Episode 10: How to Win Every Client on the First Call

Form a connection with your clients that makes them look forward to hearing from you for years and years. Clients like to hear from the people who take good care of them. A simple strategy of questions can help your clients feel heard. LISTEN UP.

The real estate game is changing - screw that - it already has and no-one is REALLY talking about it....until now. Real Estate of Tomorrow holds conversations on crucial topics needed to successfully navigate the shifting real estate industry. In this bi-weekly podcast we break down the massive shifts in real estate and tell you the specific steps you need to take to kick a$$ in the coming years, just like we are. We’re your hosts, Edgardo Balentine and Scott DiGregorio, giving you the rundown on real estate from decades of experience and the new generation.

The current market is challenging for a lot of people. A lot of decisions need to be made, and most of those decisions are blocked by FEAR. It’s our job as real estate lending professionals to replace that fear with enthusiasm, excitement, and motivation. Today’s conversation changes the perspective on what’s going on in the market through servicing clients differently. Instead of focusing only on transactions, we’re getting very specific on how to address the EMOTIONAL COMPONENTS of purchasing a home. This mostly applies to buyers, but can also work on sellers. 

Listen as we discuss what questions you should be asking your clients. Learn to win every client when you ask questions that get you into a deeper conversation and build a relationship with your clients. We talk about which questions to ask, and we share how you can preface questions to ease into the conversations. These questions are really to open up your mind to develop your own questions.

The overwhelming majority of real estate and lending space is completely transactional in nature. Having an initial conversation like this strategy immediately sets you apart, increases your referral business, and you will walk around feeling DAMN GOOD about what you’re doing out in the world (and that should be #1 on your priority list).

What are you doing today to be relevant tomorrow? What are you doing today to be successful tomorrow?

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Time stamps:
[00:36] - Let’s change the perspective of the market.

[02:17] - Don’t overlook these trends in the market.

[04:41] - What four steps can allow you to help your client in a deeper way?

[06:57] - Set the tone for an honest and informative conversation with your clients.

[08:55] - Answer the questions that your clients don’t even know they have yet.

[10:30] - Ask “What are your current and future goals for listing your home, and what fears do you have?”

[13:13] - Ask the question, then shut up. Allow the client to talk through their answer.

[16:04] - Have clients think ahead to an Exit Strategy.

[18:32] - Use this super follow-up question on the maximum purchase price to get more information on your clients.

[20:52] - Most people hesitate to ask clients these following questions. Why should you not be worried?

[23:06] - General wealth is part of the real estate conversation. It can change the options clients are looking at.

[25:55] - What can you say when clients feel you’re getting too “personal”?

[28:30] - There are opportunities in every transaction and encounter.

[30:41] - Remember these ACTION STEPS for using today’s strategies. 

[31:35] - Guide your clients towards a better outcome.

Links:
Real Estate of Tomorrow
Edgardo Balentine 
Scott DiGregorio