Send us Fan Mail

In this episode, I talk about the first meeting with a seller and how to make it go well. I walk through how to prepare before you arrive, why you should start by asking questions instead of reciting your résumé, and how to give an honest price without overpromising to win the listing. I also cover how to explain your marketing plan and your fee, how to ask for the business, and what to leave behind so the sellers remember you. If you'd like to comment on this episode or request a subject for a future podcast, leave me a message in Fan Mail. I read every one.

Send us Fan Mail

The first meeting with a buyer is where the relationship gets decided, and most agents spend it talking about themselves. In this episode, I walk through how I taught agents to run a first consultation: ask before you tell, talk about money kindly and directly, explain how you work in plain language, and never leave without a next step on the calendar. I also talk about giving buyers something to take home, like a client-facing booklet with your own name on it.

If you'd like to comment on this episode, or request a subject for a future podcast, leave me a message in Fan Mail.

Send us Fan Mail

Nobody is born confident. The agent who walks into a listing appointment like she owns the building simply has more repetitions than you do.

In this episode, I draw on 45 years of training real estate agents to explain how confidence actually gets built. It comes after you act, not before. I cover knowing what happens next, how to answer a question you can't answer yet, why practicing out loud beats practicing in your head, and what to do about the first mistake, which is on its way.

There's also a one-item assignment for the week. It's probably a phone call.

Have a comment, or a topic you'd like covered in a future episode? Leave me a message in Fan Mail.