Mastering Client Confidence: The Keri Shull Playbook

The HyperFast Agent Podcast

This episode of the HyperFast Agent podcast features Keri Shull, a renowned real estate team leader who has sold over $7 billion in her career and has extensive experience in coaching teams towards building seven-figure businesses. In this insightful session, Keri dives deep into the strategies for converting more business and optimizing time, emphasizing the importance of understanding client needs through a detailed analysis. She introduces a three-step buyer process consisting of the needs analysis, buyer presentation, and reality check, aimed at enhancing client consultation and expectation setting based on market realities.

Keri shares her early career experiences in new home sales and how it shaped her approach to sales conversion, stressing the significance of delving into the emotional needs behind a client's surface-level requirements. By focusing on the emotional connection and the "need behind the need," Keri explains how agents can more effectively address client concerns and tailor their services to meet these deeper motivations.

The episode also touches on the psychological aspect of real estate transactions, including dealing with buyer's remorse and the impact of other people's opinions on client decisions. Keri advocates for building confidence and trust through empathy, data-driven strategies, and an in-depth understanding of the client's goals and fears. Her approach to client consultation not only aims to close more deals but also to forge lasting relationships by prioritizing the client's best interest and guiding them towards making informed, confident decisions in their real estate ventures.

To connect with Keri Shull go to https://www.instagram.com/thekerishull

If you are ready to join eXp realty and would like Dan Lesniak and Keri Shull to personally sponsor you so you have access to two nationally recognized coaching programs text 703-638-4393.

Join Keri as she discusses:

-The critical importance of the three-step buyer process—needs analysis, buyer presentation, and reality check—in real estate transactions to set realistic client expectations based on the current market data and to ensure high conversion rates.

-Her unique approach to dealing with buyer's remorse and the impact of opinions from the client's circle, advocating for preparing clients for potential post-decision doubts and emphasizing transparent communication to build trust and confidence.

-The significance of delving deep into the emotional needs behind a client's stated requirements, which allows real estate agents to tailor their approach effectively, thereby enhancing client satisfaction and improving sales conversion rates.

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