You’re standing in an open house, sweating in a blazer, and someone asks how many HVAC units are in the home. Cue the internal panic.

In this episode, we’re diving into one of the most relatable questions we’ve ever received: How much do I actually need to know about houses to be a good Realtor? Spoiler alert: more than “I’ll find out for you” on repeat, but less than a licensed contractor.

Whether you're brand new or years in, this episode will help you figure out where the gaps are in your knowledge, how to fill them, and what your clients really expect from you.

We share our own early embarrassments (looking at you, open house meltdown), what we’ve learned along the way, and how we approach showing prep, including how much we know before we ever step foot in the door.

We’ll talk about:

• What to say when you don’t know the answer

• The key home systems and materials every Realtor should understand

• How we research and prep for showings and inspections

• The most efficient ways to learn about houses on the job

• What we do and don’t memorize before a showing

• Why attending inspections is better than reading reports

This episode is full of practical advice, permission to not know everything, and a little pep talk to go learn your product. Because you can’t sell what you don’t understand.

Take one hour this week and walk through a vacant home or attend an inspection. Ask questions. Learn what you don’t know. It’ll pay off in client confidence and better service.

Key Quotes/Takeaways

1. “You can’t sell what you don’t understand.” —Katy

2. “It’s not about knowing everything. It’s about knowing where to find the answer.” —Alissa

3. “If you keep saying ‘I’ll find out,’ eventually clients will wonder what exactly you do know.” —Katy

4. “You’re not the inspector, but you are supposed to be an informed professional.” —Alissa

“Knowing your product builds confidence. And confidence builds trust.” —Katy

 

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Music:

Straight A’s by Conner Price

The Good Life by Summer Kennedy