Podcast : Bob Zachmeier in Mistakes and Solutions
“When I stop trying to sell homes and just try to help people, my business just exploded,” said an out-of-the-box thinker who dived into the real-estate industry. Like so many newbies, when it comes to selling homes, their main goal has always been to make a sale, just like everybody else’s. Too focused on the goal, they sometimes forget that they are dealing with people who have their own dreams. Then out of nowhere, these realtors are faced with no more clients, no more customers and they don’t become referable. What just happened?
Bob Zachmeier, a top producing realtor in Tucson, AZ tells us that “the biggest mistakes real estate agents make is they provide too much information.” Real estate agents tend to talk a lot. So much so that they forget to ask questions. They forget that their clients are the ones who are going to live in the house that they are marketing, not them. So, it would be wise to get them involved. Ask them questions and preferences. Engage them. The moment that you start talking and giving unsolicited opinion and advice is the very same moment that they start heading the opposite direction. Buyers know what they want. In an unlikely scenario where they’re not sure about what they want, it is the real estate agent’s job to ask and to probe. Do not sell them a two-story house just because they are not yet sure whether they would want one or not. Help them out. Help them decide what to buy instead of pushing them to buy something that “you” want them to have. Help them, don’t sell.
During the interview, Bob said that what he’s creating is possibility. Possibility that the house you’re showing to your clients might be the one that they want or need. He is creating the possibility that this option might be exactly where parents would raise their children. All you need to do is ask them questions and then show them the possibilities. You’re not selling if you do that, you’re helping them out.
Today, Bob has always been about helping people. He focuses on the lower price points because he knows that is where the need is. Some people may not see it but Bob knows his value and the value of the real estate that he’s offering to people. He knows the value of being able to choose and being able to decide with the help of expert advice. He has always been there for his clients and his customers. He may not talk a lot about what he knows, but when asked, he has much to offer.
We talked about a lot of topics during the interview. We talked about how to stop renting or how to cut out on expenses. We even talked about the things to say to attract buyers. The most important thing that we talked about is what’s written above because it is the most common mistake newbies make. However, I still urge you to listen to the entire interview with Bob because this person has a lot to offer. You will find that the Golden Nuggets of Wisdom that he has to share are so valuable that they will help you get the success you’ve always dreamed of.
To listen to the entire interview, please click here.
http://hibandigital.com/bobzach/
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