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Real estate training obsesses over getting leads but ignores conversion. Agents fail at appointments because they can't guide clients to an aha moment or handle rejection. The job is helping clients see a new perspective, not persuading them.
Real estate training obsesses over getting leads but ignores conversion. Agents fail at appointments because they can't guide clients to an aha moment or handle rejection. The job is helping clients see a new perspective, not persuading them.
When we look at the training provided in the profession overall, usually it's all about lead generation. And there's very little to do with that very important skill of conversion. Because even if they get to the appointment and you design the appointment, that's where I see a lot of agents, they just get stuck or they throw their hands up. They don't have the resilience to help the other person see the other side. It's not about making somebody do something. All of that training is what you just described with that seller. You're not making 'em say something. You're like, look, just take this perspective so they can have the aha moment. And that's what a good realtor does is you help somebody else have an aha moment so that they get what they want. And then you benefit by selling something on the other end. I think it helps the consumer cuz they get better agents and better agents do stay put with their brokers. They don't have to give up so soon.
