If you want to win seller calls, do this!

Name: If you want to win seller calls, do this!
Uploaded: 2024-04-26T23:34:12+00:00
Duration: 30 s
Channel: Jake Burhans
Description: In this instructional segment, real‑estate professional Jake Burhans demonstrates the use of “tactical empathy” during a seller call. He models a concise…

26 Apr 2024 · 1 min

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In this instructional segment, real‑estate professional Jake Burhans demonstrates the use of “tactical empathy” during a seller call. He models a concise paraphrase of the seller’s situation—inheritance, joint decision‑making with a mother, out‑of‑state ownership, reluctance to rent or show the property, and a desire to sell—then explains why restating the seller’s perspective helps the seller feel heard, surfaces any misinformation, and builds rapport. Burhans positions this technique as a core step after uncovering surface facts and underlying motivations, emphasizing its role in aligning the agent and seller before moving forward.

"So just to make sure I understand correctly, Mr. Seller, you inherited this property from your father. You and your mother are making the decision on it. You live out of state. You don't want to rent it out because of that distance. You don't want to list it because you don't want to go through the showings and you just want to get the property sold. Is that right?" This is what we call tactical empathy. It's what I use after I dig into the surface level and the underlying motivation of the seller. I want to reiterate in my own words back to the seller my understanding of the situation. This allows a seller to feel heard and feel like we're on the same page. And if I do have any misinformation, they can clear that up and they feel comfortable and they feel heard.