You’ve got real estate questions? We’ve got answers! Wondering how to generate leads, manage your schedule, or pondering the big existential question of whether you should be in real estate in the first place? In today’s podcast, we’re going to drill down with practical, tactical answers to help move your career forward!

“First of all, hello there!!! My name is Alex Lee and I have been listening to your podcast for about 4 weeks now and I absolutely love it. I am also reading your book and make sure to get up at least an hour early every morning so I can have time to read it. It’s definitely changing my life and I don’t know where I’d be without it.

Anyway, I just had one big question while reading and listening. In your book and podcast, you talk about “being of service to other people.” However, when I read through the key elements of being a real estate agent (generate the lead, lead follow-up, prequalify, present, negotiate, and close) most of it has to do with prospecting, and finding and maintaining clients. I understand that that’s what it takes to make money, but where is the service part of it all? What are we actually providing clients that is of value to them? It seems like with the advent of the internet people are able to do for themselves most of what agents had to do to “earn their keep” in the past. So what am I providing that is worthy of that 3% commission?

Anyway, I hope my question makes sense. If it doesn’t I would love to sit down and try to clarify any points that were not communicated well. And again, thank you so so much!!! I love you guys!!”

1 . Communication is key. You cannot ‘over communicate’! Calling clients more than once a week does not constitute ‘stalking’!

2. Sellers: Pre-inspections, pre-appraisals and pre-programming for what comes next will alleviate enormous amounts of stress for you and for them.

3. Home Warranty must start when the listing goes live. Get coverage so it’s in place BEFORE the home inspection.

4. Buyers and Sellers: Write your own ‘what to expect from the home inspection’ guide. Coach them that this is not a time for cosmetic upgrades or renegotiating price; it’s to remedy safety and security items.

5. Know how to negotiate inspection remedies. If it’s down to petty amounts of money, split it 4 ways, be creative…don’t allow deals to die for silly reasons.

6. Always be one or two steps ahead of your clients. Lead with information. No news is always BAD news to clients and prospects. When they don’t hear from you, they make up stories about ‘what must be happening’!

7. Be the leader in the transaction. Don’t wait for things to happen for you to clean up. Get the contingencies removed on time or early. Push the transaction along instead of reacting to everyone else. Be ‘the rock’.

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