Real Estate Fight Club
 

Real Estate Fight Club

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Episodes

Real Estate Fight Club is a podcast for realtors, hosted by Jenn Murtland from Team Synergi Real Estate and Monica Weakley from My Coach Monica. Tune in to hear two different viewpoints about topics agents face every single day! Jenn’s direct, ‘no holds barred’ approach is in opposition to Monica’s softer, 'more relationship-based' approach, and when the two get together… it is a battle for the ages! No matter who you align with, you will walk away with solutions for today's real estate challenges from experienced real estate professionals.

Episodes

Do You Need To Disclose Known Projects Of A Neighbor?? - Ep 199

Monday Jul 17, 2023

Monday Jul 17, 2023

Do You Need To Disclose Known Projects Of A Neighbor?? - Ep 199

 

On this episode of the Real Estate Fight Club, Jenn, and Jim Camarata are addressing the topic of, “Do You Need To Disclose Known Projects Of A Neighbor?” Is it an ethics violation when you don't? And what kind of questions can help you identify if this directly involves the transaction?

Tune in and find out!

 

Episode Highlights: 

  • Jenn addresses the scenario of which it's about disclosure projects from neighbors.
  • Jim talks about Article Two and what it says
  • Jim now explains the situation. The seller notified the listing agent that the neighbor was putting up a fence in the property line. The question is: Is there a moral, ethical, or legal obligation to notify the property buyer that a fence is going up on the property line?
  • Jennifer says that it is a courtesy to tell the buyers that the fence is going up the neighbor's property. 
  • Jim gives us probing questions that can help with a situation like this. 
  • Jim agrees that it is more of a courtesy issue rather than an ethics issue. 
  • When the buyer disagrees with the fence and asks to get out of the contract because of it, your response would be to ask for legal advice since it’s a legal issue.




3 Key Points:

  1. There are appropriate questions that need to be answered when you come across a situation like this.
  2. It is common courtesy to notify the buyer about certain changes but until it directly involves the subject property, it is not violating anything. 
  3. When there is new information, over-sharing the information is not a bad thing.




Tweetable Quotes:

  • “I think it's a courtesy to tell to notify the other agent because it does change something changes, right?” - Jennifer Murtland
  • “Personally, I think over sharing the information is not a bad thing. I think you should do that.” - Jennifer Murtland
  • “I said it's more of a courtesy issue than anything else. Is it really ethics? No. Is it violating anything about disclosing? No, it's on the neighbor's property, not the subject.” - Jim Camarata




Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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How to get a price reduction? - EP 198

Monday Jul 10, 2023

Monday Jul 10, 2023

How to get a price reduction? - Ep 198

 

On this episode of the Real Estate Fight Club, Jenn, and Monica are addressing the topic of, “How to get a price reduction?” When do you consider a price reduction? In what situation do you think this is necessary?

Tune in and find out!

 

Episode Highlights: 

  • The last time Jennifer had a price reduction, was during an online bidding. 
  • Monica thinks that we should bring the talk about marketing strategies and techniques back to the surface.
  • Jennifer gives us a tip. She says to get the seller to sit and talk to you about the price in the beginning.
  • When you get a bunch of showings and no offers, that is going to be a price subject, a pricing issue.
  • Eliminating the probability that it’s because of the pictures (the reason why you get rejected online), is why you should always hire a professional photographer. 
  • Monica says that if you're not getting the pricing conversation done during the consultation, then you're setting yourself up for failure.
  • The other thing that can happen is when you get a ton of showings and a ton of offers and they're going to be overpriced. And that does not mean you’ve underpriced it that means you’ve priced it perfectly. 
  • Make price adjustment in 7-14 days
  • Jennifer says you should set the stage in the beginning. Ask the buyer’s agent questions that would clear up and put all the expectations. 
  • It is logical for sellers to think that if they price high, they’ll have more room to negotiate, but the reality is that when your house sits on the market, buyers will start to think that there’s something wrong with your house.
  • Reverse offers by the seller are an option when negotiating the price




3 Key Points:

  1. When you get a bunch of showings and no offers, that is going to be a price subject, that's a pricing issue.
  2. The price analysis and negotiation with your seller are done ahead of the listing.
  3. If you find yourself in a point of doing price reduction you must come from data and understanding of supply and demand facts.




Tweetable Quotes:

  • “So if you're not changing the condition, you have to change the price right? In order to create more value.” - Jennifer Murtland
  • “If you're not getting the pricing conversation done during the consultation, then I think you're setting yourself up for failure.” - Monica Weakley
  • “Be students of supply and demand and understand that and man will you impress upon the seller.” - Monica Weakley



Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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How To Become The CEO of your Life? - EP 197

Monday Jul 03, 2023

Monday Jul 03, 2023

How to become the CEO of your life? - Ep 197

 

On this episode of the Real Estate Fight Club, Jenn, and Monica are addressing the topic of, “How to become the CEO of your life?” Victoria McCooey gives them an in-depth talk about WHY and HOW she started to change her mindset on life and business! 

Tune in and find out how she did it and how you can take control of your own life too!

 

Episode Highlights: 

  • Monica introduces this topic as a general talk about owning one’s life and taking control of it.
  • Victoria expresses how demanding having a relationship with an agent is.
  • Victoria’s ‘reclaim you power system’ opens the door for female agents to decide if they can make Real Estate a hobby or a real business, and no one can judge them!
  • Victoria says that when she decided to make this a business, it was a real struggle but it did pay off now.
  • Monica asks Victoria where did the thought of women having to handle everything start?
  • Jennifer asks how to get over the fear of “Change”
  • Victoria explains how she would break up with a bad seller, she says that she would do it with as much love in her heart.
  • How do you become a CEO of your life if you have a lot of relationships and partners in your life?
  • Victoria says that you should choose and decide on it. it's up to you to have the conviction that you're doing this and it doesn't matter what anyone else says or does or thinks you're doing it and eventually, they will fall in line. 
  • Monica asks what is the core of the fear to take back their life and become their own CEO
  • Monica says that the best coach asks the best questions that poke people in the eye
  • Victoria says that she learned three things from her own coach, “Keep it simple, Do it now and Less is More”
  • Victoria says that “Done is better than perfect.” A lot of times you fall into this perfectionist thing like self-doubt.
  • The difference between coaching and therapy is that as a coach, Victoria looks forward and tries to get you to the next thing that you want.
  • Jennifer asks about the strategies to regain “Self-worth”
  • Victoria clears it up saying that the most obvious way is by putting in positive affirmations.
  • Jennifer says that if you want your life to be different, you have to change your environment.
  • Victoria ends with this takeaway, it's all within you and it's all up to you to make the decision and make it nonnegotiable. And then everybody else will have to abide by your new boundaries.



3 Key Points:

  1. To become the CEO of your life, you should choose and decide on it. it's up to you to have the conviction that you're doing this and it doesn't matter what anyone else says or does or thinks you're doing it and eventually, they will fall in line. 
  2. “Done is better than perfect.” A lot of times you fall into this perfectionist thing like self-doubt. But in reality, it starts to become less like doubt and more of an excuse.
  3. The strategy to regain “Self-worth” is by putting in positive affirmations.




Tweetable Quotes:

  • “Nothing is going to change unless you do things differently” Victoria McCooey
  • “I have to let go of a toxic client right just like do I do it with as much love in my heart as I can I gather up all the love I can pass “ - Victoria McCooey
  • “I love about what I do is that I make my own hours I make my own schedule, I put my availability into a calendar I am the CEO. “ - Victoria McCooey
  • “You can have results or reasons you can't have both.” - Monica Weakley
  • “Change the environment, change your life.” - Jennifer Murtland



Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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Are you consulting or selling? - EP 196

Monday Jun 26, 2023

Monday Jun 26, 2023

Are you consulting or selling? - Ep 196

 

On this episode of the Real Estate Fight Club, Jenn, and Monica are addressing the topic of, “Are you consulting or selling?” Talking about this will significantly affect how you present yourself to your clients! Tune in and find out!

 

Episode Highlights: 

  • Monica says that this is where the rubber meets the road, this topic is the most significant contributor of top real estate agents.
  • Tom shares his beginning in Real Estate, where he would say he’s the top Realtor in the market. This is what most agents do.
  • It was only when he went on another appointment with a seller, that he had to fight his way in. 
  • The more he talked about having people see the house, the client started to become uncomfortable.
  • Jenn says that the price isn’t always the seller's motivation.
  • Tom agrees that most agents think that way and when the seller said that she would only work with him if he could sell the house without letting in a lot of people.
  • Tom started looking for an investor. This made the sale happen the way the seller wanted.
  • Monica says “Before walking into a house, clear your mind and eliminate the agenda”
  • Tom realizes that he wasn’t consulting, he was selling the one product that he had, and no matter what the client said, he was still pushing the product to the client.
  • Now, Tom only asks clients questions whenever he goes into a house. And once he diagnoses the problem, he then gives the client what he deems the best solution.
  • Tom gives the best questions you can ask clients.
  • Jennifer says that we always have to know more, and to make the best options as to the clients situations.
  • Monica says that questions are the most powerful tools in your tool kit!




3 Key Points:

  1. Before walking into a house, clear your mind and eliminate the agenda. Find out what the problem is and how you can help the client reach their goal.
  2. Tom realizes that he wasn’t consulting, he was selling the one product that he had, and no matter what the client said, he was still pushing the product to the client.
  3. Ask questions 80% of the time you're in a new house, then analyze the problems and the client's goals, only then do you give the best solution.





Tweetable Quotes:

  • “I used to say that I was the top realtor out there… that’s what most agents do.” - Tom Cafarella
  • “The price isn’t always the Seller's motivation.” - Jennifer Murtland
  • “Before you walk into a house, clear your mind.” - Monica Weakley
  • “I wasn’t consulting, I was selling the one product that I had, and no matter what the client said, I was still selling the product.” - Tom Cafarella
  • “Questions are the most powerful tools in your tool kit.” - Monica Weakley



Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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How Should Agents Handle Dual Agency? Ep 195

Monday Jun 19, 2023

Monday Jun 19, 2023

How Should Agents Handle Dual Agency? - Ep 195

 

On this episode of the Realtor Jail, Jenn, and Rachael are addressing the topic of, “How Should Agents Handle Dual Agency?” What are the Pros and Cons of Dual Agency and how can we make sure that we don’t end up in Realtor Jail for it? Tune in and find out!

 

Episode Highlights: 

  • Jennifer starts that Rachael doesn’t agree with Dual Agency while Jenn agrees with it
  • Rachael says that buyers are now desperate for a deal, that’s where Dual Agency deals start.
  • The Department of Justice is harping on the Buyer Broker Commission, and because of that the Buyer Agents feel like going directly to the Listing Agent will give them a better deal.
  • Brokerages are now maintaining both sides of the brokerage fee and possibly doing that when the listing agreement doesn't allow it
  • Jennifer says that getting a Buyer Agreement signed will solve this.
  • Rachael adds that the Listing Agreement and the conversation that the listing agent is having with the seller is important
  • Right now, in our listing agreement, it only states that “Here is our brokerage fee, it’s a total of ‘X’, you’re going to pay ‘X’ to the listing side, and the listing brokerage is going to pay the buyer side ‘X’ and here’s the total.”
  • When you ask “How much do you want to pay the Buyers Brokerage?” you are telling them that they have a choice.
  • The new listing agreement allows that agent to have the important conversation with the seller that they should have done 
  • Pros and Cons of Dual Agency: Rachael says that there is no Pro in Dual Agency, Jennifer however says that she’s wrong.
  • Jennifer says that when doing Dual Agency, it’s gonna be a smoother transaction.
  • You are in a fiduciary position for your client, and there is no way you can represent two people in a transaction evenly.




3 Key Points:

  1. If you represent the Buyer, have a buyer agreement that states all the fees. If you represent the Seller, put it in there for unrepresented buyers. 
  2. The Listing Agreement and the conversation that the listing agent is having with the seller is important.
  3. You are in a fiduciary position for your client, and there is no way you can represent two people in a transaction evenly.

 



Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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What To Do If Buyer Agent Compensation Is Not Guaranteed! - EP 194

Monday Jun 12, 2023

Monday Jun 12, 2023

What To Do If Buyer Agent Compensation Is Not Guaranteed! - Ep 194

 

On this episode of the Realtor Jail, Jenn, Rachael, and Saul are addressing the question, “What To Do If Buyer Agent Compensation Is Not Guaranteed!” Will it be better for Buyer Agents or will this cause more fallout and lawsuits? 

Tune in and find out!

 

Episode Highlights: 

  • Jennifer talks about the topic and asks Saul for more context, why is there guaranteed compensation?
  • Saul says there is a case that challenges the clause in the MLS guidelines, which is the Broker Compensation Clause.
  • Since the 90’s the MLS has had an of compensation, that allows competitors to cooperate and to create a robust marketplace
  • Jenn understands, that as the buyer, she paid the buyer agent commission through the offer but she wasn’t able to negotiate it.
  • In this case, they are sellers. The sellers said when the listing agent took the listing, they were going to charge 5% and then they were going to split that with the person who brings in the offer.
  • Jenn says that if she were the seller if given the option to pay the buyer’s agent a certain amount, she would not pay them anything because the buyers should pay them.
  • Saul agrees that this would happen if the Seller have no knowledge about the marketplace
  • Saul argues that this is why nationwide, commissions offered to buyers' agents are fairly consistent.
  • Currently, it is known that you will get a commission when you find a buyer and the deal is sealed and there is no need for a written agreement. What if that is not the case anymore?
  • Jenn says that that will make their dream come true, that all agents representing buyers will have a written agreement for their fee.
  • In this litigation, that’s the best course of action.
  • Saul says that there are issues that will come out of this.
  • The idea behind agency disclosure was explaining the way consumers can be represented in a real estate transaction
  • Saul says that the best course of action to mitigate liability in real estate today is to get a Buyer Broker Agreement.



3 Key Points:

  1. Saul says there is a case that challenges the clause in the MLS guidelines, which is the Broker Compensation Clause. Since the 90’s the MLS has had an of compensation, that allows competitors to cooperate and to create a robust marketplace. 
  2. Currently, it is known that you will get a commission when you find a buyer and the deal is sealed and there is no need for a written agreement. What if that is not the case anymore?
  3. Saul says that the best course of action to mitigate liability in real estate today is to get a Buyer Broker Agreement.



Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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Do Real Estate Agents Need To Spend Money To Make Money? - EP 193

Monday Jun 05, 2023

Monday Jun 05, 2023

(Do Real Estate Agents Need To Spend Money To Make Money?) - Ep 193

 

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica are addressing the question, “Do Real Estate Agents Need To Spend Money To Make Money?” Our guest Sarry Ibrahim, shares his expertise on money principles!

Tune in and find out!

 

Episode Highlights: 

  • Sarry agrees that we should spend money to make money, you have to establish your core principles. If you skip those principles, it makes life much harder!
  • Jennifer says, ‘Don’t spend more than you make!’
  • The first tip is; Differentiate your goals from your business and from your team.
  • Make your goals as straightforward as possible! Identify what those goals mean to you.
  • Teams don't continue forward When they don’t have the same goals.
  • Monica says we don't think like that as agents and our business. 
  • As Real Estate agents, it should be our goal to make our business outlive us.
  • The second tip is; Have processes and statements read, and have them documented, to manifest solutions!
  • The third tip is; The financial tracker, track finances every day!
  • Once you have your financial tracker in place, your decisions will be in place.
  • There is a concept called Pocket First! Have allocations in place and this will help us get clarity on our limits. 
  • You can get leads from the super bowl, but if you haven’t set your work ethic, they’ll be hopeless leads. Let’s work on that first, before you think about buying leads!
  • With Realtors, you need to think about benefits! Make a retirement plan that you can be confident in, and not only rely on the next home sale. 



3 Key Points:

  1. As Real Estate Agents, we are business owners, so we should think like business owners. We have to set principles that we will follow when it comes to finance!
  2. When setting our goals, we must be clear and straightforward. Once you have your financial goals and tracker in place, your decisions will be in place as well.
  3. With Realtors, you need to think about benefits! Make a retirement plan that you can be confident in, and not only rely on the next home sale. 



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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How Do You Write The Perfect Property Description? - EP 192

Monday May 29, 2023

Monday May 29, 2023

How Do You Write The Perfect Property Description? - Ep 192

 

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica are addressing the question, “How do you write the perfect property description?” Monica says,  “Every single person thinks about the answer to this question differently, that is why it is a great question.” 

Tune in and find out how you can have better property descriptions for your listings.



Episode Highlights: 

  • Monica says she hopes agents are seeing the market as an opportunity. As many are hanging up the license everyday in droves which also means less competition.
  • Jenn says she doesn’t mind the competition but she wants it to be done right and people to level up.
  • Monica and Jenn talk about the annoying things agents do in the competition.
  • Jenn talks about a book she is reading that helps to consider other people’s perspectives called, “101 Essays That Will Change The Way You Think”.
  • Monica is reading a book called, “Traction.” Her and Monica discuss their top essential books they recommend.
  • How do you write a perfect property description?
  • Jenn talks about ridiculous descriptions she has seen on Facebook which are usually For Sale By Owner.
  • Monica says to her there are 2 types of property descriptions-one that just repeats everything that is already in the listing and the other one that is more of a story to help you envision it as your home.
  • Jenn tends to like the more factual descriptions and explains why she thinks it is better. 
  • The goal with a description Monica says, is to get somebody to take the next step in. 
  • Monica asks Jenn what she was looking for in the most recent properties she purchased.
  • How do you fill in the gaps of what cannot be conveyed in the MLS and paint the picture for potential buyers? “It doesn’t have to be cheesy”, says Monica.
  • Jenn notices that a lot of people will work on a description forever to try to make it perfect. What is the cut off point? 
  • What about picture descriptions? 
  • Different personalities gravitate towards different types of descriptions
  • Monica likes as much information as possible when looking for a home so she appreciates the effort but also doesn’t know that it truly helps to sell the house.
  • What are the benefits of a marketing specialist? 
  • Jenn talks about her and her partner Allen worked through pricing listings.
  • Jenn and Monica talk about working in order of priorities and why you need to not get distracted with so many other things that aren’t essential to selling the house.
  • What about what agents need to read that they don’t?
  • Should the personality of the seller help you decide what kind of description to write?
  • Monica talks about setting expectations when you make listings.



3 Key Points:

  1. Jenn has a coordinator who does her property descriptions and advises that everyone have one. Monica says that is not reality, many people do their own and should know how to.
  2. Monica talks about the purpose and key points of what a property description should include.  
  3. Jenn and Monica agree that pictures matter and should be done professionally and also that you have to think about time efficiency when you are preparing listings. 



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)




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How Far Should Agents Go When Counseling Clients? - EP 191

Tuesday May 23, 2023

Tuesday May 23, 2023

How Far Should Agents Go When Counseling Clients? - Ep 191

 

This episode of the Real Estate Fight Club Podcast, is part of a series called, “Realtor Jail” where they discuss professional standards, committee cases, and code of ethics violations. Jenn is joined by Jim Camarata from KW in Minnesota. They discuss how far you should go in counseling your clients in the buying and selling process. What do you need to be certain to discuss with clients up front? How do you best advocate without overstepping? Where do you draw the line? Tune in to hear the case. 

 

Episode Highlights: 

  • How far do you go when counseling clients? Jenn says her initial reaction is that most agents step over the line. 
  • Jenn advises that agents are not supposed to be the parents, best friends, the inspector or the attorney. 
  • Jim says there are two approaches on the extremes: the overprotective and the laissez faire. 
  • Jim gives a scenario of a buyer that you write a purchase agreement with and then the seller says the air conditioner was not working. The home inspection then shows that the air conditioner blows air but it’s not cold and the seller confirms that it hasn’t worked for a long time. How would you proceed as the agent to counsel your client? 
  • Jenn gives her opinion on how she would process the scenario Jim presented. What are the things you can ask for? Do you make an amendment to the listing agent?
  • How do you guide your clients on what to ask for in an inception request? When do you ask for specific licensed professionals in addition to that?
  • Jim shares what the agent in the case decided to do to help remedy the situation. 
  • Do you know how home warranties work? Jenn says they have a contact at Achosa who she would contact or have a buyer contact directly so there is understanding of what will be covered or not. 
  • In this case, the agent had knowledge that she clearly did not put forth and she did not discuss all of the options with the buyer client to address the air conditioner. This is a violation of article 1 because she did not protect and promote the interests of their client.
  • Jim says the agent was given a heavy fine as well as continuing ed classes.
  • If there have been prior violations how does it impact the current fine?
  • Does the listing agent have a responsibility in this case or not?
  • Jenn sums up the question- where does your counseling begin and end? 
  • Jim says, “Get the specialists in there to check it out.” Protect your clients interests by providing them the option and give them the ability to choose what they want to do. There are many unique situations.
  • Jenn asks Jim if he has ever crossed the line with acting like an inspector?
  • Jenn says it is better to pay in the inspections than it is to find out later that there are bigger, more expensive problems.  



3 Key Points:

  1. Jenn feels that many agents step over the line when counseling clients in their buying/selling process. 
  2. The two approaches on the extremes of counseling clients as Jim states are: the overprotective and the laissez faire. You simply cannot be things that you are not but you also want to always be working in your clients best interest and not negligent. How do you know where the line is? 
  3. Jim and Jenn review the articles and the particular one in violation in this case as well as the repercussions, how it all plays out, and what it means going forward. 



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



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How Should Agents Deal With A Client Who Says ”Keep Us In Mind”? - EP 190

Monday May 15, 2023

Monday May 15, 2023

How Should Agents Deal With A Client Who Says "Keep Us In Mind"? -EP 190

 

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica duke it out over the question, “What do you do when a prospect says, ‘Keep me in mind’?” What are they really saying and how can you navigate the conversation in an efficient, respectful way? Tune in! 

 

Episode Highlights:

  • As a real estate agent and as a homeowner, how far do you go with tasks? Jenn says they have talked about that before.
  • What do you do when a prospect asks you to keep them in mind or some version of that? Monica says it is sort of a way that they put it back on you when they don’t want to be pegged down.
  • Jenn first addresses the seller who asks you to let them know if there may be a buyer interested in their house; What is the point? She asks Monica what she does in that situation. 
  • Monica says too often we just want to solve the problem; She says it is all about asking good questions. 
  • What is a potential seller actually saying when they give you phrases to push you off for a while? How can you be a true consultant and help them?
  • Monica says, “ “I am looking for people who are looking for me. I am not trying to sell a family on the aspect of moving. I am trying to serve them when they are ready.”
  • What are the important clarifying questions? How do you decipher what someone's needs from a genuine place of serving them?
  • They discuss a whole host of questions you can ask a potential seller. So many agents don’t convert the ‘keep me in mind’ client because they don’t ask the questions and take the time to sort things out.
  • How do you not walk away with the ‘keep me in mind response?”
  • When you look for the no, it frees you up to find the yes. Monica says get people off the fence; Too many agents don’t get the full no because they would rather just leave it be but then they waste time and energy. 
  • Jenn talks about the importance of having a tight definition of a lead and executing based on that definition.
  • So many people have a “fluffed up pipeline”; Monica talks about how to avoid it. 
  • Monica shares a story from an out of town client who wanted to let her know that they were working with another agent. She shares what she brought up to the conversation to explain why it was more beneficial for them and her to decide who they would exclusively work with. 
  • Jenn says many people try to not commit to you as an agent and say they will take the steps in the process once you find them something- how do you deal with that?
  • What about buyer agreements? 
  • Monica says having hard conversations up front saves a lot of trouble.



2 Key Points:

  1. Potential sellers will say things like, “keep me in mind or call me if you might have a buyer.” There are always underlying reasons. Jenn and Monica discuss what their initial thoughts are and the best way to navigate the conversation.
  2. As an agent, when you get the neutral non-committal responses, how do you handle them? Jenn and Monica discuss how you can turn that into opportunities if you know how to put on your consultant hat and dive in with good questions.
  3. Many people try to not commit to you as an agent and say they will take the steps in the process once you find them something. Dealing with that upfront will save you a lot of trouble.



Resources Mentioned: 

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Achosa - https://www.achosahw.com/  (Use the Code FightClub)

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