His ability to connect with people combines with his infectious energy and unique sales approach to make Brad one of the most well connected and well liked people in the real estate industry.
Brad’s belief in working hard, taking risks and trying the untried makes him relentless in the pursuit of growth and success for his clients, his business partners, and himself. The motto of Brad’s first real estate team “we sell a house every 3 days, we want yours to be next”, remains true many years later as Brad and his team launch the Greater YYC Group (formerly the 888SOLD Team).
Support your anxious clients
There are actions you can take as an agent to grow your business. Knowing the interest rates in the market, educating your clients, mastering objective handling and much more. Here is what we learned from our October 19th, 2022 master class with guest speaker, Brad Van de Walle.
Know the interest rates in your market well and educate your clients. Be transparent and let your clients know what to expect now and in the future. For instance, show them scenarios: if the market does this, this is what you can expect. Make sure to ask your clients if they are comfortable with this information.
Educate your buyers who are renting. Let them know that they could be building equity and show them the benefits of a long-term investment. No matter what the interest rates are,100% of their rent is going to their landlord. Show your buyers the pros and cons at the current interest rates compared to the rent they are paying.
Understanding mortgage rates and where they’re going now is more important than ever. Keep in the know of what’s happening. Whenever in doubt, your Mortgage rep is the expert. Reach out and ask them what their best variable and fixed rates are.
TIP: The best realtors are the best at objection handling. If you don’t know the answer, find it! The more educated you are, the better chance you have of closing deals.
Some agents haven’t been through a market shift like this before. So it’s important to know that during this time, you need to talk to more people to increase your chances of closing a deal.
Nurture your clients and let them know you are there for them. Use your CRM to document all communication you’ve had with your client. Getting to know your clients more is an important piece that will help you become more successful.
Why not bring value to the next conversation? Find a foreclosure and share the information with them. Most people associate a foreclosure with a good deal. Let your clients know that although the market's changing, there are still opportunities out there, and it's still a great time to buy. Continue to keep your clients engaged by using drip campaigns.
Build relationships with banks, builders, and salespeople, and find out what their pain points are and what they need from you. Having these key connections will help you become successful as an agent.
Tip: Get in-depth information from your clients. Use this Buyers Questionnaire to close more deals.
Why not call landlords and let them know that you represent buyers? Here are 5 questions you can ask:
Another way to expand your business is to partner with assisted living facilities. Someone will always have a home to sell.
Some clients don’t qualify for the full down payment. This is where they have the option of having a family member give them 5 - 10% down payment. Some baby boomers have a lot of equity in their home and are helping their children with buying a home.
Preconstruction Tip: Make sure to do an analysis two or three percent more so your clients are not stuck with putting down more.
Create your own destiny and surround yourself with positivity. It doesn’t matter what others are doing, your goal should be to stay focused. When you do this, you will be able to weather any storm.
What can we learn from this? Know the interest rates in your market by keeping in touch with your Mortgage Specialist and you’ll be better able to educate your clients. Be the best at objection handling. Talk to more people to increase your chances of closing deals. Stay in the know by building relationships with your clients and partner with your bank and builders. Expand your business by reaching out to landlords. Offer options to your clients to help them move along in the buying process and finally, surround yourself with positivity!
Remember no matter what the market is today, there are always people who are buying and selling their homes. It’s up to YOU to find them.
Resources: agentmafiagroup.com