Are you consulting or selling? - Ep 196
On this episode of the Real Estate Fight Club, Jenn, and Monica are addressing the topic of, “Are you consulting or selling?” Talking about this will significantly affect how you present yourself to your clients! Tune in and find out!
Episode Highlights:
- Monica says that this is where the rubber meets the road, this topic is the most significant contributor of top real estate agents.
- Tom shares his beginning in Real Estate, where he would say he’s the top Realtor in the market. This is what most agents do.
- It was only when he went on another appointment with a seller, that he had to fight his way in.
- The more he talked about having people see the house, the client started to become uncomfortable.
- Jenn says that the price isn’t always the seller's motivation.
- Tom agrees that most agents think that way and when the seller said that she would only work with him if he could sell the house without letting in a lot of people.
- Tom started looking for an investor. This made the sale happen the way the seller wanted.
- Monica says “Before walking into a house, clear your mind and eliminate the agenda”
- Tom realizes that he wasn’t consulting, he was selling the one product that he had, and no matter what the client said, he was still pushing the product to the client.
- Now, Tom only asks clients questions whenever he goes into a house. And once he diagnoses the problem, he then gives the client what he deems the best solution.
- Tom gives the best questions you can ask clients.
- Jennifer says that we always have to know more, and to make the best options as to the clients situations.
- Monica says that questions are the most powerful tools in your tool kit!
3 Key Points:
- Before walking into a house, clear your mind and eliminate the agenda. Find out what the problem is and how you can help the client reach their goal.
- Tom realizes that he wasn’t consulting, he was selling the one product that he had, and no matter what the client said, he was still pushing the product to the client.
- Ask questions 80% of the time you're in a new house, then analyze the problems and the client's goals, only then do you give the best solution.
Tweetable Quotes:
- “I used to say that I was the top realtor out there… that’s what most agents do.” - Tom Cafarella
- “The price isn’t always the Seller's motivation.” - Jennifer Murtland
- “Before you walk into a house, clear your mind.” - Monica Weakley
- “I wasn’t consulting, I was selling the one product that I had, and no matter what the client said, I was still selling the product.” - Tom Cafarella
- “Questions are the most powerful tools in your tool kit.” - Monica Weakley
Resources Mentioned:
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