The money is in the maybes: Rick Dhillon master class - 07/19/22

We had the pleasure of welcoming Rick Dhillon, the ultimate negotiator on July 19th where he shared the secret to how the money is in the maybes. Here are some of the takeaways.

Why are some agents successful? 

It comes down to one word: Conversations. Successful Agents simply have more conversations. This means coming up with a systemized business approach. Use multiple systems which include online referrals, referral marketing and Social Media marketing. When used correctly these can prove to be a valuable tool!

Online leads

Everyone starts out as a lead until they show interest in buying or selling. Once you receive a lead, it’s up to you to turn it into a client and then a referral source: 

Lead = Prospect

Prospect = a client (Your job!)

A Client = Referral Source

Referral Source = Social Sneezer 

Closing deals is just a byproduct of what you want to do so don’t initially focus on that. Your only job on the phone is to close for a face-to-face appointment. The goal is to create raving fans so they can share with friends and family! So what’s the end game here? To turn them into social sneezers.

Tip: It’s important to call your lead within the first 5 minutes! Great news - OJO calls them for you when we make a live introduction! 

Categorize and label your leads

The three N’s of Buyers and Sellers are:

1. Now

2. No

3. Nurture

Don’t look for the now’s look for the nurtures, as nows rarely exist! Online leads are consumers who are researching. They fall into the “nurture” category - it’s your job to show them how you can help them find their dream home or sell their house to the highest bidder. So, fill up your nurture pipeline and provide valuable information that is tailored to their wants and needs.

Put in the work

Get out of your comfort Zone. This starts with your mindset! Every agent must prospect at least 2 hours a day. Make a commitment to yourself to be successful and honour it!  You just need a few good leads to build your business. 

Be a PRO!

To be successful in your business, you need to be an expert in your field! Know the price fluctuations in your area, the latest changes in buyer or seller sentiment and what’s happening with interest rates. Be sure to communicate these insights with your clients. Show your consumers the power of pre-approval. Remember, you are the Pro!

Use your Script:

1. Intro 
2. Establish motivation 
3. What’s your offer?

Tip: How do you get your listings? 50% of online leads have a house to sell. Build a connection with your buyers! 

Give them what they want

For your seller, be the BRIDGE to the buyer. For a buyer, offer ‘options’ like off-market properties! Show them what they can’t get for themselves and how you can help them get what they want. 

Don’t get emotional

When a consumer says: “I don’t want to work with an agent”, remember not to get emotional! Listen with your heart and uncover the WHY. Ask them questions and have a conversation. Be sympathetic. You don’t have to ask them to sign a BRA right away. Show your value first! Gaining your client’s trust is KEY.

Tip: Surround yourself with successful people! Find the right people to hang out with! This way you can build your knowledge base and become the best at what you do.

What did we learn? 

Have more conversations with your clients. Utilize online leads in the right way by first categorizing them and always looking for the nurtures. Real estate takes work, so put the work in! Be the pro and show your value. And lastly, give your clients what they want by listening and you are sure to grow your business!