What challenges are new teams facing when it comes to handling leads? What are agents getting wrong when they reach out to FSBOs? Why is education so necessary for FSBOs? On this episode, we are joined by Tom Miller, who shares on building a team on professionalism and client service, and recruiting the right people.

Never make them wrong, the client isn’t wrong to sell their home, it’s their house so they can do what they want. -Tom Miller

Takeaways + Tactics

Your 1st year in real estate can actually be easier than your 2nd year because you lost the novelty factor.

The people you’re talking to NOW are the people who are going to make a move in the fall.

With FSBO’s you have Educate educate educate on how homes are valued./span>


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Manage Expectations

At the start of the show, Tom shared on his background in banking and how that led to working in residential real estate. Next, he shared on what he looks for in the agents he hires, and the struggle many new teams face when their marketing starts working and leads start flowing in. Towards the end of the show, Tom talked about the importance of managing expectations, and the best strategies for FSBOs.

We also shared insights on;

  • Why the most successful teams have fewer lead ten pillars
  • Building an appraisal contingency plan into the paperwork
  • The conundrum of hiring new people

Know Who You Are Working With

When it comes to recruitment and working with people, you need to figure out two important things. Do they want to do the work, and can they do it? For FSBOs, remember to never make the client wrong, because this will make them less willing to work with you. Instead, educate them and improve their understanding. Lead with serving and add real value to the process for you to be the one who gets that listing.

Guest Bio

Tom works shoulder to shoulder with his clients, their lender and other professionals. He strives to make buying and selling homes as fun and rewarding as possible while achieving the greatest results for his clients. To get in touch email tom@dsmhomes.com.

This content brought to you by Real Estate Uncensored, a sales and marketing training podcast, that gives you actionable ideas, insight, inspiration to turn your real estate career into a life of freedom, featuring co-hosts Greg McDaniel and Matt Johnson.