Today, we tackled a crucial topic that's becoming increasingly relevant in today's market: there is no "right answer.” Joined by Joel Diaz and Becky Brand, we explore how the real estate landscape is shifting beneath our feet.
I shared my P.A.C.K. framework for handling difficult conversations with clients:
Pause - let your breath be the first sentence you say (compliments of Jefferson Fischer)
Accusation Audit - compliments of Chris Voss
Acknowledge what they’re feeling
Conversation - there’s a “shadow conversation” beneath what they’re saying. Understand that the actual conversation is likely about fear or frustration.
Keep the future in mind. What do you want them to feel like five minutes after they leave the call? How do you want them to feel in five days? Five years? Do you want to be “right?” Or do you want them to feel like they have a teammate?
Most importantly, we discussed how critical it is for agents, especially those who've never experienced a market shift, to prepare, adapt their processes, and maintain professional detachment while still showing empathy.
The key takeaway? While we can't control the market, we can control how we respond to it as guides.
Agents, you don’t need to have ALL the answers; however, you do need to be prepared with frameworks that showcase the best version of yourself.
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