In this High Performance Podcast for Real Estate Agents, Josh Phegan and Alexander Phillips discuss cross selling, beginning with the just sold call. Alex explains the skill involved in bringing a buyer in from one location and onward to another, where price and value ultimately meet. He shows how the customer thinks and what you can do to widen their options and opportunities by learning their history. And he notes the advantages of working in multiple marketplaces for cross selling, understanding what the buyer wants, and knowing why most buyers have to be sellers first.
They discuss the way buyers actually work these days, keeping an open mind around what you can offer beyond their specifications, really building relationships with your customers, getting live feedback, and taking pride in how well you did the transaction, not just that it’s done.