Real Estate Agent Mastery: Building Skills & Closing Deals
A podcast for agents and entrepreneurs looking to elevate their game, master their craft, and build a big business.
Real Estate Agent Mastery: Building Skills & Closing Deals
Why you're showing buyers too many homes (and losing too many deals) - The perfect showing framework
All right, welcome back to episode five of Real Estate Agent Mastery.
Speaker 2:Take two. Take two Someone's phone ran out of storage, storage, yep. So We'll figure this thing out one day.
Speaker 1:You know we make a mistake pretty much every podcast. We should be even better this time now, and that's okay.
Speaker 2:Yeah.
Speaker 1:But it's okay, we didn't do the whole thing, so the beginning of this podcast should definitely be better. Yep, yeah, but we're getting better, we're getting better.
Speaker 2:No, it's fair. We actually already learned something every time.
Speaker 1:We learned something every time. So by the 100th episode we'll be professional, but you might have to wait that long.
Speaker 2:You ever watched videos of people that are just incredibly good at what they do, like their first ones. You ever watch those.
Speaker 1:Of course you can go back on like 5,000 videos yeah, yeah, you watch this first one.
Speaker 2:It's like, oh, it's like terrible print the word right yeah, I saw Jimmy Fallon. I think he was trying out for like SNL at some point and like his, it was so bad like you.
Speaker 1:It's like Ed Sheeran was on whatever talk show and he was showing. Like people think I was just born with this voice and he played the clip of whatever His first thing was. He was cracking and everything Terrible.
Speaker 2:That's fair.
Speaker 1:Should we introduce ourselves every podcast, or what?
Speaker 2:Yeah. I think so Surely right, I think so you get new listeners and stuff. Hopefully that's facts.
Speaker 1:That's the goal you get new listeners and stuff. Hopefully that's the goal, okay, well, I am Matthew Davis, realtor on First State Home Team, which Rakan will talk more about, but newer realtor and yeah, I guess, co-host on this podcast.
Speaker 2:Yeah, good intro. My name is Rakan Abzara. I've been in real estate about nine years now. I'm a realtor and investor and team and team leader for a state home team. We're one of the top teams here in Delaware. We help agents be more productive, more efficient, work less and make more sales and help more people. Awesome, that's the bottom line.
Speaker 1:Dude, we killed that. Yep, Cool, okay. Well, at the beginning of each one of these podcasts, we want to do something called Guess the Price. Basically, I'm going to pull up a sold property that he has no clue about, he hasn't seen, hasn't heard, I don't even know about. I'm just going to pick a random one I haven't picked one out yet, um and I'm going to name some very basic, surface level information about it and if you need some more information, he'll ask. But reality is he's going to try to guess the price with the information that I give him. These are all going to be usually Newcastle County, so here in Delaware, but I mean we might even go outside of that sometime. It's probably going to be.
Speaker 2:Newcastle County. I don't know the other counties.
Speaker 1:Who knows, it could be like.
Speaker 2:Elkton or something. Maybe I know Elkton pretty well, pa not quite as much. Okay, but by the 100th episode we could switch it up.
Speaker 1:S Fair. We could go down. We'll take it. Let me go ahead and pull one up.
Speaker 2:By the way, are you coming to class tonight?
Speaker 1:No, I'm definitely not coming to Jiu-Jitsu.
Speaker 2:Dude, you're coming. No, you said you would come.
Speaker 1:Did you hit the gym this morning? I'm not coming to the gym with you until you come to Jiu-Jitsu. How many times have you come to Edge Fitness?
Speaker 2:with me. I've been asking you to come to Jiu-Jitsu for years now. Plural You've been asking me to come to Edge for like three weeks.
Speaker 1:That's BS. That's actually BS. Okay. So this closed on 4-11, so April 11th, 25. Okay, I'm going to give you the zip code first. Okay, okay, 19810. Okay Again.
Speaker 2:Different property than last time, though.
Speaker 1:Okay, so definitely different. Okay, oh, there's not many pictures for this one, but we'll figure it out. Okay, so you know that it's a four-bedroom, two-bathroom. Okay, 2,200 square foot. Okay, okay, I can already tell you it's a Cape Cod, okay. Okay, let's look at the condition here. Got it? Okay, looks like potential, probably an addition for some of the extra square footage. Okay, in terms of condition. Uh, definitely not like a flip baseboard, baseboard, ac units, uh, baseboard heat, yeah, baseboard heat, but then Window units.
Speaker 1:Well, is it window units? I'm not seeing any window units, but in terms of condition it's outdated, but like hardwood floors, right, yeah, that might be too much information, right there it?
Speaker 2:looks like outdated, like grandma or like close parents needed like no, actually you could live with it.
Speaker 1:You could live with not grandma, okay, you could live with it.
Speaker 2:It's livable.
Speaker 1:Yeah, it's definitely livable. Third of an acre.
Speaker 2:Mm-hmm, right, mm, okay, so four bed, two bath, right, you said Correct Basement Y or N.
Speaker 1:No.
Speaker 2:No basement Crawl space. Crawl space okay, 19810. Four bed, two bath, cape, a third of an acre.
Speaker 1:A little outdated. One car garage detached, it looks like.
Speaker 2:I'm going to say I don't think it would touch the four range. Other 2200 square feet's pretty good. But if a lot of it's an addition, it's probably just like a sunroom bump out so that's kind of what it looks like, the.
Speaker 1:I don't know if this part's an addition, but at least the part leading into the edition. So this would be like a den. It looks like is cool, it is cool, it is nice.
Speaker 2:But it is outdated 19810 is tricky because there are some homes that get up pretty high but also ones that there's not a lot that are super low. I'm going to say three. If I had to guess a range, I'd say 375 to 425. But I think it's going to be on the lower end. I'm going to say right around four.
Speaker 1:And 19810?.
Speaker 2:So we're, talking arden arden, yeah, okay, okay.
Speaker 1:So arden, I'd say like four 450, yeah, it's 450 yeah, okay, but to be fair, I give you the hint that's pretty. Arden's a bigger area okay, okay, so I know what you're okay so when I said, 19810. I understand why you said the first price, yeah, yeah. Okay, because that can pull into some areas that aren't as nice as Arden, right, so that's fair. I don't know if we give that one to you though. Dude, are you kidding me? 450 on the dot?
Speaker 2:Yeah, but you guessed before you asked more questions, bro you said the range, I was thinking out loud, I was just thinking out loud, I was just thinking out loud.
Speaker 1:That's ridiculous. You said on the lower end, you said 375 to 425. Until you said Arden, right, yeah, which I guess I could have given you, but there's multiple Ardens.
Speaker 2:There's Arden Ardencroft, whatever Arden Town. Yeah, I don't know all the Ardens off the top of my head.
Speaker 1:Yeah, okay, that's a half a point. That's fair. Okay, I'm going to put the signal on the charger.
Speaker 2:We're sponsored by Polar, by the way. Polar.
Speaker 1:Cellster, soon, hopefully, soon brother.
Speaker 2:No, we got to get local like sponsored by El Diablo.
Speaker 1:Is El Diablo a chain?
Speaker 2:Well, it's definitely a big private company. No, it's local.
Speaker 1:No, it's not. How many locations do you think they have they?
Speaker 2:have Pike Creek, two in Wilmington, I think Newark, or no, three in Wilmington I think, One in Newark I think there's like five altogether there's only five El Diablos. There might be one in PA.
Speaker 1:We could totally go for that one time and I would totally do it.
Speaker 2:You would totally do it, you would totally want to do it, yeah, I think there's five or six, and they opened up a new restaurant too same owners right next to El Diablo and trolley. It's called hayworth and finch. They do like burgers, uh, wraps, bowls, stuff like that it's the same kind of thing no, well, no, I mean, it's not the same exact thing. It's like mediterranean dude el diablo that's a good one.
Speaker 2:Then their fries at the new place are fire. They cut them fresh like take a potato and cut it right there and deep fry it.
Speaker 1:Oh we got to get back on they're delicious.
Speaker 2:All right, back on track, okay.
Speaker 1:So I'm going to try to repeat basically what we talked about the first time, which is exactly what we talked about the first time, because we killed it. I'm just going to let you know we crushed it in the beginning, yep, so we're talking about what Showings today? Okay, we're talking about showings. We're talking about the process of doing one, because not many people actually talk about it. They talk very surface level. They just kind of assume, you know, nobody really talks in depth like they would on something like a listing script or a buyer agency or a buyer consultation.
Speaker 1:There's a script for it. These are the exact things you say. This is the whatever right. But nobody does that for showings. You just go grab the keys, open up the door, let them see it. It's. These are the exact things you say this is the whatever right. But nobody does that for showings. You just go grab the keys, open up the door, let them see it. But the actual questions you're asking them what's the point of asking those questions? I feel like nobody answers them right. As a newer agent like myself, you might be searching for those answers and if your team leader never like really goes over that with you to be fair, they usually don't just because there's some people don't do it, but if you want to do it, as well as, like the people that are professionals, they do it, but they don't know they're doing it.
Speaker 1:Yeah, probably, right, right, so let's do that, let's talk about that. Just talking about showings what's the reason for giving a good showing, or what's the goal for giving a good showing, or what's the goal of giving a good showing?
Speaker 2:Yeah, so it sets you apart as a professional and helps set you apart from other realtors, right, so it makes you stickier when you're working with clients.
Speaker 2:Right. Like we said on the last one, if somebody goes on three showings with three realtors, right and the first two just come, unlock the door, let them look around and then, when they're done the show, they go. Okay, yeah, let me know what you think. If you want to do anything, right, Right, and the third one takes charge of the situation and really demonstrates their professionalism and their expertise, like we're going to go over. Who do you think they're going to work with? Right? No doubt the third person, of course. So it helps you. It just helps you get and retain more clients right and make more money.
Speaker 1:Help more people it's what we all want to do. I wonder if, when someone calls me, it cancels us.
Speaker 2:Okay, sorry, we're good, sorry, just go back a little bit, okay. So yeah, basically, I mean it helps you, uh, retain and and get more clients right and help more people make more money. That's what we're all doing in the business right At the end of the day. Two, it helps you be more efficient with the buyers. That you have right, if you're just going around showing people homes and you really and you have a high level overview of what they're looking for, like most people will know okay, bedrooms, bathrooms, location.
Speaker 1:Right, right Right.
Speaker 2:Price range Right. Like that's that's a but. Getting deeper and having these conversations really helps you hone in on what they're looking for and you can cut out a lot of homes that you don't need to waste your time looking at and really help them find the right home. Right, right and three obviously it benefits your client helping them, help them find them the right home and just do it more efficiently.
Speaker 1:Just comes down to being an actual good realtor. Yeah, right. So it's the three things right. Boil them down to being efficient. Not wasting time just showing homes, hoping, praying that they want to offer on something one day Yep, maybe their expectations are off because you never have the conversations with them. So efficient with time being, you never have the conversations with them. So official in time, being a professional realtor right, this is the first showing you've done with one of them, right? Then you want to stand out, right, because they're not attached to you yet. Therefore they might just next showing you know might be with a whole different realtor, right? Yep? And then the last one was just actually being a good realtor.
Speaker 1:So, if there's anything to take away. Everything umbrellas or everything is about those three things today. So if we just start from the beginning, right, you'd agree. I guess we're mainly talking about maybe the first time that you meet with them. Yep, maybe not even just meet with them. You could meet with them at a coffee shop. That's when you get your buyer agency done. But really, the first time you walk through a house with them, you could meet with them at a coffee shop.
Speaker 1:That's when you get your buyer agency done, but really the first time you walk through a house with them, the first showing with them, because you're setting a lot of expectations here, because this is the first time you walk through a house with them. So just imagine, you pull up to the house, they pull up to the house, what's happening?
Speaker 2:Yeah. So you get out of your car, you go meet them, shake their hand, whatever, ask them how the trip was, whatever.
Speaker 2:It is right, just introduce small talk yeah, small talk, um, which most people do, and then they'll run into the house, right, but you're gonna, you're gonna stop for a second and say, hey, matt, real quick before we head in the house. I know you're excited to see it, but real quick before we head into the house. Uh, I'm gonna share, excited to see it, but real quick before we head into the house. I'm going to share a couple of things with you. Is that right? Deal, all right. So, matt, I'm not going to be like most realtors as we walk through the home and point out the living room or the basement or the kitchen to you. Right, I'm pretty sure you can figure out what the kitchen is without me telling you right.
Speaker 1:Yeah, of course Right.
Speaker 2:So instead, I'm going to ask you guys a lot of questions about what you're thinking about different things, how you feel about different aspects of the home. That's going to help me to better help you to find you the right home. Right, because the goal isn't to look at a million homes, it's to find you the right one.
Speaker 1:Right.
Speaker 2:OK, perfect. So after the showing, I'm going to ask you guys to rate the home on a scale of one to 10. Okay, okay, and we're going to have a conversation about the house, what you'd like, what you didn't like, again to better help me, help you.
Speaker 1:Right.
Speaker 2:Okay, Now, anything we see, that's a seven, an eight or a nine. We should talk about maybe having a conversation about if it makes sense to make an offer on that home. Right All right and keep in mind there's no such thing as a 10, right. Even if you did a custom build, you have like a crazy budget to work with. There's probably going to be some little thing that you nitpick and don't love about it, Right.
Speaker 1:Right, so we're not looking for perfection here.
Speaker 2:We're just looking for a great home at a comfortable mortgage payment for you that you and your family are going to love.
Speaker 1:Oh, okay, yeah, sounds good, yep. So breakdown like maybe piece by piece, thinking about those three things, right, because that's what you're trying to do at the showing, yep, trying to help them be efficient. And then also, what was the other thing? Jeez, you're being efficient, you're helping them.
Speaker 2:Just being the best agent?
Speaker 1:Yep, I, you're helping them find the best agent. Yep, um, I'm drawing a blank right now. That's pretty much it. Yeah, okay, at the end of the day. So break down, as you're going through that, what those things are doing to achieve those things. Right, it's like I mean for, and I'll just, I'll just say the first thing like most realtors aren't stopping them in their tracks, usually they're just opening the door and just say go, have fun. Right, by you stopping them and setting tracks, usually they're just opening the door and just say go, have fun. Right by you stopping them and setting that expectation, you look professional that was the other one Yep, but looking professional? Yep, right, because at the end of the day, it's still competition, right, but while you stopping them, you're showing that you're professional and you're setting expectations, right, like, hey, you're not just going to like, this isn't just going to be a playhouse in here.
Speaker 2:Like you, you actually showing some taking charge, taking charge Right, and we don't think about it like in real estate. For some reason we don't really do this. We kind of just let people drag us along. For the most part, for the most part. But in other industries the professional takes charge.
Speaker 1:You've got to meet with the attorney.
Speaker 2:The attorney says here's what's going to happen, here's what we're going to do. Your accountant, your doctor, whatever it is you don't get in there and tell them what is going to happen or what's going on.
Speaker 2:It's more consultative, they take charge, they're professional. That's true. It makes them respect you more too. So the framework for that is ABC, right? I like acronyms and it makes it easier to remember. So, set the agenda is the A right? So that's, hey, this is what's going to happen. We're going to walk through the house. I'm not going to point out the kitchen to you. Okay, you don't need me to be like Vanna White there on Price is Right, like pointing stuff out to you that you can see for yourself. I'm going to ask you all these questions and then we're going to have a conversation at the end. Right, right, right, that's what's going to happen. Here's why that's going to happen, because it helps me to help you. Right, you have this vision in your head of what you want, but I can't see that vision. Right, you can't transfer it from your head to mine. So, and even and honestly, a lot of the clients don't exactly know what they're looking for.
Speaker 2:So, this helps them kind of clear up their vision too.
Speaker 1:Yeah, right.
Speaker 2:And then you gain. So that's provide the benefit, right. So that's the B. Yep, that's the B provide benefit. This is why we're going to do it. And then the c is gain commitment, right, so that's. Does that sound fair, is that reasonable, you know? Does that sound good? Whatever it is right. Just a little bit of engagement and acknowledgement and agreement from the other person. Right, which is just the sales technique in general. Right, we use that all the time yeah, no doubt, okay.
Speaker 1:So, like, as you're saying all those things, you're having them respond in some type of way, just just agreeing with you, so that way they're not bored, right, right, because at the end of the day, the house is right there and they want to go walk through the house right now yeah, it's like uh, in school, like teachers don't usually teach, they call on people, right.
Speaker 2:It just it helps keep people more engaged, right? You can't just blurt about a bunch of stuff. You have to add a little in there. It's a little back and forth to keep people engaged okay, yeah, got it now.
Speaker 1:There was another acronym that you had mentioned. That was for when you're actually doing the showing.
Speaker 2:Okay, yep, got it. So you get inside, right, you set the stage, you took charge, you're professional, you told them what to expect during the showing, right, and then you use the bde framework when you go through the house. So that stands for build rapport, which is just normal conversational stuff. Right, just human to human. Um discovery, which is kind of asking questions that we just talked about. How does, how do the bedroom sizes work for you? Do you feel like you know, maybe the master bedroom works for you, but the other bedrooms are just too small, like the master bedroom took all the size away from those rooms, right right, how do you feel about the kitchen?
Speaker 2:okay, um, you know who's who's the chef here. Okay, your wife's a chef, okay, um, so the important, the kitchen's important to you. How do you feel about the layout of the kitchen? How do you feel about the size?
Speaker 1:how do you feel about the?
Speaker 2:layout of the kitchen. How do you feel about the size? How do you feel about the updates and stuff, all that stuff. That's that discovery. Part E is education. I use the LVP floors a lot as an example. Luxury vinyl plank floors Say you've got a family coming through, they're first-time buyers, they've got dogs and a kid right, or a couple kids, whatever it is right. So you go like, oh, these floors would be great for you because they're lvp. They're not. You know, carpet stains easy and it holds a lot of dirt in. Hardwoods are great, but they they scratch easily, especially with the dogs. The, the LVP is like it's cheap, it's easy, it's durable, it's resistant, it'll be great for you. Like that kind of stuff, pointing out red flags you might see, just educating them on the neighborhood, the location, the community, whatever it is.
Speaker 1:Right, okay, that's another thing we mentioned in the other one is this isn't so much a podcast about you know, teaching you all the materials and what exactly to say, right, I do think you should look at the disclosures and know how old the roof is, the furnace, the water heater, the mechanicals right, look at the bad things, because that literally takes two minutes. Like, like, literally takes two minutes. Um, so if you're not doing that, it it's just lazy. But the tip he's always given me is to make sure you're going to the inspections. And even if it's not my buyer as a new agent, how many inspections am I going to have? Not many, because I'm not doing that many transactions, but let's just say he is a buyer.
Speaker 1:When they schedule their inspection, you can still go to that, you can ask and it'll be fine. Or anyone on the team, anyone on the team, right, and as well? As another thing that I also mentioned was there's YouTube videos of inspectors doing inspections, right, so there's these two-hour, three-hour videos of inspectors just doing their job and talking out loud, talking to the camera, which, by the way, is probably almost. It's not better, but it's almost better in a way, because sometimes when you go to these inspectors. They're totally down to teach you.
Speaker 2:Yeah.
Speaker 1:But at the end of the day, they're still doing their job Right. They make those videos. They're making the videos to make the videos. So they are explaining everything, but that's just easy to do from home.
Speaker 2:Explain it to you like you're five right.
Speaker 1:Like literally, literally, and they're doing that for those for marketing reasons, not just for you know realtors, to see them and learn the materials. But that's what you can use it for, yep, so to learn those things, to be able to sound like the professional doing the showing, to build trust and just be the good realtor. Do that like dog.
Speaker 2:Yeah, cut your learning curve down right. Maybe you'd learn it on three years of inspections with your own clients. Right, you can learn it in six months or a year, whatever it is right. Yeah, With doing the additional, like going to the team inspections or, you know, leaning on like the team's collective knowledge, or doing like your own YouTube, whatever it is.
Speaker 1:Yeah, yeah, no doubt. Okay. So we just talked about, like, going through the BDE, correct? Okay, so we just talked about going through the BDE, correct? You're going through, you're teaching, you're building rapport, educating. What was the second acronym? Discovery, discovery. So discovery, then education, yep.
Speaker 2:And they're not necessarily in any specific order, right, this is kind of like throughout all three of them, throughout the process. Right Got it.
Speaker 1:Okay, now you're finishing up the showing. You set expectations in the beginning. Yep, how do you finish that off? Yeah, so that's the best part.
Speaker 2:You're just going to do what you already told him, right, you're gonna ask him. You know, say so, matt, you know, now that we've seen the home, I want you to write on a scale of one to 10. Right, and I would say, uh, you know, just insert a little humor and say, like, if ones, I'd rather live under a bridge, right, right, uh, and tens, like obviously we already talked about, there really are no tens right Between one to 10, what? What would you rate this home now that we've seen it? Hmm, seen it, maybe a seven, seven, okay, so seven is pretty good, right, so let's break that down a little further, right.
Speaker 2:So you have a couple of a couple of things you look at when you're looking at a home right, you look at layout. You look at location right, which is location to like work, but also the community, right, you look at price, condition and outdoor space.
Speaker 1:Right.
Speaker 2:Right, so break that down for me one by one, right? So how do you feel about the layout of the zone?
Speaker 1:Yeah, I mean the layout's awesome. You know, the layout's awesome.
Speaker 2:So would you say that's like a?
Speaker 1:eight, nine, yeah, eight nine, you know, okay, what about?
Speaker 2:the location for work, the community you know the location, um.
Speaker 1:It's probably a little outside of where I would like to be, you know, um, but 20 minutes to work isn't bad okay so that sounds like maybe eight something around there. Yeah, eight or seven. Okay, right, seven maybe cool.
Speaker 2:Uh, what about the outdoor space, the yard, the, the front yard?
Speaker 1:Oh, I mean, I love the yard. Yeah, it's a bigger backyard.
Speaker 2:Good good, so eight or nine there.
Speaker 1:Yeah, for sure.
Speaker 2:Perfect. Now what about the price or condition?
Speaker 1:Yeah, I mean, it's the condition for me that's, you know, just pulling me back from really loving the house. You know what I mean. Like I just wish it was a little more updated, a little more updated.
Speaker 2:Okay, what specifically would you want to see more updated in the house?
Speaker 1:Yeah, you know, just the kitchen and the bathrooms are a little older, like they're the. It almost seems like the originals, like the pink tile and stuff. Yeah, yeah, no doubt, yeah.
Speaker 2:I hear you Well, matt. Let me ask you if I found out the seller was motivated and I'm not saying they are right but if I reached out and found out that they were, is there a price or maybe a credit we could get you to do those things that you want in the home updating the bathroom, paint, whatever it is right? Is there a price where it would make sense for you to make an offer on the zone?
Speaker 1:I mean, yeah, potentially, but at the end of the day, I'm still like paying for that out of pocket, though no.
Speaker 2:It depends. We could look at, you know, getting the price down, but we could also get a credit. Are you familiar with how that works?
Speaker 1:I won't let you go down that rabbit hole.
Speaker 2:Let's go down that rabbit hole.
Speaker 1:But yeah, you could do something like that.
Speaker 2:So that would be cash in your pocket, right that you would otherwise be paying at settlement, where you can just put that right back into renovating the home and making it your own Got it Right.
Speaker 1:Okay yeah, maybe, maybe I would, yeah, yep.
Speaker 2:Um, we forgot the magic wand part, right when you go like okay, it's a seven. If I could wave a magic wand, what would you do to this home to make it a eight, a nine or 10? For you Got it. Yeah, but typically I use that more as a feedback tool if it's like a five or six or four or whatever. It is Right, got it yeah.
Speaker 1:Okay. So when you ask them to rate it, they give you these things back. Why is that important that you're having this conversation and then, instead of just saying what most agents would say, how do you feel about this home? Yeah, I don't know.
Speaker 2:The condition's not good. I don't like it.
Speaker 1:Yeah, okay, no worries, we'll find you something else, right, like why is it important to do this? Yeah?
Speaker 2:Well first of all the feedback, right If it's not the right home for them. If it so, if I found a home just like this for you, if, like all the other buckets were really good except the location or whatever, it is right. If I could find a home that fit, check all those boxes just like this home, but was in a better location for you, would you say that's an 8, 9, or 10, right? Would that be a home you would want to live in?
Speaker 1:Yeah, of course.
Speaker 2:Of 10, right. Would that be a home you would want to live in? Yeah, of course. Yeah, of course. So that's like the first track. The second track is if there's something that's kind of on the border line there, like you gave me a seven, that's perfect. Right, and it was the condition. Condition is easy to change, right, that's something that's easy to change. You can't change the backyard space. Really can't change the location very much, much you can't.
Speaker 2:You can change the condition in the price, though right right right, depending on the market and the property, everything like that, right. But so I'll give you an example. I just had a client just bought a home in Newark. Okay, house was listed for 400 but I had oil heat. They did not want, we, right. They were like we're not looking at anything with oil heat and they told me that up front and I we were looking at three houses this day that we were out and I added this one on to the list, right, and I told them, and they're like we don't want to look at it as oil heat. I was like let's just take a look at it and see what you think and go from there, right just trust me on this.
Speaker 2:They love the house. It was like nine out of ten, eight out of ten across the board, except for the oil heat, which you could say is like condition right, right yeah yeah, pretty much so.
Speaker 2:The home had been on the market for 30 days or about 25 days, something like that, right. So I talked to them through having this conversation and found out the oil heat was their biggest drawback and we submitted an offer. We got the seller to pay $15,000 credit so the buyers could get gas or electric hooked up in their house in the future. And just like that, I had a sale Two sales actually, because I'm buying their house from them. That's the one I'm flipping, yeah.
Speaker 2:So I'm buying their house from them, and then they're buying flipping. Yeah, so I'm buying their house from them, and then they're buying a house, a new house, right?
Speaker 1:that's wild. Yep, so it's like that. Okay, so that's like being creative, but it's not even just that. It's like it's discovering opportunities, right.
Speaker 2:It's like like gold miners, right like prospectors, like there's a nugget of gold there, but you got to brush it off a little bit got it.
Speaker 1:That makes sense. Yeah, I mean especially one like my. My example is perfect right like you probably could find some type of credit to up, you know, refinish the the kitchen or the the bathroom, and it's automatically then an eight or nine. Well, you know we're in a hot market, but there's still things to do, still ways to get creative and people are still over overpricing things all the time. There's ways to make it happen. What are some other tactical things for showing that maybe we missed?
Speaker 2:Two things to note. One, if you're dealing with multiple people, I always try to make it a little fun. It's important to do this too. If you were looking at a home with your wife, right, I would say I want you guys to answer at the same time.
Speaker 1:Hmm, why is that?
Speaker 2:Well, if they're on the same page, that's great and that's good to know, right? But there's a couple reasons. One you wanna find out if they're on the same page or not. You want to make them both feel valued. Sometimes you might have someone that's more extroverted, maybe more confident they would take charge, and you don't hear the opinions of the person that's just kind of along for the ride, Got it. And maybe that person maybe if you were on a show with your wife, maybe you're like the take charge guy, right, yeah, yeah, and you're like this is an awesome yeah yeah, and you're like this is awesome home, we love it.
Speaker 2:We're making an offer and she's just like yeah yeah, yeah, doesn't say anything when you're there with the realtor. Then they get in the car, they got to dinner and the wife's quiet and you go, honey, what's going on, what's wrong, right? And she's like well, I didn't really like the house, blah, blah. Now you're not making an offer, right? You're going home as a realtor thinking you're making an offer.
Speaker 1:You're thinking it's a slam dunk yeah, and then you get hit with uh well, we're just, you know blah, blah, and then you're playing catch up because you don't even know why, or worse or worse, the the wife meets some realtor that they hit it off with.
Speaker 2:Maybe they go open house or something, right, maybe they hit it off with somebody and now the wife's like we're gonna, we want to work with this realtor, and you're just like, dude, I'm just I'm. I want to make my wife happy, I'm gonna go with whatever she wants to do right happens a lot yeah happens all the time, unfortunately hey man, let me just make a disclaimer real quick.
Speaker 2:Your boy's not married no, just for the purpose, just for the purposes of this man, 20 would be young man. You're not even 21 yet, right? No?
Speaker 1:not yet soon, man september, yeah, september, I'll buy you your first beer that's awesome. That's awesome, like you haven't had one before. Oh man, not on the record. Man, what else?
Speaker 2:uh, so that's an important part and you know it's interesting when you, when you do this, after one or two showings people will be able to like train right, They'll be conditioned to do it. So I just did it with a first time buyer and his girlfriend the other day. You know you do this. You set the stage, ask them to rate it, you go through the feedback and stuff and then on the third showing, as we walk in the door they're talking to each other and they're like what do you think of your rate?
Speaker 1:And they're just doing it automatically.
Speaker 2:I didn't have to say anything about it. Right, Right.
Speaker 1:They just understand the rhythm of it and they give you naturally better answers because they know how to answer the question.
Speaker 2:Naturally better answers because they know how to answer the question, Right, Right. So this whole framework establishes you as a professional right. It helps you close more clients, helps you find them better homes and it helps you do it more efficiently. Right, Like quicker right.
Speaker 2:Right If you can cut down. It might not be as important like when you're first getting started to like the speed of how quickly you get people a home. You know, if you're working with a couple, if you're doing five, six deals a year, maybe you have some more time to devote to it, Even 12. But if you start getting up to like 20, 24, 30 deals a year, you have to be efficient.
Speaker 1:Yeah, you can't just spend like six months with the same buyer Can't show 50 homes to a buyer. It'll kill you. And to clarify the way you're cutting down time is because if you never learn something from the showing, because you don't know how to ask the questions, you'll never understand what houses you should or should not look at.
Speaker 1:So I mean, if you're doing that discovery while you're walking around with them, hey, this is 1,600 square feet. And they say, hey, it felt too small. You're never looking at another house that's under 1600 square feet. There's no point, it's going to feel too small.
Speaker 2:You just have a conversation with them and you leave it in their hands. You say, hey, Matt, we could definitely look at that home, but it is under 1600 square feet. I know that was really important to you. Did you change your mind about it? Sometimes, people do change their mind and that's fine. You know, like if they've been looking for a little while or something like that, you leave the ball in their court.
Speaker 1:Got it. I like that. That's awesome, yep, I mean, I can't necessarily think of anything else.
Speaker 2:Yeah, no, I think we covered everything.
Speaker 1:Nothing else is on that sheet, so something you should role play.
Speaker 2:Yeah, it's an easy, easy framework to remember.
Speaker 1:yeah right, the abc and the bd yeah, I mean, it's not like you're gonna, it's not like a more like a prospecting call where you could lose it all because you don't say these things. But obviously it's a good habit to be in to know what you're going to say. Mostly you know, or at least a framework. This is a framework for showings. Right, you want to know, um, you want to be able to get those three things done and be efficient with it.
Speaker 2:So, yep, I typically show buyers less than five homes really I can't remember the last time I showed a buyer more than five homes serious even in this market really, are you serious?
Speaker 1:yeah, I'm serious wow, yeah, that's actually see as a newer agent. That's's like fuck my thing. Yeah, yeah, that means I'm doing something wrong.
Speaker 2:Well, you said, you just went on a show the other day and used this right, I did, I did, I did.
Speaker 1:Yeah, and it definitely works Like they perk up and they're like, okay, like we're talking with like an actual like realtor.
Speaker 2:This guy like an actual like realtor he knows what he's doing.
Speaker 1:Yeah, this isn't, because most what most realtors do, they let them walk in. They, you know, go to the house and you're just like, how do you like it? And you're chasing them around the house. Right, it's not like most realtors aren't like hgtv, where you're like you know they're following you and you're giving them an actual tour. It's mostly them just walking around.
Speaker 2:Yeah, you know yeah, it's not asian tv, like you're not, like I said, vanna white going around and pointing out the kitchen to them, right?
Speaker 1:that's all for tv.
Speaker 2:That's not real life yeah at least. I mean actually I see a lot of realtors that do that, so hopefully this uh helps change people's mind yeah yeah, we'll see. But you see how important this is, because if it was less than a seven, if it didn't make sense for you to make an offer on the hypothetical house, then I'd have a better idea of what to find you.
Speaker 1:Right.
Speaker 2:And, but we turned it from a seven, which in your mind probably would have been a no, but it'd been like I like it, but it's not the one, right? And if I just left it at that, if I was like, hey, do you want to make an offer on it? Or or worse, just didn't say anything and we went, wrapped up the showing, you came out and said like, oh yeah, I'll let you know. Right, you're not writing an offer on that.
Speaker 1:Yeah, right, right.
Speaker 2:In your mind it's a no, as a buyer, as a realtor. In my mind a seven is a yes, or probably Right.
Speaker 1:Yeah, like, like there's room for sure, Yep.
Speaker 2:So you flip that from a no to a yes or a probably just like that, right yeah, okay, are we good? Cool, yeah, I think we're good. We'll wrap it up there, guys. If you want to learn more about being part of First State Home Team, learn how to plug into our coaching, our training, our administrative leverage, our leads, our support. Learn how to just be a better realtor not just for you, but for your clients and help more people sell more homes.
Speaker 1:Give me a shout yeah, no doubt Newcastle County as of right now we do have. What Was that? Delaware County? What's that? We have an agent in Delaware County. I'm saying.
Speaker 2:Oh yeah, yeah, Greg's, chester, delaware County.
Speaker 1:Yeah, so that's the area we're in right now Yep and Kent County.
Speaker 2:We do Kent and Cecil Maryland, so throw them all in there.
Speaker 1:Cool, thanks, man.
Speaker 2:Yep, see you, see you guys, all right.