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!

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• 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...