Lars Hedenborg tells real estate agents to lead with comparative market data instead of sales pitches. Give clients comps upfront, make it a repeatable system, and you'll get decisions in about 60 minutes. Systematize it so you can refine what works.
When you do it, make a big freaking deal about it. Like most agents are suck at everything. They don't even know the market at all. They wouldn't tell you any information. My job is to give you all the information so we can make a decision when we get together. We're going to decide within usually 60 minutes if we're going to do business together. And you guys reviewing these comps ahead of time are going to make that happen very quick. You're going to know right away if we're going to work together. So I would just position it differently and then make it part of the process. And I'm going to say why most agents don't do it. I'm just saying whatever it is that works, make a big deal of it and then put it in the system. System and make sure you do it every time. Then if you get feedback like six months from now, and they said, yeah, we didn't like the comps you sent over or whatever, you can have feedback to change the system. But I'm just saying make it into a system.
