Agents in Action - Education, Inspiration, and Strategies for Real Estate Agents
About This Show
The Agents in Action podcast provides education, inspiration and strategies for real estate agents to take action.
Each episode is drawn from a collection lessons, mistakes, and scripts developed by Todd Smith, all shared with no spin. Whether you are just beginning your real estate career or a seasoned veteran, you will learn how to take action. With Agents in Action, Todd Smith will share exactly what it will take to win at a high level in Real Estate.
Most Recent Episode
Mastering FSBO Preview Appointments
At The Preview Appointment - Objective - Gain access, establish a relationship with & continue to qualify the seller. The Tour: While walking through the property, take notes on the home’s features and benefits. In a casual, yet deliberate manner, ask questions to determine what the situation is with this particular lead. Greeting: Introduce yourself, hand them a business card and thank them for having you over to take a look at the house. (Notice, I say house a lot, not home. Why? Home is emotional, a house is not). Also, assure them you won’t be long which should send a message that you aren’t going to overstay your time and push them into listing w/you. Create a casual conversation as you tour the house: Ask we walk through the house, I have a list of questions to ask you, do you mind if I take some notes? (They always will say ok, sure that’s fine) This allows you to relax, just read your questions and take notes...they gave you permission). Remind me, how many bedrooms/bathrooms? Square footage? Lot size? Year built? (get the answering/talking easy common questions) Can you point out what you’ve done to improve the property since you’ve owned it? So, when you sell the house, where are you moving to? Or You said when you sell the house you’re moving to ___...correct? (How’d you happen to pick that area?) If a buyer was looking to close in 30 days, would that pose any challenges for you? Have you been successful selling other houses of yours in the past? I am always curious...what caused you to sell the house yourself vs. hiring a professional, like myself? So, how’d you determine your sales price? (sourcing, valid or not) Zillow vs. CMA. Are you prepared to adjust your price down when working with a buyer? I’m sure it won’t happen, if the house didn’t sell, what would you do? Would that be a problem? (must be sure to say this with the right tone of voice) You know, this is really a nice property...are you sure you don’t just want to keep it? (giving it back to them tells you about their commitment to sell. Do they go along with it or immediately give it back to you?)