Episode 021 - It's Not About You RELOADED
Agents, stop thinking about yourself! Even if you don’t think you're doing it, you are! We help you figure out how to take a “client-first” perspective in all areas of your business so your clients love what you do for them, become raving fans and help your business explode.
SHOW NOTES
- 01:10 – You have a client…shocker! You are hired for your knowledge, wisdom, ability and expertise.
- 01:20 – “Home” vs. “House”
- 02:15 – Change your verbiage. Don’t use “transaction” or “property”. Use “process”
- 03:15 – Sterile, mechanical process
- 03:45 – Doctor/Patient analogy, Cate: “specimen”
- 04:20 – Shifting your mentality, client-first mentality. You project what you focus on. Client will also sense your inspiration or desperation.
- 05:35 – Agents are in the service industry, not the sales industry.
- 06:45 – Clients might have to give up something, “price, location or home details”
- 07:15 – 4 C’s: Clients, Co-Agents, Company, Commission…in THAT order!
- 08:20 – Co-Agents are NOT your competition. Share your knowledge. They will help you get ahead.
- 09:20 – Every agent is different. Maybe this client doesn’t mesh with you or you don’t know the property type.
- 10:25 – Sharing the wins. Cheering each other on.
- 11:25 – Make the real estate industry great and the bad people get weeded out.
- 11:50 – Company is ahead of you. Respect for your company.
- 13:10 – Everything you do or say has a consequence to not only you but also others in your company.
- 13:55 – Get out if you don’t like the company you work for.
- 14:45 – Commission is last. Do the other three C’s and your commission will get there.
- 15:20 – Pay yourself a salary to avoid the stress of commissions.
- 16:35 – Legal side of being an agent, called Agency. Brian: “Agency means something.”
- 17:30 – Doctor analogy
- 18:30 – Use referrals more often, and/or partner with another agent to help clients.
- 19:00 – Survey: Most Trusted Professions; Real estate agents’ rank at the bottom.
- 19:40 – Limited/Dual Agency soapbox
- 21:25 – Brian asks for agents to fight him on limited/dual agency
- 22:20 – Even if you handled it perfectly, what does your client think? They question the agent motivation and future business and referrals.
- 22:55 – “Me-Me” deals SUCK!
- 23:15 – What does it take to be a legendary agent? Step 1: get your client; Step 2: treat client like a king/queen; you become legendary.
- 24:35 – Warm referrals. Warm leads.
- 25:10 – Cate’s “side note, tangent”. Family and friends can be your worst client, but want the above and beyond. May be harder to please. Be professional so they view you as the professional. Very easy to get lazy and relaxed with them.
- 27:35 – Be careful about complaining about other clients around your family. Vent to accountability partners.
- 28:00 – Think about your client. Have a passion toward that! Create raving fans!
SHOW LINKS
BETWEEN THE LINES LINKS
Email
briancleebtl@gmail.com
cate@craftsmanrg.com
Web
brianclee.com
catelee.com
realestatebetweenthelines.com
Facebook
https://www.facebook.com/groups/realestatebetweenthelines/
https://www.facebook.com/Brian-C-Lee-111822417027919/?
YouTube
https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?
