I am seeing countless posts online in Facebook groups and in discussions on, “How do I talk to a client or prospect who is fearful". My client or prospect wants to back out of a pended transaction, not list, or go back “on the fence” as a buyer. At a minimum, they want to delay their plans.”

 

 

First! Most people right now are reacting in fear and uncertainty. They are reacting rather than responding after gathering the facts, data, and organizing it in a cogent manner. They are reacting emotionally, throwing all logic out the window.

Second! I see agents fearful and unsure of how to help their clients evaluate key information and data. From a broader perspective, how-to guide a person to make a prudent, wise, and logical decision. The fear of the what-ifs in counseling and advising clients, so the client can make an informed decision is a lost art, lost skill or never acquired skill by countless agents. I am reading posts and threads in astonishment that “My reputation is on the line.”, “What if the market corrects?”, “They need to make their own decision.”, “What if they can’t make their payment?” “What if the home drops in value?”

Being timid is not to be worn like a badge of honor or that being “less salesy” means you care more about your clients. I’m not advocating being salesy What I am seeing online is ridiculous; it only means you are not prepared to counsel, advise, and help navigate your client or prospect through the landmines of today’s market.

It also doesn’t mean that you browbeat a client to keep them in a transaction situation just so you can earn a commission check. Our goal should be to have the counseling and advisory skills, access the right data, give them well-thought-out options attached to the positives and negatives and allow them to apply to their given situation and comfort level.

Here is what you need to learn:
- What data and facts connect and are valuable in a quality decision-making process.
- What questions to ask people, prospects, and clients about their situation and fears.
- How to connect the questions, client response to give them the right counsel and guidance.
- How to be persuasive without being pushy or having commission breath.
- How to empower your clients to weigh out facts and make a better, more informed decision based on their needs.

The skills, strategies, and scripts Dirk Zeller will teach and coach you through will change your business and life. It will enable you to be more confident, while at the same time demonstrate and feel real empathy for your clients and prospects’ concerns, fears, and needs. These are the skills of a truly outstanding agent and needed in today’s current market.

Published on Apr 10, 2020 under ,

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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success

 

 

In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

Transforming Your Success into Their Success

Creating a Schedule

Buying this Year vs Next Year

Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

Agent Utility Belt

This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!