S#3 Ep#6 - I Got Offered 4% Instead Of 3% Before We Ever Brought A Buyer. Here Is Why.

So Nate, do I got you on? So let's get started with relationships.

So what is the importance of relationships in the way that we speak about it? Let's do it from three positions.

Let me pull up my notes here.

Where did they go? So we're looking at it from on-site sales staff, developers, and then clients.

As people know, I believe very strongly that relationships are the foundation of all your relationships, of everything you do, especially in business, right? That relationship with on-site sales staff, relationship with developers, relationship with developers are amazing.

And obviously, your relationship with your clients is what makes you the money long-term.

The thing that I think a lot of a lot of agents sort of get anxiety behind is there are people out here who tell you that you have to build relationships with onsite sales staff under a false premise.

Like they don't, people don't know what to say when they go into an onsite, when they go into a sales center, when a sales rep asks you, hey, you know, do you have somebody right now? So they get coached, you know, in what I believe is bad advice to say, yeah, I have somebody.

I just want to get more information for them.

To me, that's the worst thing you can say if you walk into a sales center and you don't have anyone.

The worst thing you can do if you're building a relationship is to build a relationship under a false premise, to lie on the foundation.

There's nothing good that comes from lying when you're starting a relationship.

And most on-site salespeople understand that you're coming in to get information.

Like you don't know if you have somebody for them or not.

So the best thing you can say, even if you have people that are looking in that area is, hey, I'm not sure or I don't right now, but I want to know what buyers are working would work well with this project.

I want to learn more about the development so that I can make sure I'm bringing the right types of buyers here.

You know, one of the easiest ways to do that is just say just that.

You don't have to give them all this bravado, all the other stuff.

You just want to make sure you're building a relationship with this person so that they know, hey, I may have somebody, I may not, but I want to know more about the project to be able to see if this project works.

And that foundational piece is just you building that relationship.

Hey, how you doing? Because from there, this isn't just a super formal relationship, right? You're going to learn more about them, how long they've been in the business, how long they've been with this developer, why they like this project, all of that stuff.

And all of those things go into building a meaningful long-term relationship with that on-site salesperson.

Because the next part of that is when they go to the next project, you want to be one of those people that they call when they get to their next project, which is how you get the inside scoop on a lot of that stuff.

And one of the things that we talk about a lot, and you kind of covered it, but one of the things you never want to do as you're building a relationship with the onsite staff and your clients, never make the first time you meet the onsite rep the time you're taking the client there.

Make sure you get to know them first.