A Real Estate Team OS podcast excerpt where a speaker reframes sales as service: prioritize meeting clients, acting as their advocate, building trust, conducting a needs assessment, and practicing active listening. The speaker emphasizes focusing on clients' life needs (not price or commission), identifying where clients are in their home-search journey, and pivoting to provide appropriate support and value.
Chapters
It's all about meeting the person, and it's all about being their advocate. I think about it not in sales. I think about more in social services. We're serving people. And then how do you do that? You got to build some trust. Right. And trust means that you actually care about what they're looking for. And it's not about the price point of the property. It's not about a commission coming in. It's about really what. What do you need in your life? It's a needs assessment piece. And then I think the other piece is being the professional, like, what separates you from somebody else. And then seeing where they are in the buying process and actually listen to the. Be an active listener and listening and then providing some value that might come out of that. Gosh, that property's under contract or all. You know, I'm not the listing agent or. Yeah, this is a. This is a timeshare or co op. Well, when they called, they may not. They didn't know that. They're just somewhere in their home. Journey. Yeah. Pivot off of that and saying, where do. Where can I support this person? As they're looking for a home, there's a need there, and you just got to find it, and you got to be willing to ask a few questions to get there.
