The Crucial Step So Many Agents Are Skipping

>Transcript

Don’t be tempted to skip this step.

Whether you have a buyer or a seller “lead” (I hate even using that word, but it’s the word most agents associate with someone who is not yet a client, but has raised their hand saying they have an interest), the very first step you should be taking with them when they are ready to take any action is to meet with them and have an initial consult.

Not a listing appointment where you are selling YOU and trying to get a listing.

Not running out and showings houses.

Doing that not only cheapens the value real estate agents provide their clients, but it doesn’t set you apart, doesn’t answer the question why should someone choose you AND is not in the best interest of the client.

Think about it–if the only value you provide a buyer is to open a door when they pick out a home online they want to see, what value is that actually providing anyone?

If the only value you are providing a seller is what their home is worth (which they already can pretty much figure out on their own online) and how great you (what most listing appointments cover), you are providing no value to the client for their time.

The focus is on selling, not helping.

Here’s why you need to be doing initial consults with every client:

Before you can show a house or “take” the listing, you have to understand WHY they want to do what they want to do and next, you need to add value by explaining HOW you can help them do that the best way possible.

You’ve GOT to offer them something more than they could do on their own or that any other agent could do.

And the one and only way to know how to do that is by having an initial consultation.

Asking them why they want to move and really listening to the answer.

Then, helping them figure out the best timing and steps to do what they want to do in a way that saves them money, time or effort.

The initial consult is what will save our real estate industry.

It’s how we can add value to people’s lives.

Skipping over the initial consult devalues everything we as real estate agent should be standing for, which is truly helping people change their lives for the better.

You can’t do that without an initial consult.

What I hear from most agents is, “No client wants to meet. They just want to see houses.”

That’s because you aren’t giving them a reason why they should meet with you. And, because you likely are focused on selling them on you, not focused on what they actually need help with and being curious about how you can truly help them.

Listen in to today’s episode for the framework to not only get people to want to meet with you, but also how to blow their mind once they do. Plus, what to do after the initial consult to keep them moving forward with you as their agent.

Don’t skip the initial consult.

Don’t cheapen what provide your clients by running out to show houses or focusing on “getting” the listing.

Don’t meet to sell them on you.

Have an initial consult because it’s the only way you can truly understand what they are looking to do, why they want to do it and how you can help them.

And THAT should be the entire goal of having a client.

To your success,

Jennifer

Resources mentioned in this episode:

The 5 Pillars Of A Successful Real Estate Business

Marketing You

Become an Agent Grad School student

My Thoughts on Buying Leads From Zillow

Join the Agent Grad School Inner Circle (It’s Free!)