is fast moving and a must listen to.
This episode might be our best. Keith and Kelly come together on this one offering a powerful way to harvest the lowest hanging fruit on the vine. Your thoughts. They are free and controllable. Keith talks about how he turns blocks into a success. The things Keith talks about are powerful. He has figured out to master his mind for a successful outcome. The best part is this practice requires no particular training or dedication or large hill to climb. This podcast is about just being present. Keith shares what he does to perform at a high level as an athlete, broker and businessperson. His plain language and examples are real and tangible. He explains what he does the day before a big meeting or a big game. His thoughts are all about visualizing what he needs to do based on what he already knows he can do: clearing the way for a successful day or meeting. This podcast is a must listen to because it will help everyone perform at a higher level. This practice is also what Kelly trains his clients on as a high-performance coach.
No doubt the most entertaining Keith and Kelly Podcast to date because the topic "Are Real Estate Prices Going to Crash" lead to a solution to make more money prospecting the right kind of buyer: throwing out your CRM full of old buyers and replacing it with exactly the type of buyer that is causing the market to rise: the investor. 19% of residential homes were bought by investors the past 12 months. This has caused a short squeeze of sorts that has left the usual home buyer scratching their heads. By the end of this entertaining podcast Keith has identified a way for agents to capitalize on this real estate phenomenon.
Keith and Kelly have different approaches to asking buyers and sellers for the "order." Keith is a seasoned listing agent and believes it is best to get what he calls "buying questions" first from his prospects. This gives Keith permission to either ask for the order or better gauge what is happening. Keith prefers sellers or buyers asking him to list the home or place the offer. While Kelly, as a certified high-performance coach, is more direct with his approach. Both are correct: just as long as the is "order" is given. By the end of this 45-minute podcast you will find Keith and Kelly deliver some exceptional points on communicating better with prospects. Veterans and new licenses alike will enjoy this one!
Kelly Moser interviews Keith Robert Gordon of Altru Realty talk about how to manage risks when marketing homes on the MLS (and elsewhere) and avoiding pitfalls when transacting real estate. Keith explores the risks of copywrite infringement and what to do to avoid being sued for $30,000-$150,000.
Kelly Moser and Keith Robert Gordon interview New Frontier Title (NFT) Florida Operations Manager Sheri Tassoni about "everything" title. Sheri talks about clearing title, why title insurance is important to both sellers and buyers: and why a survey is a must - even for a cash buyer.
- Kelly Moser interviews master negotiator and podcast partner Keith Robert Gordon about his thoughts on buyers, sellers and the art of negotiating for a high value sale. Keith explains what makes his approach to negotiating different. He deeply explores his thinking on "value" and what creates value. His techniques implore extreme patience and are based on a concept called "All Buyers." His goal is to prove the value beyond any doubt: so, no money is ever left on the table. He banks his reputation and popularity squarely on his overall understandings of the importance of negotiating for sellers: not just holding a license to sell real estate: there is difference.
Keith Robert Gordon of Altru Realty talks about the many misconceptions that all sellers and most agents believe are true. Keller Moser adds his take on why agents believe certain things that stop them from doing better. Keith explains, "If you don't understand what sellers have in their heads, which is mostly upside down, then it makes it hard to communicate the truth about real estate to them. To hold authority on these matters you must project a complete understanding of what drives sellers to think and act a certain way if not, they might not hire you.
Today's guest is Renee Golda-Widman of Altru Realty. She crushes this podcast with her many anecdotes from being in the negotiating hotseat for Altru Realty. Renee manages all Altru deals for "The Pro Team" (Keith's team). She is a powerhouse negotiator and an expert at managing expectations! This might be the best podcast from the Keith and Kelly Show so far. It is a must listen to show! Renee is what Altru Realty calls an ACN (Altru Certified Negotiator).
Certified high-performance coach Kelly Moser (The Moser Movement) explains how a new agent's mindset is the beginning of what is needed to be successful. While Keith Robert Gordon (mentor, coach, 36-year broker veteran and author of The Listing Agent) throws in a few kernels of knowledge to remind agents to be mindful, grateful, appreciative, respectful and nice: And a bit of "authority" added into the mix may just be what is missing.
Keith and Kelly talk about the importance of having the right attitude, message, tone and speech pattern when prospecting: and most importantly, what to say when presenting on front of the seller. Kelly is fearless and shares his rather direct and shocking approach to communicating with FSBO and expired leads: while Keith's approach is quite different because of his 4000 closed sell-side transactions. Keith shares his techniques about how to ask the seller where they feel most comfortable listing their home as opposed to the agent stating a price that may not be what is in the seller's head.
Keith explains, "Becoming a master real estate negotiator often results in what I call negotiating authority. This is the ability to control the deal while setting aside your own beliefs about certain things. It is the power to explore what is not truly known yet and trust the process of demand and supply side economics. This means "Trusting Buyers." Agents often believe they are experts in value and negotiating. Agents are never experts in "value" nor should they be. But agents should always be experts in representing the pubic whether buying or selling a home with exceptional skill. In particular, agents should be experts in finding out what value is by being open to what the market (buyers) thinks, not them. To do so, the agent must believe there is a better way to find out what the true value of a home can be. This approach helps agents get more listings too because it removes the bluster and replaces it with a thoughtful and logical approach to listing and selling a home: it is honest and correct. This process is teachable, definable and truly an artful process."
New agents have many choices between brokerage firms, commissions structures, training and service. Some firms train you like little agent-robots and others don't do enough. This podcast explores the many choices agents have and what might make most sense. As always, Keith and Kelly put on quite the show sharing their expertise in real estate mentoring, coaching and what is called "authority marketing." Kelly is rather direct in the way he speaks to agents and Realtors about failure and sucess while Keith never saw a humble day in his life: and thinks he is an expert in negotiating and authority marketing. Listen to him and then you decide! They both expose the truth about why some agents succeed while others fall flat.
Keith Robert Gordon a 36-year broker veteran from ALTRU Realty and author of “The Listing Agent” dives straight into how an agent becomes an authority in real estate. He speaks about how to use compassion to enlist sellers help when asking to drop their price and how to win the listing over other agents using techniques that most agents have never heard of. Keith is an expert real estate negotiator and explains the psychology behind sellers’ motivations and misconceptions about real estate that all agents need to know. Keith coaches’ agents how to gain sellers confidence so they hire you. Kelly Moser is a certified high-performance coach and Keith’s podcast partner. Kelly is an exceptional coach and helps agents define how they want to run their business, create pipelines, accelerate business: and then gives agents the tools to succeed. Kelly's quote: "wealthy people buy time." Kelly helps shrink timelines so agents can find success faster.