Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents
Ep. 213: Selling Property Site Unseen (with Kenny)
Can you imagine selling houses without your clients ever actually setting foot in them?
We’re experiencing that during COVID, and finding that when we market well and effectively, we can sell houses, “site unseen.”
But what does it take to get there?
We’re used to this stereotype of the scummy salesman, and how they’re always pushing a sale. They’re always looking for that next deal; that next lead.
When you feel like a number to an agent, you’re not going to respond well to their efforts, and you’re definitely not going to want to buy a house from them without checking it out in person!
But now, things are starting to change, and this is something that us second home agents know well. People are willing to buy homes without ever setting foot in them.
It just takes the right agent to accomplish that - someone who has put forth the effort to build trust, and build those relationships. They’ll tell their clients everything that they need to know about the property: the good, the bad, and the ugly.
They’ve built that trust so that when it comes time to sign the papers, clients will sign them with confidence.
It’s all about that trust. After all, the core of real estate isn’t really selling houses: it’s a relationship business.
This week on the Selling the Dream podcast, I’m talking to my producer Kenny, to get some outside perspective on what we do as real estate agents! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!
Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.
Highlights of this episode:
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Tom introduces Kenny, and this week’s episode of the show.
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How do you connect a client with their dream home when they can’t physically be there?
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After COVID, it’s become more normal for people to not be able to go places and see things!
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So how can real estate agents, especially second home agents, connect people with the perfect home?
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How in depth can you go with a client, especially through Zoom?
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Creating the relationship with the client is far more important than knowing what kind of doorknobs they want.
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The most important thing that a client needs is trust: if they trust you, they’ll be willing to take your advice and listen to you!
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When I’ve sold properties site unseen to clients, we’ve spent at least two hours on the phone before I ever even showed them any virtual tours!
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Think of the realtor/client relationship as being similar to a dating relationship - you have to earn their trust!
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Point out the good and the bad - that way, people know you’re going to be realistic with them and not just say that everything is good.
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Pro tip: when you’re showing houses on Zoom, keep a bottle of water close, cause you’re going to have to do a lot of talking.
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You are their eyes, ears, and legs - you have to show them everything!
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When you get new leads, send them a video, not just a call or text! Get your face in front of them fast.
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Real estate is not the business of selling houses, it’s a relationship business.
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Trust and inventory are what you need to be successful setting homes site unseen.
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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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