Real Estate Is A Relationship Business
PRESENTATION OUTLINE
THE REAL ESTATE RELATIONSHIP
The Real Estate transaction is emotionally charged...at best.
YOU ONLY CARE ABOUT ONE THING
THIS BUSINESS WAS BUILT ON RELATIONSHIP
TODAY’S REAL ESTATE
- This is the craziest, most frustrating, most unfair, uncertain market I think I’ve ever seen...
- Put yourself in your buyers or sellers shoes for a minute
WHAT BROUGHT US HERE?
- It’s been too good, too long
- Lack of training of agents
- Too easy to “sell”
- Dollar signs in eyes of too many
- Sub-standard performance is acceptable
YOUR CLIENTS ARE
- Scared
- Desperate
- Frustrated
- Apprehensive
- Greedy (sellers)
WHAT DO THEY NEED
- An advocate
- A counselor
- A true professinal
- But....
- They need a friend
- They need to know/believe you care!
Untitled Slide
- It all starts with the first meeting
- Continues with constant communication, reassurance, empathy
- “I understand”....
AVOIDING THE CONVERSATION
WHAT SHOULD I DO
- PICK UP THE PHONE!
- Zoom - see their face
- Just talk to them about “stuff”, kids, work, family and maybe real estate
- Reassure them this will work!
- Talk to EVERY active client EVERY week!
- Quality conversations
YOU ARE IN THE BUSINESS OF MAKING FRIENDS
DAD’S ADVICE
- The first day you let the commission dollar come before the clients needs is the last day you’ll ever be in this business.
- Because your client feels that...
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