Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 101: Pat Hiban on What it Really Means to Sell the Dream
What is one of the number one things that you can do to help a second home buyer?
Is it about having the best connections, or the best house to show them? Or is it how fast you are to call them back?
If you answered “educate them,” then you’re correct!
See, a second home buyer has a completely different mindset than a first home buyer. There are a lot of pieces of the process that are the same, but at the end of the day, the mindset is totally different.
The key thing that your client wants is for you to educate them with integrity and transparency.
Pat Hiben illustrates that quite well by sharing the story of how he bought his second house. He’d researched a few areas, and thought he knew what he was looking for. When he met a real estate agent at an open house, that agent was able to tell him exactly what it was that he wanted, and helped him find the perfect house.
I’ve invited Pat here on the podcast to talk about what it really means to sell the dream, and he’s sharing his story about how he grew his own real estate business, sold it, and now has a thriving podcast (with more than 800 episodes!). He’s created hours of training content to serve real estate agents. If anyone knows how to sell the dream, it’s Pat.
Make sure you listen to this episode of the Selling the Dream podcast to be inspired by Pat. And just a heads up, Pat is giving away FREE copies of his book, 6 Steps to 7 Figures. All you have to do is pay shipping. Click HERE to get your copy.
Highlights of this episode:
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Tom introduces Pat and his podcasts, and explains how he serves the real estate community.
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Pat created a podcast, “Real Estate Rock Stars” and has created online trainings for real estate agents. But how can you apply Pat’s training for a second home agent?
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Second home agents have to learn how to think differently to serve their clientele, whether it be a 2nd home, or a 12th home - you have to learn how to serve your client!
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Pat shares how he sold his high-volume team. He shares strategies on how to get paid for it, who to sell it to (you can’t sell a high-producing team to just anybody), and how you can make that transition.
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“At the end of the day, all of this is a relationship business.”
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When purchasing a second home, the buyer wants you to educate them: they want to understand the process, and most of the time, they prefer that interaction to be face-to-face!
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As an agent, our job is to make the process smooth: don’t try to save $4 and lose the deal. Trust and transparency is key.
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You weren’t hired to be a negotiator: you were hired to help someone find a house.
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When Pat bought his second house, he did a search on the internet to find some possible areas, but ultimately met his agent through an open house.
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What made him choose to work with that agent was that he knew the area, and helped them find the right fit: an area that wasn’t even on their radar!
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“Live the lifestyle or else you’re a false prophet” - people looking for a second home choose you and trust you as the expert!
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If you take away one thing from this episode, it’s to create relationships. Turn everyone into a potential friend!
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.
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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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