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Real Estate Fight Club

Real Estate Fight Club

Business:Careers

Episode 34: How Much Should an Agent Know About the Listing They're Representing?

Episode 34: How Much Should an Agent Know About the Listing They're Representing?

2020-05-18
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In Episode 34 of the Toe-2-Toe Podcast, hosts Jenn Murtland and Monica Weakley duke it out over how much agents should know about the listing they’re representing. Hear why Jenn thinks you need only a basic knowledge of the property and why Monica thinks it’s your job to go deeper when you’re representing a seller. 

Episode Highlights: 

  • How much should an agent know about the listing they’re representing?
  • Jenn thinks you should know the answers to basic questions, such as when the mechanics were installed.
  • If it's a special circumstance, such as a unique one-of-a-kind home, then it's important to know the story.
  • Jenn and Monica talk about how the process unfolds when buyers really love a home.
  • Monica feels agents should have more than a surface understanding of the home.
  • She wants to really show up for the product she is representing.
  • When Jenn talks to the buyer's agent, she wants to gather information about the buyer that will help the buyer's agent sell the house to their client.
  • Jenn argues that little details, such as when the furnace was installed, won’t make a difference.
  • Monica wants agents to ask more questions of their sellers.
  • Agents should ask sellers questions as if they are the buyers.
  • Monica thinks that listing agents sometimes forget to think like a buyer.
  • Jenn reminds Monica that agents can look up a lot of this information.
  • Monica suggests having a Google form that you can send out to gather basic information from your sellers.
  • Ask the sellers why they fell in love with the home. That can help with buyers.
  • If you have a particular buyer, work with the listing agent to get information ahead of time in anticipation of the questions that may be asked.
  • Jenn finds that she rarely gets asked questions about most of the houses they're selling.
  • Jenn says sometimes buyers are asking questions that don't get at the real question.
  • She doesn't have time for dumb questions that get the seller excited.
  • Most agents surveyed think you should know "everything" about the house.
  • Knowledge allows you to properly sell and position the house.
  • Remember that the buying decision is emotional.
  • Help the buyer's agent create an emotional response for their buyer.

3 Key Points:

  1. Listing agents need to know the answers to basic questions, but may not need to learn every little thing about the house. 
  2. As the listing agent, you need to think like a buyer and ask the right questions of your sellers.
  3. Knowledge allows you to properly sell and position the house, but the buying decision is also emotional. 

Resources Mentioned:

  • Jenn Murtland LinkedIn | Facebook
  • Monica Weakley LinkedIn | Facebook
  • Toe 2 Toe Podcast Facebook Page
  • Rachael Real Pre-Sale Worksheet
view more

More Episodes

Why Are You Not Getting Listings? - Ep 209
2023-09-25 635
How To Work Less & Make More In Real Estate? - Ep 208
2023-09-18 351
Can You Hold An Open House For An Agent From Another Brokerage? - Ep 207
2023-09-11 263
How To Get A Buyer Agreement Signed  - Ep 206
2023-09-04 281
This Is How To Scale Your Business - Ep 205
2023-08-28 291
How To Craft Your Unique Selling Proposition? - Ep 204
2023-08-21 286
Are You Able To Advertise A Sold Listing? - EP 203
2023-08-14 256
Update on Buyer Broker Commission Lawsuits - Ep 202
2023-08-07 319
Developing A Niche can help you make more money? - EP 201
2023-07-31 293
Should You Do Buyer Consultations?? - Ep 200
2023-07-24 285
Do You Need To Disclose Known Projects Of A Neighbor?? - Ep 199
2023-07-17 246
How to get a price reduction? - EP 198
2023-07-10 267
How To Become The CEO of your Life? - EP 197
2023-07-03 287
Are you consulting or selling? - EP 196
2023-06-26 293
How Should Agents Handle Dual Agency? Ep 195
2023-06-19 309
What To Do If Buyer Agent Compensation Is Not Guaranteed! - EP 194
2023-06-12 313
Do Real Estate Agents Need To Spend Money To Make Money? - EP 193
2023-06-05 308
How Do You Write The Perfect Property Description? - EP 192
2023-05-29 288
How Far Should Agents Go When Counseling Clients? - EP 191
2023-05-23 297
How Should Agents Deal With A Client Who Says ”Keep Us In Mind”? - EP 190
2023-05-15 323
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