Selling Real Estate with Kelly Cook
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Welcome to the podcast “Selling Real Estate” with Kelly Cook where we discuss the latest and most relevant business strategies to help you do one thing extremely well: Sell more homes. We’ll discuss everything from Business Planning, to Lead Generation/Conversion, to Past Client Customer Service, and everything in between. Discover how to create systems and processes to turn your real estate sales job into a scalable business! Join us for authentic conversations and nuts and bolts takeaways you can implement into your business today! And now, “Selling Real Estate” with Kelly Cook.
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In this episode, we break down how to confidently guide sellers through price improvements without damaging trust or momentum. Learn why language matters when discussing price reductions, how the 10-10 rule helps identify overpriced listings, why weekly communication is critical, and how to future-pace pricing conversations from the listing table. This episode also covers seller psychology, days on market, luxury exceptions, and scripts that help agents protect their time while still serving clients at a high level. If you want to master pricing conversations and move listings in today’s market, this is a must-listen.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode of Selling Real Estate with Kelly Cook, Kelly Cook breaks down the reverse offer strategy, a creative listing approach that helps agents spark real conversations, uncover buyer hesitation, and move stalled listings in today’s more balanced, buyer-leaning market. Learn when to use a reverse offer, how it works psychologically, why it can lead to real negotiations instead of silence, and how it often opens the door to price improvements that actually get homes sold. If you’re closing out the year, planning for 2026, and looking for smarter ways to create momentum, this episode gives you a practical tool you can start using immediately. LET'S GO!Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode of Selling Real Estate with Kelly Cook, Kelly breaks down the 8x8 qualification strategy and shows you how to build a real estate database that actually generates business instead of just collecting names. You’ll learn how to qualify leads the right way, segment your contacts using the 80/20 rule, and use a mix of direct mail, phone calls, texts, and email to convert new contacts into long-term relationships. If you want to stop chasing low-hanging fruit and start building a predictable pipeline for 2026 and beyond, this episode gives you a simple, proven framework to follow.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode, we break down the Gold Brick, a simple but powerful script that helps real estate agents turn almost any phone conversation into a long-term database contact. You’ll learn how to handle calls with past clients, cold prospects, and sphere contacts, how to ask the right final question to stay in their world, and how to nurture relationships through value-driven follow-up. If you want to improve your prospecting, build a stronger database, and enter 2026 with momentum, this episode gives you a practical framework you can apply today.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode, we break down how to create a simple yet powerful business plan for 2026 that brings predictability to your income. Learn how to set your income goal, build daily habits, and use key conversion metrics to stay on track. From working backward through assumptions like price point and commission to mastering your daily “win the day” routine, this episode gives real estate pros a clear path to structure their year and make 2026 their most consistent and profitable year yet. LET'S GO!Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode, we break down a powerful short-term rental tax strategy that lets real estate pros and investors offset active income without needing full real estate professional status. Learn how material participation, cost segregation, and bonus depreciation can lower taxes and build long-term wealth as you plan for 2026. Keywords: STR tax strategy, real estate investing, cost segregation, bonus depreciation, real estate wealth.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Building lasting relationships in real estate starts with mastering the art of conversation. In this episode, we break down the classic FORD framework—Family, Occupation, Recreation, and Dreams—and explains how this simple method can help agents build genuine rapport, connect with clients on a deeper level, and grow long-term trust. You’ll also learn how to use the 5-for-5 system and the three pillars of marketing—Education, Entertainment, and Endearment—to stay top of mind, nurture your database, and lead with authenticity. Whether you’re a new agent or a seasoned pro, this episode is your reminder that real estate is, above all, a relationship business. LET'S GO! Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.com Selling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.com Kelly Cook, MBA Cook & Associates, PC REAL Broker 14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260 480-442-9868 kelly@cookandassociatesaz.com CookandAssociatesAZ.com
Leadership in real estate isn’t just about titles—it’s about understanding your people and leading by example. In this episode of Selling Real Estate with Kelly Cook, Kelly breaks down the five essential things every real estate leader must know about their team members: business goals, financial aspirations, relationships, health, and personal growth. Whether you lead one agent or a hundred, these insights will help you build trust, retain top performers, and reignite your passion for leadership. Plus, Kelly shares honest reflections on the challenges of leading through tough seasons, offering practical steps to reset, refocus, and lead with authenticity.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevalue...Kelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Want to stand out in real estate? In this episode, Kelly shares his proven 30-Day “Be Remarkable” Challenge that helps agents deepen client relationships and grow their business. Learn the four steps—See It, Say It, Serve It, and Set Next—that turn ordinary gestures into unforgettable experiences. Whether you’re a solo agent or leading a team, these strategies can boost your referrals, build trust, and keep you motivated through the year’s final stretch.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
The real estate market is shifting, and the question is whether you’re prepared for what comes next. In this episode, we break down how changes in interest rates, Federal Reserve policies, and overall housing demand will shape the next cycle. Kelly explains why it’s critical for agents to focus on the market ahead rather than getting stuck in today’s slowdown, and how building consistency in your business now will position you to thrive when activity picks up. From staying disciplined with social media and database outreach to keeping the right mindset when transactions feel scarce, this episode offers clear strategies to help you gain momentum and capture market share. Whether you believe the upswing will come in early 2026 or later, one thing is certain—agents who prepare today will be the ones who dominate tomorrow.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Expired and canceled listings are one of the biggest opportunities for real estate agents in 2025, especially in the luxury market. In this episode of Selling Real Estate with Kelly Cook, Kelly shares a proven marketing strategy that goes beyond cold calling and helps agents stand out to high-end sellers. You’ll learn how to target expired and canceled listings effectively, use creative marketing that grabs attention, and build consistency that drives long-term success in real estate.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode of Selling Real Estate with Kelly Cook, we break down the 2025 “Big Beautiful Bill” and what it means for agents, investors, and homeowners. From the new permanent 100% bonus depreciation to short-term rental tax advantages and the return of mortgage insurance deductions, Kelly explains how these changes can impact your bottom line. Whether you’re an investor looking to maximize write-offs, a realtor guiding clients, or simply curious about the latest real estate tax updates, this episode gives you the tools to stay ahead.
In this episode, we explore how agents can use self-directed IRAs to invest in real estate and build long-term wealth. Kelly explains the difference between Traditional and Roth IRAs, how self-directed accounts work, and why smart money management and asset protection are key for financial freedom.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Financial technology is reshaping the way real estate agents earn, save, and grow their money. In this episode, we explore the tools and trends set to redefine agent money management, from AI-driven budgeting apps to faster commission access. Learn what’s coming next and how to stay ahead in the evolving real estate landscape.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Learn how to reframe your mindset and master the art of handling client objections without going on the defensive. In this episode, we share proven strategies for real estate agents to control the conversation, improve communication, and build trust with clients. Discover how a simple mindset shift can turn challenges into opportunities and help you close more deals with confidence.Whether you're facing pricing pushback, market skepticism, or timing concerns, you'll get actionable tips to communicate effectively, guide the conversation, and keep clients engaged. LET'S GO!
Don’t Let Open House Leads Go Cold: Use This 4-Step Follow-Up SystemYou nailed the open house — the turnout was great, you got leads, and had promising conversations. Now what? In this episode, we’re breaking down a powerful 4-step follow-up system to help you stay top of mind, build real relationships, and actually convert those open house visitors into clients. If you’ve ever wondered how to keep the momentum going after the event, this episode is your next move.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
184: How the 2023 Real Estate Commission Lawsuit Is Reshaping the IndustryOn August 17, 2023, a landmark lawsuit challenged the traditional commission structure in the real estate industry—sending shockwaves across brokerages, agents, and MLS systems nationwide. In this episode, we break down what happened, what it means for buyers and sellers, and how real estate agents can adapt moving forward. If you're in real estate, this is a must-listen.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
Open Houses in 2025: Do They Still Work in Today’s Market?Are open houses still an effective strategy in today’s evolving real estate landscape? In this episode, we break down what’s working (and what’s not) when it comes to hosting open houses in 2025. From buyer behavior shifts to tech-driven alternatives, learn how agents are adapting and whether you should still include open houses in your strategy.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
182: Compass vs Zillow: What’s Really Going On?The real estate world is watching closely as Compass and Zillow go head-to-head. But what’s behind the headlines? In this episode, we break down what’s happening between these two industry giants, what it means for agents, and how it could impact your business and clients. Whether you're team Compass, team Zillow, or just trying to make sense of it all, this one's for you.Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
In this episode, we dive headfirst into the 2025 real estate market shift, exploring how it’s shaking up the game for both sellers and buyers. We break down the key trends, emerging opportunities, and strategies you need to stay ahead of the curve. Whether you’re listing your home or searching for that perfect new space, we’ve got the insights to help you navigate this evolving market with confidence. Don’t just survive the shift—thrive in it! Tune in now for the inside scoop. LET'S GO!Want to be a guest on our podcast? Email marketing@cookandassociatesaz.com OR kelly@cookandassociatesaz.comSelling your home? Get a free Home Price Evaluation http://www.myhomevaluecalculator.comKelly Cook, MBACook & Associates, PCREAL Broker14201 N Hayden Rd, Ste C-4 Scottsdale, AZ 85260480-442-9868kelly@cookandassociatesaz.comCookandAssociatesAZ.com
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