Build A Real Estate Machine

Can we all just agree on something?

It’s crazy that this has to be said

Honestly.

This is pretty cut and dry stuff but apparently, at least based on the records of RECO Disciplinary Decisions real estate agents are just not getting this.

If you are a realtor, operating in Ontario, there is no reality in which it’s ok for you to release a lockbox code to your client so that they can access a listed property without you.

Period. End Quote.

Now you may be sitting there being like hey Brandon, I would never do that of course not… awesome. Love to hear it.

But, It’s amazing to me you scroll through the RECO disciplinary decisions and you see a pile of people that have RECENTLY been found to have broken this incredibly simple rule.

it’s got to be one of the top reasons agents face disciplinary action if not the top reason.

Now of course I’m not going to air anyone out in this video…the stuff is public you can visit the RECO website yourself and see.

But this stuff keeps happening the penalties are crap…a few thousand dollars…for blatantly doing something that you knew was wrong. Wilfully doing so.

There is no grey area.

Did you not know you gave them the code?

Is this a some kind of coordinated hack so that people can look at other peoples furniture?

Maybe they showed up and just started trying random combinations of numbers and well we all get lucky some times.

No…you gave them the code.

So people, let’s just do better…you know that what RECOs catching is just a fraction of what is probably actually happening because you have to actually be caught giving the code out.

Do things properly. If you’re running late you’re running late - it happens. Don’t give them code.

If you couldn’t make it and your clients really need to see the property - it happens. Don’t give them the code.

I hope you have a support system in place at your brokerage, you have a realtor buddy or you are part of a team that can help you.

If you don’t have this kind of support then maybe you’re not in the right place.

Even worse, if right now, you’re working in an environment where you get the feeling that or maybe you’ve even been told that this kind of stuff is ok

then maybe you’re in the wrong place.

Because you and I know it’s not.

Doing the right thing is not that hard.

If there’s anything that I can do to help you make sure that you’re doing real estate the right way feel free to connect with me.

Have an awesome day

I’m bugging the people that I’m calling…

Hey everyone, it’s Brandon with the Polsinello team at RE/MAX

This is something that I hear from agents often

They start making some prospecting calls

Maybe for the first time in their lives, maybe they just haven’t done it consistently

And they come to me and say things like

I feel like when I’m calling these people that I’m bugging them

Have you ever felt this way? I’m sure that if you make prospecting and follow up calls that you have.

It normal.

But let me tell you something, if you are starting the calls from this position, from this mindset

Then you are starting the calls from a LOOSING position

Like really, you are hanging up on yourself before you even pick up the phone.

If I approach a prospecting call from the position that I’m bugging this person that I’m calling them I’m essentially saying a few things…

There’s no actual reason for my call

I have no value that I can provide this person

They’re probably just going to feel like I’m bothering them so let’s keep this as short and uninformative as possible.

Does that sound like that call is going to go well?

Of course not and it’s also WRONG!

There is a reason for your call.

You do have value to provide this person

Whether the person your calling knows it yet or not, you’re here to help them. Whether need it right now in this moment or not.

They may not see, they may not appreciate it but your consistency and perseverance in doing so is going to be a difference maker for you.

Your approach to the calls from a position that you are here to help, you have valuable information and insights in to the local real estate market that will be extremely helpful to this person when they are in a position to buy or sell or lease a property.

You’re here to understand their needs and how you can best serve them.

That’s it and I like I said, they may not realize it on the first call, or the second of the 15th…

But as many agents as I’ve had tell me I feel like Im bugging people, I’ve had just as many or more tell me that a prospect told them that they are impressed by their follow up, their consistency and their approach of genuinely being interested in helping.

Change the way you approach the calls and you’ll change the results of your calls.

It’s ok to not always have the answer…

People appreciate candor. They appreciate honesty.

Hey it’s Brandon with the Polsinello Team…

One thing that I hear from a lot of agents

Especially agents that might be a little newer to the business or agents that maybe haven’t really got their feet wet yet

They’ve maybe had their licence for a few years but they just haven’t done a number of transactions that makes them feel supremely confident

Is that they’re worried that someone is going to ask them a question

And they’re not going to have the answer.

Let me tell you something

It’s totally ok for you not to know the answer to every single question that someone has

Now, let me kind of qualify that a little bit

If you’re meeting a buyer for the first time and you’re walking through the very first house and they go how many bedrooms does this place have again.

You better know that number.

But there are things that you are just not going to know, you’re not going to be able to be prepared for and there is going to be a day where someone asks you a questions, asks you something about a property, about something

And you’re not going to have the answer

And here’s what I don’t want you to do

I don’t want you to make up some bull answer just because you think a fake answer now is better than no answer at all

Be honest.

You know what, I’m not 100% sure on that right now. I’m going to reach out to the Seller, the listing agent, one of my colleagues, my team lead (whoever is appropriate of course) and get that answer for you right away

People are going to appreciate the fact that you want to give them accurate information far more than the fact that you don’t know the answer or EVEN WORSE that you gave them an answer and then had to back track when you got the right answer and tell them something different than you originally said.

This is even true when someone is asking you for values - if you’re not sure don’t make it up!

I know. You’re a realtor. You mean to tell me you can’t just look at any property any where at any tell and tell a person an accurate value?

we occasionally have seller clients with unique properties or properties that are not easily comparable. They’re hard to come up with a valuation for. Team members will come to me struggling to figure it out and I’ll tell them

Look, there’s nothing wrong with going to meet with a seller and being upfront with them

Mr and Mrs seller now that I’ve had the opportunity to view your home and really get a good understanding of what we’re putting a value on Im going to go sharpen my pencil and come back to you with the most accurate number that I can.

Pausing to get people the accurate information is better than giving people the wrong information even if it means you might look like you don’t have all the answers.

I hope you found some value in this video. If there’s anything that I can do to help you sell more real estate feel free to connect with me.

Have an awesome day!