Hey Realtor...They don't Buy what you Say...They Buy what THEY SAY‪!‬ 10X Real Estate Marketing & Coaching

Hey, there are 10 X real estate workers what's up. So it's you know, today we had a great conversation and one of my associates and we're talking about you know, negotiating and how to negotiate and how to help a seller, understand the price of the home and why the home may need to need a price improvement or something along that lines. And I said, you know, I said to my associate, I go, you know, in the beginning, when you first list the property, they're trusting you as a professional to come in with a number they're going to educate themselves with your information. They're going to look at some of the information that they've seen online or in the, in the, in the market and stuff like that. They may use some of these, you know, major, you know, realtor.com or they may be using Zillow or Trulia or something like that.
And they're going to validate whatever you're saying, and they're going to come up with a number. And typically, you know, a lot of times that number is higher than what the fair market value is. But, you know, as realtors, our job is to educate people and educate them why that property is worth, worth worth. So first rule of thumb is always the same is, is saying, explaining to the solar that the listed price is nothing more than a marketing tool to get people in the door. And you know, it doesn't indicate value. It's not what I'm willing to pay for the property. And have mr. Sellers price is too high. It sounds like he's the highest bidder for the home, so that doesn't do anybody any good. So in our case, we have somebody who's actually selling an estate. So there's an administrator who has three or four brothers and sisters.
So in that case, you're not only educating one or the husband or the wife or both. You're educating the husband, the wife in three different families with probably three different opinions. And in my experience in doing probates in the States over the years, there's usually one family member that wants to sell the house, the other family member that doesn't want to sell the house. And then there's the person in the middle. Who's kind of the referee. So one of the analogies that I like to use when explaining this to one of my associates is you have to help the seller and, or the seller's representative become more comfortable and more educated with why the numbers are what they are. And the way that you can do that is by educating them. Because you can tell them until you're blue in the face, that property is worth X amount of dollars, but until they believe it, and until they understand it until they get comfortable with it until they actually say it that, Oh my God, you know what?


You're right after looking at this information that you're sending me, this makes all the sense in the world. This is a good deal until they actually say, until you that it's a good deal or that's a good opportunity, or it sounds like a good deal. They don't believe it. And it doesn't matter what you tell them. It's what they, what's what they say. Once they say it, they believe it they're confident. And then you can actually help them educate them a little bit further down the line. So one of the analogies I use is it's kind of like, you know, the analogy is cooking a frog. How do you cook a frog? Well, the way you cook a frog is if you stuck them in boiling water, the thing they're going to do is jump out and fall across the room. But if you take that frog, yeah.


Put them in the like Luke warm water and you let them swim around in there for awhile. And then what you do is you slowly turn up the heat. That frog is never going to realize that they're getting cooked. And I'm not saying we're going to cook our sellers. But what we want to do is we want to, you know, we want to do it over time. We want to educate that seller over time. And depending on the market, if the market is going up, it doesn't matter if it takes more time. But if the market's going down, you want to educate your seller...