You. So today’s workshop is on mindset and approach of working with overseas buyers. And this is again, for the rentals people in the room or the rentals people watching the video.
This is something that there’s a lot of use cases that can be applied to how you service your customers. And this again has been learnt from myself. So I’m not a guy that has no experience in real estate.
I sold real estate for nine years. I’ve been an agent. I’ve done listings, I’ve done rentals, I’ve done sales, I’ve done everybody’s job in this room.
And I like to say that I’ve done it pretty well. And that’s what allowed me to kind of get to this position that I’m in now. So it’s from my experience selling hundreds of properties.
It’s from Paul’s experience selling properties in Dubai and servicing the rentals market in Thailand. And it’s from all of the best agents in our business that we have across our business. So we’re going to look at the mindset that we need to have when we service these overseas clients.
And we’re going to look at the approach that the best agents and all of our years of experience combined has proved to work in terms of how we service these customers. So I’m going to start off with a question, a bit of a case study, a hypothetical. So a client has been qualified by our beautiful customer support team, but they have no plans to travel to Thailand.
We’ve got three types of customers. Customer A has never been to Thailand but is looking for an investment property. Customer B comes to Thailand multiple times a year and is looking for a holiday home.
And customer C might retire to Thailand in a few years. So my question to you, and I’ll get a show of hands on all of these, is should these clients be serviced by an agent or should these clients be kept with the customer support team until they’re ready to come to Thailand? So let’s go show a hand. So customer A never been to Thailand looking for an investment property.
Should it be left with customer support? Show hands. Should it be left with customer support? Team to service? Okay, so the vast minority, maybe three people in the room, or should it be sent to an agent to service? Okay, vast majority for those people watching. Customer B comes to Thailand multiple times a year and is looking for a holiday home.
Customer support. All right, good agents. All right.
So vast majority again with the agents. And last but not least, might retire to Thailand in a few years. Customer support, little bit more than A and B an agent.
Still the vast majority. Okay, good. That’s a good exercise.
And most of you agree that the clients should be serviced by the agent. And that’s important to understand because if we as agents, as the team that’s selling, as the experts aren’t speaking to the client, then who’s the person that’s building the relationship with them? Who’s the person that’s educating them about the real estate market? Who’s the person making recommendations? Who’s the person pitching them on the newest and greatest projects and the new listings that come to market? And who will be the first agent that the client calls when they decide to visit or buy remotely? Your competitors. Right? So I love this quote.
It’s not mine. I don’t know whose it is. But if you’re not taking care of your customers, your competitors will.
And that’s the first thing. When it comes to mindset about servicing overseas clients, it’s our job as the sales team to service clients regardless of if they have plans to come, if they don’t have plans to come. And by the end of this presentation, it will be crystal clear as to why that is.
So next, order taking versus selling, what’s the difference? Sorry, I will go here. Order taking is asking questions versus, okay, good motivation. Because when you sell it so you’re saying that there’s more passion, energy, effort involved in selling versus taking an order.
Okay, cool. Anybody else? So there’s definitely no right or wrong answer here. But the point I’m trying to make is that there’s a big difference between someone who takes an order and someone who sells.
And in this business, we all have to be salespeople. So if we look at what order taking is order taking is the process of taking someone’s money for something that they’ve already decided to buy. Right? And you can look at as simple as that is as someone who’s buying a coffee, right, you’re taking an order, but it can be applied to real estate as well.
Somebody that maybe has done the research themselves that have narrowed down to a specific project and that they inquire with us and that as an agent, we’re like, yeah, here’s a couple of options. What are you interested in? Is that selling or is that order taking? Right. I think, again, we’ll learn more about this through this presentation where selling focuses on a lot of what we said already.
It focuses on the customer’s needs and developing a relationship with them. The customer is engaged in the sales process and the rep influences the purchase through value creation. And value creation is something I’m going to talk a lot about when we say influence the purchase, sorry to look at the timeshare of people in the room on this side, but we’re not talking about a hard sell or a pitch.
We’re talking about influencing the purchase decision through providing consultative, through a consultative approach of education and getting people comfortable with their purchase decision, which again, we’ll learn more on. All right, so why is that important? 45% of our transactions are from buyers who inquired outside of Thailand. So you can see that almost 50% of our consumers, their initial inquiry starts from outside of Thailand.
And a lot of those people don’t know what they want, right? They don’t know Thailand, they don’t know the market, they don’t know what area. They don’t know the process, they don’t know the ownership, they don’t know the laws. They don’t know what they don’t know.
Right? They’re unconsciously. Unconscious. They have no idea.
So it’s our job to educate them, to consult them and sell to them, right? So if you’re not taking this approach, then you’re leaving a lot of money on the table and you’re losing a lot of clients, which we’ll see in a couple of examples that I’m going to show. It’s not your customer’s job to remember you. It’s your obligation and responsibility to make sure they don’t forget you, right? And this is really true because the market is so competitive.
There’s so many agents out there. So if you’re taking orders when the client needs a consultive selling approach, then again you’re leaving a lot on the table and you’re not being remembered. And likely you’re not getting a response from the customer and that’s the main reason.
So how do you do that? That’s what we’re going to talk about now. Any questions so far? So far so good. So number one is you call, which means that you consult, right? It doesn’t matter where the customer is, doesn’t matter what their experience are, doesn’t matter what the qualification is.
The best agents in our company always pick up the phone and they call. And if you don’t do that, you’re going against somebody like me or Paul or Joe or Fred, who pick up the phone right away and call, right? So speaking with the client positions you to a build rapport, which makes it harder for them to ignore you. If they’ve never spoken to me and I send a shitty email to them, it’s very easy to ignore me.
I’m just some guy in Thailand, right, that they have no relationship with. So it allows you to build rapport. It gives you a better understanding of their requirements.
So if you’re able to get them on the phone, you can make better recommendations for them because you’re able to speak to them and build a relationship and really understand their needs versus wants, which is another group training session that we have. It allows you to demonstrate your market knowledge. And if you’re able to do that, that people don’t want to speak to seven or eight different agents.
They want to speak to somebody that is knowledgeable, that is professional, and that often if you’re able to demonstrate that in your first call, they’re going to stop looking and contacting other agents. And it also allows you to determine the next steps, which is incredibly important for time management. If you’re able to speak to this customer, then you’re able in time when you get a little bit more experience to help prioritize where you spend your time, energy and effort.
Number two is response or no response. So if you make the first call and they don’t pick up, you call and you keep calling, right? But regardless of whether you have a response or not, it doesn’t matter. The next part is to sell.
It’s your job. We have to remember that. And it seems like a simple thing to say, but it’s the sales team’s job to sell, right? We have to sell.
We’re not order takers, right. Throwing out a couple of property recommendations and saying, hey, are you interested? That is not selling you’re an order taker, right? We need salespeople in this business. So number two is sell.
So based on the information that you have in hand, whether that’s a phone call where you’ve been able to get more details, or whether it’s the consumer profile and the property requirements that you’ve been provided from the customer support team, then what are the best available projects and units right. Based on what they’re looking for and the sense that you have in terms of what their requirements are, what are the best units for them, why are they the best units? Right? And why did you specifically recommend these units? So you can see that it’s a combination of things. To do this really well, you’ve got to know the supply, you’ve got to know your projects, you’ve got to know your units.
And then the more you know your customer, the more you’re able to blend those together to get better results. This is something that takes a lot of time. Send a well structured, articulate, detailed selections of properties by email, and this should take anywhere from 30 minutes to an hour to create.
If every email that you send or every message you construct that is one of your first interactions with your customers doesn’t take you an hour to do, you’re doing it wrong. Right? I remember when I would write emails to my customers, I would change the words that I was using, I would change the tone. And it was that approach and level of detail that allowed me to stand out and be memorable.
Right? You want to be somebody that has a good encounter and provides value, and that’s memorable. Number three, call again. So once you’ve done that, walk through your recommendations, answer questions, or speak to the customer for the first time, right? Be remembered.
It’s important. And it’s this cyclical approach in terms of call, message. Provide emails, provide recommendations, personalize it, tell them why, explain it, call again.
Walk them through it. Right. Be a person that they know, that they feel an obligation to respond to, because you’re building a relationship with them, which is, again, the difference between taking orders and the difference between selling.
And number four, continuously create value. So it comes back to, again, the definition of selling is value creation. So how do we continuously create value? There’s multiple approaches here, but we have to be persistent, right? Sometimes buying real estate in Thailand isn’t people’s top priority, right.
And that they’re not ready to buy right now. But as long as we’re persistent through value creation versus being annoying. Being annoying is, are you ready? Hey, you ready? What about now? You want to buy now, right? That doesn’t work, right.
And no one is going to respond to you, right? I wouldn’t respond to you. Right. So you have to be the agent that you would want to work with.
So when it comes to continuously creating value, sales don’t happen by sending one or two messages. And you’ll see from the case studies that we have here, yes, they actually do sometimes, but the vast majority of them don’t. Right.
Clients respond to you when you’ve captured their attention and interest through your personality and market knowledge, right? And generally that’s on a phone call. Right. And part of our hiring requirements is to make sure that the people that we bring into this office have the ability to build rapport, have the ability to are naturally just inquisitive in people people.
And that’s the approach. So clients respond to people that they know and that have provided value. Clients come to Thailand when you have consulted them on available property options, ownership options in the purchase process, not just fired across a couple of listings.
That’s really incredibly important, sending a couple of know the website’s there. They can look on the website, right? If you’re just firing across a couple of recommendations and not personalizing, why specifically you are recommending these properties based on what they’re interested in, then again, you’re not going to have the conversions that you need to be successful in this business. And last but not least, clients get to the buying process when you’ve created trust and you’ve provided them with properties that satisfy their needs and their wants, and you’ve structured a transaction that works for their capital requirements and their timelines.
Right. So it’s a journey, right. And like I said, it doesn’t happen through one or two messages.
If you take this approach and the client goes non responsive, that’s absolutely fine, right. Like I said, buying real estate might not be at the top of everyone’s priority in Thailand all of the time, right? You get busy, you’ve got family dramas, you’ve got work problems, and that it gets pushed to the bottom of the pile. But if you take this approach, then what will happen is when the consumer is ready, they’re going to remember the approach that you’ve taken, right, and that you’ve already stood out through your initial approach.
Don’t follow up with are you ready? Emails. Don’t be average. Remain persistent.
Through value creation, you will be the person they want to contact and put in the effort to maximize your conversion. It takes work, it takes time. Right? And you’ll see this in the following two approaches.
So let’s look at a case study number one, which is a very average approach, and this is real. I’ve taken the agent’s name out, but this is actually a really good agent in our business. And they do business, but this is an incredibly average approach.
So the first email to the customer, right? It’s average. I’m sure you’ve all sent emails like this. I used to send emails like this.
Incredibly average. Hey, I’m Brennan. Right? Pretty basic.
Here’s the property that you inquired about on our website. Here’s the cam fees that you can see by looking at our website. And the only value that has been provided is the properties facing east.
Does the client want an east facing property? Right? Maybe they don’t want an east facing property. Right. So you can see that this is a very generic, very standard email that doesn’t stand out to anybody.
There’s a couple of things that are okay in here, but really, I tried to reach out you through line. I hope that was a phone call, right? If you just sent one line message and then sent a very average email, what do you guys think? Do you think the customer responded to this email? Would you? I wouldn’t. And then what happens is a series of second emails, hey, you get my last email, like, I’m still here, don’t hesitate to contact me.
Right? Delete again, I’m still here. Right? Are you interested? I haven’t heard back from you. Why hasn’t this person heard back from them? They’ve added no value.
They have no idea who this person is. Right. There’s absolutely no reason for this client to respond.
And then what happened is the client was marked as lost and that’s the end of the process. Isn’t that sad? That’s sad for me, right? Like there was a lot of effort by the whole company to generate this client. Right.
I’m happy to report customer Support called that person and they’re coming this month. Right. And they just didn’t respond to this agent because they didn’t add any value.
They weren’t selling. Right. That’s not a reflection of an agent that is treating this like it’s their only customer.
You know what, that’s the reflection of an agent that’s super busy, that’s just trying to get the low hanging fruit. Right? That’s an order taker. So that’s average, right? At best, that’s an average.
And I think at best is probably the right approach on that. Right. They never spoke to the client.
There’s zero personalization. Right. There’s no background on their self.
There’s no value creation. And what that equals is absolutely no reason to respond. Right.
And is this selling? The answer to me is absolutely not. This is not selling. Right? This is order taking.
Selling is personalizing. It right. Talking about who you are, how long you’ve been in Thailand, what your approach with your clients are? I’m working with 50 active buyers with similar requirements to yours.
Right. And that I actually specialize in whatever it is you’re looking for. And I’ve been able to help all of my clients find great properties in this project.
Now, as I haven’t been able to get a hold of you on the phone, I’ve made some recommendations of other units in that project that I’ve seen personally and I think are exceptional. And I’ve listed those below with the reasons why I think they’re exceptional properties. Right.
Value creation. I see you’re looking to buy off plan. I’ve also included an article that references the pros and cons of buying off plan and the information that you should know before you decide to make that decision.
Right. Value creation. Right.
I send that email and I call. I call every day until he picks up. Right.
There’s a difference between selling and order taking. So case study number two is a memorable agent. And this is a clear example.
One question, please. When the client is not picking up right. What case do you think is the right way to keep on following up and then not forget to disturb? We don’t want them to feel like in 1 hour, call three times.
Great question. So we’ll have a whole other workshop on that, right? Because that’s a big question. So the question was for those tuning in, is how frequently do you follow up with somebody before you drive them crazy? Right.
And the easiest answer to that question is, there’s a different approach to type A customer and type C customer, right. The customer that might retire in Thailand in three years from now versus the client that has plans to come or is in Thailand already. Right.
So there’s a different metric of following up. But if you follow up after you’ve provided value and value creation, then you’re doing your job. If you follow up just for the sake of following up because you sent through the listing that they already sent to us, right.
I’d be angry at you as well. Who are you? Why are you calling me so often? Right, well, I’m calling you because I sent you an incredible email that took me 2 hours to write. I’m exaggerating now an hour to 30 minutes to write, right.
And I put a lot of effort into it and I’m an expert in the market and you need to listen to me. That’s why I’m calling you so much. Right.
So two different approaches, but we’ll have an entire workshop on that because that’s a really important point. Anything else? So this is important and this case study is a perfect example of it’s not about having the right opportunities, it’s about handling the opportunities. Right.
So anybody who’s seen it’s an old sales movie, glenn Gary, glenn Ross, if you haven’t seen it, maybe it’s dating myself, but it’s one of the best sales movies I’ve ever seen. It’s like Al Pacino. It’s not a boring sales movie.
It’s proper. I might send around a clip after this. It’s a little bit edgy, but it’s people complaining about leads, right? I want the good leads.
Everybody wants the good leads. Right. It’s not about whether the leads are good or whether the leads are bad.
It’s how you work the leads. Right? And this is very, very true in this case because nobody wanted this lead. Right.
So the background of this customer is that they’re a UK national living in Hong Kong. They inquired in June. They had no plans to visit.
They regularly come to Bangkok. The property profile, the client is an investor. They’re looking at multiple markets, looking for investment.
250,000 to good budget. Right? Good client, good investor. The service background is that it had gone to an agent and the agent marked it as unresponsive.
Right. Probably took the same approach that we just saw. Right.
There’s no reason to respond. This is not a good client as far as they were concerned. And there was a general frustration that the client was overseas with no firm’s plans to travel, and they’re interested in multiple markets.
So we’re going to follow the same four steps that I just spoke about, right? And we’re going to see what the results were for this versus the first case study. So step one was call. So this agent called three times in the first day, right? And twice through the landline and once through WhatsApp? And you can see here that there was a call answered where they had an eleven minute discovery call, an eleven minute consultation call.
And that’s probably about the right time. If you’re on the phone with somebody for 30 minutes, then you’re spending too much time, right? Sometimes it’s hard and you’ve got a nice old lady talking about her granddaughter and their dogs and stuff. But at the end of the day, you need to get what you need and get off the call, right? So that’s the right amount of time.
And on that phone call, it’s Rapport building. So it’s small talk. It’s talk about the agent’s background, it’s talk about their experience in the market.
It’s consultation on the process and the current market conditions and the discovery call to get an understanding about how well they know Thailand. When did they come, where do they stay, what do they do, what do they like, what don’t they like? Right? That discovery call dictates where your pitch goes, right? If you don’t have that discovery call, then as good as the qualification is from the support team, you can still make great recommendations. But you’ve now built Rapport.
You’ve built that. You’re a real person to this guy now, right? And that just starts the process and enters into the sales funnel very efficiently. So number two is the sell.
So you can see here’s a very detailed email and I’m not going to read through the whole thing for you, but I’ve broken it down. And even though there is a spelling mistake, I’ll forgive that. But you can see that the approach of this is structured.
They’re establishing themselves as the market expert. They’re referencing his needs and wants, right? Based on the conversation that they’ve had personalizing the recommendations. So when we spoke Roy, you mentioned that you wanted this, right? That’s why I recommended this.
Not only does it have this, but it has this other thing that you want as well, right? And then referencing his needs and wants with every recommendation, this stands out. This stands out. On top of already having a great consultation call, this email is continued to talk about some other recommendations from other markets that the agent would have gotten from speaking to other agents.
And step three was call again. So you can see here, let me know your initial thoughts on these and I will give you a call next week either way. But if you want more details, recommendation, or alternatives, feel free to email me back.
So again, he’s taking control. He’s setting up what’s going to happen next. He’s dictating that, hey, listen, expect my call.
I’m going to call you next week. Step Four value Creation so when it comes back to the concept of sales, don’t happen in one or two emails or one or two messages. This exchange took place over a period of weeks and months.
And that there’s other things that we can be doing to take a consultive approach and educate the consumer in terms of other related purchase categories that are relevant to what they’re trying to accomplish, right? So you can see here steps to purchase an off plan property legal due diligence when buying off plan guaranteed rental terms explained. Agent buyer fees. What are the transfer fees? Who pays them? If you’re not using the FazWaz help center that has all of these articles and videos of all of us talking about it, to help your clients understand the process, then you’re not using the tools that are available to you.
So this was a memorable agent because they demonstrated market knowledge. They built a relationship with the client, they personalized their approach. They consulted them on available options that were actually great properties.
So that person, as you’ll see on the next slide, went on to buy two of the properties that this agent recommended, one in Bangkok and one in Phuket. They provided them with the relevant educational information and they were always available to speak to them. Right? So the outcome, the clients had no plans to come.
When they inquired in July, it was just a general inquiry from multiple markets. That was an investor. The client became responsive once the agent established a connection with Roy, the client, and provided value.
Right? This positioned the agent to understand the client’s requirements in greater details, facilitating more accurate, interesting recommendations. Two calls and three emails later, the client booked a trip to Bangkok in early August. Right? So when a client has no plans to come, they might have no plans to come because they don’t understand the market, they don’t know an agent to work with, and they don’t know what properties to buy.
Right. If you’re in sales and you sell, you can create the urgency and the interest to come. And that’s exactly what happened here.
Right. Roy came in August. The client left seven days without purchasing a unit.
After leaving Bangkok, the buyer asked lots of questions about occupancy rates, relative price per square meter values. The work just started right after the viewing. A lot of the time, that’s when the work starts.
Another seven days of consultation and value creation. Roy put down a deposit on an off plan unit in Bangkok. Seven months later, they bought a property in Phuket.
Right? So there’s a totally different example between an order taker and taking an approach of just I received your email. My name’s Brennan. Let me know what you want right.
Versus, I received your email. I’m the best agent in the market. This is how I demonstrate it.
This is why you should work with me. Here’s some great right. And I’m going to call you.
Right. Totally different approaches. So what did it take to get that done? It took work, right? Late night calls, long emails, weekend viewings.
Did it take a property expert? No. This agent who sold it is relatively new. Right.
Knew little about the market. Did it take a great salesperson, really? No. Right.
There was no hard sell. There was no, hey, this is the last unit, take it or leave it. Right.
It took someone to give the right answers, information, confidence, consistency, and follow up and communicating and ultimately the right recommendations. Right. This is the definition of consultive.
Selling sales are contingent upon the attitude of the salesperson, not the attitude of the prospect. Right. And I think that’s the perfect it’s all right, that’s fine.
That’s the perfect approach. Right. It’s not how good the leads are or if this person’s responsive.
It’s what you do. Right. It’s the value that you create.
So coming back to the very first slide, right, and wrapping things up, what am I saying? Should I prioritize all these clients the same regardless of when they’re coming? No, the answer is you shouldn’t prioritize them all the same, but you definitely should treat them all the same. Right. Don’t prejudge who’s coming and who’s not coming.
Right? And take that from somebody who has a lot of experience selling and thought he had all the answers. Right. Learn from our mistakes.
And that’s my obligation to speak to everybody in this room and share my experiences. Don’t prejudge who is serious and who is not. And treat every single customer like they’re your only customer.
Right. And that’s know, you see the success that Fred had last quarter in terms of his lead to deal percentage. That was on, know, a healthy amount of clients.
Right. Having too many clients forces us to take the forgettable agent approach. Right.
The annoying approach. Did you get my email? Hey, you coming, right? I followed up. Hey, Christian.
Jessica Simo. Get off my back. Right? Like I’m sending clients.
Yeah, but you’re not selling. You’re going through the motions. Right.
So you have to treat every client like they’re the only client that you have, and that’s the approach that will help you win overseas buyers. Any questions? That’s it. I did such a good job explaining it.
Yeah, it’s very much focused on sales. Right. Sorry.
I thought I hinted at that. If I didn’t, I apologize. The reason why Boom wanted you guys all to be in the room on the rentals team is to show you a little bit about the difference between the approach when it comes to renting and selling.
Right. And if that scares you, that’s okay. You’re not ready to sell.
Right. One of my questions to the management team in Bangkok was, what dictates whether someone goes from the rentals team to the sales team, what qualities are they showing that allows them or that identifies them as a person that is now ready to sell? Right. And I couldn’t get a really good answer on that.
Right. And I think that we have to get better at understanding the difference between the two sides and that there’s no reason you don’t have to go to sales. Right.
I feel like there’s this elephant in the room that it’s this natural progression. For some, it is. Right.
For me, it was I got good at doing rentals, and I was like, to me, the only difference is the contract that you sign at the end of it. I’ve got to know a little bit more about the laws. I’ve got to know a little bit more about taxes, transfer fees.
I’ve got to know a little bit more about market conditions. Right. When you’re renting a property, it’s not tell me the trends in the real estate industry when it comes to this studio unit for $12,000.
No, they like the studio. It’s got a nice TV and a nice sofa. Right.
Sold. Right. That’s a massive simplification of what it is.
I know it’s hard work, but the sales side is a little bit more technical. Right. And that through joining group training like this that it helps give you guys an understanding of the potential challenges and what you may face if you’re interested in moving to the sales, everything you mentioned there is applicable.
Thank you. Thank you. No, it’s just a loaded question, but you’re right.
That’s exactly what I forgot to mention, is that this isn’t about servicing international clients. We realize that. Right.
This has nothing to do with international clients. The title was just a catchy title to go. Oh, yeah.
International clients are hard to service. Right. This is every single client that you have.
Doesn’t matter where they are. Right. It’s the same approach.
So sales, rentals doesn’t matter. If you take this approach with your clients. You’re going to win a lot more business, you’re going to make a lot more money, and you’re going to have a lot more opportunity within the business.
Can I ask you a question? Yeah. So it’s a really good question. So the question is you prepare for viewings, you try and have all the answers, but it’s impossible to have all of them.
Right. So if you get asked the question and you don’t know the answer, how do you handle it? It’s actually a really easy answer. Right.
You congratulate them on asking a really good question and you’re very upfront and you go, you know what, Eric? That’s a really good question. I actually don’t have that information on me, but I’m going to go away and get that for you and get back to you with that information before the end of the night. How’s that sound? Fine.
Versus bullshitting. Yeah, you’re going to get caught if you bullshit in real estate. It’s such a big purchase, right.
It’s such a big decision where you’re renting, where you’re going to live. Right. What are the camp fees? 3000 baht.
Right. What people buy when you create trust, right. They don’t buy from people that are bullshitters.
Right. And I was never good at bullshitting. Paul taught me how to bullshit.
True story. True story. But when it comes there’s this concept of faking it till you make it to some capacity.
Right. And I think when it comes to if you’re a new agent, hey, Brennan, how long have you been selling real estate for? Yeah. A week.
Oh, shit. Probably don’t want to work with you. Right.
So I think there’s an approach where it’s well, you know, I’m only in my first year of selling real estate. First year. Right.
I’ve got a lot to learn still. But where I lack in experience, I make up in work ethic. Right.
You have to be able to talk. If you can’t talk, you’re not going to do well. You have to be confident.
Right. You’ve got to figure out ways to talk shit without sounding arrogant and cocky. Right.
And I think when you look at some of the best agents in our business, they don’t have these huge personalities. Right. They’re actually quite introverted to some degree.
Right. You look at the two guys in the room who are doing really well and that they’re not the loudest guy. And the guys in the room walking in high five in, screaming at everybody, they just get along with their business and they’re guys that I’d like to buy real estate from.
Right. Nice personalities, confident, articulate, and they don’t come across as bullshitters. And if you guys are, then you’re doing a really good job and you deserve all the money you make.
So the first thing I have learned from the workshop is that we all have our own way to work, basically. And I think it’s nice to have a new approach. So when you change your approach, it makes you work in a new way, fresh way.
It’s like starting over in your work. So basically the main thing I’ve learned today is the way to prioritize clients, which is actually the same for everybody. It’s giving your base to your client, trying to engage sorry, calls more than messages because it leads to better outcomes, especially to get customers attention.
So I think the main thing I can improve in my way to work is to prioritize calling rather than messaging clients. Even though I think I get quite good result with messaging. But I’m sure I can definitely try to make more calls and get maybe more feedback, I mean, more response from my leads and hopefully closing more deals than I am already.
Yeah, it’s very informative, very insightful. I’ve learned a lot, many new things I learned from the session. I like to say thank you to Brendan for giving it’s kind of like a brainstorm, and it’s good to know.
But one thing I really liked about when he said treat your client like they’re the only one you have. It’s a very good approach, and I will do that. Thank you.
I think the most key takeaways from Brennan is that we have to create personal service for the client. And in order to create personal service, we need to ask what are their needs and wants? And then listen to them very carefully. Right.
And then what? After we listen to them, we have to reconfirm. Okay, so you’re talking about this, right? 1234. And then we start giving recommendation according to what you have told me, so on and so forth.
And then we create value on that. And then we have more professional image. Right? And then a rapport can be built right there because he knows that we listen.
When we listen, we gather each and every one of our clients personal needs. And then we kind of breakdown through that create report and then suggest properties, so on and so forth. And then it will be way much smoother.