What can we learn from servers at top experiential restaurants and how does it apply to real estate?
Let me unpack this…
Have you ever had terrible service at a restaurant? I know I sure have.
Service where your:
1. Orders are forgotten
2. Food comes out in the wrong order
3. The waiter just doesn’t seem like they care?
4. The server knows nothing about the menu
I’m sure we have all had these experiences.
What makes a good experience?
1. The good experience or vibe
2. The service is stellar
3. The food is amazing
4. The server aims to surprise and delight
But what does this have to do with real estate?
Well hear me out.
How do you feel when you have to repeat your order, or the waiter knows nothing about the menu?
You might be concerned.
But when the waiter can name off the best dishes and why or they rhyme off the drink menu, we are often impressed.
So for you as a real estate agent.
If you want to be the top in the industry there are several nuanced things you need to study in order to answer questions fluently.
See the script isn’t for you, the script is for the client.
The server doesn’t memorize the list of drinks for them, they do it to help you make an informed and intelligent decision.
So let me ask you.
Do you know the stats in your market?
Do you know
– the average days on market
– the interest rates today
– the median value of each type of home
– the off market properties available
– the grants and loans available to buyers?
– the opportunities that sellers have with pre-sale renovations?
– the active inventory todays
Do you actually know the market?
Do you actually know how to help buyers and sellers make educated decisions?
Do you know how to overcome objections?
Do you know how to uncover the real problems or questions that people have?
If you can’t confidently answer yes,
Then it’s not the market holding you back.
It’s not the interest rates.
It is the fact you don’t have the market share you want and there are people in your market eating your lunch.
We recorded two podcasts with a team lead with 100 agents that have increased market share this year.
And then we recorded a podcast with an agent on a large team in the same market that has also increased market share this year and up significantly year over year.
Neither of them blame the market.
They both said to me, “through education we are building our pipeline and taking business from those that try to chase “the now” business… And the funny thing is we take “the now” business too…
And I know other agents in this market that are struggling and complaining about interest rates and buyers sitting on the sidelines; yet if they were to follow up with many of the buyers they spoke to 6 months ago and were honest with themselves they would say that they didn’t follow up well.
And lots of these people bought or sold with someone else
So you have three options.
1. Up-level your knowledge and skill
2. Stay stuck where you’re at
3. Go out of business
Everything comes down to choice.
So it is your choice.
Be a cashier or clerk
Or train and be an actual knowledge broker.
CEO at Sheridan St.
The #1 lead generation and appointment setting agency for real estate
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