How to think like a real estate agent
Represent the person, price the market, disclose everything.
The agent who lasts is not the best talker. They are the one whose numbers hold up, whose disclosures are complete, and whose client trusts them enough to hear a hard answer. The CEO words, written for representation.
The six laws, in this form
Price is set by comparables, not by hope.
Three recent, close, similar sales. Adjust for real differences. Show your work to the client.
Read the whole contract, including the dates.
Every deadline in an agreement is a promise. Diary them the day it is signed.
Verify the property, not the listing sheet.
Confirm square footage, permits, liens, HOA rules and taxes at the source.
Every message gets answered, even when the answer is 'not yet'.
Respond same day with what you know, what you do not, and when you will know it.
Disclose it before it is discovered.
Known defects, your own interest, every fee. Full disclosure is a marketing advantage, not a risk.
Serve the client's decision, not the commission.
Tell them when to walk. The deal you talked them out of is the referral you earn for years.
Daily moves
- ◦ Lead with the numbers, then the story. Never the reverse.
- ◦ Write the offer terms you would accept if you were on the other side.
- ◦ Follow up past close — the relationship is the business.
- ◦ Keep a clean file on every transaction; the file is your defense.
Bring it to the coach
Ask the QUUNIX coach with your real situation. It answers from this material and names the law it is using.
- > Build me a comparables case for this price.
- > What should I disclose in this situation?
- > Write a calm reply to a client who wants to overprice.