Teach, Touch, Tell, Sell: A Winning Formula for Real Estate

In real estate, relationships and trust drive everything. As a leader, I've found that success often comes down to a simple four-step approach: Teach, Touch, Tell, Sell. Let’s break down what this means and how you can use it to grow your business.

1. Teach - Add Value First

Before you ask for business, earn the right to it. Teaching means providing practical knowledge that helps your clients (and potential clients) make better decisions.

• Share insights about the market.
• Educate buyers on financing options or sellers on staging tips.
• Post short videos or write-ups that simplify complicated topics.

When you position yourself as the “go-to” resource, you build credibility, and people trust those who teach them.

2. Touch - Build Meaningful Connections

A “touch” is a point of contact that strengthens relationships. These can be small but consistent:

• A quick check-in text.
• A handwritten note after closing.
• A birthday or home-anniversary message.

Real estate is a people business. The more genuine touches you make, the more top-of-mind you stay when clients, or their friends and family, need help.

3. Tell - Communicate Your Value Clearly

Many agents hesitate to “tell” because they don’t want to sound pushy. But this step is about communicating your services with clarity and confidence:

• Tell your sphere what you do and how you can help.
• Share your wins and success stories without bragging, and show how you solve problems.
• Be transparent about the process and set expectations up front.

If people don’t know what you do (or forget), they can’t call you.

4. Sell - Ask for the business

Finally, after teaching, touching, and telling, you’ve earned the right to sell. Selling doesn’t mean being aggressive; it means being confident enough to ask:

• “Who do you know that’s thinking about buying or selling?"
• “Would you like me to run a market analysis on your home?"

This is where you turn relationships into opportunities, without ever feeling “salesy.”

How to Put This into Action

• Create a monthly content plan: 1 educational piece (Teach), 4 personal touches, 2 “tell” posts, and one direct ask (Sell).
• Use your CRM to track touches so no one falls through the cracks.
• Role-play with a teammate to practice telling your value and asking for business naturally.

Final Thoughts

When you Teach, Touch, Tell, and Sell, you’re not just chasing transactions; you're building a brand based on trust, service, and long-term relationships. And that’s the key to thriving in real estate.

I’ve been writing this blog for over 15 years, and I hope some of what I’ve shared has been helpful to you. Until now, I’ve never directly asked for business, but after reflecting on my approach, I realize I’ve been missing a step. So let me try this:

If you or someone you know is considering buying a home, refinancing, or has questions about mortgages, I’d be honored to help. I promise to keep it professional, kind, witty, and informative, just like I try to do here.

Over the years, I’ve had the privilege of helping over 12,000 families navigate the mortgage process, always to make it as smooth and stress-free as possible. If you’d like to chat, please send me a quick message; I'd love to connect.

Because at the end of the day, mortgages aren’t just about rates and paperwork. They’re about people, families, and dreams. And I love helping make clients’ dreams come true.

Please let me know if you have any questions or if a client needs my guidance. I’m just a call, text, or email away.

📞 Direct Line: 661-291-2222 – Text OK

📞 Cell: 661-714-6258 – Text OK

📞 Office: 661-260-2970 ext. 2222 – Text OK

📧 Email: Mike@AugustaFinancial.com

But wait, there’s more…

Interest Rates

August was a good month for interest rates! September is not going well so far, and I am not happy with it. It is the first business day of the month, and you would think it would want to make a good impression, but no!!!! I don’t like you, September, and you’d better get your act together; otherwise, I will get furious!

Loan Programs

• We do loans on Non-warrantable condos!
• We offer 12-day escrows for pre-approved buyers, including conventional FHA/Jumbo/Bridge loans.
• We provide loans in all 50 states, so call me with anything you need.
• Government loans (FHA/VA/USDA) are in the high 5’s and low 6’s.
• Conventional loans up to $806,500 are in the low to mid 6s.
• High-balance loans from $806,501 to $1,209,750 are also in the 6’s and 7’s.
• Jumbo loans above $1,209,750 are in the 6’s.
• Bank statement loans are available with 10% down again, with larger down payments in the 6’s++.
• Profit and Loss Statement loans require 20% down - no bank statements needed, only a profit and loss statement!
• 0 down loans are available in the high 6s, with a minimum credit score of 620, up to $1,300,000.
• Private Money lenders offer Hard Money Loans with 35% down.
• No-Ratio Loans require a 30% down payment.
• DSCR (Debt Service Coverage Ratio) loans are available with as little as 15% down.
• Bridge Loans typically have an interest rate of 7.99% with limited fees, helping you get where you need to go!
• 3/2/1 Buydowns, 2/1 Buydowns, and 1/0 Buydowns are available at great starting rates!

Please note that interest rates are subject to change without notice, and the information above reflects LA County Loan Limits.

**Good News for Condos:**   

Vista Del Canon – No Longer Naughty!

**Bad News for Condos***     

Seco Villas – Insurance Deductible is too high!

CONDO HELP!!!

If you have a listing or a buyer interested in a specific condo and are unsure whether it is warrantable or Non-warrantable, please call me, and we can look up Fannie’s list in real-time. I have already done that on three condos today, and my list was accurate on all 3. We don’t know when something has changed, and it would be impossible to track everything on a day-by-day basis, but we don’t mind looking up a few items each day.

The full state of California’s naughty list has been added to: MikeMeena.com! See the link below:

https://mikemeena.com/non-warrantable-condos/

Let me know if you hear anything new about condos or townhouses.

I am available every day if you need anything.

📞 Direct Line: 661-291-2222 – Text OK

📞 Cell: 661-714-6258 – Text OK

📞 Office: 661-260-2970 ext. 2222 – Text OK

📧 Email: Mike@AugustaFinancial.com

Have a great day and an even better tomorrow! Please call me when you have a client who needs to borrow!