Latest / Stop Chasing Start Attracting with Robyn Cavallaro / 💫How to Show a Home Like an Expert and Instantly Build Buyer Trust

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💫How to Show a Home Like an Expert and Instantly Build Buyer Trust · Stop Chasing Start Attracting with Robyn Cavallaro

• 0:00
  SPEAKER_00: Most real estate agents walk into showing a home and act like a door opener and they point at all the pretty stuff and let the buyers make their own decision.
• 0:09
  SPEAKER_00: Well, I'm telling you, that's the old playbook.
• 0:12
  SPEAKER_00: In the new playbook, you have to be a consultant.
• 0:16
  SPEAKER_00: You are not just selling a home, you are consulting your buyer so they can make the best buying decision possible.
• 0:22
  SPEAKER_00: And today we're going to go over that.
• 0:24
  SPEAKER_00: How to properly show a home and what to point out, and most of you I know have already done this hundreds of times, but I'm telling you, you need to be more assertive when you're setting up your showings, how to pick out the homes, and once you open that door, how to proceed.
• 0:43
  SPEAKER_00: So today, in this episode of Stop Chasing, Start Attracting, we are going to go over all of that because this is a show where realtors come to build your brand, become an authority, which you will learn that partly today, and reinvent your life in real estate.
• 0:58
  SPEAKER_00: My name is Robin Cavallero.
• 1:00
  SPEAKER_00: I am a realtor in Florida.
• 1:01
  SPEAKER_00: I built my business by becoming that specialist, that go-to to guide buyers into making smart buying decisions.
• 1:10
  SPEAKER_00: And now I'm handing you a new page for your new playbook because you threw that old real estate playbook out the door.
• 1:18
  SPEAKER_00: It's a new world and you're going to start to live it.
• 1:21
  SPEAKER_00: So I promise at the end, you need to stick with me.
• 1:24
  SPEAKER_00: I'm going to go through my process of looking for homes, or actually starting the consultation process, going through homes to show, booking the appointments, and the things that I look for when I get into the property with my sellers and get into the property with my buyers.
• 1:46
  SPEAKER_00: So let's get into it.
• 1:47
  SPEAKER_00: And I will tell you, there have been times when I've walked into a property and I say, This house is a dump.
• 1:56
  SPEAKER_00: We're leaving.
• 1:57
  SPEAKER_00: This is not worth it.
• 1:59
  SPEAKER_00: Blah, blah, blah.
• 2:00
  SPEAKER_00: Whatever else I say.
• 2:02
  SPEAKER_00: You have to build that authority.
• 2:05
  SPEAKER_00: Your buyers will love you for it.
• 2:07
  SPEAKER_00: Because remember, you are working for the buyer at that point in time.
• 2:11
  SPEAKER_00: So I start off with, I call it a plan, a relocation planning call because people are coming into my market that do not live here.
• 2:20
  SPEAKER_00: But I have them set up a planning call, which you should start to get into the habit of a checklist of things that you go through with your buyers so you can best serve them.
• 2:32
  SPEAKER_00: So we start off with, and because my community is so large, I try to get them to hone in on an area.
• 2:39
  SPEAKER_00: We get into a price point, maybe a specific style of home, and then we start to look for those homes within those parameters.
• 2:49
  SPEAKER_00: Price point, location, style.
• 2:51
  SPEAKER_00: And then I start to look through them.
• 2:53
  SPEAKER_00: Now, in my market, it's and yours is the same.
• 2:57
  SPEAKER_00: It's all give and take.
• 2:59
  SPEAKER_00: Because I get a lot of, hey, you know, I want to spend 400,000 and I want a view and I want a pool and I want it updated and I don't want anybody in my back, blah, blah, blah.
• 3:09
  SPEAKER_00: And they go through this long laundry list of everything they want.
• 3:12
  SPEAKER_00: And that's great.
• 3:13
  SPEAKER_00: They should have that.
• 3:15
  SPEAKER_00: But they have to be realistic with their price point, and you are the one that's going to guide them and tell them that's not realistic.
• 3:24
  SPEAKER_00: How you choose to deliver it is up to you.
• 3:27
  SPEAKER_00: I work humor and personal stories into everything.
• 3:31
  SPEAKER_00: So when I get that phone call and we go through that process, and I hear that same comment, I want to pool for 400,000, which is not happening in my market.
• 3:41
  SPEAKER_00: I tell them, yeah, those things are great, but you know what?
• 3:44
  SPEAKER_00: I want to go out with Brad Pitt.
• 3:46
  SPEAKER_00: And right about now, I have a better shot of him calling me in the next half an hour to ask me out to dinner this evening than you ever will find in that house in the villages, Florida.
• 3:57
  SPEAKER_00: And I laugh because it is funny, and I'm not scolding them, but I have to shock them into reality that this isn't what you're going to find.
• 4:09
  SPEAKER_00: So we start to build.
• 4:23
  SPEAKER_00: So we start to build our list, and I need to go in through how to book everything, but it's showing day.
• 4:32
  SPEAKER_00: We enter the first home, I open the door, and first I smell.
• 4:39
  SPEAKER_00: Do I smell pet or do I smell smoke?
• 4:43
  SPEAKER_00: Because sometimes I smell both, or I smell a lot of air freshener.
• 4:47
  SPEAKER_00: But I check for odors first.
• 4:49
  SPEAKER_00: Especially, I mean, I do it if I'm with the people, but I still sell a lot of homes sight unseen.
• 4:55
  SPEAKER_00: So I have to make sure that when we go through those homes, that if they're not there, that I'm picking up any odors.
• 5:02
  SPEAKER_00: That's important.
• 5:03
  SPEAKER_00: And then we start.
• 5:04
  SPEAKER_00: We I look at the floor.
• 5:06
  SPEAKER_00: What's the condition of the floor?
• 5:08
  SPEAKER_00: Is it bumped?
• 5:09
  SPEAKER_00: Is it old pergola or excuse me, is it old um pergo, old laminate?
• 5:16
  SPEAKER_00: Sometimes that'll start to bubble because there's too much water on it.
• 5:20
  SPEAKER_00: I look at condition and I point it out.
• 5:22
  SPEAKER_00: I point out all of the negative things that I can find.
• 5:26
  SPEAKER_00: I look underneath the sink.
• 5:28
  SPEAKER_00: Is there any bubbling underneath the sink?
• 5:31
  SPEAKER_00: Could indicate there had been a leak.
• 5:33
  SPEAKER_00: Um, I look up in the ceilings to see if there's any discoloration.
• 5:38
  SPEAKER_00: Our return vents for the air conditioning are in the roof in the ceiling.
• 5:42
  SPEAKER_00: So I look there to see if I find any dirt coming out.
• 5:46
  SPEAKER_00: I go through the kitchen, I open up the refrigerator, I open up all the cabinets, I open the oven door, because that'll tell you how someone treats a home, what the interior of those things look like.
• 5:58
  SPEAKER_00: And if it's nice, neat and organized, you can expect a nice, neat, and organized home.
• 6:03
  SPEAKER_00: And believe me, this is hugely important because your customers are entrusting you.
• 6:09
  SPEAKER_00: You are their expert.
• 6:11
  SPEAKER_00: You are the one who's going to guide them through this process.
• 6:13
  SPEAKER_00: So you have to guide them.
• 6:15
  SPEAKER_00: I look at the baseboards.
• 6:17
  SPEAKER_00: Are they clean?
• 6:18
  SPEAKER_00: The windowsills, are they clean?
• 6:21
  SPEAKER_00: I look for fogging in the windows.
• 6:23
  SPEAKER_00: I look at the window treatments.
• 6:25
  SPEAKER_00: Are they broken?
• 6:26
  SPEAKER_00: Do they work?
• 6:27
  SPEAKER_00: Pointing out all of the negative things.
• 6:30
  SPEAKER_00: What needs to be renovated?
• 6:32
  SPEAKER_00: And I have a mental idea of costs, so we can talk about that.
• 6:38
  SPEAKER_00: So, for example, if you walk into a home that's not pristine, which many of them are not, and your customer goes through, wow, this needs kitchen countertops.
• 6:49
  SPEAKER_00: You know, I think I like granite or quartz.
• 6:51
  SPEAKER_00: Okay, based on my experience, countertops are gonna cost X amount of dollars.
• 6:57
  SPEAKER_00: Flooring, based on this size, X amount of dollars.
• 7:01
  SPEAKER_00: You need to know these cold, you need to provide that value.
• 7:05
  SPEAKER_00: And it's not hard to figure those things out.
• 7:09
  SPEAKER_00: Um, closets are a mess where there's not a lot of storage space, that's huge in my market.
• 7:15
  SPEAKER_00: I tell them closet organizers will quadruple the amount of space you have in that closet and the garage.
• 7:23
  SPEAKER_00: I actually do have a video coming out because I'm going to a big fat garage makeover.
• 7:29
  SPEAKER_00: Utilize your garage space for storage.
• 7:32
  SPEAKER_00: You know, if you properly organize it like you would your closets, you can pick up tons of space to store the things that you don't necessarily touch every day in your garage and it doesn't look like a cyclone head like mine did before I had it done.
• 7:49
  SPEAKER_00: So know those costs.
• 7:52
  SPEAKER_00: Because if you know the cost and you walk into a home that's less than pristine and your customers like it, but they might be mentally afraid, oh my God, it's gonna cost me all this money, I don't have contractors, you reassure them, I have a contractor list, the items that we just talked about are gonna cost X amount of dollars.
• 8:10
  SPEAKER_00: But you're gonna be in construction for three, four, five, six months.
• 8:13
  SPEAKER_00: Do you want to do that?
• 8:14
  SPEAKER_00: So what if we took instead of the$30,000 that you're gonna spend on upgrades, why don't we look at a house that's now maybe$30,000,$40,000,$50,000 more?
• 8:23
  SPEAKER_00: Because you may find a property that you can walk right into.
• 8:27
  SPEAKER_00: You have just proved yourself to be an invaluable resource to that buyer, and they will bond to you and you will not lose them, but you have to be the valued resource.
• 8:40
  SPEAKER_00: I cannot stress this enough.
• 8:43
  SPEAKER_00: I did have a customer in my car one day, and uh after the third home, he had said to me, Why do you keep pointing out all the negative things?
• 8:53
  SPEAKER_00: I said to him, Because you can find all the rainbows and unicorns in that house.
• 8:58
  SPEAKER_00: I said, It's up to me to pick out all the things that you're gonna find a month later and not be happy with.
• 9:05
  SPEAKER_00: That's my job.
• 9:06
  SPEAKER_00: My job is to make sure you make a good buying decision.
• 9:09
  SPEAKER_00: And by picking out all the crap, I'm gonna help you later on.
• 9:12
  SPEAKER_00: And they appreciate that.
• 9:14
  SPEAKER_00: Because remember, you get paid a lot of money to be a consultant.
• 9:18
  SPEAKER_00: You're not a salesperson, you are a real estate consultant.
• 9:22
  SPEAKER_00: And as soon as you remember that and start to believe it and put that page in your new playbook, you'll be better off because you will start to attract more and more buyers.
• 9:33
  SPEAKER_00: And you know, I'm buyers first because sellers will follow.
• 9:37
  SPEAKER_00: But you have to go through the home and make sure it works for them.
• 9:42
  SPEAKER_00: Give them the figures.
• 9:44
  SPEAKER_00: You need to be able to, on the spot, find a way to figure out property taxes, let them know about any additional HOA fees if you have them.
• 9:54
  SPEAKER_00: We have an amenity fee.
• 9:56
  SPEAKER_00: Any fees associated with making that purchase, you need to know so they know what their total expenses are because they don't want to wake up in the middle of the night after they've gone under contract stressing.
• 10:07
  SPEAKER_00: Oh my gosh, is that gonna kill me?
• 10:10
  SPEAKER_00: My budget's gonna be blown by the cost of this home when I get done with taxes and insurance and all those things.
• 10:16
  SPEAKER_00: You need to know that so you can be a valuable resource when it comes to showing a property.
• 10:24
  SPEAKER_00: So, I what I want you to do moving forward is I want you to become the resource when it comes to showing your buyers' properties.
• 10:33
  SPEAKER_00: Put up a checklist, say we're gonna go over all of these things during the home buying process, and I want you to check them off.
• 10:42
  SPEAKER_00: I actually put together a book and I will link it down below.
• 10:47
  SPEAKER_00: It's a guide that I came up with, put it together in Canva, and I will give that to my buyers when they get in the car, and it has a place for them to record all the information about the home.
• 11:00
  SPEAKER_00: There's a blank page on the side that they can staple the listing to.
• 11:04
  SPEAKER_00: Dig deeper into the journal.
• 11:07
  SPEAKER_00: That's why I call it a home buying journal, and then there's lists for them to put how much renovations are approximately going to cost.
• 11:15
  SPEAKER_00: Everything they need to make a smart buying decision is in that journal.
• 11:19
  SPEAKER_00: And now I have proved myself to be that valuable resource, and they are going to come back to me and refer to me.
• 11:30
  SPEAKER_00: So there you have it.
• 11:32
  SPEAKER_00: How to be a home showing expert.
• 11:35
  SPEAKER_00: Thank you for joining on me on this episode of Stop Chasing, Start Attracting.
• 11:40
  SPEAKER_00: Make sure you give this show a like and a review.
• 11:42
  SPEAKER_00: I would appreciate it.
• 11:44
  SPEAKER_00: And check out that journal.
• 11:45
  SPEAKER_00: You can take it and copy it for your own, but I do have the template that's available for purchase.
• 11:51
  SPEAKER_00: So send me an email if you're interested in learning how to do that.
• 11:55
  SPEAKER_00: My name is Robin Cavallero.
• 11:57
  SPEAKER_00: Thank you so much for joining me on this episode, and I will see you next time.