Let me be blunt. Most home buyers can be cheap. Not frugal, not careful with money. Cheap. They don’t just want a good deal—they want a great deal. They're a salesperson’s worst nightmare. If you’re a buyer’s agent, you’re probably already dealing with difficult homebuyers 20 times a day.

As a real estate agent in Singapore, I got to see just how frustrating it is to work with difficult people. Most homebuyers who showed up to my office came armed with well-intentioned but laughably inaccurate articles that promised them “Million Dollar Listing” apartments on “2 Broke Girls” budgets. I must have spent 30% of my time debunking real estate myths and patiently explaining how the real estate market really works.

That’s why I decided to put together this guide on how to educate your “unrealistic” buyers or renters quickly and easily. If you do it right, you just might get an evangelist for life.

1. Come Up With Memorable Talking Points & Repeat Them Often

Let’s face it, dealing with difficult homebuyers can be a grind. One way to manage their unrealistic expectations quickly and easily is to come up with a few short, memorable, and ideally emotion-packed talking points and repeat them as often as you can.

Think about when you first heard a talking point like, “Those who list, last,”—how easily you remembered it and how often you’ve repeated it. The reason a phrase like this has such an immediate and memorable impact on new agents has to do with a concept that neuroscientists call neural plasticity. It’s basically a fancy way of saying there are ideal conditions for learning and retaining a new idea. If you want to educate buyers quickly, then you need to come up with a few talking points that help create ideal conditions for neural plasticity.

Here’s how: According to Stanford neuroscientist Andrew Huberman, urgency and focus are what you need to help someone learn something new. So come up with talking points that create both. That means short, memorable, and emotion-laden talking points, delivered directly and candidly.

After an afternoon with me, my homebuyers probably heard me say this at least 10 times: “Your apartment can be affordable, nice, or in a great neighborhood. Pick two.” Was it cheesy? Yes. Did it help educate my clients quickly? Also yes.

Here’s a significantly less cheesy but equally effective talking point from Alexander Boriskin, an agent in Manhattan and The Hamptons who regularly sells eight-figure listings: “It’s certainly a buyers’ market, but fire sales are very far and few between.”

Here’s another from Manhattan agent Kemdi Anosike: “Compromise is a must. You don’t always get everything on your wish list, and that is OK.”

Here’s one from Jodie: “There is no perfect house. On a scale of one to 10, shoot for an eight.”
Just remember. Urgency + focus = learning. So take an hour or two and see if you can distill your market knowledge into a few short, memorable talking points that will teach difficult homebuyers a lesson quickly.

2. Use Your Lead Magnets to Educate Buyers Before They Call You

Some homebuyers you take on just don’t want to listen. They think because their hairdresser’s friend’s nephew got a two-bedroom in SoHo for under $1 million a month, they can too.

But no matter how off the mark their expectations are, you run the risk of turning them off with your perceived pessimism. And the reality is some buyers will shop around until they find an agent who tells them what they want to hear: “Of course there are 2-bedrooms in SoHo for under $1 million! Let’s meet up on Saturday and we can see some. By the way, how’s your credit?”

Instead of risking these starry-eyed buyers ditching you for someone who promises them rainbows and unicorns, why not generate realistic prospects with lead magnets that also educate them? Putting together a well-written and researched new homebuyer’s guide as a free download on your site will take you all of a weekend. You can even tailor it to specific neighborhoods and price points. Or better yet, target your specific niche to attract your ideal clients.

Then set up a landing page on your website and drive some traffic to it with pay-per-click ads on social media. The prospects you get from lead magnets like this will already have your advice in their heads before they call you.

If you already have a website, check out our guide to landing pages here. If not, you might want to check out Real Geeks. Real Geeks’ property search tool not only gives your leads a smooth search experience but feeds their info directly into your customer relationship manager (CRM) so you can track their interests easily.

3. Show Them, Don’t Tell Them

One of the biggest mistakes new agents make is waiting around the office all day for the “perfect lead” and dumping everyone else into crummy drip campaigns. Is your phone ringing off the hook? Are you so busy that you can’t be bothered to meet someone who might net you six figures or more in commissions over the next few years? Of course not.

Whenever you get a new lead, the first words out of your mouth should be something along the lines of, “What time on Sunday can we go see the listing?” This will not only help you build relationships with top-of-the-funnel leads, but will give you the perfect opportunity to educate them as well.

Come up with three to five listings that roughly fit the homebuyer’s criteria and budget, and one that’s exactly what they want but far out of their budget. Take them on a tour of the places in their budget, which they’re going to hate, then take them to the expensive place but don’t tell them the price until they get excited.

Remember: Urgency and focus are what you need to teach someone something new. It is much, much easier to create these conditions standing in a home and looking at the kitchen than it is in a marketing email.

4. Research Your Market & the Economy, Constantly

Of course, if you’re not spending enough time studying the market and the economy and how they work together, all the snappy talking points in the world won’t help you. Even unrealistic buyers can sniff out agents who are not well-informed. The minute they talk to someone who actually knows what they’re talking about, your buyers will ghost you. And for good reason. Why would anyone want to work with a professional who doesn’t know their trade?

Instead of trying to fake it till you make it, educate yourself. Constantly. There’s simply no excuse for not knowing your market and the local economy inside out. And if you want to work in a luxury market, chances are many of your leads will work in finance and know way more about the market and economy than you do. Why should they even bother talking to you? You’re not bringing anything to the table.

To stay up to date with your market, subscribe to local news sources that cover real estate—ideally sources that only cover real estate. Inman can be a great source of information for the market in general, and if you’re in a big city like New York or Chicago, The Real Deal and Crain’s should be in your inbox every morning. RISMedia is another great real estate news source.

Also, make sure you’re getting the latest data from your real estate association. Our very own Kate Evans breaks down the National Association of Realtors’ housing data every month and offers free infographics and talking points for both homebuyers and sellers.

Learning about the economy and how it affects your market is just as important. If you didn’t study economics or finance in college, don’t sweat it. MIT Open Courseware offers Ivy League-level lectures on economics online for free.

5. Use a Wish List to Prioritize Needs vs Wants

It’s just good practice to have your buyers create a wish list. Then, sit down with them and discuss the importance of each item on the list. Make your buyers sort these items into what is a want and what is a need. Having this conversation will help when you start looking at homes that are out of their price range. And you can refer back to this list over and over, redirecting them from their idealistic, starry-eyed dreams to the reality of their budget.

Obviously, what happens is that gourmet kitchen they said was a need will eventually become a want. The list will change over time to be more reflective of their current reality. And in these moments, you can remind them that if the house they settle on doesn’t have everything they want, they can save money, build equity, and trade up in a few years. And you’ll be more than happy to help them with that when the time comes.

6. Practice Patience

Honestly, I don’t know why we expect clients to understand what we spend every single day studying and practicing. It’s not their job to know the market or to understand how real estate works. That’s our job. So, first, practice patience with difficult homebuyers. Use all your active listening skills here. And never condescend. That’s the fastest way to lose a buyer.

Jodie typically likes to use visual aids when she talks to homebuyers. She uses a lot of infographics, especially in her buyer’s presentation. For example, she uses the one above to demonstrate the relationship between location, features, and price. Use visuals to get the point across and teach your buyers about the process of buying a home from beginning to post-closing.

7. Cover Finances First

Many buyers will come to you after looking at their dream homes online. Which means they haven’t talked to a mortgage broker yet. They’re coming to you with stars in their eyes and a dream in their hearts, but the loan originator can quickly pull them back to reality with a pre-approval letter. Encourage your buyers to get their finances straight first before you start showing them houses.

You can explain to them the last thing they want is to fall in love with a house they can’t afford. So, once they get that budget set, they’ll be forced to stay within it. You can also direct their attention to not only their approval amount, but how much they will pay per month on their mortgage. Just because they’re approved for a $500,000 mortgage does not mean they want to (or can) make that payment each month. Most often, buyers don’t take into account the other items (property tax, insurance, HOA fees, etc.) that will come along with that monthly payment.

8. Choose Your Allies Carefully

I’m sure we’ve all heard the advice from our elders, “Never pay the asking price for a house!” I don’t know where (or when) this little tidbit came from, but I still hear it from clients, usually right before they try to get me to write up a lowball offer on their dream home, thinking we’ll just negotiate the price. But honestly, even if it was true once upon a time, this is terrible advice for today. Your buyers need to know that they’re working from old data.

Now I’m not suggesting that you insult them by telling them they don’t know what they’re talking about. They may have gotten that information from their dad or a trusted friend. You have to be tactful when you explain that today’s market is far different from the market in which [insert family member who bought their house in 1984] purchased their home.

Your buyers have probably been inundated with “advice” from friends, family, coworkers, and colleagues on the “best practices” for buying real estate. But the truth is, practically everything outside of “find a good agent” is outdated, untrue, or misleading.

Take their comments in stride and let them know, in a loving way, that their friends and family don’t do this for a living and their advice is not accurate in today’s market. Encourage them to lean on one family member or friend they trust to seek counsel outside of yours, but tune out the rest of the advice noise.

9. Prepare Them for the Emotional Roller Coaster

One thing your buyers probably haven’t been told is how emotional buying a house is. With all the advice coming in, you might think someone would have mentioned the emotional roller coaster of buying a home, especially for first-time homebuyers.

The best way to address this is to first give your homebuyers a heads-up. Let them know that buying a home is emotional. Explain to them that their judgment will be clouded by their feelings.

Next, after you’ve told your buyers they will be tempted to buy based solely on their emotions, lay out your strategy to combat making irrational decisions. Go back to their wish list with their wants and needs lined out.

Sure, everyone wants to buy that gorgeous house with a pool in the backyard, but was a pool even on your list? It’s definitely not a priority. So, do you really feel comfortable tacking an extra $500 per month on your mortgage payment?

As the real estate agent, part of your job is to continue to ground your buyers and make sure they’re not sinking themselves. Bring them back to reality whenever you need to. They’re counting on you to do that for them. It’s your responsibility to remind them of the end goal, to help them cross the finish line. Don’t let them get into a situation where they will end up having to sell in two years because their payments are more than they can handle.

You may feel like the wet blanket, but it’s important for homebuyers to have someone looking out for their best interests. Dreaming is fun. But getting tied to a house you can’t afford is a nightmare.

10. Build a Solid Foundation

Shattering your clients’ homebuying dreams is a tough part of our jobs as agents. One way to make this challenge easier is to start with a solid foundation. When you build a trusting, compassionate relationship with your clients, you’ll have an easier time telling them those truths they may not want to hear.

Don’t start off dashing their hopes right away. Start by being that comforting, empathetic ear. Listen to their dreams and feel their excitement. Don’t make promises you can’t keep, but let them dream first. Then, gently bring them to a reality that will let them have a piece of that dream. Show them a path that will help them get as much of what they want as possible. Be a knowledgeable, creative problem-solver, sharing their enthusiasm for finding them the right home.

11. Learn How to Get to Carnegie Hall

If you’re a newer agent, then before you start effectively educating anyone, you’re going to have to learn the meaning behind that old joke about how to get to Carnegie Hall. If you don’t already know, it’s actually very easy: Practice.

The first few times you try to deal with difficult homebuyers, you’re either going to sound a bit unsure, you’re not going to have the right talking points, or you’re not going to be very well educated on your market or the economy.

Don’t sweat it, though. Even the best agents in the world started out right where you are right now. The big secret is that many of these agents aren’t even very talented or smart. In real estate, hard work and practice will beat out talent any day of the week.

You can start practicing dealing with difficult homebuyers right now by running scenarios with your fellow agents and practicing what to say in different situations. Study your market every day and know your stuff so you’re prepared for any questions thrown at you.

If you want to build the kind of strong relationships that lead to years of referral business, then never stop learning, come up with some talking points that create urgency and focus, and practice, practice, practice.

Over to You

Have a great talking point you use to educate difficult homebuyers? Add it to the comments below.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

Getting Started: Identify Pain Points & Long-term Goals

Before you even think about hiring anyone, you need to figure out which tasks they can do that will actually help you move the ball forward. This is not always easy. Sometimes you might not even realize just how much time you’re wasting on mundane tasks that can easily be taken off your plate.

This is why taking an hour or two to really go through your day-to-day activity to find your pain points is crucial to the hiring process. You can start by actually logging your time for one week and then breaking it up into essential tasks that only you can do, and tasks that can be delegated to a savvy real estate virtual assistant (VA).

Here’s what that might look like:

Task	Time Spent on Task This Week	Essential or Delegate?
Scheduling social media posts	2 hours	Delegate
Engaging on social media	4 hours	Delegate
Finding content to post on social media	3 hours	Delegate
Following up with cold leads	3 hours	Delegate
Showings	15 hours	Essential
Scheduling appointments	2 hours	Delegate
Getting feedback from open house guests	1 hour	Delegate
Following up with homeowners	1 hour	Essential
Cold calling FSBO	4 hours	Essential
Writing listing descriptions	1 hour	Essential
Searching for listings for buyers	8 hours	Delegate
Blogging	3 hours	Essential
Previewing listings	2 hours	Essential
Entering open house guests into CRM	1 hour	Delegate

Now that you know where all those hours disappear to, you can start to put together a job description and time commitment for a virtual assistant.

Of course, you have two goals here. First, to free up some of your time to focus on high-level tasks that have a big impact on your bottom line, and second but equally important, tasks you can assign to a VA that you can’t find time for today.

Next, put together a dream list of tasks that you have thought about doing but haven’t been able to find the time for. Here are some ideas to get you started:

• Targeted engagement on social media to build followers
• Editing long YouTube videos into smaller videos and posting on YouTube
• Designing more attractive posts for social media
• Making custom infographics
• Asking listing agents or buyer agents for feedback
• Designing and sending holiday cards, birthday cards, and so on
• Researching more affordable vendors for marketing materials
• Designing more attractive listing presentations
• Designing more attractive buyer presentations
• Website maintenance
• Scheduling blog posts
• Keeping your calendar up to date
• Screen incoming emails and calls
• Finding social media accounts of leads
• Researching leads on social media
• Entering open house leads into a customer relationship management (CRM) tool
• Posting ads on Craigslist

Obviously, this list is just a starting point. I am sure you can come up with 50 more tasks that would fit into a “nice if I had the time” category. Now make a plan to delegate them to your real estate virtual assistant.

What Are Your Long-term Goals for Your Business?

Believe it or not, many agents genuinely don’t have an answer to this question. If you want your business to scale in a sustainable way, then you’ve got some thinking to do. Sure, you want to make more money, but what are your specific goals for your business six months from now, next year, or in five years?

If this question stopped you in your tracks (sorry!), take some time to read Sean’s article on deciding on your mission, vision, and values. The article is written for brokerages, but the strategies apply to agents, too.

RELATED ARTICLE How to Build a Real Estate Team in 2023 + 7 Mistakes to Avoid At All Costs

How Much Does Hiring a Real Estate Virtual Assistant Cost?

Unfortunately, this is kind of like asking “how much do real estate agents make?” The answer will vary wildly depending on where you hire from, what kind of skills you need, and how competitive the job market is.

Since that’s not much of an answer at all, here’s a quick rundown of how much you can expect to pay an administrative virtual assistant with a few years of experience in different countries:

Cost of Hiring a Real Estate Virtual Assistant by Region

Coastal United States (NYC, LA)	$15-$40 per hour
Rural United States	$10-$25 per hour
The Philippines	$4-$20 per hour
India	$3-$15 per hour

As you can see, your money will go much, much farther in the Philippines and India. Having hired from both countries, I would go with the Philippines all day. English skills seem to be better in the Philippines.

That said, if you need a U.S.-based virtual assistant, you have to take the hiring process seriously. The competition for skilled assistants is fierce these days. That means skipping Craigslist and using an actual, professional job search site like ZipRecruiter. It’s the #1 rated job search app on iOS and Android, so it’s where millennials look for jobs these days.

Visit ZipRecruiter

How Much Does Using a Virtual Assistant Agency Site Cost?

Unfortunately, prices have gone up for these sites over the last few years. Today, for a one-month subscription, you’ll pay $69 per month for Onlinejobs.ph. However, this should be looked at as an investment, as the quality and affordability of candidates on this site is unmatched.

Agency sites like MyOutDesk generally don’t charge a monthly fee for access, but they do make a small profit on the salaries of the VAs they offer. That means you will likely pay 10% to 20% more for your VA every month, and that extra money does not go to the VA.

Hiring for One-off Tasks Isn’t Worth It

Since the hiring process for virtual assistants is very similar to the process of hiring any employee, it’s generally not worth the hassle for one-off tasks like data entry projects or designing banners. Instead, use Fiverr.

Where to Hire VAs: Stretching Your Dollar in the Philippines

Due to the relative strength of the U.S. dollar, your best bet for hiring affordable virtual assistants is the Philippines. The Philippines offers agents two massive advantages over hiring from the U.S. or other countries:

1. Affordability: The median salary in the Philippines is around $12,000 per year. This means that you can afford to hire someone who would be out of reach in the U.S. or other countries.
2. English skills and established outsourcing culture: Over 90% of Filipinos speak English as a second language, and outsourcing is very common there.

Virtual Assistant Agencies vs DIY Hiring

If you want to skip the hassle and hire a virtual assistant from the Philippines who already has real estate experience, you can use a service like MyOutDesk. This will make your life easier but will end up costing you more money than DIY hiring.

The Best DIY Hiring Website: Onlinejobs.ph

If you want to save some money and try DIY hiring, then I highly recommend using Onlinejobs.ph. This is one of the largest job boards for remote workers in the Philippines and will give you access to a massive talent pool. They even post a candidate’s IQ scores, DISC assessments, and other test results that can help you make a hiring decision.

Onlinejobs.ph is not free, though. You will need to pay $69 for a one-month account in order to hire workers. They do offer a money-back guarantee, so if you’re not happy with your results, you can get a full refund.

Ethical Concerns About Hiring From Developing Countries

If you’re having some ethical concerns about hiring from a developing country like the Philippines, then you’re not alone. YKC has hired assistants for WordPress, social media, and data analysis from the Philippines, and in the beginning, we also struggled with these concerns.

After some reflection, we decided that hiring from the around the world actually gave us a chance to benefit from new perspectives and hopefully provide a positive and workplace with a lot of growth potential. Don’t get me wrong—the Philippines and other developing countries have some unsavory political leaders. But you won’t be supporting them. You will be supporting the people you hire.

The Hiring Process

Since they offer the best bang for your buck, we will focus on using Onlinejobs.ph for the rest of this article. However, the same principles will apply if you decide to use other freelancing sites, like Upwork.

Posting Jobs vs Searching Resumes

There are two ways you can use Onlinejobs.ph to find virtual assistant candidates. You can search through resumes looking for great candidates, or post a job. Here’s a quick rundown of the pros and cons of each method:

Posting a job

Pros	Cons
You might get more interested candidates since they will all be “hand-raisers”	If you offer a competitive salary, you might get overwhelmed with applicants
You will know the candidate is actively looking for work	The best candidates might not see your job posting
Less competition from other agents searching resumes

Searching Resumes

Pros	Cons
You might find job seekers before they see your job posting	There are more than a million resumes on the site!
The most talented people don’t need to search for work!

Writing Your Job Description

Whether you decide to search resumes or post a job, you will need to write up a clear, and hopefully compelling job description. You can get started by writing up a bulleted list of the tasks you want your VA to do. Once you have that done, write up a quick, friendly, introduction to you and your company.

Deciding on a Salary

Before posting your job ad, search for keywords like “real estate” or “administrative assistant” or any specific skill you need, like “social media” or “photoshop.” While some VAs in the Philippines specialize in fields like graphic design or programming, most seem to be Jacks and Jills of all trades. If you take the time to find people with the skills you want, you’ll have a much better idea of what salary to offer.

IMPORTANT: If you absolutely need someone with specific skills, make sure you say they must have those skills to apply. If you don’t, you will get flooded with resumes!

Vetting Candidates

Unlike job sites in the U.S., job sites in the Philippines offer substantial information about each candidate. It is not unusual for candidates to pose IQ scores, DISC assessment scores, and ID verification.

IQ, DISC Assessment & ID Score

While making a hiring decision based on IQ is probably not a great idea, DISC assessments can be useful if you want to hire a customer-facing assistant.

Worker Skills

Next, check out their “Worker Skills” section, where candidates rank their skills in different software or tasks. I’ve found that most candidates on the site are very honest about their skill level.

Reviews

Some candidates also have reviews from other U.S. companies that have hired them. I would hire someone with solid reviews over someone with no reviews.

The Interview Process

Once you’ve selected a few candidates to interview, make sure you ask them two questions along with your normal interview questions:

1. How fast is your internet? (Internet speeds can vary wildly in the Philippines.)
2. Are you willing to work U.S. hours? (Many VAs choose to work nights to be available during U.S. hours, but some do not.)

Making the Offer

While you don’t have to, sending your new hire an official offer letter and onboarding document will help them feel like they made the right choice. Make sure to spell out salary, tasks, payment, and hours worked.

Onboarding & Training Your New Real Estate Virtual Assistant

Once you have a new hire ready to go, you should start your onboarding process by giving them a (paid) crash course in the real estate sales process. There are plenty of great videos online that explain the process in plain English.

You should also set clear expectations and key performance indicators (KPIs) to make sure those expectations are met. For example, if you have someone running your Instagram account, you might set the number of new followers or posts per day as KPIs.

Time Tracking

While freelancer sites like Upwork and Onlinejobs.ph offer time tracking services, you might want to consider using KPIs instead. Time tracking software sends the signal that you don’t trust them to work hard. Not exactly a great way to start a working relationship.

Settle on the number of hours they should work per week, then set ambitious but realistic KPIs and have weekly meetings to see how they’re doing.

Paying Your New Virtual Assistant

There are many ways to pay your virtual assistant, but PayPal or Wise (formerly TransferWise) are probably your best bet. Neither are free, but there are very few reliable free ways to send money halfway around the world. If you hire a skilled VA, they will likely tell you how they prefer to be paid.

Remember to Make Your VA Feel Like a Part of the Team

While many of the tasks you assign your new assistant might seem low priority, remember that this is a serious job for them. That said, you are responsible for setting the tone for your new hire, so make sure to offer some fun things to do instead of just grilling them about performance on every call. Ask about their family, send gifts during the holidays, and treat them like the important part of your team that they are.

If your VA is working U.S. hours, make sure they have a voice at weekly team meetings, and remember to include them in the fun stuff too. Being on-screen at 3:00 a.m. can be a little awkward, but making them feel like part of the team instead of a hired hand is a good trade-off.

Over to You

Have you ever hired a real estate virtual assistant? Let us know your tips and tricks in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

The National Association of Realtors^® (NAR) reports there are more than 3 million active real estate licensees in the U.S. and more than 106,000 real estate brokerages. Choosing the best real estate company to work for can be challenging, whether you’re a new agent or an experienced veteran.

According to NAR’s research, the median agent tenure at a brokerage is five years, so it’s likely that at some point in your career, you’ll consider making a switch. But how do you decide which company is best for you? Through research and interviews, we evaluated dozens of real estate companies based on the criteria that matter most to you, and selected our top five from a field of big-name brands.

Best Real Estate Companies of 2023

Brokerage	Best For
Keller Williams	(Best Overall) Agents at all stages of their career
RE/MAX	High-performing, established agents
Coldwell Banker	New agents
eXp Realty	Part-time agents
Century 21	Agents who want to reach more millennials

Don’t forget: If you’re new to real estate and looking to get licensed OR a seasoned agent looking to meet your continuing education requirements, become a broker, or launch your own real estate firm, Real Estate Express can help you meet your goals with convenient, affordable online classes.

Visit Real Estate Express

The Best Real Estate Company to Work for Overall: Keller Williams

Keller Williams takes home our prize for the best real estate company to work for because they excel in the areas that matter most to agents.

We were impressed with their competitive compensation plan and commitment to creating a culture of success on all levels, including prioritizing women in leadership. Keller Williams also made the top of our list because of the work they do to create career-lasting relationships with their agents.

Keller Williams Pros	Keller Williams Cons
Top-notch company culture	Focus on recruitment can be tiring
Commission plus profit-sharing revenue for everyone	No flexibility in commission splits for high-performing agents
Training for agents at all levels	Some market centers charge a monthly fee

Keller Williams agents make money in two ways: through commissions earned from the purchase or sale of real estate, and through a program the company refers to as profit-sharing, but which is more of a recruitment and retention strategy from which you can make additional cash. Here are the details on each.

Keller Williams’ Pre-Cap Commission Structure

Each Keller Williams office (or, as they call them, Market Center) has what’s called a cap. The cap is a certain amount of money that each agent will pay to Keller Williams to support the company at large.

Each Market Center has its own cap, determined by local market conditions, operating expenses, and so on. Keller Williams agents at each office have the same cap; it doesn’t matter if you are a 20-year veteran or a brand-new agent.

Pre-cap Commissions	64% to Agents	30% to Market Center	6% to Franchise
3% on $250,000 Sale	$4,800	$2,250	$450

When an agent receives a pre-cap commission, they keep 64% of it, 30% goes to the Market Center, and 6% goes to the national brand as a franchise fee. Once you hit the cap, you keep 100% of your commission—no hidden fees, no sneaky percentages—that’s it.

Keller Williams’ Post-Cap Commission Structure

One an agent’s annual cap has been met, they keep 100% of their earned commissions. So if the agent’s split is 3%, they receive $7,500 on a $250,000 property sale.

Profit-sharing

Agents can also receive a secondary commission when someone they recruit closes a sale, something the company labels “profit-sharing.” If someone you invite to the company closes a sale, whether they’re a member of your team or not, you get a piece of the company’s share of the commission.

Profit-sharing at Keller Williams is multi-level, meaning that if the person you recruited turns around and successfully recruits other agents, you’ll see a portion of the company’s share of their sales too.

Keller Williams Company Culture

Keller Williams’ company culture is focused on constant improvement and support. They are widely regarded as an industry leader in training and professional development.

Their development mindset isn’t only a top-down approach. Thanks to the Keller Williams profit-sharing structure, agents benefit directly from the success of their recruits. Thus, agents develop mentorship relationships, making Keller Willliams a very team-oriented real estate company to work for, even in the absence of any official “teams” in a particular Market Center.

Keller Williams Branding

Keller Williams has an extremely recognizable brand throughout the U.S. and Canada. Though their branding isn’t groundbreaking or exciting (if branding is important to you, check out Century 21), their relatively conservative brand guidelines are high-quality, consistent, and easy for agents to apply to their marketing.

Visit Keller Williams

Best Real Estate Company to Work For—Established High-performing Agents: RE/MAX

RE/MAX is a great place for high-performing, established agents to take their business to the next level. Though they offer tools, training, and mentorship for agents at any stage of their career, the RE/MAX system is set up to benefit a market’s top performers the most.

RE/MAX Pros	RE/MAX Cons
Ultra-recognizable brand	Usually a monthly desk fee
Commission flexibility for high-performing agents	New agent training is limited
Strong CEO leadership with Adam Contos	Specific restrictions on how you can use the RE/MAX brand

RE/MAX doesn’t have a brand-wide policy about splits, desk fees, and caps; each of those decisions is negotiated at the local level.

Though we wish they provided the same transparency on commissions as Keller Williams, RE/MAX does offer agents lots of flexibility in terms of how they receive their commissions.

With a split range topping out at 95%, experienced agents with a proven track record can get paid more on the front end of each commission, allowing them to leverage that revenue toward time-sensitive needs, including marketing and promotion.

Their generous splits often come with higher desk fees, but for most rock star agents, the higher desk fees are worth the investment to further other aspects of their business.

RE/MAX Company Culture

The RE/MAX company culture is built around success and leadership within the communities they serve. Of the top 200 agents of 2021 according to Real Trends (by transaction sides), a staggering 55 of them are RE/MAX agents. This is a brand synonymous with performance, especially for those who know the business well.

# Top in RE/MAX	# Top in The Rest
55	145

An agent who operates on a high level knows that their personal brand and reputation are going to be supported and enhanced by the market reputation of both their brokerage and the other agents who belong to it.

RE/MAX Branding

RE/MAX has a strong presence in the vast majority of major metropolitan markets across the United States. RE/MAX’s iconic hot air balloon is one of the most unique and recognizable symbols in all of real estate, according to a Millward Brown Demographic Ad Tracking Study in 2017. Entrepreneur Magazine named RE/MAX the top Real Estate Franchise of 2020, a spot it’s held for 15 of the last 18 years.

Visit RE/MAX

Best Real Estate Company to Work For—New Agents: Coldwell Banker

In a bit of a surprise, Coldwell Banker has emerged as our pick for the best real estate brand for new agents due to their consistent commitment to training and mentorship of new agents. Their commitment is demonstrated by their top-down training resources and constant encouragement (and funding) of their franchisees to effectively spur professional development. Their dedication to agent growth makes them a great choice for someone just starting off.

Coldwell Banker Pros	Coldwell Banker Cons
Recognizable, legacy brand	Not many internal lead generation options
Fantastic new agent onboarding programs	No companywide incentives for teams
Excellent companywide events and conferences	Some offices may charge desk fees

Even though the commission and fees at Coldwell Banker are reasonable, they aren’t anything to write home about. If you are considering Coldwell Banker a real estate company to work for, consider the following:

No companywide policy for cap, split, or desk fees; all are negotiated at the local level on an agent-by-agent basis

Universal 8% per commission franchise fee even after you hit cap

If the 8% franchise fee is a deal-breaker for you, consider Keller Williams (no franchise fee after you hit cap) or eXp Realty (no franchise fee at all).

Coldwell Banker Company Culture

Throughout our analysis of Coldwell Banker company culture, we kept coming back to the same phrase: client-focused. They live this value with something they call “Big Blue Culture,” which can best be summarized as a “relentless pursuit of the best possible client experience.”

This sort of client-centric focus is great for new agents who are still learning the ropes as far as interaction, sales, and best practices. Corporate leaders all the way down to local franchise officials consistently spoke about this aspect of the company’s culture.

We spoke with Tracy Bacigalupi, Vice President of Marketing for Coldwell Banker Schmidt Family of Companies, the largest Coldwell Banker franchisee in the country, and here’s what she had to say about the resources available to agents to get them into the swing of Big Blue Culture:

“Coldwell Banker has an amazing amount of resources that it provides to realtors and brokers on a local level. Our programs like CBU (Coldwell Banker University) provide an incredibly rich and customizable approach to training that is perfect for experienced agents or people brand-new to the business.”

Coldwell Banker Branding

Coldwell Banker is a legacy brand that’s been associated with trusted real estate service since the great San Francisco earthquake of 1906. Its recent rebranding and logo updates show that the company is committed to moving forward and building a business that has an exciting future, not just a storied past.

We’ll admit it—we were skeptical at first to see changes to a trusted logo, but they come with a new-and-improved set of marketing resources that facilitate every agent’s efforts, but especially those of new agents.

Visit Coldwell Banker

Best Real Estate Company to Work For–Part-time Agents: eXp Realty

You haven’t even read our explanation yet, and we can already hear what you’re thinking. “What?! A virtual brokerage beat out other major brick-and-mortar brands?!” Yes, yes it did.

And here’s why: When it comes to being a part-time agent, there are three things that are important to you.

Can you make the financials work? If you have lots of upfront fees and costs due outside of a transaction, the math can sometimes makes your real estate side hustle impossible. With eXp Realty, you don’t have to stress about that.

Self-paced and remote resources: Your growth should be on your own schedule. eXp Realty has you covered.

Remote company culture: You need a company that really embraces the remote working lifestyle. eXp Realty lives remotely.

eXp Realty Pros	eXp Realty Cons
A massive library of on-demand training materials	No brick-and-mortar office locations
A commission structure very advantageous to new or part-time agents	No in-person support or mentoring is available
Revenue sharing makes recruiting lucrative	A focus on recruiting can be tiresome for agents

How eXp Realty Agents Get Paid

The eXp Realty commission structure is simple and easy to understand. Similar to Keller Williams, eXp Realty also offers a revenue-sharing program for agents you recruit to join the brokerage. They also offer some stock options for high-performing agents. Here are the details.

eXp Realty Commission Structure

Every agent in the company has a cap of $16,000. Splits are 80/20, and after you meet that cap, you keep 100% of your commissions—no desk fees, no royalty fees, no franchise fees.

Pre-cap Commissions	20% to eXp	80% to Agents
3% on $250,000 Sale	$1,500	$6,000

YKC INSIDER TIP: A $16,000 cap is extremely reasonable. Most major franchises have caps over $25,000, and some luxury brokerages like Berkshire Hathaway HomeServices and Sotheby’s have caps north of $33,000. For a part-time agent just getting started, this is a major benefit.

Revenue Sharing: Better Than Profit-sharing

Similar to Keller Williams, eXp Realty also offers passive income options, paying you a percentage of the commission made by any agent that you recruit.

While Keller Williams offers agents a share of PROFIT (which can be a relatively thin margin depending on your Market Center), eXp offers a share of REVENUE. This approach puts more money in the pockets of eXp Realty agents who can recruit. It also makes recruiting a potentially more profitable pursuit than at Keller Williams.

Stock Options

eXp Realty also offers stock options to agents after they’ve hit certain performance marks each year. Stock options generally only benefit high-performing agents, but anyone can work toward this goal, whether they’re working part time or full time.

eXp Realty Company Culture

Since eXp is a completely remote business with no brick-and-mortar locations, the only real option for developing a company culture is through a virtual environment.

eXp offers a LOT of livestreamed training and networking (up to eight hours of live content per day). A massive library of prerecorded material is also available on eXp’s virtual campus for agents to use at their convenience. Seriously, you’ll find thousands of hours of on-demand training on just about every subject you can think of.

Through these tools, it’s pretty clear that the eXp Realty company culture is all about providing agents and teams with the tools they need to create an individualized path that makes sense for their business. eXp Realty agents seem to be very excited about this sort of self-reliance and support.

We asked Gogo Bethke, a high-performing agent with eXp Realty, about training opportunities and company culture. Here’s what she told us.

“The best that I’ve ever experienced on any level, period. There are so many different groups of eXp agents, so many different platforms that they (eXp Realty) provide access to.

“And, you can’t get more convenient than eXp. I could be sitting with my feet in the sands of Mexico and attend a live session on post-closing occupancy in the eXp virtual classroom. I’ve been with multiple real estate brands across my career, I have never seen anything like what eXp offers.”

—Gogo Bethke, Agent at Gogo’s Real Estate

eXp Realty Branding

The eXp Realty branding strategy is a little different than others on this list. Since eXp Realty is the only company that isn’t built on the franchise model, you’d think that they’d have a strong, centralized brand presence. But, given the fact that they don’t have any brick-and-mortar locations and the success of the company is really built off the success of each individual agent and team, this isn’t the case.

The eXp Realty branding is minimal, limited, and often a very minor part of an agent’s marketing. Yes, it appears on business cards and yard signs, but it’s likely not a logo you can picture in your head, and the standards to which it has to be applied are loose.

If you prefer a brand that will give you high recognition, consider RE/MAX or Coldwell Banker.

Visit eXp Realty

Best Real Estate Company to Work For—Reaching Millennials: Century 21

Century 21 has consistent involvement and advocacy in issues important to the next generation of homeowners, including fair housing, LGBTQ rights, and the transformation of commercial space into new and innovative residential space. The company’s focus on issues important to millennials has caused many to sit up and take notice of this legacy real estate brand.

A new logo, new marketing strategy (an entire revamp of their brand, actually) means that younger people new to the brand are talking about Century 21.

If you are a strong marketer of your own personal business, combining your skills with Century 21’s clout and market positioning can make for a potent formula for success—especially when it comes to reaching the elusive millennial market.

Century 21 Pros	Century 21 Cons
Sleek and stylish branding	No universal commission structure + 5-8% franchise fee on every transaction
Great top-down presence on social media	Mediocre companywide training programs
Progressive company culture actively recruiting minorities	No company-lead lead generation options

Century 21 Commission Options & Agent Fees

Similar to the situation with Coldwell Banker, the commission structure at Century 21 is fine, but nothing we’re crazy about, either. Just about everything (except for a universally applied 5-8% franchise fee) is negotiated at the local level, so there isn’t much we can tell you about here.

The one differentiator is that most Century 21 franchises don’t charge a desk fee. Some major metropolitan markets, where office space is at a premium, will charge a monthly desk fee to literally have a desk, but this is optional.

Century 21 doesn’t ask for a penny before you close a deal, which is helpful for a lot of agents, especially those who are new to the business.

Century 21 Company Culture

Century 21’s company culture is all about relentless progress, whether we are talking about social issues, issues of equity and inclusion, or the pursuit of the company’s business objectives.

For example, Century 21 was named to the Forbes 2019 list of best employers for diversity.

The company actively recruits veterans to become real estate professionals, and their chief marketing officer, Cara Whitley, is recognized as a HousingWire Woman of Influence.

Their partnership in the Empowering Latinas program is part of Century 21’s efforts to empower Latinas in South Florida to earn a real estate license. The scholarship pays for all the necessary classes and licensing fees for aspiring Latina entrepreneurs.

Century 21 Branding

“What if we changed everything?”

That’s the question that marketers at Century 21 have based their entire new strategy around, and it’s working. New company mission (“To Deliver Extraordinary Experiences”), new logo, new vibe altogether.

Century 21 is taking a bold approach to pushing this new message in new quarters. They’re booking guest spots on shows like SportsCenter instead of 60 Minutes. They are backing ads on Viceland, not on Fox News. It’s clear that they’ve identified their next customer as more likely to be watching the Big Bang Theory than Antiques Roadshow.

If you are a realtor who has millennial (and younger) homebuyers or sellers in your sights, Century 21’s message will resonate nicely with you (and them).

Visit Century 21

Your Turn

Now, we want to hear from you. Tell us your thoughts on our picks. Do your experiences line up with what we’ve found?

If you’re a real estate professional working in a local office, whether a major brand or a mom-and-pop shop, we want to hear from you.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

The third time a home buyer ghosted me, I realized I was making a classic newbie agent mistake: I spent too much time pitching myself and not enough time listening to my buyer’s hopes, dreams and needs. A simple buyer questionnaire that only asked the right questions—followed by an in-person meeting to discuss the information the buyer furnished—would have quickly built the trust and rapport I needed to keep them.

To save you the embarrassment from making the mistake I made, I put together this insightful buyer questionnaire. You can download the questionnaire as a PDF below, or scroll down to read it and copy and paste it into Microsoft Word.

Download My Buyer Questionnaire (PDF)

What Is a Buyer Questionnaire?

A buyer questionnaire is a tool that experienced real estate agents use to learn what their buyer clients need and want from a home. A well-written questionnaire helps agents find the right home at the right price for their buyers and helps build the rapport they need to develop relationships with them. It is a simple list of questions that quickly build up their buying profile for your assessment.

Why Top Agents Use Buyer Questionnaires

While many newer property agents think they can just wing it and learn what their buyers need on a phone call, most top producing agents always use a buyer questionnaire. Here’s why:

1. You may or may not be able to steer the first conversation with your buyer in the direction you want on a phone call. A good conversation, even a professional conversation, needs to flow. If it doesn’t, it will be awkward and might even turn your buyer off before you even get to personally know them.
2. Writing down what your buyer says in your in-person meeting makes you look like a psychologist. Worse, if you have handwriting like mine, you will look back at your notes a few hours or a few days later and have difficulty figuring out what your cryptic scribbles meant.
3. Finally, a well-written questionnaire is the best possible way to prepare yourself for a buyer presentation. It makes the buyer think a little harder about what they really want, and since the questionnaire covers the basics, it allows you to ask more personal, detailed questions at the actual presentation.

How to Use This Buyer Questionnaire

Now that you’re hopefully sold on the value of having a good questionnaire, here is how you can make the most of it:

1. Pitch Your Buyer on the Value of the Questionnaire (Script)

Every time I go to a new doctor, I get annoyed. I make the appointment and spend a half-hour getting there, only to have a clipboard shoved in my face with 20 minutes of paperwork on it. Some of the questions make sense, but others don’t. Why does my oral surgeon need to know if I’m married or not? I would feel much more comfortable answering questions like this if I knew why they were asking. What’s in it for me? Your buyers are in a very similar situation but with one key difference.

The difference is that I NEED to go to the doctor. That buyer doesn’t NEED to work with you, or any agent, for that matter. 

So telling them what they will get from answering all those questions is important. It will make them more likely to complete the questionnaire, take it seriously, and make you look more professional and empathetic.

Here’s an example pitch you can use:

2. Use Their Answers to Prepare Your Buyer Presentation

As my wife always say, “You can’t sell steak to a vegan.” This is why having detailed answers about your buyer’s needs and wants will make your buyer presentation much easier. It will allow you to pull together a list of properties they might like, or better yet, schedule a quick tour right after your presentation. After all, you already know what they want!

You can also skip the new buyer spiel if you know they’re empty-nesters who have already bought and sold five homes before. You could even swap out the images you use in your presentation to appeal directly to them. For example, if they’re looking for waterfront properties, you could use stock images of waterfront homes in your presentation. If they’re looking for first timer homes, you can use first timer home imagery.

3. Add as Much Information as You Can to Your CRM

To use another quote, real estate agents are in the database-building business. All of the value you produce as an agent is in your customer relationship management (CRM) system. This is why adding as much information as possible from your questionnaire to your CRM is essential. So after you get your questionnaire filled out and use it to prepare your buyer presentation, start using it to add data to your CRM. While you may enter this data manually, there are even ways to fully automate this by making the questionnaire fully online and integrated with your CRM, so that the automation happens without your direct involvement.

Depending on how your presentation goes, you can even set up a drip campaign using your CRM to send them drip emails with properties that fit their criteria.

4. Save the Delicate Questions for Your Buyer Presentation

No matter how charming or trustworthy you personally think you are, odds are that not everyone you talk to will agree 100% with you. Some people are highly cautious about sharing personal financial information with a total stranger. This is why we don’t ask delicate questions about income, savings, or financing in the questionnaire. Save those for your presentation, or even better, on your first showing. This way, they are less likely to think you see them only as a commission cheque!

Questions about marital status or children can also be delicate depending on country and context. This is why we ask about preferred school districts instead. If you have a buyer with a large family, trust me, they will let you know in person.

Over to You

What do you think about our buyer questionnaire? Are there any questions you ask in yours that you think I should add to it? Let me know in the comments.

Learn How To Get More Real Estate Leads, Get More Listings, Close More Sales, with Less Resistance AND still have a LIFE!

Get more exclusive real estate agent training here https://www.yasserkhan.sg/

YASSER KHAN

Author, Coach & Trainer

Yasser Khan earned less than $1,000 in his first year as a full time property agent. With no money for the $2 train fare to his Broker's office, he was forced to walk 25 kilometers on foot. Worse, he got evicted at midnight with his wife and baby son by the roadside. Desperate, he bought a $16 Sales book and took massive action. That single investment in himself gave him an OBSCENE ROI of $160,000 in just 11 months. Today, Yasser is on a mission to make the real estate great career again and helps ambitious agents quadruple their commission income within 90 days.

Yasser Khan is a real estate coach at YasserKhan.SG, trainer at PropertyAgentUniversity.com and the author of Property Agent Secrets Book who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S. plaguing the industry today.  

Yasser Khan’s approach to coaching is highly personalised, holistic, no B.S., and for “PROS ONLY… amateurs not allowed.” He believes that true success means winning in every single area of your life (like Financial, Family, Social, Physical, Mental, Spiritual and Fun).

When Yasser isn’t coaching, he loves playing GOTY PC Games with top-of-the-line Razer products and being a kid again with his 3 naughty children (actually, boss babies...), traveling to and across scenic Pakistan, enjoying hot & spicy food, taking pictures of the Milky Way with his favourite Canon DSLR and reading up all about Dinosaurs (especially T. Rex)

More closings means more money. Right?
This is quite straightforward and seemingly very simple.

But so many property agents still struggle with closings.
And in my daily interaction with many agents, I come across a number of reasons for this.

Why Having Few Closings is a Problem?

Only closings make you money.
Because no closing = no money...

Closings are the only way to get paid for our property agent services in this business.
After all, this is a service-based business.

But getting few closings is a serious problem.
It's a problem because if you're not closing any deals, there is no way you can make a commission.

So you need to be earning a lot of commissions in order to make a good living in this industry.
The life you want, the marriage you want, the family you want is going to be fueled by the agent business you build.
So there is no such thing as having too many closings.

The good news is, it's quite an easy problem to fix.

So today I’m going to discuss five reasons why you may be having few closings and how to quickly make six figure incomes in just 90 days flat!

There are 5 Major Reasons for Not Having Enough Closings:

1. Not all Decision Makers show up
2. Not using the right Presentation with Client
3. Not adapting your Sales Process to Client's Personality
4. Not removing Client's Perceived Risks
5. Not having a mutual Agreement in place

I'm going to explain each one in detail with easy solutions to help you get more closings quickly.

Let's start with the first problem, which is not having all the decision makers being present in an appointment.

Why Decision Makers Are Critical for Closings?

Closings are essentially contracts and every contract must have parties that agree to honour the contract.

If the buyer or seller is the only person involved in the decision to buy or sell a house, then this may not be an issue.
But it becomes an issue as more people are involved.

It simply takes two to tango.
Therefore, if any one party is not in agreement, then the deal is off.

This is why you must have all the decision makers present in an appointment.

How to Get all Decision Makers On Board

What happens if you're already in an appointment but the seller says her husband is not around to give his agreement?
Simple. You reschedule the appointment to get the husband in as well.

If this issue comes up once in while, then it's okay.
But if this happens regularly with you, then you need to solve the root issue first.

For this to work, you have to be proactive in the first place.
To avoid stalling the deal, get all of the decision makers to turn up together in the appointment.
And the best way to do that is while you're still booking that appointment.

It all starts with booking an appointment over the phone.
Request the client to bring in all decision makers or choose a day and time that works for all involved.

The next step is simply to meet up all of them as agreed.
And that's why having the right presentation is so important.

Why Having the Right Presentation is CRITICAL?

So you've got all the decision makers present in the appointment. What's next?

If you're not careful, the deal may still not go through.
That happens if you do not have a proven presentation that answers all of their concerns.

But it can be easily fixed too.
You simply need a proven presentation.

But why do you need a presentation in the first place?
A presentation script for the right selling situation:

• gives your appointment structure
• keeps you 100% on track and on topic
• answers all of the clients' objections
• demonstrates your professionalism to clients

On the other hand, a proven presentation:

• makes you work less
• helps you close more often
• makes you more money

Don't you want all of the above benefits?
Then use a proven presentation in every meeting and watch your sales soar!

How to Get a Proven Killer Presentation With an 85% Closing Rate?

Over the years, I've tested and perfected a Presentation that works for buyers and sellers.
And my agents tell me this presentation consistently gives them a very high closing rate.
Which can be as high as closing 17 deals out of every 20 appointments.

Pretty impressive, huh?

Now I'm giving away my Proven PowerPoint Presentations here.

Just download it and tweak it to your own situation.
Remember to really use it.
It's your new secret weapon.

Which brings me to the next issue.
Once you've gotten all decision makers and use my proven presentation, did you know that you could still struggle with closings?
That happens only if you do not adapt the presentation to the client.

How Personality Impacts the Selling Process?

Many property agents do not fully realise the potential that personality clashes have to break off deals.
Personality is the most underrated and the most overlooked aspect of sales.
Never underestimate the power of personality.

Personality Impacts Selling

Why is that?

70% of all sales pitches are misguided.

That's because they all ignore how clients deal with the sales interaction.
The secret is that not every sales interaction works for every personality.

How human beings deal with important decisions comes down to their personality style:

• The objections they have,
• the thoughts they think,
• the decisions they make
• their buying process

All of these are heavily influenced by their Personality.

If the client's personality clashes with yours, then it's highly likely to kill the deal.
Harmony comes from recognising this and adapting your selling style according to the situation.

This means you need to be flexible and change your presentation to suit the client's personality.
It cannot be the other way around.

You cannot get the client to suit your personality. Or your presentation.
That's very narrow-minded and naive.

Therefore, the first step is to understand yourself first before you can understand others. 
This is often done with simple personality tests, like the DISC Test.

Where to Get a Personality Test Done (And How to Use it on Clients Without Looking Weird)?

You can easily Google DISC Test and then take a free test online.
This helps you understand your own personality style.

The first time I took that test, I finally understood why I did things the way I did.
I also recognised how my own personality made the sales easier or harder for me, depending on my client's personality.

So, go ahead and take a personality test here.

But here's my warning: knowing yourself is only half the story.

You must learn to do these 2 critical things in every sales situation:

1. Accurately recognise your client's personality and
2. Quickly change and adapt your presentation to that

How do you learn to recognise your clients' personalities without asking them to take this test every time?
For that, you can attend my Mastery Coaching Program where I teach this in detail.
For example, how to quickly identify a client's personality on the very first phone call so that you can prepare the right presentation for them.

Because once you're able to recognise and adapt to your clients' personalities in any selling situation, you will master closing in no time.

So, after you get all the decision makers and you present to them by adapting to their personality, some agents will still stumble with perceived risks.

How Perceived Risks Can Kill a Sale Even Before it Begins?

Perceived risks are the biggest hurdle to sales.

Not everyone has the same risk appetite.
Clients find hiring you risky for all sorts of reasons.

They may need any number of extra assurances. These may have to do with:

• finances
• timing
• location
• decision makers
• you
• your experience
• your performance
• etc.

The trick is to remove all their risks (perceived or otherwise) so that hiring you is a no-brainer decision.
Here's how to do that.

How to Quickly Remove ANY Risk For Your Clients?

The real reason why clients perceive risks is because:

• Clients have too many options to choose from, including DIY or doing nothing vs hiring you (which you can easily justify using my proven presentations)
• they may perceive the opportunity cost to be too high (but given a chance, you could easily disprove that)
• they may worry too much about issues beyond their control (but those issues could easily be addressed by you)

Maybe their perceived risk is too high, but given the opportunity, you could totally remove all of their perceived risks.

The point is, you don't really know.

You need to quickly find out and then address all of these issues in the appointment itself (provided you use the Proven Presentation I provide).

By following my Proven Presentations, you simply need to remove each of their perceived risks.

That's it.

(There's another way you can rapidly accelerate your ability to successfully handle all kinds of perceived risks and skyrocket your closings to six figures in 90 days. You can read about my 90 Day 6 Figure Agent Club Challenge for more details.)

So assuming you've been getting all the decision makers in an appointment, where you adapt my Proven Presentations to present to them and then effectively remove all of their Perceived Risks, there's still one more hurdle to overcome for a sale.

And that's disagreements over contracts.

Why Mutually Agreed Contracts Are Everything?

If clients do not have a good understanding of the agreements and contracts they are going to sign, then it may have a likelihood to stall the deal.

Even though this is critical, you must understand that nobody reads contracts.
People just gloss over them and sign.

And problems that shouldn't happen do come up later.

You will need to minimise such disagreements using my new strategy.

How to Minimise Disagreements and Prevent 'No Deals' Using This New Strategy

The easiest way you can avoid this problem is to:

1. Explain to them every aspect of their agreement
2. Ask them repeat back to your in their own words

But fortunately, you can take steps to minimise such instances in future.

Is this the only way? No.
There's another new strategy that you can use.
It requires you joining my 90 DAY CHALLENGE, where I lead you over a period of 13 weeks to compress time and accelerate your results.
This builds LONG TERM skills and professionalism in you.

This is by far the best way to practise my presentations, remove any perceived risks and dramatically improve your closings skills in just 90 days flat.
You can simply apply for my 90 DAY CHALLENGE at my SIX FIGURE AGENT CLUB.

If you practice enough, you will see a dramatic reduction in stalled deals.
You'll also make money and have greater peace of mind.

So if you follow the above strategies, you should be able to close more deals faster!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

Real Estate is pretty much an appointment-driven business.
The vast majority of real estate transactions still happen in pre-booked appointments.

Therefore appointments, once closed, make property agents money.

That is seemingly simple and very straightforward.
But still, there are many property agents out there who do not have enough appointments.

And there are 5 major reasons for not having enough appointments:

1. Not enough leads
2. Not following up quickly enough
3. Not using a script when calling
4. Not overcoming prospect's objections against appointments
5. Having 'No Shows'

I'm going to explain each one in detail with easy solutions to help you get more appointments quickly.

Why Having Few Leads is a Problem?

Leads are the lifeblood of your business.
Because no leads = no appointments...

Qualified Leads represent prospects willing to speak to you and who can agree to come down for a face-to-face appointment.

But getting few inquiries is a serious problem.
It's a problem because if you're not getting any inquiries, there is no way you can get in front of someone in order to close a deal and make a commission.

So you need to get a lead before you can even sell them something.

The good news, it's quite an easy problem to fix.

How to Solve the Problem of Not Enough Leads

For this to work, you need will more prospects to reach out to you first, without you 'begging' them for business.

This means you need to stop doing all Old School Prospecting methods that require an investment of your time like:

• cold calling,
• door knocking,
• networking
• manually throwing flyers
• commenting online
• personal messaging (PM)
• etc.

This is critical, because, if you do not free up your time from these types of outdated prospecting, you'll run out of time to serve existing customers.
You'll always have no more to give.

In order to free up your time, you will need to do effective Direct Response Marketing.
This means prospects are compelled to reach out to you first.

This is the only way where you can get a flood of qualified prospects, that you can pick and choose to meet the ones who represent an immediate opportunity.

The good news is that I compiled an entire 'Marketing Library SWIPE FILE' of all of my winning ads that I wrote for my team of property agents and clients over the past 12 years.

You can get it over at PropertyAgentUniversity.com.
Simply use the correct ad for the correct marketing channel, and you're good to go.

If you do this right, now, you should be getting many leads.

The next step is simply to call them up.
And that's why follow up is so important.

Why Follow Up is EVERYTHING?

I'm not going to mince my words here.

If you do not call up your leads, you would have wasted ALL of your marketing dollars.
And you won't be getting a single appointment.
No appointment = no money.

Pretty wasteful right?
But this is happening daily.

And this is a big problem in our industry.

Studies show that 80% of all appointments are booked within the FIRST MINUTE of getting a lead.
As time goes by, your chances of securing an appointment goes down to ZERO.
And the same study proved that just as agents are giving up, prospects are just getting started!

And that's not a coincidence.
Prospects are more impatient than ever before.
You need to talk to them while they're still 'hot'.
Letting them cool off by calling them in an hour, in 12 hours or the next day, or worse, not even calling is a horrible thing to do.

But it can be easily fixed too.

How to Permanently Resolve Slow (or No) Follow Up?

You just need to pick up your phone in the very first minute.

I know, it can be a challenge, especially if you're already in an appointment or busy with other commitments.

How do you prevent the lead slipping away from your fingers and going to your competitors instead?

It's simple; you use automation.
Technology is advancing so fast that instant follow up is no longer a fantasy.
It's already happening nowadays.

It doesn't need to be complicated or too 'techie'.
That's why we built our own Follow Up Platform to make is super easy for Property Agents to automatically and instantly do all of their follow up.
All without getting a degree in IT or hiring expensive developers or spending hundreds of thousands of dollars on building it from scratch.

You can simply create a FREE TRIAL at AgentLEADS.

So once you're doing follow up and prospects are answering your phone calls, what do you do next?

You will need to follow a proven sequence of questions to get them agree to meet you.
In other words, use a script.

Why Using a Script is Mission Critical?

If you don't use a script when calling back your leads and inquiries, 2 horrible things happen:

1. prospects waste your Time or
2. prospects waste your Energy (and Money, another form of energy)

Here's why that's very bad for you.

Prospects already use their own script, whether or not they (or even you) realise that.

You're not the first property agent they've come across.
They have already been talking to many agents.
And they've learnt how to fish for information while pretending to be very interested in meeting you (when in truth, they're not).

Nowhere does it say in their script that you win.
Only THEY win.

I call their scripts Appointment-Destroying Scripts.
And it's their best weapon for 2 reasons:

1. They play games with you to get you to tell them what you know (which is pretty valuable).
2. They do it because it's their defence against salesmen like you.

And property agents have been getting stumped by such scripts for years.
Not realising that prospects are even more sophisticated than agents themselves!

Appointment-Destroying Scripts used by prospects sound like

• "Just curious..."
• "Just browsing..."
• "Accidentally clicked!"
• "What else do you have?!"

Prospects tell you they're not interested, when in fact, interest can be generated under better circumstances.
Prospects say they want to meet up with you when in fact, they don't, and they'll meet someone else behind your back.

Only using my Proven Scripts will save you from the above appointment-destroying prospects scripts.

Here's another tip for you; using a proven script always wins.
Even when the other party is using a weaker script.

So the one using a stronger, proven script will win somebody with a weaker script, or better, no script at all.

Where to Get a PROVEN Script (And How to Use it Without Sounding Like a Robot)?

You can use many of my own proven scripts that I developed, tested and perfected over the last 12 years.

My agents have been telling me that all of these scripts work.
The only time these scripts don't work is when the agent does not use it as intended.

So, head over to PropertyAgentUniversity.com and download my Winning Scripts.

But hang on...

There's still one issue that prevents agents from using any script.
And that has to do with the fear of sounding like a robot when reading a script.
This fear is bad, because it gets in the way of closing.

The good news is, no, using a script does not mean you must sound like a robot.
(Actors do it all the time. They sound totally natural.)

The bad news is, it takes practice. There is no shortcut.
(Just like anything else worth pursuing in life.)

It only gets easier when you're using a script consistently.

So, after you get leads and you quickly call them up using a proven follow up script, some agents still stumble with objections.

Why Objections Are an Agent's Hidden Best Friend?

Disinterest is your real enemy, and objections are your hidden best friend.

Here's why.

People in general only have 'issues' with a product when they're in the process of buying it.
They don't have any issues with something that they do not intend to buy.

Would you have any issues with the price, quality, colour, model or attributes of a Rubbish Truck that you will never ever buy in your life?
No right?
(Unless of course, you start a new business collecting rubbish!)

Similarly, prospects who are serious about buying something find issues with price because they're fully ready to discuss price.
And what they say to you about that price (or whatever attribute) comes across as an objection.

And many prospects definitely have objections to even meet up with you in a meeting.

The trick is to resolve all their concerns so that meeting up with you is a no-brainer decision.
Here's how to do that.

How to Quickly Overcome ANY Objection About Appointments?

Getting an appointment is a relatively simple task that should not require too much time or effort on your part.
Meaning, you don't need to spend hours just to convince the prospect to meet up with you.
(Wait, if you're spending hours convincing prospects to meet you, then you're obviously doing something wrong!)

Here's why they have objections:

• Prospects generally have objections regarding the date/time of the appointment you're trying to set up (schedule clash) or
• they do not see the value in going out of their way to make time to see you (too risky) or
• they may not even be serious about buying or selling a house right now (unqualified)

Maybe their perceived risk is too high, but given the opportunity, you could totally remove all of their perceived risks.

The point is, you don't really know.

You need to quickly find out and then address all of these issues on the very first phone call (provided you use the Proven Scripts I provide).

By following my Proven phone call Script, you simply need to understand two simple things about the prospect:

1. When are they planning to make a move?
2. How motivated are they in their intent to buy/sell/invest?

That's it.
You're not trying to sell them a house over the phone.
The time for that is not right now.

Keep things simple at this stage.

(That's another way you can rapidly accelerate your ability to successfully handle all kinds of objections. Read on below about my Mastery Coaching Program for more details.)

So assuming you've been quickly calling back your leads with a proven script and booking appointments with them, there's still one more hurdle.

And that's last-minute Cancellations, or even worse, not showing up (aka No Shows).

Why Cancellations and No Shows Are 100% Avoidable Problems?

Prospects who do not turn up, do not respond to your messages or do not pick up your phone calls can be a real nuisance.
Last-minute, informed cancellations are no consolation either.

More objectively, the time wasted by a No Show could have been better invested with a more qualified prospect.
Now, it's just a Sunk Cost. In other words, every no show is a real opportunity cost for you.
Even a 'No' is better than a no show, because, even a 'No' gets you closer to a 'Yes'!

But fortunately, you can take steps to minimise such instances in future.

How to Minimise Cancellations and Prevent No Shows Using This New Strategy

NEVER SCOLD PROSPECTS!
Do not break bridges by scolding them or shouting at them.

Don't make the mistake of getting emotional.
You can't get angry or personal at them.

The real problem, at this point, is not them.
It's YOU.
Or more accurately, your skill of qualifying and influencing might not be up to par.

You cannot solve this problem by screenshotting your prospect's messages, pictures or Identity Card details on Facebook or WhatsApp groups to 'warn' other agents.
(That's doxxing and it's illegal.)

Badmouthing prospects does NOTHING against them!
Or for you...

In fact, you're worse off because you've now engaged in wasting precious time on trivial stuff.
And worse, you start to attract more of such prospects in your life!

You've got to think and act like a real Professional.
Real Professionals like Doctors or Lawyers do not go around throwing public tantrums or cursing clients or screenshotting no shows...

And neither should you.

The only way to drastically reduce no shows or cancellations is to get better at making Upfront Agreements with your prospects.
This skill takes GUTS and requires you to be PROACTIVE before it becomes a problem.

(In the larger scheme of things, the only way to make Cancellations and No Shows a non-issue for your sanity is to have an OVERFLOW OF LEADS.)

Here's how you do this the right way:

1. Tell them upfront about any schedule clashes.
2. Ask them what alternatives do they propose.
3. Tell them you'll stick to your agreed-upon time and that you expect the same courtesy of them.
4. Do not hang up until you hear them verbally repeat this agreement back to you.

After you put down the phone, your work is not over yet:

1. Confirm appointments 24 hours beforehand (and get a response from them).
2. Then reconfirm again 1 hour beforehand (and get a response from them).
3. If no response in either case, DO NOT WAIT. Call immediately and clarify. Or postpone.

The point is, you're not leaving things to chance.
This is not 100% foolproof, but it's way better than doing nothing except cursing people angrily.

Is this the only way? No.
There's another new strategy that you can use.
It requires you doing role plays with me or my agents in our weekly Role Play Clinics.
This builds LONG TERM skills and professionalism in you.

This is by far the best way to practise my scripts, handle any objection and dramatically improve your follow up skills.
You can simply try this out for $7 for 7 Days Mastery Coaching at my Mastery Coaching Program.

If you practice enough, you will see a dramatic reduction in no shows and cancellations.
You'll also make money and have greater peace of mind.

So if you follow the above strategies, you should be able to book more appointments than you can handle!

Get more exclusive real estate agent training here 👉 https://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

According to the late, great Chet Holmes, in order to make a sale, you’ll need to follow up with a prospect twelve times, eight of whom will tell you, “No.” “No” is the natural enemy of the salesman. Most humans fear their enemy. Therefore, most salespeople are scared to follow up. How’s that for lineage?

MOST PROPERTY AGENTS ARE SCARED OF THE WORD “NO.”

The word “No” to most, means the sale is dead. There’s no money to be made and it’s a loss. By nature, salesmen are competitive and hate to lose. Losing is painful to most of us. Humans will do damn near anything to avoid pain. Knowing there’s a possibility of that pain becoming real, salespeople will work harder to avoid “No” than they will to hear “Yes.”

Follow up takes skill.

If you know up front it’s going to take twelve contacts with eight of them a resounding “No,” then it allows you to get your head right. Most salespeople have a firm belief they will have a one-call close or nothing. Then they always seem shocked when the prospect buys from another agent with stronger follow up skills.

What’s worse are the salespeople who don’t even bother to call leads at all. I’ve been running an event called 1 Day Private Workshop for around two years now. 1DPW is a 1-day event where I help agents create funnels to capture leads. Some of the 1DPW attendees generate leads for their referral partners. The number one complaint these attendees have is that their referral partners don’t even bother to contact their leads.

IT AMAZES ME, ALL THE MONEY AGENTS LEAVE ON THE TABLE BY NOT CALLING AND DOING ANY FOLLOW UP WITH LEADS.

When you start thinking of leads as money, and not just sales, your perspective will shift. Each lead a salesperson receives costs money to obtain. Each lead also has the potential to generate a positive ROI for the cost spent to get it. When you start looking at your leads as wins and losses in regards to money, you’ll see the real value in follow up.

While at one of my events, we discussed leads from contact to close. Turns out there are some pretty common reasons why salespeople don’t contact or follow up with leads. Yes, to most of us it’s baffling, but apparently, it’s a real problem.

NOT FOLLOWING UP WITH LEADS IS A SERIOUS INDUSTRY ISSUE.

Not closing or even following up with leads hurts everyone. It hurts the lead, because they obviously became a lead to get help, and if you don’t help them, you hurt them. It hurts the Agent because they paid for a lost lead. It also hurts the salesperson because they haven’t earned the money they should have.

HERE ARE SIX REASONS PROPERTY AGENTS DON’T CONTACT OR FOLLOW UP WITH LEADS.

#1: They Don’t Have a System to Follow up with Leads.

When you give your people leads, do you show them how the lead came into your ecosystem? Do you walk your salespeople/referral partners through the process you’ve gone through to get those leads? Most salespeople are afraid to call or follow up with leads because they don’t want to look dumb. So, instead of seeking wisdom they just avoid the lead altogether.

If you generate leads for a team, employees or partners, you need to design a clear selling and follow up process for them. Take the time to educate them on how leads are generated and what steps they need to take next. Once YOU take the lead with the leads, set expectations with your selling systems you have put into place and get your team to agree to it. When they receive clarity, they will become less fearful of appearing dumb to the prospect, and they will be more likely to do what you deem needs to be done.

#2: They Have New Leads to Distract Them.

“But if I have new leads coming in every day, why do I need to follow up with the ones I didn’t close?” Believe it or not, I used to say this all the time. I used to be a “one and done” lead churn and burn guy. I had so many new leads coming in, I wasn’t worried about backtracking with follow up. That was until I saw the actual dollar amount I was missing out on by not following up.

The problem for many is that they are so focused on new leads they don’t have time to follow up with past leads. This is when email automation comes into play. If you truly don’t have time to follow up, set up automatic follow up systems to do it for you. There’s too much money in follow up not to be doing it.

#3: They are Scared of “No.”

Humans will do damn near anything to avoid pain. The word “No” is such a serious word. By definition, it’s absolutely negative. No one likes to hear it, see it, or even know it’s coming. If it takes eight times hearing the word “No” to get one “YES!” and most salespeople stop at the first “No,” what does that say about fear? In reality, “No” is just a word. It’s not permanent and in most cases “No” means “I’m not 100 percent clear on what you are proposing, so I’ll protect myself with ‘NO.'”

Most prospects will say “No,” just to avoid making a decision. Most salespeople take that “No” as a permanent answer. You’ve got to be a professional mind changer. Prospects say “No” for many reasons and most of them are complete bullshit. It’s your job to clear out the BS and get the prospect clear on your offer, so they can say “YES!” Don’t fear the “No,” work your ass off for the “YES!”

#4: They Haven’t Earned the Right to Follow-Up.

Salespeople blow it on first impressions every day. Many don’t even know how shitty their unique selling proposition really is. I’ve seen people talk their way right out of a guaranteed sale. I’ve also seen guys blow sales that even I couldn’t come back and save. When this happens you can guarantee the salesperson won’t follow up. Even worse, this shit is now in their head and it affects them on how they contact the next lead.

Vicious cycle…

Worse yet, when a salesman offers no value whatsoever to the prospect and they know it, they fear the follow up. The pain of hearing the word “no” is real. When a salesperson hears it once, they will do damn near anything to not hear it again. That includes not contacting or following up their leads. You have to earn the right to hear “YES” and that comes by being an expert, showing value through demonstration and solving the prospect’s problem. If these steps aren’t ALL taken, you’ve lost the sale.

#5: They Don’t Want to Seem Desperate or Pushy.

The salesperson’s ego is delicate. We rely so much on our ego and confidence that most of us will avoid damaging it. Salespeople hate to look desperate or needy. No one ever closed an earned deal by begging. Beggars want free stuff. You gotta pay the cost to close a sale. The ego can cost a salesman a fortune. We also want to appear successful in our own right. The ego won’t let you be successful and desperate at the same time.

The average salesman’s ego can be crushed pretty easily. If they seem needy and come off as pushy, they fear the prospect won’t talk to them or ever buy from them. So, instead of taking the shot and doing follow up, they just avoid the prospect altogether in hopes the prospect might reach back out to them. Just a heads up: it never works like that.

#6: They Didn’t Pay for the Lead.

This one pisses me off the most. In the past, I’ve worked with companies that supplied leads for us. In exchange for supplying leads, they take a smaller commission split. I looked at this as if I were paying for the leads and every deal counted. Yet, I watched lots of sales guys not give AF because they didn’t have a monetary investment in obtaining the lead (in their mind.)

If you’re lucky enough to get leads handed to you, you work the hell out of each one and thank the person who gave them to you! There are so many salespeople out there who are spending their time, their money and putting in major effort to get leads every day. If you have them handed to you and you don’t contact or follow up, you’re an entitled asshole! Yeah, I said it. Let that sink in for a few…

I may have just listed six reasons salespeople don’t contact or follow up with leads, but there’s really no excuse for not doing so. Leads are the lifeblood of sales. Without contacts and prospects, we are nothing. You can’t close what you don’t have. If you don’t have leads, you’re not closing. It’s that simple. Leads pay your bills. Each one represents a dollar amount. It should be in your blood to go get those dollars or you should go get a job with a salary.

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.

How do you beat ALL of your competition?

Not just 1 competing agent, not 2, not 5. ALL of them?!

And do it consistently?

For any property, for any price, in any market?

Is that even possible?!

What Everyone Knows But Doesn't Realise

Here's the thing about competition that many agents know about but don't realise.

When you're in competition with other realtors for a listing or buyer, how do you answer their question,
"Why should I hire you, compared to doing this myself, even doing nothing?"

What is your answer going to be?

Let me guess.

You're going to say:

• "I'm number 1."
• "We're the Biggest."
• "I'm a Top Producer."
• "I care about your business."

Would These Answers Beat Your Competition?

No way!

How do I know this?

Because I tried it before.

It doesn't work.

There's no benefit for the clients. And these answers are all meaningless. Nobody even pays attention to this shit.

And I see so many agents making the same mistake again and again.

Part of the reason is that agents copy other agents, even if the thing being copied doesn't work.

There's a Better Way

My mentor Dan Kennedy asked,

"Why should I do business with you when I could do nothing?"

I had no answer that day.

Until he taught me something that is changing my agents' careers even today by beating up their competition.

That day, I discovered the power of the Unique Selling Proposition or USP.

Many agents may even have heard of it. But nobody understands it. They think it has to do with marketing.

It's not a Marketing Issue. It's a Business Issue.

Here's why.

Even good marketing, no matter how viral, cannot ultimately solve the problem of DIY buyers today. DIY is showing no signs of going away soon.

Sure, you may close a few deals today from your marketing, but what about 1 year from now, when the DIY rage is growing even bigger? What if more and more buyers and sellers DIY?

Are Agents Going Out Of Business?

And it's destroying agents' careers and reducing them to paid employees.
There are $2,888 agents now.
Will there be $188 agents soon?
There can only be 1 outcome: A Price War to the BOTTOM!

The Curse of The DIY  Culture

So you see, you're not only daeling with other agents as competitors.

You're up against an entire CULTURE in today's society. It's an uphill battle.

Prospects are fed up of lousy service by agents. And they want to 'cut the middleman'. And agents have been super slow to vindicate themselves.

And I'm witnessing agents becoming bitter, angry and fearful. They're fed up of their agencies not doing anything about this.

In short, agents don't really know how to destroy this curse of the DIY culture.

I do.

Having a USP solves this issue and destroys the DIY culture at its root.

It answers the question,

"Why should I do business with you, even buying/selling this house by myself, including not doing anything at?"

You see, it's no longer enough to give lame answers. You've got to be bold.

Here's How to Build a USP:

A killer USP that destroys all of your compeition must be:

1. Believable
2. Relevant
3. Concise
4. Provable
5. Benefiicial

I help my agents come up with killer USPs that they use to destroy their competition.

But if they don't 100% own it, there's not much I can do.

You can't expect your coach to do pushups for you.

You've got to put in the work.

And that's how to defeat all of your competition at their own game.

Get more exclusive real estate agent training here 👉 http://www.yasserkhan.sg/👈

Learn How To Get More Real Estate Leads, More Listings, More Sales, with Less Resistance AND still have a LIFE!

Yasser Khan is a real estate coach, speaker, and trainer at YasserKhan.SG who teaches Realtors how to make more Money, have more Time and enjoy more Freedom without all the B.S.