Real estate agents are notoriously bad negotiators. How can you overcome this, and bring value to clients so they want to hire you? How do you use negotiation skills to become their agent for life? How can you pitch yourself as a solo agent or a new agent? On this episode, we are joined by the always engaging Glenn Twiddle, who brings us a lot of value!
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Takeaways + Tactics
People hire us to absorb hassle and be there through the emotional process of buying a house.
When you tell people what you offer, quantifying the hard work and your availability makes your pitch more effective.
Handle the, “I want a flat-fee broker” objection by asking them to give you the opportunity to earn your full fee.
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At the start of the show, we talked about handling the objection of someone telling you they want a flat-fee broker. Glenn provided a great script, and he shared on the importance of overwhelming them with value and communication. Next, we talked about the advantages being a newer agent offers, and towards the end of the show, Glenn shared on the people he has coached.
We also spoke about;
How to quantify your hard work and availability How to generate referrals before you even sell the client’s house The importance of absorbing hassle--------------------------------
The bottom line in real estate is, people want availability. They want someone who can be there for them through a very important time in their life. When you’re a newer agent, availability is one thing you really have going for you, so leverage it. Quantify how dedicated and available you can be. The goal is to overwhelm them with value because there’s no such thing as over-communication. When you bring value, you won’t get as much push back in the form of objections.
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Guest Bio
Glenn’s history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. He started as a Salesperson and quickly became a number 1 salesperson in the competitive inner city Brisbane apartment market. Glenn has trained and mentored thousands of real estate agents in his capacity as a Sales Trainer for the Real Estate Institute of Qld (REIQ), Coldwell Banker, the number one real estate franchise in the WORLD, Brisbane Apartment Sales, Alto Real Estate, Ray White Centre for Excellence, LJ Hooker, Richardson and Wrench and many others. Go to http://www.glenntwiddle.com.au/ for more information.
Free download Call-to-Action - Click here to download your free PDF, Greg’s Favorite Scripts, featuring scripts for buyer and seller lead follow up, price reduction and objection handler scripts and much more.
