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From $ilent to $uccessful: Master the Art of Talking Real Estate
It’s not just about what you do—it’s about how you communicate your expertise.
Tim and Julie Harris
October 09, 2024
In partnership with
Good morning, real estate champs! 🏠 As a real estate agent, confidently answering two key questions can make or break your business.
It’s not just about what you do—it’s about how you communicate your expertise.
Today, we’ll show you how to stop being a “secret agent” and master two essential conversations: your elevator pitch and answering the question, “How’s the market?”
We're diving into how to nail these key conversations and make sure you're always the expert in the room. Let's get started!
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MASTERING YOUR ELEVATOR PITCH
Crafting, Honing, and Crushing Your Elevator Pitch
Your elevator pitch is your real estate business in 30 seconds. But it’s not just about a polished line—it’s about delivering a memorable, engaging message that leaves people wanting to know more.
1. Clarity is Key
Instead of just saying, “I’m a real estate agent,” try:
" I help people buy, sell, and invest in real estate with ease.”
This approach not only clarifies what you do but also makes your role valuable and easy to understand.
2. Define Your Value
Why should someone work with you? Be specific. For example:
" I make sure my clients get the best price, without the hassle of endless negotiations."
Show how you solve problems, and you’ll be more memorable.
3. Make It Conversational
Your elevator pitch should never feel rehearsed. Ask questions to engage your listener. Here are four examples:
“What’s been your biggest real estate challenge?”
“What are you most curious about in real estate right now?”
“Have you heard anything surprising about the current market?”
“What’s one thing you’d change about your current home if you could?”
These questions encourage dialogue and allow you to build rapport quickly.
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4. Practice Until It’s Natural
It may sound counterintuitive, but the more you practice, the more natural your pitch will sound. Record yourself, practice with colleagues, and keep refining until it flows easily.
Action Step: Make a habit of practicing with three new people per day—whether you’re at the bank, pharmacy, or picking up your kids from school. Use every opportunity to fine-tune your delivery.
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"HOW'S THE MARKET?"
Answering with Confidence
This is the golden question that separates the pros from the amateurs. When someone asks, “How’s the market?”, it’s your chance to shine with a confident, data-driven response.
Here’s a solid response you can adapt for your area:
" The market’s been strong for sellers, especially with home values rising in recent years.”
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Back It Up with Facts
Give specific data to support your response. For example:
Home Prices Are Up: U.S. home values have increased over 40% since 2019, with the national average home value reaching $361,000 in 2024, compared to $248,000 just five years ago. (Source: S&P Global, NerdWallet: Finance smarter & Redfin)
Regional Growth: Cities like Miami and Dallas have seen home prices rise by over 25% since 2020.
Demand Remains Strong: Despite some market fluctuations, the limited inventory and changes in buyer preferences (like remote work) are keeping demand high.
ACTION STEP
Always Know Your Local Market Data
Stay up to date with local real estate trends using these resources:
Your MLS Hotsheet: Regularly check your MLS for new listings and price changes.
ListReports: Get personalized marketing insights to explain local market trends.
Altos Research: Track real-time data on inventory levels and pricing trends.
NewHomeSource: Keep tabs on new construction homes, an often overlooked segment of the market.
By staying current with these resources, you’ll always have the most relevant and accurate information at your fingertips.
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WRAPPING UP
Master These Conversations to Stop Being a “Secret Agent”
By mastering your elevator pitch and confidently answering “How’s the market?”, you’ll stop being a secret agent and become the go-to real estate expert in your circle.
Master these conversations, and you’ll see a boost in referrals, trust, and business opportunities.
TAKE ACTION TODAY
It’s time to make your move. Ready to join Tim and Julie Harris as part of EXP Realty and elevate your real estate career? Visit https://whylibertas.com/harris or text Tim directly at 512-758-0206 to get started.
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AND THAT'S A WRAP!
See you again in your inbox tomorrow morning,
Tim & Julie Harris
Harris Real Estate Daily
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