Three of the Showing SuperPower Commandments
I am your host, Zach Hammer—Founder of Real Estate Growth Hackers. Welcome to The Real Estate Growth Hackers Show Episode 029 – Three of the Showing SuperPower Commandments.
Today’s featured guest is Roseann Galvan, she is a realtor and the author of the book Showing SuperPower.
In this episode, Roseann shares three commandments that you can use to make a property and its assets stand out and resonate with prospective buyers.
Here is a rundown on everything we talked about today:
1st Commandment: Thou Shalt Not Lead Tours
The concept of touring a monument where the tour guide points and you nod is the same concept when people buy their house. That dynamic needs to change because we want to rethink that the person on the tour, which is your buyers and your prospects, is the authority because they know how they want to live and what space they’re looking for.
You want to shift that all back to engaging with them. Let them talk about what are they looking for. You’re doing your homework, but you’re going to let them be the ones to answer everything because they are the ones who ultimately know what they want.
2nd Commandment: Thou Shalt Not Use Scripts
We need to do some myth-busting, there’s a myth out there that says that there’s this book of scripts in every situation. That you will have every answer, the perfect words, the perfect response for every opportunity in the real estate business. No, this doesn’t exist because it’s not a cookie-cutter situation.
People are different and have different needs and to meet that you need to be focused, present, and give them your full attention to make a connection with them and have their trust.
Other topics we covered on the show:
- How did Roseann’s book Showing Superpowers came about? [01:49.24]
- Some forage and archetypes to be successful in Real Estate. [08:01.11]
- The idea of listening more than talking. [14:37.95]
- Roseann’s recommendations to get started in creating authentic conversations. [23:09:14]
- The 3rd Commandment: Thou Shalt Engage All Five of the Prospect’s Senses. [28:43:62]
Do You Want to Stay Connected with Roseann Galvan?
Please check out their social profiles below.
- LinkedIn Profile: https://www.linkedin.com/in/roseann-galvan-6a627a1b8/
We Have Resources for You!
Also, Roseann mentioned these items on the show. You can find that on: Showing SuperPower by Roseann Galvan
[00:00:00] Thou shalt not use scripts. Go ahead and dive into that would for me
[00:00:05] leads right into, from what you were just talking about. Letting them talk. There is a myth out there. We need to do some myth-busting today on real estate growth hackers. And that is, we need to bust this myth wide open that there exists this book of scripts.
[00:00:22] Like in every situation you will have every answer, the perfect words, the perfect response, or every opportunity in the real estate business. Now it doesn’t exist because there’s no cookie, it’s not a cookie cutter. The people are different. They’re in different areas of, you know, different parts of their life.
[00:00:42] They’re looking for different things. They have different personalities. Like you said, one person may look at a home and say, oh, and the other ones, ah, you know, this is exactly what I was looking for. Okay. You want to be in the moment, be asking those questions. As you mentioned, listening to what they say.
[00:01:02] And the only way to do that is by being focused, being present and being 100%, giving them your full attention.
[00:01:09] You are listening to the Real Estate Griwth Hackers Show.
[00:01:14] Welcome to the real estate growth hackers show. On today’s episode, we’re going to be talking with Roseanne about showing superpowers. So let’s go ahead and dive right into that.
[00:01:23] So today I’ve got Roseanne Galvin with me. She is the author of showing superpower, the real estate agents guide to creating bespoke property presentations, faster commissions and lifelong clients. So I’m excited to dive in and talk with you today. We’re going to be talking about three of the showing superpowers that you cover in your book.
[00:01:41] So you know, Go through and get the rest of them. But but yeah, let’s, let’s dive in. Tell me a little bit Roseann about about your history. How did, how did this book come about? Why did you write it? And what led up to ultimately the creation of of this book?
[00:01:55] Sure. Zach, you know my history goes back as far as it could possibly go back.
[00:02:01] And that is to the very, very beginning. I was actually born into a real estate family. My parents are immigrants. And when you don’t have a lot, one of the reasons why I’m so bullish about real estate is you can start with very low barrier to entry. Right? So they came in and they had to hit the ground running and make a life for themselves and they found real estate.
[00:02:21] And it’s been a good, a great marriage for them between themselves and also between them and real estate. And like you and I, they also had five kids, they are in the five kids club. And when you do that.
[00:02:35] You know, there’s not a lot of us in this. They put us to work, right.
[00:02:39] So. Early on. We learned about cleaning rentals and that wasn’t very fun. And I wasn’t really into that. I thought it would like painting and painting can be very boring. But the one part I gravitated towards really early on was answering the phone. You know, this was back in the day before you had your phone with you all the time.
[00:03:01] There was a phone that actually rang, not all of our listeners will understand that, but a phone rang and you can get it answered. Right. And if they were out showing properties for rent or for sale. Nobody could answer the phone. So early on, I learned how to take a good message, be cordial on the phone. And then that moved up to I did many years at leasing.
[00:03:21] So I worked in leasing and I loved the showing part. Just the idea of getting to know people, getting to know a property, figuring out where those two things meet and what is appealing about a specific property to that specific buyer. So that was always my go-to, you know, all through college at grad school, you know, that was always the way to make some money on the side.
[00:03:43] It was a leasing and like a lot of people I think that are born into any business, no matter whether it’s real estate or, you know, there are peanut farmers, you want to do anything but. So I was determined I was going to get out. So I did and pursued an education in communications. I have a master’s degree in communications and I went to work initially in radio, which I loved.
[00:04:10] But I realized early on that wasn’t gonna pay the bills if I want to have five kids. So I started working in training and I’ve worked with a lot of sales teams and presentations, communications, that sort of thing. And I’ve always loved. I love sales. I love sales. I love sales people. And whether they’re selling Pepsi or computers, the sales exchange is very similar.
[00:04:33] The components are the same, right. So I thought, okay, this is great. And in the meantime because I had a lot of context in the real estate industry, I would do some training just on the side. But I always love that. Right. So I love everything about homes. And in the same time, one of my weird passions was checking out homes. I was the permanent looky-loo right.
[00:04:57] I don’t even know if that’s all that weird. Right. I feel like that’s pretty common. I mean, shoot, there’s an open house. People love just going to check those out. Right?
[00:05:04] Yeah absolutely. It was probably a little bit weird. Cause I started. And not a lot of my 19 year old friends were doing that, but I did between 19 and 29.
[00:05:13] I was determined to see, I lived at this little neighborhood. I was determined to every home in that neighborhood. And I would literally be like, oh, I hope they sell soon because I need to get in there, you know, a little bit obsessive. But in the meantime, because I would go to all these open houses, I would see.
[00:05:29] Oh, so many misselling opportunities. Go in and they’re super cordial and they’re great. And they have such beautiful materials and all that. And they hand me those over so proudly and take a look around, let me know if you have any questions.
[00:05:43] Wa wa wa so that was like, okay, there needs to be something here. So in the meantime, you know, I just sort of always had it in my head. I would work with some real estate groups. Always have really good traction with that. And kept on kind of doing that and do that. And then COVID hits. Right. And I have five kids in my home. Whoa.
[00:06:08] So it’s time to put all of this in writing, which is what I did. A lot of it comes from stuff that my dad frankly taught me, you know, about really connecting people in properties. So that’s where I just decided, okay, I’m going to put it all out there, put it in a book. I made an ebook and audio and just put it there because.
[00:06:28] I want it, therefore not only people who I think can benefit from it, but also for my kids who, you know, believe it or not, a couple of them are interested in real estate. Right. So great. Right. Put it out there. And I just, I feel like there’s a great there’s because there’s no barrier to entry. I feel like this is a career for so many different types of people.
[00:06:49] And unfortunately, there’s this idea out there that you have to be, you know, a supermodel and you have to be super extroverted and all of these things to be selling sunset comes to mind. Right. Well, beautiful, great. That’s lovely to watch, but the reality is most people want to make their biggest buying decisions.
[00:07:08] With someone who listens to them, right. Who’s somebody who can relate to them. Who’s someone who they’re not embarrassed to say, Hey, here’s my budget. You know, it may not be the million cares. Right. But we want I want to empower people to be able to. Bring their best self out so they can connect with their prospects in the long run and, and be in the game for the long, you know, the churn rate is so sad.
[00:07:31] People go into the business with, you know, oh, I’m going to get the perfect, I’m going to sign on with the company that promises me the world. And it’s, they’ve got a formula it’s add water and just keep going. It doesn’t work that way as you know, sack, right? You don’t get real estate. You don’t hack your real estate growth by doing what everybody else does.
[00:07:50] And. Sort of this pervasive myth that there’s a formula and there’s not, you know, there’s not a formula to people like they’re also different.
[00:08:01] That’s exactly it, man. That’s one of the, that’s one of the biggest things that I like to talk to people about too, is, is the reality of there is nearly an infinite number of ways to be successful in real estate, right?
[00:08:12] There’s a, there’s a fit for every personality. Yeah. One of the, one of the concepts that I talk about as the forage and archetypes, where people actually, you know, you could, you could group marketing activities and in a different buckets from, you know, networking to prospecting, to you know, the traditional, like a lead capture sort of design to what I would more so called marketing, which is more like education and, and getting information out there where you’re attracting people to you.
[00:08:36] But and then like everything fits into. But the reality is that you don’t have to do all of that. Right. And, and you can, you can mix and match and you can figure out what fits for you. And, and a lot of people tend to lean toward one or another, but now they might use a small mix of the other ones that maybe are less their less their strengths.
[00:08:54] But but yeah, no. So I’m completely with you. I think, I think one of the biggest. One of the big myths in this industry is that there is an exact right way or is there, there is a best way to do it most of the time. It’s really a matter of like, who are you? What’s your strength, what’s your personality and, and lean into that and leverage the assets that you have.
[00:09:13] You know, you mentioned people have this perception of like you have to be the supermodel or you have to be extroverted. It’s like, sure. If you’re extroverted and if you have a super bottle, use your assets, right. Like use what you got. Exactly. But for every person that is successful, kind of in that vein, there is another person who.
[00:09:31] You know, behind the computer and just following up relentlessly via phone and email and whatnot, to make sure that they’re getting in contact with people. And and then there’s the person that’s pretty much only ever just out at networking events or meeting the, the, the parents at the soccer game or that sort of thing in terms of how they’re fighting people say I’m completely with you.
[00:09:50] I love that idea. So in that vein, Let’s talk about about these commandments that you got in your book. Right. And let’s let’s talk about how people you know, can leverage what you’ve learned that has worked for you and what you’ve seen and, and some of these opportunities, especially when it comes to a showing and, and, and the super powers there.
[00:10:08] So we’re going to be diving into three commandments today. Let’s let, yeah, let’s go ahead and kick it off. So the first one that you’ve told me is thou shalt not lead tours. Okay. So T tell me about that. What does, what does that mean? And then let’s dive into it.
[00:10:21] Okay. So Zach, you toured the country and you’ve probably gone to some monument, right?
[00:10:27] And you’ve had a tour guide. Think of that dynamic, right. You’re walking along and you’re following the tour guide, the tour guides in the front and you’re behind. And you might have a little bit of side conversation with your family, but in general, the tour guide is doing all of the talking and you are doing the gawking, right.
[00:10:47] You’re looking at ohhh, and you might remember some odd they sell you some sort of a fun fact. Then you’re going to remember the fun facts, but in general, the action is happening at the front. And it’s all driven by the tour guide. Right. And you are a passive observer and they’re doing what I like to say is what you’re doing right now, which is the point and nod.
[00:11:09] Like they point and you nod, so, oh, you know, this, the, you know, this home is an open concept. Okay. And in the primary bathroom, we’ve got this lovely marble tub. I have a little side conversation, but you’re kind of, you’re kind of hushed because that person is the tour guide and they’re kind of the know all, end all, be all right.
[00:11:31] They are the authority and you are less than that. And that is a dynamic that needs to change because what we want to do is rethink that. The person who is on the tour, your buyers, your prospects, they are the authority because they know how they live or how they want to live and what the space that they’re looking for contains.
[00:11:56] So you want to shift that all back to you’re engaging them. Let them talk about what are they looking for in the living room at some of this is stuff you do ahead of time. You’re doing your homework, but you’re going to let them be the one that they have, all the answers, they know what they’re looking for.
[00:12:14] It’s for you to draw out of them and you to be the one. Okay. All right. Taking some notes because you’re going to look for that property that was going to fit that for them, or if they’re, you know, when you’re on the tour, listen to what they say, what the comments. And I actually encourage people write down exactly the words that they use.
[00:12:34] You know, if they call the, you know, the entryway, the foyer, you are going to call that the foyer you’re not going, you know, use their terms, right. Everything is related to them. They’re in charge. You’re not pointing and not, you’re getting them to interact with the space as well. You want them to touch, you can say to them.
[00:12:52] Go ahead and run your hand across that quartz countertop nice and smooth. You getting them to interact with the space by pointing by you taking up space, say, oh, think about how your couch will look in this living room all along this wall. Ooh. We’re met doing what I call the mental movement.
[00:13:10] And that is, we’re starting to think, as I’m saying, we, the buyer is starting to think of their couch in that living room. Now they’re trying it out right now they’re the ones in charge so that they have to visualize what life will be in this particular property. And the way you do that is by engaging them, having them take the lead, you’re just there to accompany them.
[00:13:34] You’re the backup singers. They are the lead singers.
[00:13:37] Right. One of the ways that I like to, that I like to talk about how, how people can, you know sort of analyze what they’re doing on their own and, and see if they’re going down that vein is, you know, how many statements are you saying versus how many questions are you asking?
[00:13:52] Right. Because if you’re asking questions, you’re expecting a response and you’re expecting engagement. Right. But if you’re just saying a statement, then just like you said, it’s right. You know, here is this thing. Oh, Okay. And the, or here is this thing. Okay. Okay. But where, whereas when you ask a question and you say, Hey, You know, this is a fairly open, you know, open concept, open living room.
[00:14:12] Is that something that you’re, that you’re wanting? Is that, is that a, is that a feature that you guys were looking for? Now you get the opportunity to get that interaction and actually bring them up with you where you get the information that you need to help connect them to the home that they ultimately want.
[00:14:27] So, yeah, I think that’s just that, that simple act of, of switching from statements to questions as much as possible. It’s one of the easiest ways, like I know we often hear people talk about the idea that you should be listening more than you’re talking and, and in these sorts of interactions. But it can be hard to necessarily.
[00:14:45] Just do that to just figure out, well, how do I listen more? And so by switching to, you know, actually asking more questions, then you’re able to, to really change that dynamic and make it that you’re doing more of the of the, of the listening rather than the talking. Because if you ask a question, the next step is to stop and listen, right?
[00:15:03] And then you could keep asking questions based on what they say in order to keep the conversation.
[00:15:07] I liked the way Zach, that you mentioned questions because questions require listening. It’s one thing to ask questions, but it’s another thing to take the time and to listen to the answers and even taking the next step forward, really using your superpower.
[00:15:26] Take some notes. It’s perfectly okay to say, Hey Andrew, I just want to make sure I capture things you don’t have. Oh, stop. Right. Everything we’re over. But if somebody brings up you know, the proximity to a dog park three times that isn’t, and that is a selling, that was a key selling feature for you. So you just want a dog park on your notes.
[00:15:44] So, you know, and it goes back to you using their terms, how they call it and you know, different rooms, whatever the. You want to talk in their terms. So if you’re asking questions, you’re ahead of the game and then finish it by listening to the answers and doing something with that information specifically, using it to present the property in their terms.
[00:16:04] And part of what’s. So, so important about this to me. We, we come into everything with our own biases, right? Like, like you have your preferences, I have my preferences and there isn’t necessarily a good or bad about that. Somebody else may love something that you think is horrible and would never want at all.
[00:16:22] And it can be really hard if all we’re doing is we’re talking about, oh, like, look at this horrible thing. But if they’re, if they’re like, oh, I actually really liked that. Like now, now you’ve lost, you’ve lost rapport. And you’ve you know, lost the opportunity. Like. Yeah. They’re they’re either not gonna want to work with you or it’s going to be awkward because they, they want the thing and they feel like you’re not gonna be able to get it to them because you’re judging them for it or whatever.
[00:16:43] Right. And so even, even aside from that extreme example, it can be really hard to, to know, are you presenting. What somebody really wants and what they really need. And unless you do that, work of asking questions and getting that engagement, right, you want to, you want to be able to have the empathy, to put yourself in their shoes, to know what, what makes a good home for them.
[00:17:03] What is what makes a good property for them based on their own needs. And that the only way you get there is by asking and listening way more than talking. Right? So it’s a it’s a, it’s a, it’s a simple shift that you can make. But the more that you. You know, the, the better able to connect them to the properties, but here’s the other thing that people miss?
[00:17:21] I think it’s man, I’m going to, I’m going to forget, we’re going to forget who said it, but one of the easiest ways to be more interesting to people where, where people gravitate towards. Is is to be interested in other people, right? Get people talking about themselves, about their family, about their job, about their kids, about their life.
[00:17:40] And the craziest thing happens where they actually find you more interesting. It builds a rapport with you and attracts them to you, even though all you’re doing is listening to them. Right? So it’s, it’s both for the practical reason of you got to understand what they need in the property, but there’s also this reason.
[00:17:58] Helping them to trust you as a, as a sales person who can help them. It’s a lot easier if if you’re, if you’re asking questions to learn more about them and their needs, right,
[00:18:05] exactly. It’s the basics of re re rapport building rapport, for sure.
[00:18:09] I think that might’ve been Dale Carnegie that said that, but
[00:18:12] that sounds right. That sounds right. Yeah, absolutely.
[00:18:17] You’re right on the money with that.
[00:18:19] Perfect. Perfect. Okay, cool. So that, that encapsulates our idea then of thou shalt not lead tours. Okay. So that’s a, that’s our first commandment let’s let’s go to our next one. Thou shalt not use scripts. Go ahead and dive into that one for me.
[00:18:32] Leads right into, from what you were just talking about, which is letting them talk.
[00:18:38] There is a myth out there. We need to do some myth-busting today on real estate growth hackers. And that is, we need to bust this myth wide open that there exist this book of scripts, like in every situation you will have every answer, the perfect words, the perfect response for every opportunity in the real estate business.
[00:18:58] No, it doesn’t exist because it’s not a cookie cutter situation. The people are different. They’re in different areas, different parts of their life. They’re looking for different things. They have different personalities and it’s like you said, you’re one person may look at a home and say, oh, and the other ones, ahhh, you know, this is exactly what I was looking for.
[00:19:20] Great. Okay. You want to be in the moment be asking those questions, as you mentioned, listening to what they say. And the only way to do that is by being focused, being present and being 100%, giving them your full attention. If you have a script, what happens? You’re in your head? You know, it’s kind of goes back to the tour thing, right?
[00:19:42] You’ve been on a tour where you thought, oh wow, this person has done this tour 8 million times, you know, on your left, you know, whether you’re going to Disney world, they are obviously reading a script. People pick up on that. That’s a very different dynamic than a conversation. And you want to be having selling conversations when you’re showing property, you’re asking questions, they’re giving you responses. You’re listening.
[00:20:06] You are not doing the role play that, you know, XYZ real estate company says, come work with us. We’ve got all the answers, you know, we’re going to train you. So you will be the amazing selling machine. No, that doesn’t work, you know, save your time and money. You’re going to be studying a lot of your money on being trained a certain way.
[00:20:26] And guess what? There are a lot of other people that are trained in a certain way and they train the personality out of you. The other thing to think about is, the entire universe, they’re not your prospective clients, right? The people that are going to be easy for you to work with, and you’re going to be most effective with are the people who resonate with your true personality, not, Hey, you know, hi, I’m putting on my real estate persona today.
[00:20:53] You want to be. And the other thing that happens is as you know, when you’re dealing with people, when you’re dealing with properties, lots of things can happen. Right. And they’re not all accounted for in scripts. So if you don’t have, you know, the dog just started, you know, it’s chasing the cat around them, whatever, if you don’t react to that because you’re staying in your script mode and this was not on the script.
[00:21:14] You’re never going to build rapport. You’re not going to connect with these prospects and you want them to trust you. And the way to trust you is by doing what we said, asking questions, listening to their responses, making that connection. And that’s not going to come from a formula. That’s going to come from you.
[00:21:32] Now, I’m not saying, education is really important. You want to know the market. You want to know the property, all of those things you’re doing that. We’re assuming that. But the myth we’re breaking is that it’s one size fits all, but this approach that there can be the I have the formula, the formula doesn’t exist because every situation is different and every group of prospects is dramatically different.
[00:21:56] Yeah. And I think, I think that’s key. Right? So the idea, the idea that there is a script where it’s like, these are the words, and if you say the words, you get these tail, right? Like that, that idea just isn’t is it ever the case? Right. But I think, I think there is, I think there is a. For scripts for some of these dialogues, at least if you understand the purpose, which is, these are the kinds of words that might be useful, right?
[00:22:20] Where you think through scenarios and, and you’re, you are, you’re, you’re, you’re doing the role play. Not because you expect it to go exactly a certain way, but you’re doing the role-play. The practice that habit of, you know, okay. They responded this way. Do I, am I, am I aware of a good question to follow up with?
[00:22:36] Am I practicing the skill of, of diving deeper? So like there, there, there is some use there, especially. You know, for somebody who’s brand new, right. To, to have some ideas of like, oh, here’s some ways that these sales conversations sometimes go. But I think the key is exactly, like you said, it’s not by any means.
[00:22:54] You can’t, you can’t follow it. Like it is literally a script. Like you’re not playing out the part in the movie at a TV show. You’re not just reading your lines. If you do it that way, it’s always going to fall on deaf ears. Right. It’s not going to work out. I mean, in that same vein, Do you have a way that you’d recommend that somebody gets up and running that like they, that, that they, they could start to learn how to do this dialogue.
[00:23:16] And maybe somebody is brand new to sales and they’re not used to having these questions. And, and that’s why they’re falling back on scripts. Right. Do you have, do you have advice for somebody like that, of what you would do to get started.
[00:23:26] Well, first of all, the more you can get out there, the better, right? So volunteer, just say, Hey, I’ll help you out with your, your, you know, somebody else in your office, your top producer, let you know, I will, I will put the signs out for you.
[00:23:37] I will come to so being in their orbit and seeing how they respond. Now, you want to remember, don’t pretend it’s another one of the commandments now. Covet. I think it’s number seven thou shall not covet diet top producers style, because that also is kind of the same thing where new agents come in and the broker says, okay you know, this guy is doing a really good job.
[00:23:59] Just hang out with him and do what he’s doing. Right. And he has some sort of signature, you know, happy dance or whatever it is he does. And all of a sudden you’re doing the happy day and it’s just like, oh, you dress like him. You act like, no, that’s not. It’s always a good idea. Just the more and more you’re in those selling opportunities.
[00:24:18] Great. How bout of the open house, listen to the conversations. Notice what people talk about, notice what they gravitate towards. Absolutely. Also, you know, you’ll become that looky-loo, that goes to all the other, see other, you know, see how other agents who may not even be in your office, how they show properties, see how, you know, what those sort of situations.
[00:24:37] It’s an Anon real estate notice. You know, when you go to you know, buy clothes, how do they, what’s the dynamic, the sales exchange is very similar and we’re going to have some specifics that are industry specific, but as far as the, the building rapport and asking questions and following. All those things are very, very similar in every different field.
[00:24:59] It’s just how we pull that back to us and, and notice, you know, kind of how you like to be sell sold to that sort of works with you then. You can, can. Replicate that what I am a braid of. And I have unfortunately seen and heard is that literally all, you know, when you say this, I say this, however, like you said, there are certain words and I believe in, you know, showing selling words for sure words itself, absolutely there, but those are individual words and those are things to pick out and right.
[00:25:32] You use them, how you feel comfortable because that’s going to make your prospects feel comfortable. That’s the name of the game I’m comfortable with you trusting you and you want them to feel like they can express both their positive feelings and their negative feelings, because what you don’t want is somebody who feels like, wow, you’re perfect.
[00:25:50] And I’m just going to be. Oh, I love it. Okay, great. But you know, they get in the car like, oh, Hey, to that place, you know, we don’t want that. Right. You want them to feel comfortable with you so they can express their, you know, because then you can move on. You don’t have to show them 30 properties. You guys can both get to the end property.
[00:26:06] That’s perfect for them faster. If they’re comfortable saying what they like and what they don’t.
[00:26:11] Right. Yeah, absolutely. And, you know, to the, to the vein of like being able to speak in a way that you’re comfortable with act in a way that you’re comfortable with one of the things that I’ve done in the past is, is I’ve I’ve, I’ve had.
[00:26:24] Well in various parts of my you know, career put together like webinars, right? Where, where they’re, you know, they, they have a way of talking through a topic, ultimately trying to lead towards some sort of sale. Right. And that is much less of an interactive sort of sales process than what we’re talking about here.
[00:26:38] But one of the things that, that still rings true on that is that there, there are a lot of different people who teach how to do webinars. And so there’s kind of, there’s these, there’s these different models for how you might do a webinar. Right. And what I’ve found. Is that what matters most for the success of somebody being able to do that kind of a sales presentation.
[00:26:56] It’s so much more about if they’re comfortable with the process, rather than any one of those methods being better than the other. Right. If, if you’re confident doing it in this way, that’s going to work much better for you than if you try and do it the way that somebody else is saying, Hey, this is better or whatever.
[00:27:10] Right. It’s, it’s way more about, you know, what, what do you bring to the table? Are you confident in that process? Do you feel good in that exchange? Because if you’re, if you’re using somebody else’s tactics and they don’t feel right for you. You may not even realize it. You may be saying the exact words.
[00:27:26] You may be trying to say them the exact way. It doesn’t work for you because there’s like the subconscious thing that comes across and sabotages that process where you detect it, the other person detects it and something goes weird. Right. So it’s, it has to be definitely that, that you’re, that you’re engaging.
[00:27:44] Who you actually are and being authentic there. Cause if, if not, it’s it’s gonna fall apart. And yeah, so that, yeah, I love that. We got, we got a bonus, a commandment in there.
[00:27:53] Exactly. Yeah.
[00:27:55] Awesome. Awesome.
[00:27:55] That one is free.
[00:27:56] And that makes sense. I mean, it makes sense that they kind of go together, right. Thou shall not use scripts.
[00:28:02] And and it is kind of a similar idea to, you know, they’ll shout, not covet somebody else’s tactics or whatever. Right. It’s very similar..
[00:28:10] And it
[00:28:11] goes back to what you talked about earlier, and that is, you may be good at a certain aspect of all of this and then great, you know, work that perfect. You’re the networker go for it.
[00:28:21] Right? However, everybody has. Master the show because ultimately all roads lead to showing the property, which is why this is so key that, you know, I feel like there’s so many people who do really well at another aspect, but when you actually have your prospect at the property, you need to make the connection.
[00:28:41] And that’s what we’re focusing on.
[00:28:42] Yeah. Perfect.
[00:28:43] Perfect. And, and that actually, that, that leads next, really great into our next commandment that we’re going to talk about, which is Thou shalt engage all five of the prospect’s senses. Right. So we’re talking about nailing that showing I think, I think I’m guessing based on how, how this sounds, that you’ve heard.
[00:29:00] Some hints along the road about this concept about engaging the census. So why don’t you dive into that a little bit more? How do we, how do we leverage this? How do we engage the census?
[00:29:08] We want our showings to be interactive, right? So we’re, we’re, we’re asking questions and we’re also giving directions.
[00:29:15] So as soon as we open the door, we say, oh, you know, just turn to your left. Okay. So automatically we’re saying we’re going to, we’re going to guide them. They’re there. The. Ultimately in charge, but we’re going to give them some directions or, you know, go ahead and, and, you know, feel how smooth this countertop is.
[00:29:31] The quartz, countertop, whatever, you know, mixing the materials, let them engage their senses because you want to give them a little taste of what life is going to be for them in that property, which is why you do that. What we talked about earlier, the mental movement. So you say, think about how your couch will fit right along this.
[00:29:48] Now they’re thinking their couch as opposed to what a lot of people do, which is, oh my gosh, isn’t this a stage so nicely. Isn’t this gorgeous. It’s gorgeous. And we’re oh, wow. Okay. That’s fine. But it’s not a museum. This is going to be someone’s home. They are going to live there. So we want them to think of their furniture there.
[00:30:07] So the way we do that is engage their senses that also helps them stay focused. And that prevents them from thinking, well, what are we having for dinner or shopping? Like, no, we want them in the moment because we want them to remember the property positive or negative. What we don’t want is to have to go back, bring somebody back to the same property three times, and then they say, you know, I actually don’t.
[00:30:29] Right. If you show it to them once and engage their senses, they’re really going to get a taste. And they’re going to be able to test drive this for their life. Does it work? Does it not work? If it doesn’t work, you it’s not a loss for you. You’ve eliminated that. Great. You’re getting one step closer to the ultimate property, which they want to buy.
[00:30:46] Right. So what we’re doing is we’re thinking about. You know, even when we walk into the, the, you know, the kitchen and we think, oh, can’t you just smell that Turkey coming out of that oven. Ooh. You know, so now we’re smelling, even though you’ve just mentioned it and we don’t smell the Turkey, when you mention it, you suggest it.
[00:31:02] It’s the power of suggestion. Now, all of a sudden they’re doing it. So tasting, smelling, you think about, oh, you know, oh, this carpet has such a great path. Think of how nice it will be to get up in the morning and feel that Ooh, and oh, it think of how nice it will be to sit here and have your coffee on this deck, overlooking the redwoods.
[00:31:19] Ooh. All of a sudden we’re putting ourselves in that situation, right? We’re touching things where, you know, I’ll feel this finished on this wall. I’ll feel that the height of the weight of the. Whatever it is, we’re engaging all their senses because we’re getting really focused on the property. And we’re thinking of, they’re thinking of themselves there.
[00:31:39] Does it work for them? Is this the vision that they want? Great. Is it not. Okay. No problem. Eliminate that. Move on. The way we do that is engaging all five of their senses and using sensory words, talking about, oh, smelling, touch this. Go ahead and think of, oh, what wouldn’t tastes great. Oh, can’t you see, you know, this beautiful wood-burning fire.
[00:32:00] Want to be nice to cuddle up with the family and have a warm cup of cocoa in your hand. Now we’re touching the cocoa. We’re tasting the cocoa. We’re engaging them. They’re going to remember that. Yeah, what that living looks like.
[00:32:13] And it’s amazing. I mean, the way the way that our census work in terms of activating memory activating this parts, like how you think and how you perceive things is so powerful.
[00:32:22] One of the things, this is one of those interesting things for me. Growing up because of, because of, you know, what my, what my grandma did. I think she worked for a while for either a company that works with M and M Mars or work directly with them in a Mars. I forget. But anyway, because of that, that connection she got free tickets to Disneyland every year.
[00:32:43] And so our, our whole family, my cousins my cousins and I, and my family and my grandma, we’d all go to Disneyland every year. And so I developed like this. This, this, this really intense memories around just the way that things smelled. And it’s like even today, if, if something smells similar to the way that the, that like, as you were coming into the pirates of the Caribbean and the way that the water smells coming, coming out of that room with like the mixture of the air conditioning and all that, like, I will smell that smell in other places, just for whatever reason where it, like it happens to smell similar and it’s like, I’m instantly taken.
[00:33:22] So the pirates of the Caribbean and all the good memories that I’ve had going to Disneyland with my family. And it’s, it’s simply because of a smell. Right.
[00:33:29] It’s amazing.
[00:33:30] And that kind of power can, can be leveraged for all of this stuff. You know, one of the things that you mentioned as well, that stands out to me.
[00:33:40] You asking the questions toward the beginning, lets you know what census to pull in. Right? If you find out that this is somebody who doesn’t cook very much, maybe as a family, they, they, they order in more often than they cook. Then you’re probably not going to be leveraging the smells of the kitchen.
[00:33:57] You’re going to be talking about, you know, think maybe they entertain more. And so you’re going to say, you know, imagine, imagine a, the, the, the, you know, the, the sound of everybody enjoying this, this nice open area or the, the, you know, sharing a good meal together and, and eating from your favorite places around this, this easy to entertain on island or whatever.
[00:34:15] Right. You’re, you’re going to be adapting. Everything that you just said, based on what you’ve already learned. Cause you’re not leading tours, you’re asking questions. Right. You’re getting that engagement. So you’re going to know what sense is actually makes sense to dive into based on the other, on the other you know, the other research that you’ve done through asking questions and really getting that feedback.
[00:34:35] When you can connect those ideas, that’s where it’s going to really come together and be super powerful. Right. Where you can, you can say, I know what things to really pull in and make real for them. Cause it’s going to matter, right. Where, where you could talk about, you know, you could talk about the idea of having your family come together.
[00:34:52] You can talk about the ideas of entertaining or you could talk about you know, maybe, maybe it’s the sound of a. Of their children and their, and their children and family coming, maybe it’s, you know, grandparents and, and one of the things that matters to them is having a space to bring their family together.
[00:35:06] Right. And so you can bring in all of those realities for people with smell and sound and touch and taste and And bring them all together so that as that they really can feel and live that a, that experience in Intel. Does this feel like a good
[00:35:20] fit for me right now?
[00:35:20] Exactly. And that will be impactful and that will be memorable for them.
[00:35:25] So then when they go home, it’s not, oh, you know which one was, that was that with the one with the yellow kitchen, which can happen. You know, you look at a lot of, so you show somebody a lot of properties. Are they all with. No, if you’ve engaged their senses, they’re going to remember the specific property, because you’ve already built that all those cues in, you know, they will tell you how to sell them.
[00:35:44] You have, you just have to ask and you have to listen. And, and also brings up the last point home that, you know, the same property represents very different things for different prospects. So it’s your job to ask those questions and then translate the property according to them, according to how they want to live.
[00:36:05] Yeah. And I, and what I, what I love about, you know, doing that process through the census is that there’s a, there’s a certain element there where it sidesteps some of the, some of the, sort of the logical questions where people say, I want this thing present, or I want this present, right. Where, where they might, they might say, I need this kind of room, but when you dive in and you actually go through the process of engaging.
[00:36:32] I imagine that there are times where the way that, that home naturally pulls, pulls their ability to experience it through the census, right through, through that, that sort of reality. There might be homes that stand out in ways that they didn’t necessarily expect, because now they’re imagining a future in that home that they, that they weren’t necessarily picturing when they were just listing off their, their lists of requirements.
[00:36:56] Right. Because people aren’t necessarily thinking of all the ways that they’re going to live in the home, but once you actually try. Paint that picture where you listen to what’s important to them and why, and then you connect it to what that experience might actually be in that home. You know, just like you said, it becomes about more than just the yellow kitchen or the blue kitchen.
[00:37:13] It becomes more. What, what are you going to do there? How are you going to live there? And, and that becomes real through the census. If that really, as real, just through, you know, the concept of this feature is here, right? It’s it’s what do you do with it now? Does it engage you
[00:37:26] Exactly. It’s not that, you know, nobody really wants to live in a three bedroom, two bath house.
[00:37:30] They want to live, you know, they, they want to live in a house that has plenty of space for them that has an office. All it’s very different than the, you know, click boxes. Am I ticking very different dynamic.
[00:37:42] Exactly. Perfect. So, yeah, the awesome. So we, yeah, we just dove into three of the of the, the commandments that you have and showing superpowers.
[00:37:49] Are there 10 commandments?
[00:37:50] There are 10 commandments just like Moses on the mountain, I get 10.
[00:37:56] There you go. Sounds good. So if people want to dive in and, and get all the rest of the commandments we actually covered for today we might’ve even been a sprinkled sprinkled in some hints about about some other ones I’m betting.
[00:38:09] If people want to get access to that, if you want to support real estate growth hackers, we want to support our show in the process. You can go to RealEstateGrowthHackers.com/showing superpower. It is available on Amazon as well. Is that, that’s where that link should take you, but is, is there anywhere else where people should go or is Amazon just the best place to go and get the book?
[00:38:27] Amazon is the best place and go through that real estate growth hackers and support the community, for sure
[00:38:32] Perfect. Sounds good. So all of those details should be in the show notes on the blog post that comes out with this, that this post as well. If you, if you need to look it up directly again, it’s Roseanne Galvan showing super power.
[00:38:44] The full title is the real estate agents guide to creating bespoke property presentations, faster commissions and lifelong clients. So there you go, Roseanne, thank you so much for for coming on. Are there any any last words that you’d like to leave people with in terms of how to, how to take this information, put it into action and get the most value out of this process that we just talked about.
[00:39:03] Absolutely. First of all, you, if you’ve come to real estate, you are in a great place be patient. It does take time wherever you are in the game. You can find what works for you. It’s very different things, as you mentioned for different people. So look for what resonates with you and mine that work, that, that angle, and good luck to you.
[00:39:23] And don’t forget to spend some time thinking about. How you’re actually going to show then that and develop that superpower and be in the game for the long run. So I appreciate that the times Zack and all the good work that you’re doing and keep up the good work.
[00:39:37] Awesome. Thanks so much. Thanks for thanks for coming on.
[00:39:40] And until next time everybody thinks for us, stop by and engage with us here at the real estate growth hackers show. And we’ll catch you on the next one.
[00:39:49] Thanks for tuning in to the real estate growth hacker show. Remember done is better than perfect to turn the marketing ideas and tactics you chose.
[00:39:56] It’s a real growth for your real estate business. Visit us real estate growth hackers.com. If you liked this episode, consider sharing it with another real estate professional who could benefit from the information, or maybe you’d like to subscribe to the show to never miss an episode. You can leave a rating or review on iTunes with your biggest takeaway, helping this show to reach and help more people just like you.
[00:40:11] Thanks again. And we’ll see you on the next.
Real Estate Growth Hackers Founder
Zach Hammer is the co-founder of Real Estate Growth Hackers. Over the last 36 months Zach and his team have managed ad budgets well over $100,000, generated over 25,000 real estate leads, and helped create over $50,000,0000 in business revenue for their clients. Zach is also a highly sought after speaker and consultant whose work has impacted some of the top Real Estate teams and brokerages across the country.