Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 89: Ray Chin on Educating Before Selling and His Secrets to Real Estate Success
Do you ever find yourself frustrated by how many sources of information there are for your clients and leads?
From apps to video messaging, targeted advertising to Facebook and Instagram: there’s a lot to navigate!
At the core of all of that, however, is one thing: the relationships.
In luxury real estate, and when serving a second home market, those first name relationships are gold. When you make a significant connection with someone, and serve them, you’ll be connected to them for years to come. They just may come to you years later, with an old folded brochure in hand, looking for you to help find their dream home.
When you establish yourself as a meaningful connection, and find ways to serve those connections you make, it will come back to you for years to come.
Today, Ray Chin is here on the podcast to share how he made the transition from corporate to superstar real estate agent, and how he works relationships in his business.. I met him at an open house before he made the move over to Maui, and have watched him work hard to create relationships and educate people and empower them through the process of buying and selling homes. He’s here to share about how he leans into his superpower - cultivating relationships - to help hundreds of people find their dream home. As he’s done that, he’s also had the chance to even change his community as well.
Highlights of this episode:
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Tom introduces Ray, his area of expertise, and how he is connected with real estate.
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Ray worked hard on creating connections: he held so many open houses so that he could create relationships and get to know the people in the area he served.
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“Be an expert in your area: if someone sneezes in your area, you should know about it!”
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“I’ve never sold them; I’ve educated them!”
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When you’re working in a secondary market, professionalism and education is key: people want you to be the expert.
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The size of the transaction doesn’t matter: it’s about working with clients that you enjoy serving. Within 30 seconds of meeting a person, you’ll know if you will mesh.
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We’re not so much real estate agents; we’re more like real estate advisors.
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Marketing works differently for the generation that you want to reach. For Ray, personal networking is gold! He barely uses social media to market himself, but he associates with high level brands and connections.
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First name connections can help reinforce your presence and validate your authority,
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Be strategic in your networking opportunities and you create low-hanging fruit for referrals.
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Ray doesn’t use the internet to create relationships: he uses it to solidify them.
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Being connected and creating relationships allows you to be able to make a major impact in your area. Ray was able to help influence the community to help improve the area he lived in, creating better schools.
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If you’re a brand new agent, and want to learn from Ray, he has a tip: get a mentor. It will help you learn what you need to do, bring you connections, help you learn your strengths: it will help posture you for success.
Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.
Special thanks to Ray Chin for being on the show! You can connect with him here:
Connect with me (Tom):
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As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.
See you next time!
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