Episode 004 - Are Agents Used Car Salespeople? A dinner with a stranger helped Brian see how real estate agents sometimes fit the "used car salesperson" mold. In this episode we talk about how NOT to be a salesperson. Instead, be the smartest agent in the room when your client needs you. Your clients want and deserve both. SHOW NOTES 01:00 – How do agents rank? National survey shows public perception is that agents are one of the least trusted professions. 02:10 – B had dinner with Steve, a car salesman. "What do I think of Carvana?" 03:10 – Two things came out of the conversation: 1) no one likes to be "sold", and 2) so many salespeople don't know what they are selling. 05:05 – Cate: "Everyone wants to buy, but no one wants to be sold." 05:35 – B talks about a car buying experience. B, "You can feel the BS!". Don't BS me. 07:00 – Agents, your commission does not supersede your client's needs. Do what is best for your client. 07:25 – Units, volume and commissions will pay off in the long run. 08:45 – Sometimes the best home for your client might be one that doesn't pay you a commission. FSBOs are a good example. 09:35 – The best home for your situation is not a home at all. Look out for your clients need. Clients don't have to buy a home for them to be a referral source. Moving soon, financial issues, barely skim by on credit score. I'm not a gatekeeper, but be your client's conscience. 12:00 – Maybe there is a good reason not to buy a home. 12:25 – Expand your knowledge. Know what you are doing. 13:10 – It's okay to say, "I don't know." Prep for questions you encounter more regularly. Shadow agents to expand your brain. Go to closing, inspections, etc. to get more experience. 14:45 – CE (continuing education) is not just a state requirement. Go into it with a better attitude, listen and learn. 15:45 – Take more than the minimum. Search about classes on topics that you want to learn about. 16:20 – Take classes that are not real estate related. Life lessons will help you to work with clients. Life coach. 18:05 – Sometimes there are boring topics and instructors. Search for engaging, entertaining, educational instructors…like Brian. That will help you learn more. 19:35 – Your clients hire you for your expertise. Education will help give you that expertise. 20:20 – You can become an expert in areas. Dive deep into a geographic area and know that area like the back of your hand. Get yourself involved in the community. 21:10 – Agents should be educators for their clients. Be proactive, not reactive. Home inspection and a new home buyer experience. What a home inspector does and does not do. Every home has defects. Anticipate the questions. 22:50 – Set appropriate expectations. Eases concerns. Clients will be less likely to "fly off the handle" or get worried unnecessarily. 23:20 – DISC personality profile. Some clients want bullets points. Some want details. Understand your client's needs. 24:00 – HGTV is not a good prep for your clients. 24:20 – Don't overstep. Agents are a guide. Our CLIENTS make the decisions and choices for the transaction. Don't create a liability issue. Talk about options. Talk about pros and cons of the options. Interject opinion, but don't push or decide. 25:45 – B admits he doesn't know everything. Cate is not shocked. No one know everything. It's okay to say, "I don't know." We can get with an expert. Don't be an attorney or CPA. 26:50 – It's okay to refer your clients to another agent!!! Clients come first, not your commission. 27:35 – Remember fans don't like to be sold. They like a well-rounded agent that knows the process. SHOW LINKS https://news.gallup.com/poll/1654/honesty-ethics-professions.aspx https://www.carvana.com/ https://www.youtube.com/watch?v=hOhImlaplP8 DISC personality test: https://www.discprofile.com/what-is-disc/overview/ BETWEEN THE LINES LINKS Email briancleebtl@gmail.com cate@craftsmanrg.com Web brianclee.com catelee.com realestatebetweenthelines.com Facebook https://www.facebook.com/groups/realestatebetweenthelines/ https://www.facebook.com/Brian-C-Lee-111822417027919/? YouTube https://www.youtube.com/channel/UCcv4dHU39-b5_QVVCIhbcBA?