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Hey everybody, how you doing? Kelly Johnson here from the 4X Formula and I’m so excited you’re here today again. Thanks for joining me. I had an epiphany a couple of years ago. I was understanding that what was going on in my relationship with my clients is when things didn’t work out right, when they didn’t get their house sold or, when they didn’t find the right place or whatever… It was based on, actually a lot of times, more often than not, decisions they made. I wasn’t strong enough to basically say to them, “No, you have to do this.” This is the thing, I was trying to be the big man all the time. So what ended up happening is they were looking to me as the guy who could pull it off. So I’m going to talk to you about a new strategy, but first the intro.
Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.
What I learned in the industry is what I call “The We Talk.” The We Talk. Everything that’s going on when you enter into this relationship. These people want to achieve something, right? Do you agree with me on that? So buyer or seller, they want to achieve something. So let’s talk about sellers for a second. So you sit down with them and they’ve now decided to work with you because you’ve won the business. So I’m assuming that we’re at that point now with these people. You could start to use this verbiage and this kind of talk while you’re entering into that or working your way into that or whatever. Even in the first meeting if you want. But my point is when it comes down to making decisions. Making decisions on how they’re going to present the home, when we’re going to launch the listing, when they’re going to get it on the market, what their game plan is after they sell.
And when you sitting down and you’re talking about pricing.. That strategy. I use the word strategy a lot because people think that when they use a strategy that they’re doing something smart. They’re using strategic thinking. They’re not just coming off the cuff, right? We’re analyzing. We’re coming to a place of formulating a really good strategy and when you do that, usually you’re making good decisions if you’re coming with the right strategy, right?
I love the word strategy and I use that a lot, but “The We Talk” is really important, so what they need to understand is that we are all a team. We are all making the decisions on all of this together. I’m one part of the team, a strategic partner if you will, and I’m going to help you with information and I’m going to help you make a great decision. So I’m in your corner and I’m part of the team. We’re a team together.
But guess what, Mr and Mrs. Seller, you’re also on the team and nobody’s on the bench here, right? You’re not sitting on the bench going, “Okay, Kelly, you’re the big man. Make it happen for me. I’m not going to do anything. You just better pull it off man.” Like if that’s the attitude, then there is a no win in that situation because if you don’t pull it off, you’re killing your relationship and you’re never going to get referrals and it’s brutal. But you got to shift a little bit of the responsibility onto the people you’re serving, right? Like how they present the home. Do they have it ready for showings? Are we scheduling appropriately? Are they doing what th
5
55 ratings
Hey everybody, how you doing? Kelly Johnson here from the 4X Formula and I’m so excited you’re here today again. Thanks for joining me. I had an epiphany a couple of years ago. I was understanding that what was going on in my relationship with my clients is when things didn’t work out right, when they didn’t get their house sold or, when they didn’t find the right place or whatever… It was based on, actually a lot of times, more often than not, decisions they made. I wasn’t strong enough to basically say to them, “No, you have to do this.” This is the thing, I was trying to be the big man all the time. So what ended up happening is they were looking to me as the guy who could pull it off. So I’m going to talk to you about a new strategy, but first the intro.
Hi, I’m Kelly Johnson, founder of the 4X formula and the big question is this: How are real estate agents like us able to create a constant stream of commissions and a constant stream of leads while enjoying life without wasting big budgets on branding, without working crazy hours, without worrying where the next deal’s coming from in today’s real estate market. This podcast is here to reveal the answers.
What I learned in the industry is what I call “The We Talk.” The We Talk. Everything that’s going on when you enter into this relationship. These people want to achieve something, right? Do you agree with me on that? So buyer or seller, they want to achieve something. So let’s talk about sellers for a second. So you sit down with them and they’ve now decided to work with you because you’ve won the business. So I’m assuming that we’re at that point now with these people. You could start to use this verbiage and this kind of talk while you’re entering into that or working your way into that or whatever. Even in the first meeting if you want. But my point is when it comes down to making decisions. Making decisions on how they’re going to present the home, when we’re going to launch the listing, when they’re going to get it on the market, what their game plan is after they sell.
And when you sitting down and you’re talking about pricing.. That strategy. I use the word strategy a lot because people think that when they use a strategy that they’re doing something smart. They’re using strategic thinking. They’re not just coming off the cuff, right? We’re analyzing. We’re coming to a place of formulating a really good strategy and when you do that, usually you’re making good decisions if you’re coming with the right strategy, right?
I love the word strategy and I use that a lot, but “The We Talk” is really important, so what they need to understand is that we are all a team. We are all making the decisions on all of this together. I’m one part of the team, a strategic partner if you will, and I’m going to help you with information and I’m going to help you make a great decision. So I’m in your corner and I’m part of the team. We’re a team together.
But guess what, Mr and Mrs. Seller, you’re also on the team and nobody’s on the bench here, right? You’re not sitting on the bench going, “Okay, Kelly, you’re the big man. Make it happen for me. I’m not going to do anything. You just better pull it off man.” Like if that’s the attitude, then there is a no win in that situation because if you don’t pull it off, you’re killing your relationship and you’re never going to get referrals and it’s brutal. But you got to shift a little bit of the responsibility onto the people you’re serving, right? Like how they present the home. Do they have it ready for showings? Are we scheduling appropriately? Are they doing what th