#817: Maximizing Opportunities in a Hybrid Real Estate Market with Stacey Lambright

This market isn’t moving in one direction, and that’s exactly what’s catching agents off guard. In this episode, I sit down with Stacey Lambright, a 29-year veteran, eight-time ICON Agent at eXp, and one of the most connected operators in the Midwest, to talk about what’s really happening on the ground right now.

Stacey is seeing listings that still sell in 30 days with multiple offers sitting right alongside REOs, short sales, and climbing days on market. We dig into why the COVID buyer bubble is quietly creating distressed inventory, how she uses absorption rate and carrying costs to guide sellers, why her value stack keeps growing, and what’s working right now with cash buyer leads and open houses. We also get into niche marketing, community, and how she’s putting AI to work in her business.

And here’s what stuck with me most: after nearly 30 years in this business, Stacey still walks into the room as a student.

Key Topics Covered

* Why getting in the right rooms matters more than ever, and what top producers discussed at the Top 250 mastermind

* The hybrid market: hot pockets that still sell fast next to rising days on market, REOs, and short sales

* How COVID-era appreciation and hard money lending are turning some recent buyers into distressed sellers

* New builds vs. existing homes, and how sellers of 3 to 5 year old homes can compete with builders who have corrected

* Using absorption rate, carrying costs, and data as the “straw person” in your listing presentation

* Growing your value stack: staging consultations, organizers for downsizers, and portfolio lender credits

* Cash buyer lead sources and how to script the call so you don’t break rapport

* Back to basics: why an open house is your chance to overcome objections the buyer’s agent won’t