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It’s about outworking any potential competitors, being the knowledge broker for myself, for my team, for my colleagues, for my client, really really excelling in how much we eat, breathe and sleep this craft.~ Roh Habibi

Today on the Sales Pitch Podcast, Melissa Kwan speaks with Roh Habibi, the founder and principal of The Habibi Group Opulent Properties, a San Francisco–based Real Estate Brokerage. Roh talked with Melissa about how he had initially started out working in financial planning, but found that it didn’t quite jibe with his personality. So he ditched all the comforts of a big corporate job and started to pursue real estate instead. It’s worked out well for him, running the Habibi Group and landing a spot on Bravo’s Million Dollar Listing San Francisco.

Provide more value than anyone else

Melissa asked Roh what his sales philosophy is, and he came back with something so simple, yet very important: To provide more value than anyone else can or chooses to do. For Roh and his group, that means continually learning, continually building a knowledge base so the group stays on the leading edge. But what’s fascinating is that when it comes to lead generation, Roh is a little old-school. Open houses are still the main avenue for his lead generation, and he expresses a healthy skepticism about solutions like Zillow’s data analytics. This is a really fascinating conversation on this week’s episode of The Sales Pitch.

Taking a hospitality approach to open houses

On this week’s episode of The Sales Pitch, Roh told Melissa that his main driver of lead generation is the open house. And how does he make his open houses so successful? He says they take a “hospitality” approach, meaning as soon as someone walks through the door, it’s his agent’s job to make sure they’re being helped in whatever way they need. One example of that is his technique of keeping a list of off-market houses within a mile radius, so if someone comes to the open house and it’s not the right fit for them, Roh’s agent can offer something that no one else can. And that’s what he means by bringing unique value to potential clients.

Build rapport, and worry about qualification later

Roh says the first thing he’s worried about when someone walks into an open house isn’t whether they are a qualified lead or not. The first thing is to build a relationship and build rapport. Eventually, the client will come out with the truth about how ready they are, how qualified they are. But if you can build rapport and get actual, real contact info from them, then you can begin to identify their needs and qualifications. He also has a very…frank metaphor for reeling in leads, but you’ll have to listen to this episode of The Sales PItch podcast to hear it.

Consistency over creativity

One of the most fascinating things Roh says to Melissa on this week’s episode is that if you’re just starting out, don’t feel like you need to be creative. You don’t need to break the mold. What you need to do is do the most basic things consistently, and as Roh says, you’ll be a “star.” And you have to do them relentlessly. As Roh says, real estate onboarding isn’t like any other career. It takes five years to truly get a handle and master the industry. Roh is a truly unique and original thinker in this industry, and you’ll want to hear what he has to say on this week’s Sales Pitch Podcast.

Here’s What You’ll Learn:
  • [1:03] How Roh got into real estate
  • [2:25] Roh’s sales philosophy
  • [8:42] How Roh conducts an open house
  • [12:34] How Roh and company qualify their leads
  • [15:25] Roh’s biggest obstacles when he started
  • [19:04] Why Roh thinks you don’t have to be creative
  • [26:10] What Kobe Bryant can teach us about real estate
  • [31:42] Have a more productive open house
Resources & People Mentioned
Connect with Roh Habibi Connect With Spacio
  • hello (@)

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