Apr 1, 2021
With the market heating up all over the place, and real estate moving so quickly these days, one topic that seems to increasingly arise in Matt and Garrett’s conversations with realtors is how to ‘ask for the business’. Recognizing that the real questions here are how to become a trusted advisor and when and how to offer your assistance, in today’s episode our hosts offer their seasoned advice, augmented with a useful time frame that has been successfully implemented by one of the agents with whom Garrett works.
They begin at the beginning, which is, of course, the need to become a trusted advisor for your people, and then they introduce Tara Tooley’s ’36 hour window’ and the steps to follow within it, highlight the ‘act as if…’ approach, and review the ‘magic wand’ question. Garrett also explains one of his pet peeves, and then they finish up by emphasizing the formal or informal implementation of two valuable Ninja processes, and the importance of asking foundational questions. By following the sage advice and Ninja processes discussed here today, the perceived need to ‘ask for the business’ will be supplanted by the natural progression of your people toward making the decision that the path you so professionally offer is the one that they ultimately want to take in their journey to make their dreams come true.
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Episode Highlights:
- Being a trusted advisor
- Tara Tooley’s ‘36 hour window’
- Steps to take in those 36 hours
- ‘Act as if…’
- The ‘magic wand’ question
- One of Garrett’s pet peeves
- Implementing The Buyers Process and The Pre-Listing Interview formally or informally
- Asking foundational questions
Quotes:
“For the most part, when it comes to real estate itself, you need to understand you are their expert.”
“The thing that drives you crazy is when people are like, ‘I’m just going to give them some space’.”
“We didn’t take that 36 hours to solidify our professional relationship.”
“I’ve got 36 hours right now to ask the right questions, engage them in the right processes.”
“You’ve got to move fast, and you need to be smart in this marketplace.”
“You need to be their ‘go to’ and you need to make it easy for them.”
“Do you have anybody helping you with this?”
“This is why it’s so important to have buyer and seller packets ready to go.”
“If you do it right, and you provide the value…very often, they’re going to naturally go, ‘This is the path we need to take, this is the route we need to go’.”
“It’s not salesy if you’re helping them do something they want to do.”
“These people need my help and they need clarity.”
“I’m involved in a process that’s going to help me succeed.”
“Processes produce predictable results.”
“Tell me your story.”
“When you have that initial conversation, when you’re like, ‘Ooh, there’s potential here’, set your clock and look at how can you ask the right questions to move that conversation forward to get you to the point where you can ‘ask for the business’ by moving into your process.”
“People are up for an adventure right now.”
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