March 4, 2019 • 18 mins
Why are our clients afraid to refer their friends to us? They are afraid we won't make them look good to their friends and family. I attend a session at the Leading RE Conference in Vegas, lead by Ninja Selling Founder Larry Kendall. He believes there are 5 keys to Earning referrals and I'll share 3 of them in this video and the remaining 2 next week.
watch the meeting here https://youtu.be/eHWFkXjAO1g
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Okay,
Speaker 2 (00:02):
we're gonna go ahead and get started.
So we're this month, the themeis, uh, the referral mindset.
So today we're talking aboutyour mindset is going to be a
two part discussion.
Speaker 1 (00:20):
MMM.
Speaker 2 (00:21):
These are just a couple of sites on the web where
you can search recommendations.
Speaker 1 (00:30):
Yeah.
Speaker 2 (00:30):
Nope.
Before social media, before theweb, how would you recommend the
service to someone?
How would you refer someone to afriend or family?
How would you do that?
Word of mouth.
Hey, I'm at a party.
Married.
Do you know anybody that uh, canhelp me get out of overlook?
(00:51):
Yes.
Ruthie.
She can help you get out ofoverlook.
Give her a call.
She's a real estate agent or um,they make a row that's not going
to stick with you Ruthie.
We'll just, we'll get a newslogan.
Um, okay.
So have a quick exercise.
Everyone raise your hand in theair.
It's like your hands up.
(01:13):
Leave your hand up if you havevisited one of these sites and
read a review before making adecision to purchase goods or
services.
Speaker 1 (01:25):
Okay.
Speaker 2 (01:26):
So everybody's hands still up but one.
Okay, keep your hands up, um,lit.
Yeah.
If you've been to Amazon, you'veread a review, it's everybody's
hand should be up.
Um, leave your hand up.
Only if you've left a review onat least one of these sites.
(01:48):
So if your hands in the air,that means you've left a review.
You've posted a review of aservice on one of these sites.
Speaker 1 (01:54):
Okay?
Speaker 2 (01:56):
So half of us, y'all can put your hands down.
Speaker 1 (01:59):
Okay.
Speaker 2 (02:00):
Why are we afraid to leave a review online?
Speaker 1 (02:05):
Okay.
Speaker 2 (02:10):
Don't have time.
It's not important, right?
Who cares what you think aboutthose tennis shoes or you know,
the garden hose or whatever.
You bought my left review aboutthe contractor.
They've worked with
Speaker 1 (02:29):
Jen.
Okay.
All right.
Okay.
Speaker 2 (02:35):
Is there, everybody know what all these reviews are?
Does everybody know what localguides is?
Local guides is on Google.
They're now giving you a badgethat says, Hey Tom, be a local
God.
Engage with other companies onGoogle in your area.
Ask questions, rate theirservices.
Tell people that your favoritespot on the river walk is this,
(02:57):
and post a picture.
So Google now it's created thelocal guides to make people
ambassadors.
We've had a couple people askquestions on Google about our
company and then a local guy toanswer and like,
Speaker 1 (03:12):
oh my gosh,
Speaker 2 (03:14):
it's just more to keep up with and people are
trying to be helpful.
They're trying to makerecommendations most most part
it is.
Speaker 1 (03:22):
Yeah,
Speaker 2 (03:22):
and we showed you the video last week.
Like last week was really longfor some reason, I don't know
why, but it seems like longerthan a week ago.
Uh, in the video, thehospitality, Ian, we talked
about service versushospitality, so I'm going to
borrow that today and we'refocusing on transaction mindset
(03:45):
versus the referral mindset.
If you have a transactionmindset, you're not going to get
as many referrals if you havethe referral mindset.
Let's jump into that questionI'm trying to answer today is
why our clients afraid to refertheir friends to us.
Who wants to take a shot at thatone?
(04:08):
Jen?
The same experiences.
Yup.
That is very true.
What's it?
Another answer?
That question.
Why are our con yeah, they don'twant it.
They want to have all your time.
They can't share you witheverybody.
(04:28):
This is, they are afraid.
You won't make them look good totheir friends.
And that's, that's reallyhonest.
It's some, you know, I was outin Vegas and I asked, um, uh,
(04:50):
the cab driver pulling in, youknow, what's a good, you know,
what's happening at the so andso?
He goes, man, I don't know.
There's so much happening outhere.
I can't even, I can't even keepup with a place to refer you in
some places it's just a decisionparalysis.
You, Vegas is probably hard, Iwould imagine.
It's hard to see a bad show.
(05:11):
I mean, everything out there isit such a high level, but when
you're outside of a place likethat, it's hard to give someone
good advice and to feelcomfortable because a lot of
people were afraid they'll comeback and say,
Speaker 1 (05:26):
Helen,
Speaker 2 (05:27):
you really like that restaurant.
Oh my gosh, that was terrible.
Speaker 1 (05:33):
Hi.
Speaker 2 (05:35):
Uh, now it's awkward, but especially when you're first
someone, if I refer you to thehome builder or a lender or an
agent, you really want me, oh mygosh, I can't believe they
referred me to this person.
So what do most people do?
They want to avoid thatsituation whatsoever.
(05:56):
So they don't, or they give youa list.
Oh, you'll like try these threeplaces.
It's kind of noncommittal.
So what we're going to try toget you to understand is how you
can make it easier for yourclients to do that.
And there's five keys.
Uh, we're only going to coverthree today.
We're gonna talk about, uh, fourand five in two weeks.
So there's the referral mindset.
(06:19):
Your look, do you look likesomebody they would trust?
And then the, wow, the fabledstory, the hospitality.
So I've had a referral mindset.
Um, is about the victim or theplayer.
Are you the victim?
(06:40):
Are you the player?
Do you have a fixed mindset?
You're the, you're the player.
You're the victim.
It's rude.
It's not your fault.
It's someone else's fault.
You know, you don't deservethis.
It's Mary Barnes Fall.
So, but you think about it, somepeople will go to the service
(07:02):
that they go through.
They're not going to get thislisting.
They're probably going to listwith somebody else.
And I mean I don't have enoughsales.
Are you the learner or the NonLearner?
The victim has a fixed mindsetthat stands in the way of change
and development.
And the player has the growthmindset.
(07:24):
People are attracted to theplayer.
No one's attracted to thevictim.
So you've got to think aboutyour mindset when you're going
in to get the business.
How are you thinking?
Are you thinking that this is agreat learning opportunity or
that you know, you're just beingused to price it so someone else
can list it and you're thevictim.
It's not really going to workout.
(07:45):
Your mindset affects so much ofwhat we do.
Speaker 3 (07:50):
Your look
Speaker 2 (07:52):
this, I think this an important probably everywhere.
Um, this is something LarryKendall said.
He's the author of Ninja sellingand I went to one of his
seminars.
Um, um, taking some of hiscourses too, just because it is
really simple.
Do not dress like your clientsdress like their trusted
(08:12):
advisor.
If you think it's buildingrapport, it's not.
This is, this appointment is ajob interview.
It is not a date.
They are interviewing you foryour business and what's most
important.
They're interviewing you fortheir friend's business too.
It might be okay.
(08:34):
Then I show up in my hut andclothes and boots to go meet
with Alan.
It's not a big deal.
We're friends.
Um, you know when one agent saidthey are during the session.
So when I get sloppy and wearyoga pants or workout clothes, I
do the business, but I don't getthe referral.
Does that make sense?
(08:55):
Alan?
Trust me, he's not going to beafinitor or affected by what I'm
wearing, but in his mind he'sthinking, I really wanted to
refer rentals to So-and-so, buthe didn't shave today.
And you know, people processthat, you know, they do.
We are still very judgmental andwe think about how it's going to
(09:20):
reflect on us.
If Alan sends me over there andhe's like, rentals, before you
go there, I just make sure youshave today and are you wearing
a coat?
People, people really thinkabout that.
They, they want you to make themlook not good.
They want you to make them lookgreat.
You want, I even make Alan looklike the hero for referring me
(09:43):
to Jenny and shorts all summerlong and meet with clients and
you know, it, everyone has thefreedom to choose what they want
(10:12):
to do.
Um, uh, coming back to the wow,the fable service.
Did y'all enjoy that video aboutthe restaurant?
I thought that was is just longenough.
Great Story.
The hospitali Ian mean, that isso true.
How you make someone feel.
And I have a great story toshare with you.
(10:35):
Um, a past client of mine, uh,their daughter and son in law
moved back here and they calledme up and said, Reynolds, can
you help?
Um, my daughter and son in wall.
And I referred them to an agent.
Uh, and this is the email hesent me Saturday morning.
(10:55):
Um, I just copied and pasteright in here.
It says, hey Reynolds, Aaron andI were able to close on our home
yesterday.
I wanted to thank you for[inaudible] us an agent more
specifically.
I wanted to thank you for[inaudible] and US Michael
Chambers.
Our experience was truly amazingand all of that is owed to
Michael.
(11:16):
I think you have a capitalizedgreat agent and Michael on your
team.
He seems to care so much abouthis client's experience and
we'll quote jump through hoopsto do the right thing for them.
Since meeting Michael, I've alsobeen able to refer several
friends and colleagues to himand he's doing equally as great
of a job for them as well.
(11:38):
Once again, thank you foreverything.
He referred Michael Threeclients before they even closed
before they closed and so nowI'll be honest, I had no idea
they were going to hit it offlike that.
Had a good idea of militarybackground, same age, but he
(11:58):
sent that the day after closingand this is what it's about.
They become really good friends.
I go play golf and they hang outand their wives are friends.
And the funny thing is Michaelalready knew Erin because she
works at the hospital too.
And Michael's on the ambulance.
He just didn't really know whoshe was.
(12:21):
Um, so couldn't have been abetter, a better match.
But he, he didn't stop with justa transaction mindset.
He went a step further and thathas already paid off before they
even close.
What are the benefits of doingall this?
And there's a lot, but if youcan make your clients look good
(12:44):
when they refer you to theirfriends, I promise you, you
increase your income and guesswhat?
You won't need four or 500friends.
You might just need a hundred or200 friends,
Speaker 3 (12:57):
but
Speaker 2 (12:58):
they want to sin you business.
They just don't know how.
And they want to be confident inknowing that you're going to
make them look
Speaker 3 (13:07):
good.
Speaker 2 (13:11):
And this is part of the mindset.
This is so true.
Your next transaction isembedded in this transaction.
There were some interestingstories they were sharing at the
conference about when we're in agood economy, how agents start
cutting back on their marketingservices.
An example is you're going tolist the house on a Thursday and
(13:35):
you know it's going to sellprobably before the weekend and
you're gonna get a lot oftraffic, but you don't go
through and set up and put yourflyers on the counter, your
printout from the lender aboutrates, some promotional pieces
about your services.
Why do I need to go through allthat?
It's, it's, it's, it's going tosell anyway in a couple of days.
(13:56):
I don't need to do a wholevideo.
You're not thinking about thepeople that are coming through
looking at house in the firsttwo days and even after that,
the inspector that sees it, the,the buyer that sees it, their
agent that sees it, nope.
Everything that you're doing isleading up to your next
(14:17):
transaction.
Even.
I know it's hard to do becauseyou take, well, I gotta do all
these things and a couple ofdays because this property is
going to sell in less than aweek, but you have Nadia who's
view and that online or who'swalking through that thinking,
wow, they knew I'm going to flipit around.
(14:38):
They knew this house was goingto sell in two days, and that
agent still did all this toprepare it for market.
Think about what that says.
You knew it was going to sell,yet you still spent all your
time and effort and doing allthe right things because you
know that's because that's whatyou do.
You do that for all your clientsso you don't know who's watching
(15:03):
what you're doing and who has achance to refer you to their
friends or family because you'rehaving a yoga parties or open
house.
It's appropriate to probablywear yoga clothes or workout
clothes.
But think about what you'redoing, how you're meeting with
(15:23):
your buyers, how you're meetingwith your sellers.
And if you weren't there, wouldthey feel confident enough based
on your services or the markyou've left to refer you?
You gotta make it easy.
If you've got a vacant house,your marketing and none of your
materials in there, and one ofyour clients friends walks
(15:46):
through and says, well, whatdoes so and so doing to market
your house?
Oh, were there?
And they have to consciouslythink it shouldn't have to think
about the things you're doing.
It should be obvious.
Hey Allen, I just walked throughyour house, man.
Those are the best flyers on thecounter.
And they had a quote from a loanofficer and the seller's
disclosure and everything wasthere, was ready right there.
(16:07):
The house already sold a coupleof days ago.
But Ah, I want to tell you howgreat it looked.
You make your clients feel good.
They're going to feel good aboutsending you business and
referring you to their friendsand family.
And it's not that hard.
The things we discussed, did wetalk about any technology that
(16:28):
you need to do any of that?
It's just basic stuff.
If you go work out, take achange of clothes or don't
expect to get a referral fromthem or I don't know the tee
shirts secret is, maybe we needto figure that part out, but
okay.
Their collar, it's like, it'smore like professional golfers
(16:49):
could be playing golf, could bethe inspector, may be dress more
appropriately.
Um, but just know that this isimportant because especially in
a market like this, when thisbusiness does seem very easily,
you see a Facebook post it undercontract, two days.
(17:11):
Clients are noticing that and ifthey think that you're not doing
everything you should be doingto make that happen and that
you're riding the benefits of agood market, they're going to
start looking at other things.
Oh, well Ms.
House pikeman Alan, if I takeyour recommended price and we
listed this is probably going tosell him like a week, right?
(17:33):
Oh Gosh.
Just this market is hot.
Great.
How do you think about 4%?
Well, uh, well, you're not goingto do all this and this and
this.
You don't have to hold an openhouse, right?
Yeah, I guess so.
Three and a half percent soundsa lot better than doesn't it?
You've got to be thinking aboutthe service, and as we first
(17:53):
opened up this discussion, yougotta be worried about what the
consumers are thinking, right?
Nope.
As professionals, we know whatthe secret is to get in the
house to sell and that amount oftime it's getting the property
ready, get in the Soa alreadypricing it appropriately, doing
all those things before you putit on the market.
(18:14):
That is incredibly important,but they are watching what we're
doing and you all are doing agreat job, but if you want to
get more out of what you'redoing, then it just requires a
little bit of a change in yourmindset and being aware of how
they are viewing our industriesand the way rock rating.
(18:36):
So thank y'all for being heretoday and we'll continue this in
two weeks.
So thank y'all.
Okay,
Speaker 2 (00:02):
we're gonna go ahead and get started.
So we're this month, the themeis, uh, the referral mindset.
So today we're talking aboutyour mindset is going to be a
two part discussion.
Speaker 1 (00:20):
MMM.
Speaker 2 (00:21):
These are just a couple of sites on the web where
you can search recommendations.
Speaker 1 (00:30):
Yeah.
Speaker 2 (00:30):
Nope.
Before social media, before theweb, how would you recommend the
service to someone?
How would you refer someone to afriend or family?
How would you do that?
Word of mouth.
Hey, I'm at a party.
Married.
Do you know anybody that uh, canhelp me get out of overlook?
(00:51):
Yes.
Ruthie.
She can help you get out ofoverlook.
Give her a call.
She's a real estate agent or um,they make a row that's not going
to stick with you Ruthie.
We'll just, we'll get a newslogan.
Um, okay.
So have a quick exercise.
Everyone raise your hand in theair.
It's like your hands up.
(01:13):
Leave your hand up if you havevisited one of these sites and
read a review before making adecision to purchase goods or
services.
Speaker 1 (01:25):
Okay.
Speaker 2 (01:26):
So everybody's hands still up but one.
Okay, keep your hands up, um,lit.
Yeah.
If you've been to Amazon, you'veread a review, it's everybody's
hand should be up.
Um, leave your hand up.
Only if you've left a review onat least one of these sites.
(01:48):
So if your hands in the air,that means you've left a review.
You've posted a review of aservice on one of these sites.
Speaker 1 (01:54):
Okay?
Speaker 2 (01:56):
So half of us, y'all can put your hands down.
Speaker 1 (01:59):
Okay.
Speaker 2 (02:00):
Why are we afraid to leave a review online?
Speaker 1 (02:05):
Okay.
Speaker 2 (02:10):
Don't have time.
It's not important, right?
Who cares what you think aboutthose tennis shoes or you know,
the garden hose or whatever.
You bought my left review aboutthe contractor.
They've worked with
Speaker 1 (02:29):
Jen.
Okay.
All right.
Okay.
Speaker 2 (02:35):
Is there, everybody know what all these reviews are?
Does everybody know what localguides is?
Local guides is on Google.
They're now giving you a badgethat says, Hey Tom, be a local
God.
Engage with other companies onGoogle in your area.
Ask questions, rate theirservices.
Tell people that your favoritespot on the river walk is this,
(02:57):
and post a picture.
So Google now it's created thelocal guides to make people
ambassadors.
We've had a couple people askquestions on Google about our
company and then a local guy toanswer and like,
Speaker 1 (03:12):
oh my gosh,
Speaker 2 (03:14):
it's just more to keep up with and people are
trying to be helpful.
They're trying to makerecommendations most most part
it is.
Speaker 1 (03:22):
Yeah,
Speaker 2 (03:22):
and we showed you the video last week.
Like last week was really longfor some reason, I don't know
why, but it seems like longerthan a week ago.
Uh, in the video, thehospitality, Ian, we talked
about service versushospitality, so I'm going to
borrow that today and we'refocusing on transaction mindset
(03:45):
versus the referral mindset.
If you have a transactionmindset, you're not going to get
as many referrals if you havethe referral mindset.
Let's jump into that questionI'm trying to answer today is
why our clients afraid to refertheir friends to us.
Who wants to take a shot at thatone?
(04:08):
Jen?
The same experiences.
Yup.
That is very true.
What's it?
Another answer?
That question.
Why are our con yeah, they don'twant it.
They want to have all your time.
They can't share you witheverybody.
(04:28):
This is, they are afraid.
You won't make them look good totheir friends.
And that's, that's reallyhonest.
It's some, you know, I was outin Vegas and I asked, um, uh,
(04:50):
the cab driver pulling in, youknow, what's a good, you know,
what's happening at the so andso?
He goes, man, I don't know.
There's so much happening outhere.
I can't even, I can't even keepup with a place to refer you in
some places it's just a decisionparalysis.
You, Vegas is probably hard, Iwould imagine.
It's hard to see a bad show.
(05:11):
I mean, everything out there isit such a high level, but when
you're outside of a place likethat, it's hard to give someone
good advice and to feelcomfortable because a lot of
people were afraid they'll comeback and say,
Speaker 1 (05:26):
Helen,
Speaker 2 (05:27):
you really like that restaurant.
Oh my gosh, that was terrible.
Speaker 1 (05:33):
Hi.
Speaker 2 (05:35):
Uh, now it's awkward, but especially when you're first
someone, if I refer you to thehome builder or a lender or an
agent, you really want me, oh mygosh, I can't believe they
referred me to this person.
So what do most people do?
They want to avoid thatsituation whatsoever.
(05:56):
So they don't, or they give youa list.
Oh, you'll like try these threeplaces.
It's kind of noncommittal.
So what we're going to try toget you to understand is how you
can make it easier for yourclients to do that.
And there's five keys.
Uh, we're only going to coverthree today.
We're gonna talk about, uh, fourand five in two weeks.
So there's the referral mindset.
(06:19):
Your look, do you look likesomebody they would trust?
And then the, wow, the fabledstory, the hospitality.
So I've had a referral mindset.
Um, is about the victim or theplayer.
Are you the victim?
(06:40):
Are you the player?
Do you have a fixed mindset?
You're the, you're the player.
You're the victim.
It's rude.
It's not your fault.
It's someone else's fault.
You know, you don't deservethis.
It's Mary Barnes Fall.
So, but you think about it, somepeople will go to the service
(07:02):
that they go through.
They're not going to get thislisting.
They're probably going to listwith somebody else.
And I mean I don't have enoughsales.
Are you the learner or the NonLearner?
The victim has a fixed mindsetthat stands in the way of change
and development.
And the player has the growthmindset.
(07:24):
People are attracted to theplayer.
No one's attracted to thevictim.
So you've got to think aboutyour mindset when you're going
in to get the business.
How are you thinking?
Are you thinking that this is agreat learning opportunity or
that you know, you're just beingused to price it so someone else
can list it and you're thevictim.
It's not really going to workout.
(07:45):
Your mindset affects so much ofwhat we do.
Speaker 3 (07:50):
Your look
Speaker 2 (07:52):
this, I think this an important probably everywhere.
Um, this is something LarryKendall said.
He's the author of Ninja sellingand I went to one of his
seminars.
Um, um, taking some of hiscourses too, just because it is
really simple.
Do not dress like your clientsdress like their trusted
(08:12):
advisor.
If you think it's buildingrapport, it's not.
This is, this appointment is ajob interview.
It is not a date.
They are interviewing you foryour business and what's most
important.
They're interviewing you fortheir friend's business too.
It might be okay.
(08:34):
Then I show up in my hut andclothes and boots to go meet
with Alan.
It's not a big deal.
We're friends.
Um, you know when one agent saidthey are during the session.
So when I get sloppy and wearyoga pants or workout clothes, I
do the business, but I don't getthe referral.
Does that make sense?
(08:55):
Alan?
Trust me, he's not going to beafinitor or affected by what I'm
wearing, but in his mind he'sthinking, I really wanted to
refer rentals to So-and-so, buthe didn't shave today.
And you know, people processthat, you know, they do.
We are still very judgmental andwe think about how it's going to
(09:20):
reflect on us.
If Alan sends me over there andhe's like, rentals, before you
go there, I just make sure youshave today and are you wearing
a coat?
People, people really thinkabout that.
They, they want you to make themlook not good.
They want you to make them lookgreat.
You want, I even make Alan looklike the hero for referring me
(09:43):
to Jenny and shorts all summerlong and meet with clients and
you know, it, everyone has thefreedom to choose what they want
(10:12):
to do.
Um, uh, coming back to the wow,the fable service.
Did y'all enjoy that video aboutthe restaurant?
I thought that was is just longenough.
Great Story.
The hospitali Ian mean, that isso true.
How you make someone feel.
And I have a great story toshare with you.
(10:35):
Um, a past client of mine, uh,their daughter and son in law
moved back here and they calledme up and said, Reynolds, can
you help?
Um, my daughter and son in wall.
And I referred them to an agent.
Uh, and this is the email hesent me Saturday morning.
(10:55):
Um, I just copied and pasteright in here.
It says, hey Reynolds, Aaron andI were able to close on our home
yesterday.
I wanted to thank you for[inaudible] us an agent more
specifically.
I wanted to thank you for[inaudible] and US Michael
Chambers.
Our experience was truly amazingand all of that is owed to
Michael.
(11:16):
I think you have a capitalizedgreat agent and Michael on your
team.
He seems to care so much abouthis client's experience and
we'll quote jump through hoopsto do the right thing for them.
Since meeting Michael, I've alsobeen able to refer several
friends and colleagues to himand he's doing equally as great
of a job for them as well.
(11:38):
Once again, thank you foreverything.
He referred Michael Threeclients before they even closed
before they closed and so nowI'll be honest, I had no idea
they were going to hit it offlike that.
Had a good idea of militarybackground, same age, but he
(11:58):
sent that the day after closingand this is what it's about.
They become really good friends.
I go play golf and they hang outand their wives are friends.
And the funny thing is Michaelalready knew Erin because she
works at the hospital too.
And Michael's on the ambulance.
He just didn't really know whoshe was.
(12:21):
Um, so couldn't have been abetter, a better match.
But he, he didn't stop with justa transaction mindset.
He went a step further and thathas already paid off before they
even close.
What are the benefits of doingall this?
And there's a lot, but if youcan make your clients look good
(12:44):
when they refer you to theirfriends, I promise you, you
increase your income and guesswhat?
You won't need four or 500friends.
You might just need a hundred or200 friends,
Speaker 3 (12:57):
but
Speaker 2 (12:58):
they want to sin you business.
They just don't know how.
And they want to be confident inknowing that you're going to
make them look
Speaker 3 (13:07):
good.
Speaker 2 (13:11):
And this is part of the mindset.
This is so true.
Your next transaction isembedded in this transaction.
There were some interestingstories they were sharing at the
conference about when we're in agood economy, how agents start
cutting back on their marketingservices.
An example is you're going tolist the house on a Thursday and
(13:35):
you know it's going to sellprobably before the weekend and
you're gonna get a lot oftraffic, but you don't go
through and set up and put yourflyers on the counter, your
printout from the lender aboutrates, some promotional pieces
about your services.
Why do I need to go through allthat?
It's, it's, it's, it's going tosell anyway in a couple of days.
(13:56):
I don't need to do a wholevideo.
You're not thinking about thepeople that are coming through
looking at house in the firsttwo days and even after that,
the inspector that sees it, the,the buyer that sees it, their
agent that sees it, nope.
Everything that you're doing isleading up to your next
(14:17):
transaction.
Even.
I know it's hard to do becauseyou take, well, I gotta do all
these things and a couple ofdays because this property is
going to sell in less than aweek, but you have Nadia who's
view and that online or who'swalking through that thinking,
wow, they knew I'm going to flipit around.
(14:38):
They knew this house was goingto sell in two days, and that
agent still did all this toprepare it for market.
Think about what that says.
You knew it was going to sell,yet you still spent all your
time and effort and doing allthe right things because you
know that's because that's whatyou do.
You do that for all your clientsso you don't know who's watching
(15:03):
what you're doing and who has achance to refer you to their
friends or family because you'rehaving a yoga parties or open
house.
It's appropriate to probablywear yoga clothes or workout
clothes.
But think about what you'redoing, how you're meeting with
(15:23):
your buyers, how you're meetingwith your sellers.
And if you weren't there, wouldthey feel confident enough based
on your services or the markyou've left to refer you?
You gotta make it easy.
If you've got a vacant house,your marketing and none of your
materials in there, and one ofyour clients friends walks
(15:46):
through and says, well, whatdoes so and so doing to market
your house?
Oh, were there?
And they have to consciouslythink it shouldn't have to think
about the things you're doing.
It should be obvious.
Hey Allen, I just walked throughyour house, man.
Those are the best flyers on thecounter.
And they had a quote from a loanofficer and the seller's
disclosure and everything wasthere, was ready right there.
(16:07):
The house already sold a coupleof days ago.
But Ah, I want to tell you howgreat it looked.
You make your clients feel good.
They're going to feel good aboutsending you business and
referring you to their friendsand family.
And it's not that hard.
The things we discussed, did wetalk about any technology that
(16:28):
you need to do any of that?
It's just basic stuff.
If you go work out, take achange of clothes or don't
expect to get a referral fromthem or I don't know the tee
shirts secret is, maybe we needto figure that part out, but
okay.
Their collar, it's like, it'smore like professional golfers
(16:49):
could be playing golf, could bethe inspector, may be dress more
appropriately.
Um, but just know that this isimportant because especially in
a market like this, when thisbusiness does seem very easily,
you see a Facebook post it undercontract, two days.
(17:11):
Clients are noticing that and ifthey think that you're not doing
everything you should be doingto make that happen and that
you're riding the benefits of agood market, they're going to
start looking at other things.
Oh, well Ms.
House pikeman Alan, if I takeyour recommended price and we
listed this is probably going tosell him like a week, right?
(17:33):
Oh Gosh.
Just this market is hot.
Great.
How do you think about 4%?
Well, uh, well, you're not goingto do all this and this and
this.
You don't have to hold an openhouse, right?
Yeah, I guess so.
Three and a half percent soundsa lot better than doesn't it?
You've got to be thinking aboutthe service, and as we first
(17:53):
opened up this discussion, yougotta be worried about what the
consumers are thinking, right?
Nope.
As professionals, we know whatthe secret is to get in the
house to sell and that amount oftime it's getting the property
ready, get in the Soa alreadypricing it appropriately, doing
all those things before you putit on the market.
(18:14):
That is incredibly important,but they are watching what we're
doing and you all are doing agreat job, but if you want to
get more out of what you'redoing, then it just requires a
little bit of a change in yourmindset and being aware of how
they are viewing our industriesand the way rock rating.
(18:36):
So thank y'all for being heretoday and we'll continue this in
two weeks.
So thank y'all.
Popular Podcasts
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
True Crime Tonight
If you eat, sleep, and breathe true crime, TRUE CRIME TONIGHT is serving up your nightly fix. Five nights a week, KT STUDIOS & iHEART RADIO invite listeners to pull up a seat for an unfiltered look at the biggest cases making headlines, celebrity scandals, and the trials everyone is watching. With a mix of expert analysis, hot takes, and listener call-ins, TRUE CRIME TONIGHT goes beyond the headlines to uncover the twists, turns, and unanswered questions that keep us all obsessed—because, at TRUE CRIME TONIGHT, there’s a seat for everyone. Whether breaking down crime scene forensics, scrutinizing serial killers, or debating the most binge-worthy true crime docs, True Crime Tonight is the fresh, fast-paced, and slightly addictive home for true crime lovers.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com