Posts in Buyers
How To Never Split The Difference in Real Estate

As a real estate agent, you need to know how to effectively negotiate with other real estate agents, sellers, and even your own buyers. In the book Never Split the Difference by Chris Voss there are a number of tips and tricks for real estate agents. Two of the most power concepts include Tactical Empathy and Calibrated Questions. These two parts to negotiation make the other party lower their guard and it turns the negotiation into a problem solving venture.

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Selling Real Estate to Analytical Personalities (Blue/High C)

When selling real estate, you need to have an understanding of the 4 personality types. The DiSC test breaks personalities into 4 types: Dominant (Red), Influencer (Yellow), Stead (Green), and Conscientious (Blue). In this podcast, you will be learning how to sell to the Blue personalities or the High C personalities. These are the analytical personalities and the detail oriented people. They can be very slow to make decisions and need all of the information before moving forward.

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Selling Real Estate to Steady Personalities (Green/High S)

When selling real estate, you need to have an understanding of the 4 personality types. The DiSC test breaks personalities into 4 type: Dominant (Red), Influencer (Yellow), Stead (Green), and Conscientious (Blue) . In this podcast, you will be learning how to sell to the Green personalities or the High S personalities. These people dislike conflict and are risk averse. They crave safety and are slow to make decisions. Knowing how to sell to this personality type is very important because there is risk and change when someone is buying or selling a home.

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Selling Real Estate to Influencer Personalities (Yellow/High I)

Selling real estate requires a keen understanding of people and their personalities. The DiSC test breaks personalities into 4 type: Dominant (Red), Influencer (Yellow), Stead (Green), and Conscientious (Blue). Each of these 4 personalities require a different sales approach to win them over in real estate. High I personalities or Yellows are outgoing, enthusiastic, and the life of the party. As a real estate agent, you will need to perfect your small talking skills as they want to know who you are. They are very concerned with likeability and rapport.

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Selling Real Estate to Dominant Personalities (Red/High D)

Selling real estate to dominant personalities takes skill and tact. Dominant personalities are coded with the color Red or known as High Ds in a DiSC personality test. High Ds are risk tolerant, quick to make decision, and they prioritize results and time. In sales, you never want to “tell” a red personality what to do as they will resent the salesperson; furthermore, you want to be first in the door because they will be quick to select an agent on the spot.

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Four Personalities You Need To Know in Real Estate (Colors)

As a real estate agent, you will deal with many different types of people and personalities. Knowing how to sell to each personality type can be a huge advantage as a real estate agent. There are various personality testing mechanisms, but the testing we use is DiSC and associate each 4 personality types with a color. There is D - Driver (Red), I - Influence (Yellow), S - Steadiness (Green), C - Conscientious (Blue).

In this real estate agent training podcast, you will learn about the 4 different personality types.

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Best Closing Gifts for Buyers and Sellers

Choosing a closing gift for a buyer or seller can be difficult in real estate. There is no real etiquette set out and it can be a challenge to determine if it should be a personalized gift or a systematized approach. Although it can take some time, selecting the right gift can be extremely important and can strengthen the bond between you and your client. Not to mention, it just feels good to give a nice closing gift to a client!

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The Best Questions to Ask Real Estate Leads

In real estate, most training is around script training and objection handling. These concepts are very important for real estate agents, but oftentimes, the questions we ask are the key to connecting with leads. If you ask the right questions, you find out so much about the lead, what their needs are, and you begin to understand their motivation. Real estate leads need to feel heard and they can pick up instantly on any feelings of insincerity. Asking the right questions is truly one of the keys that every real estate agent needs to know to sell more homes and connect with more people.

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The Reasons People Move - REALTOR Lead Gen

One of the most important parts of training and learning as a new real estate agent is to identify when someone could be looking to sell their house and/or buy a house. You need to be know the signs that someone could be moving soon. As new real estate agent, when you are building your network, you will need to increase the number of conversations that you are having with people. In having more conversations with leads, you will naturally hear about their lives. Listen well when people are talking about their lives and changes that are happening because it could be a sign they will be moving soon.

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New Real Estate Agent Objections and Scripts

Objections are part of being a real estate agent. Every successful REALTOR has scripts to handle common objections when dealing with sellers, buyers, and prospects. As a new real estate agent, you will have a particular set of objections to be prepared. In this post, you will learn how to handle new REALTOR objections in real estate. Plus you can download a PDF objection guide for new real estate agents.

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33 Touch Campaign For Real Estate Agents

The 33 Touch Campaign is the systematized approach to stay in touch with your database over the course of one year. The concept comes from The Millionaire Real Estate Agent book by Gary Keller. Keller’s research indicates that people need to hear from you 33 times per year to remember you and for you to stay top of mind.

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8 x 8 Real Estate Touch Ideas for REALTORs

In real estate, the 8x8 and 33 touch campaigns are used to stay in touch with people in your database. You can use these strategies together. The 8x8 campaign is used when you meet a new person who is entering your database or when someone in your database shows interest in selling or buying. The 33-touch campaign is used to stay in touch with your database throughout the year.

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