“The key to the real estate business is securing listings. The key to securing listings is knowing that you MUST have a great value to add and be detached from the outcome. Then you’ll get that look!”
HOW DO YOU GET THE OPPORTUNITY TO MEET SELLERS?
Top producers are obsessed with getting more listings and new agents are wondering where to find listings in the first place. Here’s the same advice I’ve been urging you to do for weeks now: You’re going to look for conversations about real estate inside your target market. When you introduce yourself as a realtor, everyone’s first question is always, “How’s the market?” And then you’re in that conversation! Not every conversation leads to a listing, obviously, but if you’re not putting yourself out there, why would anyone even consider you? If you want to meet sellers, you must have those conversations about real estate.
WHAT VALUE ARE YOU TRULY GOING TO GIVE?
What value are you going to GIVE? A lot of realtors look at an area and think there’s some bigshot realtor who controls that market. Not true! I’ve rarely seen a market where a realtor controls more than about 1 percent of the listings. Even if you go to an extremely rural area, that “power realtor” will control maybe 10 percent of the market — leaving the other 90 percent available for others. What you’re really doing is making excuses. Pause and think of the value you are going to GIVE to the seller. When someone is listing their property, what is the process they go through and in what order do they go through it? The number one thing you can give is your guidance through the process.
HOW ORGANIZED & PATIENT IS YOUR EXPLANATION?
The goal is to give deeply, with detachment from the outcome. How do you do that? Be organized and patient in your explanation. Get organized first. Be able to explain the real estate process to a seller in as simple a manner as possible. I use a pinwheel with seven steps for buyers (or a one-sheet infographic with six steps for buyers). My steps are simple but thorough. The other part is patience, which many of us lack. Sticking to the process — the steps — allows you to be patient with them as you explain it to them. If you start to get lost in the woods or get impatient, that simplified process lets you get back on trick.
WHAT’S THE LOOK YOU’RE AFTER?
So, what’s that look I’m talking about? If you’re having real estate conversations, and you GIVE the best value that you possibly can, and you are organized and patient in explaining the process to them, you will get the look that I’m talking about here. If you want to know what that look is, well… listen to the podcast for the answer!
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