Many agents fail because they don’t know how to add value at the beginning of their careers. For example, have you ever been to an open house and the agent asks:
“Are you working with an agent?”
“Do you have an agent?”
“Would you work with me as an agent?”
Go to an open house this weekend, and within three open houses, you will have that experience. You will come across a very inexperienced, greedy, scared real estate agent that doesn’t know how to add value, and those are going to be the things coming out of their mouth. Instead of greeting you professionally at the door with confidence, they decide to bombard you.
Here’s an analogy: If you’ve ever been to a footlocker store and walked up to the wall of shoes, somebody comes up and asks if they can help you. Usually, you say, “No, I’m good,” Right? That’s everybody’s initial reaction to a salesperson. That’s why when you walk in an open house and encounter a pushy agent, your defense mechanism is to say that you already have one. This is the same thing we do at the footlocker, yet we walk out with three pairs of Nikes. We came to the footlocker store because we wanted to look at shoes. We went to the open house to look at the home. So a better approach for the footlocker attendant would be to say, “Hey, welcome to footlocker. I noticed you’re wearing some Air Force ones. Do you collect Air Force ones? I have four pairs at home”.
Now you’re having a conversation that’s educational and adding value. You notice that the salesperson is in the game of Air Force ones, right? It same kind of thing when somebody comes to an open house. Don’t ask people, “do you have an agent?” because that’s asking them a question that is all about you, which will immediately turn people off. For more advice for new real estate agents, check out my Youtube channel. Have any questions about how to add value as an agent? Leave a comment down below!