What is an iBuyer? Learn more with guests Kenny Klaus and Gayln Ziegler

In this episode of the Perfect Property Podcast, Juli chats with real estate pro Kenny Klaus and Galyn Ziegler of Keller Offers at Keller Williams about the iBuyer programs in the state of Georgia and across the nation. You will learn how it works and the benefits for both the consumer and as an agent.

Both Kenny and Galyn encourage agents to know the ins and outs. In turns they encourage sellers & consumers to explore the option with representation being a key component. 

 What You’ll Learn:

●        Kenny sold $100 million in volume since 2016 and is entering his 11th year of having at least a home sold every single day.

●        About iBuy programs such as Open Door, Offer Pad and Zillow.

●        The benefits of using an iBuy program.

●        The importance of being represented when using an iBuy program.

●        About Keller Offers and how it is set apart from

●        How iBuy operates for both the consumer and the agent.

Key Points:

01:00 Kenny Klaus 

“The ‘i’ stands for instant, internet…wall street type buying.”

“The consumer has spoken and demands choice and options. It’s no different what Bezos has done with Amazon...it’s now hit the real estate business.”  

“It’s a massive opportunity for the agent to run towards this and become the local expert in this space.” 

“An iBuyer is a company who makes an offer on a home instantly using technology with the least friction and most convenience.”  

“When buyers compete, the seller wins.”

“Most people don’t realize they can have an agent to present their home the way it should be presented through the iBuy process.”

“If sellers hire an agent for the iBuy process, the agent can work on their behalf..to negotiate comps, inspection...it’s a big benefit.”

“Going at it alone, the iBuyer doesn’t know they’re being shopped. To get the offers, you have to give accurate data. ”

“Going through an agent means you have someone working on your side.”

“Anytime one entity starts to control the market, it is nervous for the player.”

“Ultimately, consumer demands choice and we now have a choice.”

“As a real estate market, it’s important to be educated in the current market because it has become more of an advisory role...We need to shift with our changing marketplace to become more valuable.”

“To go unrepresented is a risk. The value is in the right agents so the consumer will get the best of the best.”

“We represent the client so we have fiduciary to them.”

39:35 Galyn Ziegler

“Keller offers ensures consumers have a fiduciary in their most equitable source. Most consumers don’t realize they equity they are leaving on the table. We want them to understand that fully.”

“The distinction is in the Keller Offers program is we value the consumer’s right to have representation.”

“Our program puts the agent at the center of the equation to benefit all consumers.”

“Since we’ve been operating, we’ve seen Zillow and OpenDoor’s offers increase for purchase price.”

“We see our program growing into other markets.”

“Zillow is having to push iBuyer marketing.”

“We are doing expansion cautiously keeping what is in the best interest of consumer in mind.”

“The 200K-300K range is where we’re seeing most iBuyer activity.”

“A large pool of these homes go to investors for rental purposes.”

“The relationship can’t be replaced through technology.”

“We encourage agents to lean into offering different programs and products.”

Contact Links:

Juli’s Email: juli@theperfectproperty.com

Juli’s Phone Number: 404-668-8975 (call of text)

The Perfect Property Web

https://linktr.ee/julistgeorge

Transcript

spk_0:   0:03
This is Julie ST George with a perfect property podcast. If you're a seller considering an eye buyer program to sell your property, please listen up to this episode. This will give you a lot of great information. Today's episode is focused on the eye buyer programs out there in Georgia and across the nation will be hearing from me Kenny boats from I Real State Pro. And we'll also be hearing from Galen Ziegler from Keller offers a killer Williams. Here's a snippet from Galen coming up later in the episode. When should a cellar consider an eye buyer program? You know, this

spk_1:   0:36
is an interesting question to me, Julie, because I think that all sellers should consider a cash offer.

spk_0:   0:44
And now we'll hear from Kenny Claus. He is from I Real Estate Pro. Hi, Kenny Clouds. You are a fan's has Stickley known Realtor in your market. It looks like you sold over 100 million in volume every year since 2016. Is that true?

spk_2:   1:00
Yeah, we've been pretty blessed. We're actually heading into our 11th year of average in a home sold every single day. And so I think one of the things that why I share that status. Just because there's on the market has been so crazy that you know, the consistency that we've built through the business little well. Khloe's about 444 150 units this year, and so that's a little crazy out here with technology and all the other markets that we've been through. But I got a good, good group and, ah, you know, relentless work ethic. Of course, that keeps it going. So

spk_0:   1:34
that's amazing. You're helping a lot of folks we're throwing around Institutional, Instant Internet, immediate. But tell us what the eye is. An eye buyer.

spk_2:   1:42
Well, that's Ah, that's a great, uh, miss that's out there. We don't know. It just started. And, uh, I think it's ah, you know, instant buyer. It's Internet buyer. It's institutional. Guys don't like to be thrown into that, Um, but, um, it's just really it's it's, you know, kind of Wall Street money or well funded companies that are making offers on properties and really there in their vision is to create the best consumer experience with the least amount of friction. Because if you think about selling the home, we've really had one lane for the last 100 years, right way interview. We We tell people how great we are, all the homes we've sold, all things we're going to do for him. We put a post in the yard and then we you know, we have no certainty to tiu anything at that point because we're dependent on on a buyer who may or may not qualify who? Maybe cash You may be financed, too may change their mind the week before closing and all the things that the stress of the transaction. So Eric, who is the founder of Open Door he looked at it, said, Well, how do we remove that friction? And if we could make a competitive offer on a property and let them pick the closing date, not have to do any repairs, you know, does that make the process easier And what people do it more frequently, and ultimately, you know the ideas. Would they take a little bit less in the equity position to do that? And turns out he was right and, you know, as a company now, they launched in sometime in 2014. They've now bought over 60,000 homes throughout the U. s. And so with that kind of number, you know, that then brought attention from companies like offer pads alot, um, and there's and there's other ones out there. There's real estate companies now jumping in the mix. I'm kind offer programs, too. So what it tells us is that the consumer has spoken and the consumer, you know, demands choice and transparency and options. No different than you know, what Bezos did with Amazon, where now the consumer was empowered to shop for the products and whatever was important to them. So, you know, they were shopping for paper towels. You know what's important to you might be different than may. You may need him this afternoon. I may need the biggest quantity. Someone else may want the best quality. So just it's now hit the real estate business. And so it's it's no surprise it that it was coming. People just I don't think we thought it could happen to this big of an asset. And I think from a agent perspective, you know, we've always went into a consumer's property and always thought to get them as much as possible for their home. And we've always felt like that's all they've ever wanted. I mean, you know, there's there's negotiations on commissions. There's negotiations on how much we should list the home for all these things. Yeah, but the biggest things we've never walked in with another option. Who knew walking with an option that says, Well, here's an option. A is an instant offer. You can pick your closing date if you're buying another home boy. That sure is a big benefit. Um, or here's a traditional go to market value. And so I think the consumer has spoken. And I think, you know now that there there fee structures and their their margins have gotten so lean. Specifically the Phoenix market. I know Vegas into Atlanta. You guys are all have him all to. So they're they're getting very similar because of the competition that they're really pretty lean on what they're what they're valuations are, and sometimes, quite honestly, they make mistakes. You know, they're not person dealer, so you may get Thea, you know, the golden ticket, where they you know, they're algorithm overpaid for a property. So it's just to me it's a massive opportunity for the agent to run towards this and really become the local market expert. Know all the different nuances with each of the eye buyers, and then let your consumer love let your you know, your marketing. Let your database know that you know, you're an expert in this space and you can help guide them through all of their different options. It's It's actually pretty exciting,

spk_0:   5:52
right? Yeah, absolutely. Is. It's a whole new way of doing things, and it really has turned the real estate business. You know, tipsy turvy, right on top of their heads. A NY buyer. Really Just for folks who may not be as versed. It's a company that uses technology to make an offer on a home instantly within 48 hours of presenting that data to the company. Right. So? So if you're working with an agent, I can go into a listing appointment. I can say, you know, Hi, Mr Smith. You know, here's the columns. This is what we're gonna do. What is important to you about this transaction? Do you want to get the most net profit or do you want to get the most convenience?

spk_2:   6:24
At least for

spk_0:   6:25
a little distraction? Right and close. You know sooner, but maybe take a little bit of a hit on the equity. So it's an algorithm that these companies use to present, you know, an immediate cash offer. There's no appraisal contingency. There's no financial contingency that just wiped all of that out.

spk_2:   6:42
Yeah, it's a strong value proposition, and you know the opportunity to to have an agent help. Help facilitate that process is is massive. But a lot of consumers, you know, end up going direct, and they don't always get all of their options, or they don't always present their house the way it probably should be presented in. The other advantage, you know, with an agent is right now is you know, we look at it, you know, when buyers compete, my cellars win. So when when I'm doing it, they know they're being shopped. And so, you know, the idea is that they're getting, um, you know, there's that competition, so the eye buyers know if it's coming from, you know, us that we're probably shopping it to the others and then we go in, we get, the better we get all the photos good, bad and ugly. Doesn't matter. We need to represent the house so that when they do come out because the process is, you know, though no, make an offer sight unseen. Frank. Um, we're just just a few details about the house, and it takes 3 to 5 minutes type thing. You upload a couple of photos, but then they are still going to come out and do an inspection. And that's one of the mist that people wanted consumers think is so It's as is and it's not. They still are doing a home inspections that they're different than say, You know, the courthouse guys that buy at auction and are buying it sight unseen sometimes, but they are truly buying it as is in this case. It's not as it is. It's still a, um, you know, it's still a process that they go through to validate that everything is in the condition that you said, and if there is anything that you know, they find they still may come back with an inspection request. But unlike a typical one, they line it out each single item, and then they give you the option to either fix it or give them a credit. It closing so you're just, you know, reducing the equity a little bit. But then you don't have to ask you with any of the repairs,

spk_0:   8:32
right? Absolutely. Now there's a cost that comes to that Ryan. So typically, when you hire an agent, the commission is going to change from area to area. However, there is a service charge and a you know, closing costs that's wrapped up into what they charge their clients, right? So that's typically, I think, between six and 7%. Is that correct?

spk_2:   8:52
So it varies that we call it kind of the convenience fee, and it kind of, in a sense, replaces. You know, it's it's, it's it can vary. I mean, we've headed as low as you know 55 and 1/2 but that's on a lower price. 550.66 and 1/2 is probably pretty norm in the Phoenix market right now, but if you get over like 350,000 you know to 400,000 that may go to 7%. If you get over 400 may go to seven and 1/2 8 So it just depends because the risk gets higher, the bigger the price point. So and by the way that number changes throughout the year to, um, you know, they've got to spend money so they have to keep this money moving. So if they're sitting on more money than they typically you, maybe that person, that timing works out where their fees lower, you might get where they need to slow down a little. Nate. They raise their fee a little bit.

spk_0:   9:46
And if you're a seller and you have this option, that's great. You're going to pay the commissions for the typical traditional real estate transaction, or you're going to pay for this process. There's always a cost associated with it. It there isn't. It's not a free program. Basically, there's no free lunch. There's no free lunch when you want to sell your house some with an eye buyer program.

spk_2:   10:06
Even though they're a nonprofit. Sometimes they take money hunt sympathies. That's not their intention. Know their intention is to buy and then turn the property around and bring it back to the market

spk_0:   10:16
right? One of the things we can instruct sellers on and really educate them on is if they hire an agent to still work this route, with them. We can work on their behalf. Whereas if they go directly to these other companies thes ie buyer programs, they're really working, eh? Kind of against themselves, right? They're not going to be negotiating for themselves the way a traditional agent might.

spk_2:   10:40
Man, that's one of the biggest benefits that you know, from an agent perspective. Like they've really got to see This is not a 90 competition, but is a tool in their in their two bucks to go help serve the consumer. So the answer is you know, you're right. I mean, just like anything. I mean, if you have somebody representative, you know, they may seem very nice on the phone, but at the end of the day, they work for the casino. They work for their company, so they may miss evaluation things. They may miss other cops that they didn't get that you could support. You know, you can negotiate the inspection request. You can help negotiate closing dates to help. You know what if they're doing a cell on a buy at the same time. So having someone trusted by their side is still, you know, out here in the Phoenix market, is. I mean, our clients were like we didn't want to go. You know, we don't want to go alone. We want to have somebody there. And so there is a big benefit. And the other thing, too, to keep in mind from a from a homeowner perspectives. Every time you get on the Internet and you put in your phone number your email, address your property address and you submit to that company. And let's say you do it to a couple of which ultimately, you know, every agent should go submit on behalf, their client, everything available in the market. They now have your personal information, and so you have to understand they're in the lead business, too. So if they I don't buy that now, they can sell that data.

spk_0:   12:01
But what happens when you are a cellar and you go directly to these clients thes, thes open doors and offer pad? You go directly to these I buyers. They have your actual information right. It's a

spk_2:   12:10
big downside for the consumer in the sense of, you know, going it alone. A. The eye buyers don't know they're being shot, but more importantly, your personal information because to get the offers. You got to give accurate data so accurate email, address, phone number, that kind of thing. And if they don't buy your property, you go a different route. They now have that so they can sell that to you. No other investors or other options that they have. And then you're dealing with, You know the downside of that, right? So, yeah, their personal information. The identity thing to me is a is a big deal for people to to really understand. You know that with an agent, everything goes through the agent so you don't have to give out any of them.

spk_0:   12:53
Well, I'm going through. An agent means that you have somebody working on your side. They have a fiduciary responsibility to you as the seller, right is the home owner. So let's let's just kind of talk about how they do this. So they have this algorithm and then they have these things called by boxes. Just tell people what ABI boxes, how often they change and how different companies, you know approach by boxes differently in different cities.

spk_2:   13:13
But it's interesting because it's one thing you'll never see in their marketing or their billboards or their ads is what thereby box necessarily is now on their website. If you go far enough, you can find it, but basically they have a criteria. So ABI box would be defined as, say, three bedrooms, two baths, a minimum single family home, 1960 Endure. No least solar half acre less. Um, and then really, they looked for renovations. To be about 20. 25,000 is kind of where they start to not play anymore. So that would be kind of a by bucks, but there are a little bit different. So some of them have, like in the Phoenix market. You know, they probably started up to, like, 3 50 Then they went to 500. And we're seeing him now buy stuff in that 6 700 range. And like like, if you look at the San Diego market, for example, you know they have one eye buyer out there right now and they're buying the 1.6 million.

spk_0:   14:09
Oh, my goodness.

spk_2:   14:10
Oh, so it proves that you know that the model has potential for growth. Now, keep in mind, 1.6 out there is, like, you know, 400 out here, but so that's, you know, that's what they're looking for. So not every house fits, either. So again, if they have your information now, they can push that out to other people, and you may or may not want that, so But, yeah, the buy boxes important understand the differences to him. There's also some institutional buyers out there that consumers are not going to hear about because they're not publicly known. These air, the big Wall Street companies, but with the right agent, they have access to those guys, and some of those will actually play at a renter in the house. They would actually take over the lease and keep the renter in some cases, like in your market some of those air buying higher than the eye buyers. Just because, you know, they and these are these air by for toehold for rent. Whereas most of the Commercial II buyers are really I could buy and turn around and put it, put it back on the market,

spk_0:   15:15
right? And there may come a time when the economy shifts a little bit that they do put renters in those homes, and they're not turning around and selling them. And if that happens, we could see a stalled market. We could see them pulling away. And here in Atlanta, we've got about 1200 people moving to Atlanta every week. We already have a shortage. We've got less than three months supply out in the marketplace right now, and it's a tight. It's a tight time, right? If your buyer, you're really getting squeezed. And so if they're taking these houses and they're just putting them, you know, full attendance and holding them, it's really gonna change the economy and what's going on.

spk_2:   15:48
It is. And yet currently they still only about 2% of the entire rental market throughout the U. S. So, um, which that represents about 300,000 homes that they own throughout the U. S. So it's a massive number. But yes, it's it's very real. Anytime one entity controls the market or starts to be that big a player, it is nervous ing for, you know, for the future. Of course,

spk_0:   16:12
now I buyers versus flippers. There is a difference, and you mentioned it a little bit earlier with just a kind of as is versus doing repairs. But these really you can't look at them as flippers, even though they're going to put that house most likely back on the market. They're very different than what we think of as a quote unquote flipper.

spk_2:   16:30
Yeah, and they don't like to be test as flippers either, By the way, they because they're not going in and putting new cabinets in and new counters and, you know, doing all these major rehabs there Maur, you know, clean up landscape may be replacing carpet. Um, you know, doing some work to get it functional and ready to go back to market. But they're not going in and doing big rehabs. And they won't always be clear about that because the expectation isn't Oh, here's one of their homes. It's going to be knocked out. It night may still just be an average property, and so they're not going in and in spending that big money because there goes that to buy it, turn it, gets Clinton's possible get right back on the market because they're buying. He lied, so they know they're hold time and carrying costs effect. You know, the ultimate net.

spk_0:   17:18
Yeah, it's a really interesting process, you know, I don't I don't know what the marketplace share is in your area. It's not very big here in Atlanta, but it's coming, and we're seeing more and more of these signs in the neighborhoods and in some neighborhoods. You know there's a downside when you move out of a property and you might leave it empty while you're moving into your new place. There's bacon for a little while. What's on the market? You have an agent who's going over and doing property checks and checking on things. Some of these houses that we go into the buyer just gets texted the information to enter. They go in and there are, you know, homeless people living in them. There's trash inside. They're just not being taken care of. So there's There's a really different philosophy on how the house is going to be handled throughout the process. When you're not dealing with somebody who's boots on the ground.

spk_2:   18:04
Yeah, no first foreign. And that's kind of the risk of it, too, for a neighborhood, and stuff is having, you know, at least vacant homes. I mean, we've had incidents out here where, you know, kids have gotten into him and thrown parties and stuff like that. So it's definitely, you know, it changes the landscape a little bit. But, you know, ultimately, you know, consumer demands choice and and we now have a choice. So it's kind of exciting for the industry to say you know what's most important to you? Is it Is it the convenience and a certainty in the control of the transaction, or is it getting as much as possible for your home? And are you willing to trade me a little bit of time over convenience to be able to get you top dollar and more money for the home? And in some cases, it was an agent helping homeowner get the house ready to go to market, getting the pain, getting the carpets, you know, updated, need tile, you know, maybe an updated kitchen, and they put in a little bit of money. But they can show him, you know, this bigger return. A lot of home owners, I mean, it's still, you know, it's still substantial, the percent that look at these offers and still go to market. And so dances requested there about 8% of our overall market. Okay, but they're but they're probably closer to 18% in my geographic area just because I'm right in there. They're sweet spot. I'm right in there by box. So you know more consumers are are looking at it as an option. But we still know that. You know, the majority are still going to market, but it is, you know, it is trending up. So as they get smarter and get better at their product, you know, I can't imagine there's not much more room to go down, but you know, as far as their fee structure. But you know who knows that thing? This is why, you know, as a real estate agent, it's it's it's become so important now to truly be, you know, is educated in the local market because there are so many things changing to Bill. Give your consumer all these options and stay up to date on it because our role has shifted a lot. And it's really a real advisory type role where you're really sitting down almost like a financial planner and saying, Here's these different options. How do you want to invest your money when you're retiring? How much do you have now? How much could you forward per month and you guide them with all these different options. At the end of the day, you're there for him, no matter which way they go,

spk_0:   20:17
absolutely. And we hope not to be replaced. I think we need to shift with our with our changing marketplace and really just become better and help educate our clients in such a way that we become even more valuable to them.

spk_2:   20:31
Well, the difference this versus, say, the cab companies or the travel industry is those were more transactional. And if you have a bad uber experience or bad, you know Airbnb experience, it's usually over within. You know, either you know, if it's numeral within minutes or ah, trip where this is someone's one of their largest investments of their of their lifetime, and they're only doing it so many times in their lifetime. So to go unrepresented, really, you know, it is a risk to them. And and I think that people see the value in that with right agents, and I think you know, we'll see the agent count, maybe change some because of this. But I also think that the consumer will get the best of the best in the market.

spk_0:   21:11
I agree with that whole heartedly. Now you're part of a company that developed a software to help real estate agents, which we won't go into. But if you are an agent, you're listening. You should absolutely contact Kenny, Klaus and I can put you in touch with them. And the show notes will have his information. You developed a software program that's called I Real Estate Pro. Tell us her ass. Yeah,

spk_2:   21:30
yes. So I released a pro and in the acronym being I rep, which is the idea that I represent the client's still was really kind of dating back to the short sale days and when as agents, we really didn't mean personally, and I've been doing this 20 years, really didn't know what to do. And we have these short sales is like, Well, now what? Like we've never had them before And how do we help the consumer? And then there was a training class called CDP that came along, which really helped to unify us as an industry and teach us how to go to short sales. I kind of we saw this opportunity because we're in the Phoenix market where they all originated to say, How do we help educate agents to get the elephant out of the room, get get smarter about the current market and how to use technology and these companies is a tool in their business, and it's really been going really well. Agents are adapting to it, you know, a lot of more still like Oh, you guys, you know you're pro this year this No, we're just pro consumer choice and the consumer deserves choice. So the program is really there to help educate, continue to educate, cause this thing is changing so fast, the agent population so that we best serve the public, which is really which is really the cool part about all this. I buyer stuff is it's really it's really helped, you know, help create a better consumer experience by forcing us really have to up our game and get better at our craft to go serve the consumers. So the consumer wins in the end, which is what's so cool about it. And then ultimately, you know, the agent wins when they adapt to it, and really, you know, start talking about this with their client instead of trying to hide it

spk_0:   23:05
from you, hit the nail on the head. How many of your clients when you pitch them both the traditional way and this eye buyer program way Hominy of thumb percentagewise Go. I buy our way

spk_2:   23:16
job tell you, you know, sound like an attorney, right? It depends, but it depends on the price point. But if it's under three and 1/4 you know, I would say we're probably in the, you know, in the in the mid upper sixties, maybe even 70% on, you know, on the price point, because they've gotten so lean. So we kind of look at The convenient zone is about 10 grand. So if it's less than 10 grand of what we anticipate a retail so would go for then we see the consumer typically just say, You know what? Let's just take that, you know, we can pick our closing date on and there's been keeping Mum. There's a variety of reasons. I mean, if you know, if it's you know, someone's passed away or it's an investor that you know their rental is, there's going to be vacant and they're gonna lose 23 months of rent by the time they turn it over. So there's all these different circumstances, and then the flip side is the higher the price point than that probably drops down to, you know, maybe one out of four that would take that. But you know, we've seen that number fluctuate, but it's definitely it's getting higher because they've got more aggressive. We have more competition out here.

spk_0:   24:19
How long have you seen I buyers in your marketplace?

spk_2:   24:22
So the 1st 1 was open door. They launched in 20 late 2014 and then sometime in 2016 offer pad came into the market. And then this year, Zillow got into the marketplace in several markets, So those would be your Big Three. And then you've got several real estate companies that are now creating kind of their own I buyer programs so that when they go to a consumer's kitchen table, they can say, Hey, by the way, here's this option. And then here's your go to market value. Which one is, you know, most important to you, and you create this custom, you know, seller experience. Whereas before we only had one experience which was put the house on the market. Or, you know, the little, uh, guy the little we buy ugly houses, which was, you know, 18 20% below market. So now there's this kind of middle ground where consumers were going. You know what I'll trade that equity to for the convenience. And then there's still the majority of people like, Look, I need every dime out of that to go by my other house. So that's towards my retirement or, you know, whatever it is. And so it's The cool thing is, it's not up to us anymore. It's not theirs. We sit down and just and give them all these options. It's a full transparency, honest broker approach. Hands up, like Here's everything for you and I'm here whichever way you go

spk_0:   25:37
as your trusted consultants. Yeah, yeah, that's really cool. It is really cold, really interesting now in the Atlanta market. Like I said, we don't see a ton of these what we're seeing more and more. And so I wanted to reach out to really a pro who's done it a 1,000,000 times to give this information to our consumers here in Atlanta before they even go out and, you know, make the mistake of contact in the company's directly without consulting an agent. So tell

spk_1:   26:01
us some of

spk_0:   26:01
the benefits that these different programs offering you. Some of them will offer free moves, their supple. There's different incentives and benefits that if you go with them, they may, you know, give you even more convenience.

spk_2:   26:12
Yes, one offers, like a free local move on, and there's restrictions to that one specifically. But I think even more than one will offer kind of that that late checkout And there's certain things, you know, if you're using some of their additional tools, they tend to throw more benefits towards you mean if you end up buying one of their properties or things but the late checkouts a big deal, especially if there's a simultaneous close. So if you need 48 hours to move, you know they'll give you that if you need more time. If you're buying new construction, you can go by your new home. They'll make you an offer on your home. If you agree to it, they will carry that deal until the new home is done. See, only have to move. Once prompted nine months. So you know, from new construction standpoint, if someone only has to move one time, it's, you know, that's a big thing. So but it's that certainty and the seller can kind of pick the closing date, and it's really cool. And and so I think, you know, from a contingency standpoint and all of that, it really helps the agent bill to negotiate terms that really work for the cellar instead of really forcing them into a box and that consumer patrol in that certainty in that convenience, there really what we call the three C's you know, we've just never really been able to provide before. So we've kind of reverse engineered a transaction and put the cellar in control, not the buyer. In this case,

spk_0:   27:32
that's a really important way to think about it. And it's quick. It's not just convenient, but it's quick. It's a cash deal so they can close in as little as a couple of days. Like, What's your typical timeline on this 10 days?

spk_2:   27:42
So what they found is that is not really the driving factor for the majority of people, but it is for some, but yes, typically, if there's a homeowner's association. Or so you know, they used to say 10 days. If everything goes right, yes, they can do it in 10 days or less, depending, but they usually say up to like 14 now, just to give time with the H O. H in that. But if the house is vacant, ready and there's no H away, yeah, I mean, depending on you know how much volume they're buying that month, they might be able to close that in 10 days or less. Quite honest with me, because it is cash, there's no no appraisal. None of that stuff just really just an inspection. And that's really the only person you have to have in your house is no the inspection piece. And then if you just choose to do a credit, you're done. If you do, you choose do the repairs. And, of course, you just have to, you know, over the repair people are. So

spk_0:   28:30
it's amazing. On the flip side, when you go to buy a property that's held by open door offer patter. One of these companies what has been your experience for your buyers?

spk_2:   28:40
We've had mixed. I mean, it's overall, it's good. They've gotten a lot better. Sometimes there's a few little disclosure issues of, you know. They've got to try to get what disclosures you can from the person that they bought it from. So you know as much about the house as possible, you know, request the inspection. Then, of course, do your own inspection. But overall, I mean, they're vacant. They're usually move in ready again. They're not perfect cause they're not flipping them. They're just making him, you know, where you could move in and there's their, you know, their check. Their safety compliance is and things like that, but overall very smooth. I mean, they're motivated. They want to sell the property.

spk_0:   29:14
How often, or how easy is it for you to deal with these programs on the buy side to get repairs done prior to moving? Are they willing to do that? Or is it just kind of? If you're buying this house, you understand what you're buying. It's kind of a NYSE is

spk_2:   29:26
no, no, no. You still can do an inspection and keep in mind. Like in the Phoenix market, just one of the eye buyers bought around 400 homes last month so they've got they. It's a lot. They've got all their, you know, their own construction people. So because you know, they're used to doing that. So yeah, they they're they're good. They're you know, they the ones specifically really values success for their company on their net promoter score. Meaning right now that nine out of 10 consumers say, Yeah, the open door experience was, you know, was excellent and we would use them again and we refer friends and family. So that's they're really looking to create the best client experience they can,

spk_0:   30:06
right? Well, because everyone knows a bad reviews about review, and it's gonna hurt a lot better than a good review. So they need to keep that in mind.

spk_2:   30:13
And interestingly enough, you know, a lot of agents out there thinking that they're trying to put him out of business, where, contrary to that and I've actually completely at dinner with CEO of Open Door and kind of got better inside, and he is very pro agent. I mean, he thinks that the consumer experience is actually better when an agent is involved, because that is their, you know, customer service person. That's not somebody in a call center somewhere, taking calls that doesn't really have, ah, you know, an attachment to it. So they actually they get better reviews When when there's an Asian involved because the agent has represented them, validated the product and then, you know, helped negotiate and guide him through.

spk_0:   30:55
Right. And you need somebody on your team no matter which way you go, Whether you're selling or buying, you still need somebody on your team to help. There's a professional, and that's gonna do a great job, and it has a fiduciary responsibility to you. And that's where we come in. Well, yeah, One of the other things is the way mentioned a little bit about houses and single family residence, and then you touch too quickly on H o. A. So just everyone knows they're buying condos. They're buying townhomes there, buying rentals there, buying single family residences. Basically, if it's real estate and it's residential there, get into that market right?

spk_2:   31:27
Well, in every every mark, it's a little bit different. So you do have to worry about my box. Yeah, at one point they weren't doing condos. They do townhomes. You know where you own the land, but, um, but then that's, you know, changed periodically. They weren't buying an active adult communities. Now they've started to hear upto like 300,000 which doesn't qualify a lot of the houses, but so it's constantly changing. And this is where the agent opportunity is is to stay on top of those changes so they could say, Hey, guess what? You know they are now buying in this area or they are doing this and it gives you the opportunity to go back to that client or calls him say, You know, these guys are buying that. You know, Would you want to consider, you know, no obligation, competitive offer on your property?

spk_0:   32:11
It's amazing. Do you know if they're doing any commercial properties in?

spk_2:   32:15
No, they haven't touched commercial yet. I don't know again. That's a completely different animals, so but I don't know. I have not heard any rumblings on that

spk_0:   32:23
E Wonder if you know if and when the real estate market changes there, you know, going to get into that. That would be an interesting thing to say.

spk_2:   32:30
Yes, anywhere there's a need to sell theirs. Now you know, solutions that are starting to come up. It wouldn't surprise me,

spk_0:   32:37
right? Well, the consumer experience has changed so much. You mentioned uber and Airbnb. The consumer experience has changed so much, and it's so much more individualized than it used to be. You know, 10 years ago, if someone had said no, no, no, just call a random stranger upon your telephone, get in his car and he's gonna take you to a random location that you've never been to before. It's perfectly fine, you know. No one would have done that. Now, using an uber or lift is, you know, kind of second nature for people of all ages. Seniors are doing it, too, for medical reasons. They're going off to have kidding dialysis. You know, young people are doing it for heading off to Europe. They're getting an Airbnb in a total stranger's house, and we've used these programs. It's just a new consumer experience. It's so much more individualized. And why wouldn't we do it in real estate

spk_2:   33:22
and on? And I agree, And I think I think that, uh, it is amazing it took this long. But now that it's here from from both the homeowner intern agent perspective, it's It's pretty cool. We got a cash buyer that wants to buy homes, and so we just gotta help facilitate and put put these people together and find the right buyer because you might have owned that is, needs a ton of work. Well, guess what you know is it is a top agent. You're gonna have local lie buyers that, you know, maybe are more of a flipper type person but will provide that solution. There's value in a no offer, a bad offer, too, so that the that the homeowner knows that you exhausted all options for them to get them as many competing offers as you can in the market. And then if they don't like that, then then their option is to go. You know, go test the market, get out there. So it's a massive opportunity for for everyone involved, it's It's actually kind of a welcome change, and we'll see where it goes from here. But so far it's ah, it's It's gaining market share, that's for sure,

spk_0:   34:24
And it's because people are having positive experiences, and it sounds like, overall, you've been able to facilitate deals relatively easily on I know everyone has a glitch at some point. But, um, have you had any horror experiences with this?

spk_2:   34:37
We really haven't. I mean, they're really, truthfully, a non emotional cash buyer. So even if you had a cash buying her home, they're still emotions and other things. Where is with these guys? They do what they say they're going to do. And really, the only time that there's issues is when the house was misrepresented to them. Meaning you you had the wrong bath count in there. You had. You know, you didn't tell him that you had least solar. We had one consumer that was upset with them because they had put in that they had a pool. But they really had a community pool, not a pool. And so it adjusted the offer. And so, yeah, there is some experiences, But overall, if you present the house correctly, which you know, we we train agents to our program of we have a whole checklist built in of what? All you need to get, you know, how old is the A C out of the water heater? Because these guys were trying to buy a property without seeing it. And if you don't tell them everything they assume the worst. They're not going to assume the best. And so it's very important to prepare the house for them so that you do get the highest and best offer. We really rate our agents on on that. Like, you know, Are they adjusting their offer because of anything that we missed? Or is it all just, you know, the home inspection, which we would have on a traditional sale, too?

spk_0:   35:48
And the agents can still negotiate on the seller's behalf throughout the process, right? So they because there's an inspection, Yeah, yeah, And that's something that a homeowner may not know what to do or what comes to provide so again, that realization providing value throughout this service, even when they're using an eye buyer.

spk_2:   36:04
But we're only representing the client. And so we had their, you know, their best entries, which it is shared it them. It's kind of like new construction. Unite as nice as the new home. People are in the Phoenix market and they have cookies laid out and water for you and all this nice music. You know, they work for the builder and they have to sell every lot in that sub the issue. You can only sell their product. There's an agent. We can show you everything we can shake every builder, every resale we can show you and no different here. We can go through all the different products in your local market because there are ones that you know don't have the same budget to go on TV and radio. But they're still buyers in a market that, you know you can. Now, you know, the agent probably should, you know, have more access to know about and really present. I mean, it's it's fun to be able to sit down and present 12 15 offers before they even consider listing the house and then let them decide. And then, if not, help get it ready to go to market. So it's very hands on. Very, you know, we helped lead the whole process and then, you know, we don't want to miss out. Nobody wants to miss out on something and have left maybe five grand or three grand on the table by picking the wrong. You know, I buyer by not having shop Jamal,

spk_0:   37:12
right? And that's something that we could do as trained real estate Asians. If you are training through, I really state pro or some of these other programs that really train the agents how to go out and do this properly.

spk_2:   37:24
We're the ultimate aggregators because, you know it's only are our information, not the consumers. And, you know, they know they're being shopped. And so there's lots of values still there with the representation piece to guide the homeowner to make sure this is the right decision. What we find with a lot of our home hunters of the testimony is we've had is you know, they didn't believe it was real or not. Um, they felt relieved that you know that they were making the right decision based on their needs and that it was all legitimate and that, you know, we were there to help, because there's still a lot of little things that go with buying and selling. Not sure if the offer, that's one piece of the puzzle.

spk_0:   38:00
Yep, absolutely Well, Kenny, this has really been fantastic. It's been really eye opening and the agents here in Atlanta we need thio. Figure it out. I am trained on this. I can't wait I have already shopped this out and helped a couple of clients on this. You are killing it over in Phoenix. Thank you so much for joining us. I wish you and your team a ton of luck this year and next. Congratulations on all your success and thank you so much.

spk_2:   38:24
Well, thank you for embracing this and helping share it with, you know, with the with the public as well. As, you know, with agents. Because it it's really a you know, it's just a value that we can bring to to the communities. And so I love to see people running at it, not away from it, because you get to see a customer. You know, I have a bad experience. All

spk_0:   38:44
right. Well, if you're in Phoenix, uh, in the surrounding areas, please give Kenny Claus a call. He's fantastic. And he's really a leader in the industry. We appreciate everything you do for a skinny. Thank you so much.

spk_2:   38:55
Awesome. Thank you.

spk_0:   38:58
Okay. Ah, Now we have Galen Ziegler with us. She is an accelerator of Keller Williams Realty International and Chief operating officer of Keller Offers. Hey, Galen. Hi. How are you? I'm fantastic. thank you so much for joining us today to talk about thes IE buyer programs. It's hitting the market here in Atlanta in a big time, and people are just really confused. I want to get that information out there to the general public so that they could make some wise decisions. Perfect. Why is killer offers different than the other I buyer platforms? And why is it different for the cellar and then again for the agent?

spk_1:   39:34
So the purpose of Keller offers is to ensure that consumers have a fiduciary in what is for most people, the biggest transaction and the most equity that they have towards retirement or towards, well, building. So what we see with the other eye buyers is that the consumer is not completely aware of the equity that they're leaving on the table. There is no one there to represent them, to act as their single source of truth as their fiduciary and guide them through that process. And we want to ensure, with Keller offers, with our partnership with offer pad that consumers understand fully what it is that they're leaving on the table

spk_0:   40:14
very interesting, and that's really good information for the seller. Why is it different for the agent, for the agent,

spk_1:   40:21
what the others have been doing in the past and I'll give you a little update on that, Uh, that I think, is kind of intriguing. But in the past, they go direct to consumer. They spend millions of dollars on marketing to do so, and the agent is kind of in a position, even if they have a listing agreement where they are forced. Thio either release the client because then the client is looking at that commission and perhaps maybe not wanting to spend those monies because keep in mind, they're losing equity in these transactions, and so they're having to make those tough decisions. And a lot of the times the agents, because they are working in the best interest of their client, are bowing out gracefully and allowing them to to move forward. You know, with that decision in our program, what we teach the agents in our certification is to ensure that the consumer understands the process that most I buyers go through. They may come in higher initially, but the true net comes in at the repair ask and so we want them to go ahead, even if they choose to step aside for whatever their reasoning is. Toe educate the consumer because we have seen in our program where AH homeowner might choose one of the other eye buyers and during the repair period. They regret that decision tremendously. And they go back to that trusted agent who set that expectation with them because they now know who their source of truth is. So we love seeing that happen. It's been happening through our program with Keller offers.

spk_0:   41:46
That's good. We are highly educated and work closely together with the agents and with our clients. When we are certified with Keller offers to really get that information out to them. Why is the offer pad? And Keller offers different for the eventual end user, the new homeowner that buys that property, The

spk_1:   42:05
Distinction and Keller offers with Power Bi offer patter Partner is that in this program we value the consumer's right to have representation. It is we do not go direct to consumer a cz, Keller offers. We allow that to be done. The communication flows on Lee to the consumer from their trusted agent in Keller Williams, the certified agents of color offers. So the distinction is that consumers are making extremely informed decisions about equity and what they're leading on the table as opposed Thio

spk_2:   42:42
having no

spk_1:   42:42
representation, perhaps getting a higher offer out of the gate and not understanding what is coming next. And so our program wants to put the agent at the center of the equation to benefit all consumers.

spk_0:   42:55
Excellent. And that's why we love you. Why didn't kw Hartner with offer pad? Why did you choose offer pad over some of the others? You

spk_1:   43:03
know, offer pad C e o. Bryan Bear was a real estate agent in Phoenix, and so he understands that for some, it is important for them. Thio have an agent to help them through the process. They want that most people, all of the data that you will look at. Most people still want an agent helping them through the process because it is arduous and because now particularly there's a lot of confusion out there about selling your home or buying a home for that matter. And so having an agent in that equation is important. Brian understands that a lot of consumers want that, and so we felt comfortable with his understanding of that and embracing that threw us. And so the partnership seemed the most logical with offer pad because of their understanding of that component. What we have seen, which is an interesting side note, is that since we've been operating, we've seen Zillow and open doors offers increase as faras the purchase price and then that is adjusted What we've seen in our information in the repair period. We've also seen them in some markets offering commission to agent on the front end, which was not always the case unless the agent were to use it as a referral and bow out of the equation, which left their client unrepresented. So it's interesting to me that, you know, I like to think that Keller offers has a role to play in that pivot because our existence has forced them to be more proactive and Maur inviting of the agent in the equation, which then truly does represent the consumer because they have informed information to make a very important decision.

spk_0:   44:41
That's really great news. I'm glad that the whole industry is starting to change for the better so quickly because it did kind of roll out very quickly, and it's nice to be able to re adjust quickly and get people out there the information that they need but also give the agents the education that they need, right? Absolutely. When should a cellar consider an eye buyer program?

spk_1:   45:03
You know, this is an interesting question to me, Julie, because I think that all sellers should consider a cash offer, whether it's an eye vier or it's an investor in their market. You know, I try Thio Let the agents know that it is not just those homes that are the impending foreclosure or they have deferred maintenance. Ah, lot of sellers lean into the convenience component of a cash offer, be it from an eye. Byron Investor Hash offers air not new. They've been around forever. The time and the speed to get one now is increasing, which makes it kind of the sexy new trend to use the term. I've I WR and so every consumer values convenience. We see that with the existence of uber and lift and Amazon, and so people that you would not expect will leave equity on the table to get that convenience in the simplicity of a transaction. Our concern is that they do that at a tremendous cost if they do not understand what they're truly leaving behind, because when you look at the estimates from some of the some of the others, they will say the value of your home is 300,000. And so that's their column. And then they have the agent at 300,000 when in actuality, the value is 3 50 But they're they're skewing the metrics and the numbers in order to present it in a different way. And so we want to make sure that consumers understand the true value market value of their home and then can make those informed decisions.

spk_0:   46:34
How far off of the true market value of someone's home doesn't I buy our program usually even secular offers. How far all from the true value are you typically

spk_1:   46:45
now, Keller offers, it is really closed and offer. Pat is really close, and I hear people say offer pads offers or too low when in actuality there often times we see it. About 68% R, right, right in line with the gross value of a home. However, the others at this particular point are pushing for market share and expansion at the cost of profitability. Our partnership with offer pad. They want to be profitable, which I personally think is an excellent thing for a company to think about profitability. Because if you have companies out there spending millions of dollars with no sight towards profitability than if they are public, the consumer is paying that. And if they are private, hoping to go public, then eventually someone is going to foot that bill. So I think any company, any startup should always lean towards. How can we get to profitability or break even as soon as possible? And I value that in our partner because I think that that makes the most business sense. It's still an opportunity for the consumer to take the offer, of course, that's why we want the agent there squarely in the middle of that equation to ensure that the consumer truly understands all the components of the decision they're making.

spk_0:   47:57
It's really good information and and thank you for getting that education out there. That's that's really good information. Yeah, like having

spk_1:   48:04
us that we love it.

spk_0:   48:05
Yeah. Where do you see this? kw, and Keller offers an offer. Pat Partnership a going, ah, specifically. And then where do you see the eye bar programs in general going

spk_1:   48:15
well, our program. We see it growing and expanding to more markets. One of the beautiful things we've been able to d'oh, which the others cannot at this particular time is to go to a mid tier market. So Birmingham, Alabama, was our first endeavor into mid tier. The reason we can do that is because with Keller Williams as an accelerator of Halloween, we have vast agent count across the nation, as you know. And so these agents are working with sellers every day and a typical I buyer. We'll need to spend millions of dollars to enter a market just on marketing. Right now, Zillah does have bit of an advantage because they have search, and so people are more familiar with their name, but they're having to push their eye buyer offering, which is something new. So our ability to go into more markets with the Keller Williams brand is a great thing in a I. C. S doing expansion, cautiously being able to always keep a keen eye to what is in the best interest of the consumer because agents want us to be mindful of that. Um, our goal is not to We're not looking to go, I po. As you know, we're not looking. Thio make a tremendous profit. We are looking to ensure that agents are in the equation and they're informing consumers on this most important transaction.

spk_0:   49:30
Absolutely. What do you think in five years, we'll be seeing with thes IE buyer programs throughout there.

spk_1:   49:35
I think you'll see someone dominating the space. And I think that you'll see more partnerships like we, uh, we created with offer cod. You're already seeing that in some other brokerages. E x p has expressed offers that they do now. It's kind of an investor pool type product. Coble banker has their real shore, which is kind of a similar product, but a little bit different. We believe that our product is a great one and that we are working with an eye buyer in the space. He was very profitability conscientious and also understands the value of having an agent in the equation for many, many sellers.

spk_0:   50:12
Great. One of the myths that we see and that we hear about is that these programs and there is founding for it. But but not all the time. One of the mystery sees that they're bad houses, their houses that otherwise they're in foreclosure. There, in disrepair. They have functional obsolescence with any of the systems that they have in place. Can you tell us about the kinds of houses that you're seeing? Offer Pat and Kate Killer offers work with?

spk_1:   50:38
It's a broad spectrum. That's a great, great question, because I do think that it's a myth. We do see deferred maintenance homes, homes that are going into potential foreclosure. Not so much right now, but that does happen. But what? We typically see our homes that are in moderately good condition, where the seller values the convenience and the simplicity of the transaction. And so, for example, on agent shared with me. We recently had Keller Williams Family Reunion 2020 in Dallas, which awesome We loved that, and one of the agents shared with me that he met with a couple, both professionals. One work stays one works nights. They have limited time together, so they really value that time, and that usually occurred between five and 8 p.m. At night and on Sundays and so that they did not want showings to occur. And as we know in real estate, that's when most people wanna look. And and so for them. It wasn't really a matter of maximizing profitability. It was a matter of convenience. And so they knew going in that unless it was something atrocious, they were probably going to lean towards a cash offer, whether it be an eye buyer or a cash investor. And on that note, we encourage agents to get to know their local cash investors as well, because they can be another source to provide options. The ages in the program are really good at leaning into being able to offer the consumer many options because they deserve that. And a lot of them have those relationships already, because that's what they do day in and day out. I mean, as you know, Keller Williams is the stellar star leading leading the way. So we love that. They kind of go in and do that. But the myth is that it's only for those who are in a distressed situation, and that is not actually the fact

spk_0:   52:26
we are seeing them in all price points. Yeah, absolutely. What price points have you seen? Most effective on the

spk_1:   52:35
typical price point is between that 2 to 300 range. It's very difficult to find a home under $200,000 anymore, right, particularly in the markets where everywhere I buyers are located, so that 2 to 300 range is the every buyer range that we call it because most buyers or transacting for the first time in that range. And so the appeal is to buy within a range where you know you have a larger pool of potential buyers on the backside when they get ready to resell. The caveat to that. And what we're seeing is that a decrease in inventory and so first time Homebuyers are kind of being blocked out of the market because a lot of these homes will go to investors. Large hole investors Invitation Holmes things like that for rental purposes. And so our program wants to ensure that the properties come back on the market with a killer williamsagent to have that opportunity for buyers to have the the American dream, which is homeownership, right?

spk_0:   53:35
Absolutely. And one of the others missed. That we have out there is that this is going to ruin the real estate agent. We see agents running away from this instead of embracing it. Now. A lot of kw agents are embracing it because of the partnership that we have, but also because we understand the importance of the fiduciary responsibility to our clients. And you can't offer the best fiduciary relationship if you're not giving your client all of the options correct?

spk_1:   54:03
Absolutely. I could not have said it better. You know, truly that is, that is the totality of it. I know that agents are fearful and we encourage them to lean. And I buyers will never be able to replace the relationship that agents established with their clients. They're sitting in their homes, they're living in their markets. They're going to the same schools, their Children interact. So that relationship is something that cannot be done over technology and a B EMS. You can't be replaced. And so we ask agents to lean into the concept of offering different opportunities and options to their cellars because sellers will then look at them as their trusted source for all things real estate and they should. They should. Eso having that courage Thio one be associated with a brokerage that understands the value of the agent in the equation, is willing to put their money where their mouth is and spend money to build those programs for you on Dhe, Then to leaning into that and using an understanding those options. Education is power, and there's nothing worse than sitting in the living room with the cellar. And they say to you, So what is an eye buyer? And you don't know our You're uncomfortable responding

spk_0:   55:22
right? Because they've done their due diligence. They've looked online. They've maybe even called somebody. I recently went on a listing appointment with the family, and they said, Well, we talked to an eye buyer program and I sent it on my information. They never got back to me. They told me they we're going to send someone to my house at three o'clock on a Saturday. I was here and the person never called or showed, and they said, and we are now looking at you, and it was a tough thing for me to say. Well, that was that company, but let me explain what color offers has to offer. And we went down that road. We did get an offer on the property. Ultimately, they're choosing to list. Traditionally with me will be putting a son in the yard, and I'll be doing everything I normally do with all of my clients. But it was something that I was prepared ahead of time could give them that information and could present offers from several different companies. Tooth, um And then we negotiated. It didn't work out and we were going to head and go was traditionally. But the

spk_1:   56:16
great thing about that Julie is kudos to you because you went in, you informed your client you knew what was happening in the space, and they made an informed decision. And we do see that often times they will choose to go to market with the agent because they have an agent that understands the kind of subtle nuances of all of the offerings and goes through that with them so leaning in and just getting educated around it. If you're Keller Williams aged, you should absolutely be certified with Keller offers so that you have that knowledge to be able to speak to that. It is not so much about this offer is better than that offer better than this offer. It is these offerings versus the option of going to market. And let's talk about what that really looks like for you. That's very powerful for a consumer when you're sitting down with them because they know that you're literally working in their best interest. And we love hearing that.

spk_0:   57:08
Yeah, absolutely. And I think every agent should, if they have a fiduciary responsibility to a client and they should give them the whole smorgasbord to choose from its markets part well, it is because there's a lot of competition out there, right. They have a lot of options here in the Atlanta market. They could really go to any 10 different programs. Some of them have will work with agents of a more work work with agents, you know, traditional local investors. There's a lot of options out there, and you really want someone on your side that can weed through the bologna and get you what you really need. That's that's gonna give you the most net value of the most convenience. Absolutely. Yeah, I agree. Galen, thank you so much for joining us today and talking to us a little bit about color offers. We really appreciate your time and all of the education and consumer information that you're doing and getting out there for everyone. Thanks so much, Julie, I'm a certified killer, offers agent. I'm happy to discuss any of these I buyer programs with you. If you'd like more information. This'll has been the perfect property podcast with Julie ST George. Thanks so much for listening to contact me. Shoot me. An email at Julie J. U L I at the perfect property dot com. Check us out on the Web. Www dot the perfect property dot com and give me a call for 046688975 I'd love to help. Views and opinions expressed in this podcast are those of the hosting guests. Only they're not. The views and opinions of Keller Wayne's Realty International together William's Heart of Atlantic Group or Killer Williams Realty in town. Atlanta. Equal housing opportunity