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Real Estate Uncensored - Real Estate Sales & Marketing Training Podcast

Get actionable ideas, insight & inspiration to turn your real estate career into a life of freedom. Real Estate Uncensored delivers 3 live shows/wk showing you how to blend the latest high-tech and high-touch prospecting, sales and marketing strategies to grow your real estate business. Featuring interviews with mega agents like Joshua Smith, Jeff Cohn, Brett Tanner, Greg Harrelson, Jeff Latham, Aaron Wittenstein, Marti Hampton and many more. You’ll learn how to make 100+ calls/hr, how to use prospecting systems and scripts to sell 500 homes/yr, how to bring homes to market & actually get them sold, how to run high-tech open houses & much more. Co-hosted by Greg McDaniel, the "Junior Grandmaster" / Bay area Realtor, and Matt Johnson, partner in Elite Real Estate Systems / founder of Pursuing Results, a podcast PR + production firm.
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Apr 19, 2018

Many agents make the mistake of bringing buyers on a property before they have any discussions beforehand, which makes the whole process chaotic. How can you convince your prospects to sit down and have a talk with you about what their dream home looks like? How can you make them understand the paperwork? Most importantly, how can you convince them that you have the systems and the experience that will save them from unpleasant situations? On this episode, Karri Flatla speaks about how she makes prospects come to her before seeing a property.

People want to be led. If they didn’t want your leadership, they would go and do things on their own. -Karri Flatla

Three Things We Learned

Use gentle, pre-qualifying questions

Pitch your questions as a benefit to them, to find out more about their needs and desires. If you use the right tone and come off as genuinely interested, you’ll find out about what kind of properties they want to see and how serious they are about it. This tactic applies to both buyers and sellers.

Send materials along with a discussion agenda

If you want to save time and make sure your prospects know what’s coming, you need to warm them up with informational material. Send them a presentation with how they can make their best from buying/selling a property, along with a short discussion agenda. Always call them to confirm if they can come to see you at the office. Sometimes they can’t show up, and waiting for them will only waste your time.

Use a buyer guide to address concerns

The hardest part about making them sign the papers is explaining what the contract involves and what will happen after they sign it. This is your opportunity to show your prospects how well-prepared you are. Craft a buyer guide that touches all kinds of concerns and use it as a tool to address their fears. Depending on their personality type, all of your prospects have something that keeps them up at night. Make sure your buyer guide covers everything.

Meeting with your prospects in an office is all about atmosphere control. You want to look professional and prepared for the unexpected. For most people, buying a home is the biggest purchase of a lifetime, and you can’t really look professional or have a proper conversation during an open house. Conversations in open houses can often make you look unreliable, especially if the property owners are still living there and have kids or pets making noise.

Guest Bio

Karri Flatla is an associate broker, a home strategist, and a team leader at RE/MAX Real Estate Lethbridge in Alberta, Canada. You can find Karri at http://karriflatla.com/

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