Webinar Recap: Stand Out in Today’s Market and Win More Business

Thank you for spending your Thursday with me. More than 300 of you joined, and nearly 200 stayed after the hour ended to keep asking questions, which tells me you’re hungry for something better than another rate screenshot. Here’s the short version of what we covered, so you can use it this week.

Belief changes behavior, and behavior builds the future.

When the headlines turned negative, the first thing I told my team was to sleep eight hours, move their bodies, and protect their mindset before they touched a phone. Clients are overstimulated, and so are you. The agents who take market share in Q4 will be the ones who stay steady enough to turn fear into confidence on a single phone call.

The housing market is shaped like a K.

At the top, buyers need speed, jumbo and physician loans, and bridge loan options so they can buy before they sell. At the bottom, buyers need buy downs, builder incentives, and a real down payment strategy. Those are two completely different conversations, so I’d encourage you to pick the lane you want to own heading into 2027.

Stop competing in the red ocean.

When every agent reposts the same daily rate update, nobody looks different. A blue ocean strategy means finding the space nobody’s standing in and creating demand there instead of fighting for the same buyers. I gave you two ways to do that.

Strategy one: list the approved condo.

Most condo listings go active, wait for an offer, and let the buyer’s lender discover the building after the contract is ratified. By then, the project review is already running against the clock. Disclosures answer one question, and the lender reviews eight. Before you go active, here’s what to do:

1. Get the condo questionnaire completed. It costs less than $200 and can save you a painful surprise later.
2. Ask your seller for the last 20 emails they received from the HOA, because the minutes often hide the deal breaker.
3. Read the disclosures to confirm the property type, since a townhome can turn out to be a legal condo.
4. Secure a real HOA contact by asking your seller who they last corresponded with.
5. Partner with a lender for a full approval before you market the unit.

A condo is considered non-warrantable when it misses even one item on the Fannie Mae and Freddie Mac checklist. A perfectly managed building can land there simply because critical repairs have been called out and haven’t started. That matters because it narrows your buyer pool and can affect resale, so it’s worth knowing before you list.

Strategy two: sell like a builder.

Builders stopped waiting for rates and started solving the payment problem themselves. A price cut tells buyers the home was overpriced. A seller-funded buy down tells them there’s a plan. When you prep your seller on day one, show them what builders are doing, price to the payment instead of the price, build the credit into your pricing strategy, and set a price review date before you list. I’m also happy to contribute toward a buy down and build you an incentive sheet for your listing.

If you serve FHA or VA buyers, I’d also encourage you to look at the HUD-approved condos in your ZIP codes. Very few agents are marketing to that segment, which is exactly why it’s open.

If you asked about ADUs, mixed-use properties, or compliant language for a listing, reply to this email with the details and I’ll personally look at it with my team.

Your next steps

You can watch the replay here: letsgetyouhome.com/course/the-truth-behind-the-headlines

If you’d like to build your own blue ocean offer together, book time with me at bookwithpadi.com.

Next month, Logan Mohtashami from HousingWire joins us on 11/19/2026 at 10:00 AM PST, and I’d love for you to be there.