← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 861: Why Your Buyers Think You’re Worth $0 (Here’s Your Fix)
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If all you do is unlock doors, a $50 a month app will replace you. And the scary part is it's already happening to some agents. Buyers are opting out of representation, going direct to the listing agent, or sometimes even downloading a tool to show them homes. The problem is that some agents are not adapting fast enough. If your value proposition access and you don't have one. But here are five services that make buyers say, I pay for this. In some cases I may pay double and they'll mean it. That's the difference. I've been doing this for 22 years. Normal market, down market, luxury market, normal first time home buyers, relocation investors, you name it. And the agents I've watched lose ground to discount platforms all have the same problem. And you're going to watch a lot of discount platforms come out with all this AI software and jumping into the middle between us and the consumer. There's a lot being made in there and not a lot of it will last. Problem. They're competing on the same thing. Discount platforms attack. These agents just access homes. There's no talk about negotiation. There's no talk about being there through the whole process and being that advisor. Now both of those things can be commoditized that we're talking about, which is let me send you the properties and then let me go show you the property. Right? We're not door opener. What I'm about to walk you through levels you up. Before your buyer ever steps foot into a home, you hand them a neighborhood data packet. Not a Zillow printout, a real document document covering appreciation trends for that specific area, prime data broken down by category, walkability score and a snapshot of what's sold in the last 90 days and what's actually been sitting. So they can compare pricing well versus maybe overpriced. Now you do this for every neighborhood that they're actually looking in. And you do it before they fall in love with anything. That timing matters because it's more than just data. It's the presentation, it's the feeling. It's going above what other agents do. When a buyer falls in love with a home first and sees the data second, the data doesn't move them. It doesn't function the same way. When they see the data first, then they feel like they can make clear decisions. In fact, we've been in situations before where I did it the reverse. And then they come back and say, tristan, why didn't you tell me first? I really liked it. Now you know, it's almost like I failed Them this way they can make a more clear decision. You stop being the person who just schedules tours. You become the analyst, and that's a key word there, the analyst they trust before the emotional part of this whole process even begins. The second service is a real school district analysis, not a great schools rating. Not, yeah, that area has great schools. A breakdown of exact district boundaries, either school pathways from elementary all the way through high school enrollment processes and trends, any redistricting that's happened recently or is pending. All of this information is stuff they're looking for for their kids, if they' got kids, and for buyers that actually have kids. This is the service that gets you the referrals that sometimes never happen. For some of you, they're talking to other parents, like when they go and take a look at a certain area, you better believe they're looking at schools and they're talking to other people. Some other people would be like, where'd you get that information? That's great. I didn't even know that my job in this case would be go to the schools. I mean, you live there. Get that data from the schools and update it every year and have it in packets. Now when you present, it's a whole different ball game. People talk. And this part is really important because they'll understand all those details, especially if they're in sports and they need to figure out, how does the sports system work here for my kid to be able to get in there and all of a sudden you get other people calling you. Here's where most agents stop resolid services. Feels like enough. It isn't, because the next two are the ones that eliminate commission objections entirely. Service three is commute mapping, and I mean real commute mapping. You run the actual drive at the actual time. Your buyer would be commuting Tuesday morning, 7:45am from that driveway to their office. Thursday, 5:30pm on the way home. Now, Sunday afternoo, Google Maps screenshot. No, no, none of that. You document it. You present it visually, you walk them through it before they go under contract. Because guess what? Discovering a brutal commute after you're two weeks into escrow or under contract is one of the top three causes. Buyers have remorse and that's not good. Like Tristan, you should have told me that before. But if you're ahead of this, you prevent it before it ever becomes a problem. That's not a nice touch. That's the job. Service 4 protects the deal and protects your buy at the same time. Insurance, pre shopping. And you know how big Insurance is. Right now, you may be in one of those states where insurance has gone through the roof. It has in our state. So before your buyer makes an offer, you call two or three insurance agents and get estimates and quotes about that specific property. And if you want to do it because your broker doesn't allow it or any of this, then have somebody else do it for you or let them know who they need to reach out to. And, you know, in California, in Florida, in Texas, in any market touched by wildfire, hurricanes, flood, hail, you know, all that, that insurance has become a deal killer. And I didn't see that coming when I first started in this business. And at that point, if they love a property and they're kind of all in and then this comes up, it's too late. I watched transactions collapse the 11th hour because a quote came back at three times what the buyer expected and they couldn't absorb it. You surface that risk early, before the offer, before the emotional investment is fully kicked in, and you look like the only professional in the room. I'm telling you. Because that's what people tell me. Tell me, Tristan. Thank you. I didn't even think of that. Just on the commute. One, too. The fifth service is the one that keeps paying you after the closing table, post close, concierge list. And I don't just up on the concierge list. Obviously, you've heard me on these before. It's a little bit more intense. But let's go with that one personally vetted list of contractors, handyman, electricians, plumbers, painters, and landscapers that you stand behind. Not a Yelp search. Not. Here are some people I've heard of, people other people have heard of. No, no. It's people you've either hired or people your past clients have used and you've vetted. That is a big difference. You hand this at closing. Six months later, when their neighbor asks who they used for their bathroom remodel, your buyer doesn't say, I found someone online. They say, my agent gave me a list at closing. That referral costs you nothing. And it came from a transaction you already closed. The agent who builds all five of these things isn't compet with Zillow, not directly. And this agent isn't really competing with the listing agent. Pitching a discount isn't even in the same conversation. They're in a whole different category. And buyers in that category don't negotiate your commission. They thank you for it. Pick one of these five today. Not. Not this week. Not all five. Right. Just one for this today. Build the template, map the process. Figure out how you'll deliver it. Start with the one that fits your market. Do it for your next buyer. And you know what, probably do a test run with AI. Have AI create a buyer templ template and say, hey, I want to create one of these. Pick one. Let's build this out. What does this look like? And I'm sure if you start with the school one that would probably be a big impact for a lot of people. You can have AI give you the phone numbers and the packets or the websites for all the schools. You, you either do it or your admin does it reach out to them. Give me the latest packet so I have it ready to give out one service fully built before your next consultation. This is your daily real estate. I'm Tristan Almada. Build the practice that earns what you charge. I'll talk to you tomorrow. And share this with somebody you think may need Sam.