In today’s real estate market, many deals are being held up by listing agents who are scared to lose their clients. They know the price the seller is asking is too high, but they can’t tell them because they might get fired.

As the buyer’s agent, you can use this to your advantage, move the deal forward, and negotiate a lower price. The best part: the listing agent will love you because you’re saying what they’re too afraid to tell their seller.

Instead of letting deals hang in the balance, you can influence the listing agent and communicate the reality of the market to sellers.

In this episode, I share a negotiation hack that will help you get more deals across the finish line.

"A good real estate agent can communicate with the seller and give them the reality of where the market is, while remaining in rapport and maintaining trust." -Greg Harrelson

Things You’ll Learn In This Episode

• The market is changing Inventory is the highest it’s been in 12 months and we’re getting closer to a neutral market. How do we prepare for this?
• Be the messenger of the market Listing agents aren’t having the important conversations with their clients because they are afraid to get fired. How do we get around this?
• Think like the listing agent In this current market, what’s on the mind of listing agents and how can we help them?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

In the aftermath of the NAR settlement, a lot of agents are panicking about and struggling with one area of the transaction: negotiation.

There are a lot of agents who are worried that these new rules of compensation could be the reason the deal doesn’t work out. Reality isn’t that dramatic. We’ve dealt with deals falling apart over money before, and it’s not the end of the world. If we were able to negotiate our way through that before the settlement, we can do that now.

In today’s episode, I delve into essential post-NAR negotiation strategies that can help you maximize success after closing the deal.

When the buyer and seller don’t come to terms, you walk away and find another property. That was true before, and it still holds true after the NAR settlement. -Greg Harrelson

Things You’ll Learn In This Episode

-The truth about the compensation conversation

Many agents are afraid of being the reason the deal doesn’t work out. Is this fear warranted?

-Don’t let emotion steer you wrong in the negotiation

The settlement has changed a few things about how we do business, but is some of the panic unnecessary?

-Keep calm and lead the market by example

Are some of the agent reactions being driven by ego and ignorance? How do we make them see reason?

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 20 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

When it comes to online leads, everyone’s got an opinion, and most of them aren’t good. Many agents will tell you that online leads are dead - that they aren’t responsive or engaged, so what’s the point?

Well, here’s the truth about those so-called dead leads - they are just dead to you. Those so called disengaged and unresponsive leads do respond…just not to you.

There’s no such thing as a completely new lead. Every single lead is someone else’s old lead, and your old, neglected leads are going to be someone else’s new lead.

This means we’re quitting on leads too early, and that we need to get better at staying in touch and nurturing those people.

What are some of the other realities of online leads agents miss? In this episode, I share my thoughts on leads, based on generating 400,000 in my own business.

Want To Level Up Your Production? (and live anywhere in the Carolinas)

Check out www.gregharrelsoncareers.com

Learn more about Infusionsoft for real estate: http://www.realestatesalessolutions.com/

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!