“It’s critical to be comfortable with your offer of insightful guidance and remembering that you are never replaceable by just information”
START HERE: HAVE CONVERSATIONS ABOUT REAL ESTATE!
We have a tendency to make the real estate industry too esoteric. Why not keep it as simple as knowing your offer to your buyers and sellers? I know, crazy idea, right? Start by having conversations about real estate. If that sounds ridiculous to you, why? When you break your system down and simplify it, there’s no starting point more logical than having conversations about real estate. When a new real estate agent asks me, “What should I do today?” the answer is, really, “Have conversations about real estate!”
BE PREPARED TO ANSWER: HOW’S THE MARKET?
You’re going to hear this question all the time when you have conversations about real estate: “How’s the market?” You need to be prepared to answer it! It’s almost a knee-jerk reaction type of question when someone talks to a realtor. Something that is compelling to people is a person who can intelligently answer that question. It actually surprises people when you have a smart answer. Educate yourself as if you’re a buyer or seller in your market. What’s selling? What’s on the market? How long are things staying on the market? Specificity is your friend when answering the question.
DETERMINE INTEREST LEVEL WITH INTENTIONALITY
Once you get into a conversation about real estate and you’re following the Give-Give-Give Ask format, break out the Ask! “Are you thinking about buying something? Are you thinking about selling in this market?” That’s a harmless “ask” in the context of an innocuous conversation about real estate. It allows you to determine their interest level in a no-pressure sort of way.
OFFER INFORMATION — PLUS YOU AND YOUR INSIGHTS
Get your offer ready if you determine that they’re ready to buy or sell in the next year or so. Offer information PLUS YOU — and your insights! Instead of trying to come up with unique or even crazy propositions, take a step back and realize that what makes you unique is YOU. The way that you care for them and deliver the information is what sets you apart. By the time you arrive at the offer when following these steps, you believe in the offer.
Take action now!
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