Hey Realtor...They don't Buy what you Say...They Buy what THEY SAY!

10X Real Estate Marketing & Coaching

Hey, there are 10 X real estate workers what's up. So it's you know, today we had a great conversation and one of my associates and we're talking about you know, negotiating and how to negotiate and how to help a seller, understand the price of the home and why the home may need to need a price improvement or something along that lines. And I said, you know, I said to my associate, I go, you know, in the beginning, when you first list the property, they're trusting you as a professional to come in with a number they're going to educate themselves with your information. They're going to look at some of the information that they've seen online or in the, in the, in the market and stuff like that. They may use some of these, you know, major, you know, realtor.com or they may be using Zillow or Trulia or something like that.

And they're going to validate whatever you're saying, and they're going to come up with a number. And typically, you know, a lot of times that number is higher than what the fair market value is. But, you know, as realtors, our job is to educate people and educate them why that property is worth, worth worth. So first rule of thumb is always the same is, is saying, explaining to the solar that the listed price is nothing more than a marketing tool to get people in the door. And you know, it doesn't indicate value. It's not what I'm willing to pay for the property. And have mr. Sellers price is too high. It sounds like he's the highest bidder for the home, so that doesn't do anybody any good. So in our case, we have somebody who's actually selling an estate. So there's an administrator who has three or four brothers and sisters.

So in that case, you're not only educating one or the husband or the wife or both. You're educating the husband, the wife in three different families with probably three different opinions. And in my experience in doing probates in the States over the years, there's usually one family member that wants to sell the house, the other family member that doesn't want to sell the house. And then there's the person in the middle. Who's kind of the referee. So one of the analogies that I like to use when explaining this to one of my associates is you have to help the seller and, or the seller's representative become more comfortable and more educated with why the numbers are what they are. And the way that you can do that is by educating them. Because you can tell them until you're blue in the face, that property is worth X amount of dollars, but until they believe it, and until they understand it until they get comfortable with it until they actually say it that, Oh my God, you know what?

You're right after looking at this information that you're sending me, this makes all the sense in the world. This is a good deal until they actually say, until you that it's a good deal or that's a good opportunity, or it sounds like a good deal. They don't believe it. And it doesn't matter what you tell them. It's what they, what's what they say. Once they say it, they believe it they're confident. And then you can actually help them educate them a little bit further down the line. So one of the analogies I use is it's kind of like, you know, the analogy is cooking a frog. How do you cook a frog? Well, the way you cook a frog is if you stuck them in boiling water, the thing they're going to do is jump out and fall across the room. But if you take that frog, yeah.

Put them in the like Luke warm water and you let them swim around in there for awhile. And then what you do is you slowly turn up the heat. That frog is never going to realize that they're getting cooked. And I'm not saying we're going to cook our sellers. But what we want to do is we want to, you know, we want to do it over time. We want to educate that seller over time. And depending on the market, if the market is going up, it doesn't matter if it takes more time. But if the market's going down, you want to educate your seller as fast as possible. Because every day that goes by that property may be worth less and less. If you're in a flat market, it's really challenging because there is there, isn't a lot of motivation, exterior of any exterior, that's gonna help a seller make a decision.

So what you have to do as a, as a strong agent and is what we call a 10 X real estate warrior, your job is to create motivation, create fear of loss or fear of missing out. And the way you want to do that is first, you got to be a hundred percent ethical. You can't, he can't make stuff up. But what you can do is you can actually emphasize the things that you say, and you know, that the best conversations to have with a seller or the ones that you either have with yourself, or you have with your spouse, when you come home and go, I just wish they could understand, right? Just wish they could see, or I just wish. I just wish whenever you're saying, I just wish that's the truth that needs to be told to the seller and not held back.

You may have to tweak it a little bit on the way you present it, but the best agent is the most truthful agent. So that's, today's a little less than as you know, how do you cook a frog, cook them slow, help them, educate them, help them understand what's going on. Don't try to jam your round peg in their square hole. You know, you run at a five minute pace and they run it at a 12 minute pace. If you want to get them on your team and you want to have a conversation with them, you gotta run at a 12 minute pace for a little while. You know, and maybe they'll pick up the pace with you, but initially you gotta meet her. You gotta meet them where they are. They have to understand, like I'm used to running 12 mile pace, a 12 minute pace, and I'm used to run a five miles and we only go out and run a mile and we run it at a six minute pace.

I'm going to be a little cockeyed. I'm going to be like, you know I'm really not understand what's going on here. I thought we were going to go run five miles. We only ran a mile and a half, but we ran it at twice as fast as what I'd normally run. So being in report, yeah. Somebody and helping them to understand the market and helping them understand it, not through your eyes, but through their eyes. And that's where I think a lot of realtors kind of fall short. Is there, you know, one of my oldest mentors was Michael ferry. Mike ferry was a great coach. Still is fantastic coach. Actually one day, I'll tell you the story about meeting him. And Mike always used to say, he goes, you know, you need to be like a chameleon. You need to be able to adjust your personality so that your personality is in line with their personality. Well, why would I do that? Why I take away my own anim enemy and amenity, well, you want to do that because people like to do business with people like themselves.

So if you're

The guy that is the, you know, the expressive and the scream, you know, you're out there and you're, you know, out there what your, your bright orange colors and all that stuff. And you're talking to somebody who is a analytical, who is wearing usually wearing black shirts and white shirts and black shoes. You know, there is no real color in there. It kind of stands to reason that that person is usually not attractive. And usually won't do business with those other people because they just don't feel comfortable.

So cooking a frog,

You figured that out how to actually help people to make decisions, educate them and let and allow them to become as knowledgeable as you are. Once you can do that. And once you can actually figure out how to help them become more knowledgeable. And how do you do that at a fast pace? That's where neuro-linguistic programming comes in and helping people to it. It's again, neuro linguistic programming. It's the brain using language and programming is helping people to make decisions and leading fleeting them to a decision. And by the way, it has to be done with ethics and with honesty and clarity. There is people, plenty of people out there that have used that technology for, you know, less than admirable purposes. But some of the greatest speakers on the planet I've used it in their speeches. And, you know, you wouldn't even know it, but it's just a way that it comes across when it's done correctly helps people to lead them to a decision.

And usually it's a decision of faith and trust and belief. So welcome to Nutanix real estate warrior nation. Look forward to having you guys at the 10 X real estate warrior summit. That's coming up in January. We're going to have 30 to 40 of the top real estate experts, literally a world-class group of men and women that are going to be teaching you about the different things that make them special and have them become what we call the 10 X, top guns and the real experts in our community. Look forward to seeing you on the other side, have a great day. Talk to you soon.