Hey {{first_name}},
Buyers and sellers are more educated than ever.
They’re browsing forums and consuming content online.
Contacting a lender first to understand their numbers (amen).
Trying to understand the process before making a move.
That’s not a bad thing.
But it does create situations where a prospect comes into the conversation feeling like they already know everything.
That’s why you have to stay one step ahead.
They need to recognize who the expert is.
What I’m seeing
The smoothest transactions usually have one thing in common.
The agent leads the process.
They set the proper expectations up front.
They explain what’s coming next before being asked.
When those things happen, the client feels it.
And when the client feels guided, they trust the process (and you) much more.
But if you fall behind the conversation, it gets harder.
They’ll start piecing together information from a dozen different sources.
That’s when confusion creeps in.
Then doubt follows.
One thing worth remembering
Your client should never feel like they understand the process as well as you do.
Not because they aren’t smart.
But because this is your profession.
You do this every day.
Most buyers and sellers will only do it a handful of times in their life.
Which is why they need your guidance, not just your availability
EJ
— a note from the trenches
**if you want to talk through a scenario, just hit reply
NMLS 1707342