5 Conversations You Should MASTER as a Real Estate Agent

So, in today's video, I want to talk about five conversations that every agent should be able to master. Hey, my name is Chance Brown. I'm the broker owner of CB&A Realtors, and I make content because I'm passionate about helping agents build great businesses. Five conversations that you should master in your business. Typically, when we see newer licenses, they tend to work with more buyers. So, we focus the first one on the buyer consultation. Now, I will tell you, I think one of the downsides of what happens in residential real estate a lot of the time is we don't do buyer consultations at all. And that is a huge missed opportunity for building commonality, really diving deep into the emotional needs of your buyer and also setting expectations for the rest of the transaction. So, if you're not having buyer consultations, start and master that presentation. Master how you bring value to the table. Master what that process looks like for you and for them. Make sure that you're setting the expectations cuz what you want to do is as you go through the transaction is you want to reinforce those expectations. And so walk through the whole process. Even if they bought 10 homes, it's different with you because of your system that you've created. So that's the first one. The second one, like I said, kind of goes hand inand is your listing presentation, your listing pitch or listing interview, whatever you want to call it. We want to make sure that we really have a competitive advantage in case we walk into a situation where more than one agent is being interviewed. pre-listing packets win listings. They just do. If you're not familiar with pre-listing packet, do a Google search. I've recorded videos on them before. I think that they are a huge differentiator. I think they're an ownership of information tool and you should be doing one on every listing, no matter if it's your best friend or somebody you've never even met. Make sure you're highlighting your marketing.

Twice in this last week, I've talked to agents who got listings, competitive listing situations, because of the quality of their marketing. That is so so important is that you have examples of that so they can see it. And you want to make sure that you're asking for the business. So many agents walk into a listing presentation and they don't have a effective close. They don't know what to say to actually say, "What's our next step here?" Go in with your pitch, building value around what you're doing. Again, setting expectations so you can reinforce them throughout the entire process. And then before you leave, ask them, "Can I be your Realtor?" Whatever that looks like for you, ask for the business. Super important. Number three is the price correction conversation. This goes back to those first two. If we've done a good job on the first two, we've talked about price corrections with our sellers. And so, we need to look at on a regular basis. I recommend every 30 days what's happening in the market. And do we need to make a price correction or are there other things that we need to take into consideration?

Would an allowance be better for buying down an interest rate or doing an upgrade to the home? Does the home show well? like we need to do a full audit of this listing every 30 days to make sure that we're positioning it in a place that we're going to sell it as fast as we can. Number four is when we're going through the inspection process, do you know how to negotiate repairs? Do you know how to overcome objections to inspections? And this varies based on the savviness of the seller, varies based on the condition of the property, the age of the property. You might walk into an older home that's in really good shape but still have a 75page inspection report. And you need to know how to address that with your client and with the cooperating agent. And so I'm a big fan of cash in lie of repairs, but that's not the right solution for everybody. So you need to be able to walk through setting the expectation before the inspection with a buyer client if you're representing a buyer.