April 14, 2025

0:05 i thought maybe you'd be able to say something i haven't seen it where it hasn't come up so just as a reminder that you have to have a touring agreement or agency for any client that you're going to take in the home so just to get in the practice of that if you wouldn't mind sign do you always keep that little Do you always take that this notebook um the whatever clipboard mhm i always have this with me y Thank you you wouldn't mind signing where oh where am I oh sorry right here y thank you sir chris I'm recording if that's okay that's perfect y cuz my memory you know not what it used to be

0:52 plus my memory is not what it used to be let's see chicken scratch and yeah printing is not necessary as long as you have the signature but thank you okay thank you thank you have a few more people that are joining us so we'll give them a couple of minutes how's orientation going i know that we have a ton of information that we give you it's great it really is it's the perfect amount of time each day and everything it's great organized to try to uh streamline it and make sure that

1:38 it's not so much that you feel overwhelmed but we know there's a lot of information we want to share but navigate connect i love that all the resources right at one spot eating that up with a stick or not a stick getting my metaphors mixed up here i didn't even know this is back here this I like to just ride around and see what's available how are you today how are you doing so just a reminder before you take any client into a home you want to have your touring agreement or already have them under agency so just to protect your license you want to make sure that you do that so to start we'll

2:25 go ahead and practice i'm going to have you sign a touring agreement with me if you'll sign inside the box i'm going to buy one of those clipboards did you get that on Amazon just I got that one at Walmart and it's just a coach's clipboard so it's got the clear glass as well so even if it's raining that I can have it and I don't have to worry about my papers getting getting wet all right I'm going to sign my life away here that's a lot of house by the way yep yeah you're under contract you got 5% commission you got to wait just a second before you say you got to wait till he's done this signature and then you tell always wait till the ink dries

3:13 yeah i've never been down this road i' I grew up in Raleigh i've never been down this road in my whole life so yeah it's a first time for everything it's great to to ride around just to get a sense of the community you can always uh you know you have access to every home now so go and just tour homes get a sense of what's available it's only going to help when your clients call and say that they are interested in a in a home oh you Mr mike just a reminder that now you have to have a touring agreement or agency with the client in order to let them in a home so just to practice I'll go ahead and have you sign our touring agreement

4:00 as a reminder that you need this in place now I know we have a lot of experienced agents has anyone worked with Zillow Flex program before okay so we do have a couple and you'll quickly see at Navigate if you would mind signing uh that we collaborate quite a bit so in the box yep mhm so this is going to be a open discussion if you have any tips or tricks that you've done please feel free to to share those i will go through and kind of give the expectations for what we are looking for at Navigate and some of the tips and tricks that I have but uh this is always open for for

4:45 everyone and we're good so to start we have almost everyone here i always like to make sure that I'm as prepared as I can be now the one thing that you want to remember is that your job is to be able to find the answer to everything not to know the answer to everything so hopefully that's going to put you a little more at ease with your your clients that there's never going to be a time that you're going to be completely prepared for every home and every client uh so our job is just to make sure that we're able to provide the answers that they need so don't feel bad if you need to go back find an answer research something a little more as long as you keep your word and that you're

5:31 going to follow up uh you're still going to earn that client now we've seen just because of the Zillow program that uh a lot of our clients they're looking for the the home but Zillow's done a ton of research uh the longer that you stay with Navigate they come in they do sessions with us uh you hear a lot of that their research uh nationwide they've seen that 99% of buyers don't buy the first home that they are interested in uh that they tour so because of that navigate has our guideline where your role is really to help build uh the relationship with the client what you're trying to do is build the relationship see what they're interested in so that your next home that you take them to is going to be the

6:16 home that they they love uh but uh we're probably not going to sell the first home that they're interested in uh when you get a call with Zillow uh we're supposed to have a 2hour window so being that it's 1:00 the first available tour that they're supposed to give us is at 3 uh that gives you an opportunity to research the home physically get to the the home that they're interested in and set up for everything that they would need now that's not 100% of the time zillow's a business of course they're going to cater to the individuals that call uh it's going to be rare but there's going to be the individuals that call in that they're here in the driveway waiting for us to get here and you've got two minutes to to get here again it's rare but it can occur so

7:02 don't be surprised if that would happen but usually you have a two-hour window uh what I like to do is go ahead and print the two-page agent MLS sheet this is going to give you most of the information that you're going to to need on the the home and I find another benefit at Navigate is that right now you are all running your own businesses so navigate has a framework but you're free to kind of structure it the way that you want your own business so I do know some agents they go into a little more in depth they research everything on the home and spend an hour looking into the the home if that's what you want to do and that's what you need to feel confident and prepare I definitely encourage that but me personally that's

7:48 not something that I do i'm really focused on building the relationship with the client and learning what they're interested in uh so I don't spend a lot of my time researching because a lot of the information that uh we're going to need is on the MLS sheet so I definitely recommend that you you review that um just a reminder that we have our touring agreement or your agency agreement and you need to have that completed with any client so to practice I'm going to have you sign today just to remember that you have to have that in place now with the MLS sheet there's some standard questions that they're going to ask everyone's going to know the number of bedrooms and bathrooms because they are requesting to see the home with you

8:34 but age of homes things like that that they're typically uh looking for but as long as you're familiar with the sheet you can find that any answer that you don't have again I always follow up with that's something I'm going to look into i'm going to get back and make sure that I find and give you that answer so we always want to provide that for our clients uh we've seen that individuals buy from their friends they buy from experts and they buy from friendly experts so if you can be that person they're going to continue working with you they're going to find a home and end up signing a contract so Navigator is really big on building our personal relationships with our clients uh so that is the the first part everyone did excellent making sure that we're not parking in the the driveway uh we don't want our clients to feel that they're

9:20 coming to our home uh that we're joining them at what's going to be their home so we leave the driveway open let them park in the the driveway uh we want to meet them start a social interaction right from the beginning so shaking their hand asking how their drive was asking about the community and then start to to pick out things uh in the community did they u have difficulty getting in is this close to where they want to be is at near work so it's already starting that conversation uh before they go into the the home couple of apps if you're not familiar with course everyone has showing time and that is going to be your app to make sure that you have access to the

10:05 homes uh especially on iPhones I always like to pin any of my appointments at the top you're going to see at Navigate that you're going to get a ton of different calls and a lot of different texts if you pin it on top then you always have access to it so all of my tours are there where I can pull it up and always find it quickly without having to go back through all of my notes oh once you get them from Zillow so uh it comes through showing time so yep i just pin it on the top and then I always have access to it and I know where my tours are so again just one tip i always like to pin them there if you're not familiar with Showing Time uh when they send you the information you'll get a confirmation and there'll

10:52 also be uh the place to look for the touring notes uh so the login information so you'll just tap and you actually get the code now I always like to make sure that I go ahead and write that code down somewhere either pin it save it in a photo i know I'm going to keep my clipboard with me so I usually write it on my MLS sheet uh because even in Raleigh there's going to be those dead areas that you get to your phone's not going to work now you can't access the door so I go ahead write it down when I know I have it then I don't have to worry about later on do you um do you share that two-page MLS sheet with them this is the agent sheet so I don't do that there is a one-page buyer sheet

11:40 okay uh and I may send that to my clients but yeah I don't give them my two-page sheet so excellent question y uh as far as scheduling appointments so something that I like to do is I all well I won't say always but I try to schedule an agent preview first so if my clients were meeting at 1:00 I'd have a 12:30 agent preview uh so one that makes sure that I'm already in the home i've already taken care of everything that I need uh I walk through I flush toilets which you'd be surprised what some individuals will leave in the the house so flush toilets turn on lights open doors i go ahead and have the home presented the best that I can uh there's also four things that I always look for i look for the crawl space uh the water

12:26 heater the owner suite and the attic access uh if I have those four things regardless if I've never been to that neighborhood before or seen that home most uh buyers feel that I'm an expert if I can direct them to those four things so I always look for those four so crawl space uh the water heater the owner suite and the attic access uh another reason I like to do the agent preview is that I never want my clients waiting for me i'm almost never late for a client appointment because I've already scheduled myself 30 minutes in advance so if I get stuck in traffic if I'm a little delayed I'm still ahead of my clients before they they get here so I do a 30-minute agent preview and then I set up my client so I always schedule two appointments at the the same time my

13:13 30-minute agent preview and then I actually set up my client scheduled appointment uh but again that's just something that I like to do now for those times that you can't plan ahead there is the Home Spotter app so uh with Home Spotter a lot of our agents use this app it's just Home Spotter it's a little orange house this is going to give you a lot of the information from the MLS so pulling it up you'll see the home there's often the disclosures and different things so everything that you would normally pull from the MLS is on HomeSpotter so you get a lot of this information another reason that I like

13:59 to use Homespotter is that it has the one question that won't uh come up on MLS that your clients will ask is what are the boundaries of the the lot can you give me the lot lines of course I remind them that if this is a home they're interested in uh we'd want to get a survey but this is the general information of what the lot's going to look like and typically sharing this picture most of our clients are going to be satisfied uh just seeing that the other benefit from this especially in a community that has amenities that you can zone out or zoom out and often I can see the pool without ever knowing where the pool is in the community another reason I like to come in advance so I

14:44 can look and see the pool's right around the corner just by looking at the map uh so something else that I like to to do is go ahead and have that because that question is going to come up especially if they know any of the amenities so uh you can zoom out you can often see the clubouses in many communities so again just a little bit more information that I have the final few minutes before my clients arrive I pull up my uh just my GPS any map I look for restaurants nearby and I look for shopping nearby because again that's uh the question that your client's going to ask how close is it for me to go to a grocery store how far am I going to have to go to go shopping so just having that information even in a town that I rarely go to I look like an expert because I've

15:31 already planned ahead so that's why I go in advance that's why I go ahead and pull that that information so I already have that ready uh the final app that some of our agents use that you would probably use before you actually come to the house uh is for warn it's f and just warn a r uh so that is basically a background check for realtors uh you paying your agent uh your MLS dues means that you already have access to it um again we found that it not only checks the individual that is called in but it checks everybody in the household as well uh I know of one particular incident where a individual called into Zillow i spoke with our agent they used 401 that individual came back fine uh

16:19 their girlfriend that was living with them had multiple felony kidnapping charges uh so again just to protect yourself if you're interested I encourage you to use that app as well that's on any buyer so that's a great question i'm glad that you asked because you're a realtor uh you're supposed to you can use it on any uh person that calls in but you have access to it 24 hours so you can check your neighbors you can check anybody you want dating someone and want to do a check you can use 41 do you have access to it but we're supposed to use it for our clients but I'm not monitoring how you're using it that is it yes so yes it checks everybody in the Well every adult

17:05 in the household so yes if you That is it yes so yeah how you use it is up to you we're not monitoring that but we're supposed to use it for for clients uh but again the reason I'm saying that is also to provide what Navigate's going to do for support so as a company we're never going to doubt your gut feeling so if you have any concerns and you don't want to meet with a client uh Nate is going to support you the only thing that we're going to ask is if you can provide a little information about why you don't want to work with that person uh because if it's something where we can assign another agent we want to keep them within the firm uh but if it's an issue where uh it's unsafe for anybody at

17:51 Navigate we are going to call that individual and say that we cannot support them but we're always going to support you as individual agents so never feel and yeah it's open you don't have to raise your hand chris and I know I told Jacqueline this with me being former law enforcement any of our girls if you're suspicious call me i'll show up at the showing with you that's great which goes to our next task yeah we have a lot of agents get yourself caught in the house alone that's perfect and you may wish not to put you on the spot i we've had uh discussions about kind of safety classes and things like that so uh at least once a quarter that's something that we explore so that may be something we'll we'll talk and see if that's something you're interested in you may have a recommendation but uh we want to do everything that we can to

18:38 protect you and support you as agents here at Navigate so never feel that you're ever going to be forced to to work with someone that if you tell us that you don't want to work with someone that's basically all that we we need we just need to know can we support them as a as a firm now if three or four people in a row you can't support now that's another question we're going to look into that a little more detail uh but as far as individuals yeah we're never going to force you to to follow and so to do a tour just because um of the time that they called in so you're gonna have full support and navigate now uh as far as going through I like to to walk around uh get a general sense of the home and then get a layout of the the home as well i do like to wear shoes

19:25 that I can take on and off quickly which I'll explain uh a little later but I want to make sure that I'm able to go in and out of the house quickly especially if we're doing multiple tours so please Yep the door's open so hats nowadays there's no set policy you can leave your shoes on if you want uh there's no set policy of what you need as far as any supplies or anything like that uh so we have several agents

20:11 that have kits in their room so they have toilet paper and tissue and paper towels they've got flashlights and booties and things like that it's completely up to you what you want to have in the the house uh for yourself and for your your clients navigating doesn't have any policy of what you need just so you're aware of that uh I do recommend uh wearing shoes that you can take on and off uh quickly uh that's just because of the way that I present homes so again I mentioned that there's multiple ways to to do the tour you have to find the style that you feel most comfortable i know that there's several agents that they always lead that always in the front of the tour guiding the individuals and having them walk behind them uh I tend to walk from behind which

20:57 is why I need to walk through the house first i need to have a general layout so I can already direct the individuals when we come in yes we have the living room we have the kitchen the bedrooms are to the left let's start wherever you like so I'm giving them the sense that they're deciding where they want to go and then based on where they go I can give them more information as we're walking down owner suites to the right additional bedrooms to the left that's why I need to walk through there are times that I cannot prepare uh so I don't have the opportunity to walk through the home before i'll usually let my clients in and let them know that I'm going to go and turn on all the lights make sure all the doors are open for them so they can walk around i'll join them in a couple of minutes no matter how big the home is it normally only takes me a couple of minutes turning on

21:44 the lights opening up the doors flushing the toilets and then meeting my clients again but then I'm still able to uh direct them from behind i know of one agent uh that walks into the home finds the first chair sits down tells the clients to walk through and to come back to them when they're done so again just an example but there's multiple ways to do it i would not suggest doing it that way but that agent is successful close homes they do close homes so they're successful uh again the only reason I don't do that I had a client that was uh touring a home it was over a million dollars uh when we walked into the owner suite there was a his and hers closet and of course the wife uh had your Gucci

22:31 handbags and your Prada shoes uh the husband when we went to his side he had 10 Rolex watches on display case just open in his in his closet uh so not that I had any concerns with my clients but I always walk with my clients just in case that I've had one time where a listing agent called and there was something missing in the the home and was following the offer and I knew 100% it was about my clients because I was with them the entire time so I do stay with my clients just to avoid any situation like that but you're going to find what you do and feel most comfortable with but I do recommend at least staying with your your clients but that agent is successful so they can do what they they're doing but I would not put myself

23:17 in that situation question if it's a big house and the you're with two clients and one starts wandering away do you say to them you know I'd like for us to stay together so I can address any questions you may have as we're going through the home again navigate doesn't have a policy on that so it's really what you want to do um we've recommended keeping them together so that you can answer questions and kind of keep track of what's going on i usually play it by by ear what's going on uh me personally I go with the individual that I've interacted with the the best so the one that's engaging me and interacting the most is the one that I'll follow in that situation but I do try to keep my my clients together but it's not always the

24:02 case gota don't forget guys most of these homes now have cameras yeah and they will record voice there it's against the law to do it but they will do their voice too so be careful what you say as well and that's why I like to have experienced agents here so I do recommend to my clients that we never talk numbers in the house yes uh not even on the front porch because of your Ring doorbells that they can record everything so uh we'll go out we'll go to my car and go out to the the driveway we'll get away from the house if we're going to talk numbers it may be even that you know you take your individuals out to to lunch you give them a call later uh but I make sure not to to talk about numbers in the the house of course

24:49 voices travel i did have one instance where you'll see that there may be multiple tours in a home and we were walking through the agent was talking with their their client voices travel i ended up hearing everything that they were doing i knew their offer price their due diligence earnest money i knew everything and I wrote it down and I told my clients I wanted the home because we outbid the other party so again just be careful there could always be someone listening so thank you for appreciating that i wanted to bring up one thing too that you uh mentioned so uh for safety purposes too it's always better to have the client in front of you where you can keep your eyes on them and you never want to get closed in in

25:35 an area so if you're leading the way into a room like this one you don't want to ever be in a situation where someone you don't know or trust could close the door or get you in a cornered situation so and do not go up those stairs in front of right and keep distance when you do go up and keep distance between you and that person especially like I say girls calm it's not an issue yeah that's and that driveway too so uh don't block yourself in cuz if you needed to get out you don't want to be blocked in by somebody so this is another reason why we don't park in the the driveway again it's kind of the side secondary benefit of me following behind is that I can't get in that situation where they can put me in our room i don't think

26:21 about that as as much but it is a good point that you don't want to put yourself in that situation uh the reason I'm following behind for a couple of things one I'm directing them to give them the sense that they're deciding where they want to go i'm just kind of leading from behind and telling them where they want to go uh I'm also shutting everything down when we leave so I'm turning off the lights i'm closing doors i'm locking and making sure as I'm going so I'm doing all of that so when we get to the end of the tour uh again navigate is very big on building our relationship with our clients so we always try to have a second home in mind which if you have that 2-hour window that is something that you're typically doing looking for a similar home just so you can say I have another home that's available will

27:07 give you a chance to compare and contrast these two homes just so you can see what's available love for you to to follow me it's only a mile away so I've already got the second home set uh which is why I'm already closing down the home so when we get to the front door and I have that conversation we're walking out together i'm not giving them a window where I have to go back into the home and close everything and they have a chance to get away from me uh that we're walking out together the home's already locked up and now you just follow me to the the next home uh the second reason that I'm following behind them is if I don't have a second home in place so for any of those times that I'm not prepared if you go to your showing time app right on the top it has

27:53 a link of homes nearby so this is typically what I'm doing behind my client's back as they're walking and touring the home is that I'm clicking on homes nearby this works wherever you are can I see where that is so this is just your showing time out and then if you click on homes nearby it gives you every home that's nearby it's your show time you're correct and then if you go to schedule tour you usually get your listings near me and then recent homes that you've done so I'll click on the near me homes i'll look for a home that's going show that means it's open right now appointments can be up to 24 hours

28:39 so I try to avoid those uh but I'll look for a home that's going show that's available now and then I've already scheduled it behind my client's back so even if they uh are catching me last minute I'm already prepared i'm already ready with the next home so I'm able to have that conversation as we're going out uh which again I'll talk a little bit more about as we're walking through the the home so uh walking behind the home just a reminder that is our job to support our clients and their needs uh it's not our job to give our personal opinion on the the home uh so you want to make sure that you're providing questions that your client's telling you what they think about the home uh without your personal input again another example I walked into a home

29:26 soon as we walked in and opened the door I could tell that there were multiple cats in the the home and if you've never seen one on TV this was a cat home where they constructed everything around the cats there were bridges for the cats along the ceilings they had cut holes in the wall where the cats had pass through uh it was an amazing home to to see but everything they did was for their their cat but again walked in could immediately smell that uh walked around with my clients they were pretty quiet they didn't say anything we got to the end of the tour they love the home they had cats they wanted everything in the home as is they wanted all the bridges pass through everything if I would have said something about the cats I maybe would have insulted them deterred them

30:13 from from purchasing the home it was their dream home for their their cats so keep your personal opinion to your yourself uh second example that I think about pretty often that I walked in the home uh it was a tenant or the seller had tenants in the the home the tenants were unhappy that they were being forced out by the the owner uh when I got there for the the tour the home was completely destroyed the tenants had taken the u the microwave from the the shell they had punched a hole in the wall from the living room to the the owner suite uh it just every room was uh damaged i was worried again this was my first time meeting my clients i was concerned that they were going to have an issue uh they

30:58 were only a couple of minutes away at that point uh by the time I walked through the the home uh so didn't have time to even think about trying to give them the heads up they walked in the home uh the children came in behind them they walked around for a minute uh the children came up to their parents said that this was even better than the home that they were living in right then and could they stay there that night so again if I would have said something negative about the home I potentially would have lost th those clients so keep your opinion to yourself let your clients tell you if they love the home or not now if they love it I love it too anything they say I love that about the the home i love these ceilings that caught my eye as soon as I I walked in i love that that also uh but anything that

31:45 they say I I usually build my conversation off of them now remember that this is going to be your first time working with the clients so we've also seen uh that it's good to really focus on the positive so anything they say that's positive I talk about that immediately anything that's negative I write down uh we'll have the discussion about that at the end uh the reason being again we're trying to build that relationship with the clients even though we think we're being helpful that we've got a solution if you don't like this I can get a painter in uh some clients can see that as you going against them that this is something they don't like and rather than you agreeing with them uh you're working against them even though you feel that you are finding a solution so we often wait just

32:32 write down the negatives and I'll talk about that as we're getting to the end of how I present them but yes Chris did you let the listing agent know that they're Yeah that's that's going to keep you from answering "Hey did you punch Did you let you?" Oh they have a camera right there yeah everyone doesn't always but Yeah so thank you for bringing that up yeah any concerns that you see make sure that you reach out to the listing agent and know and I mean you'll find everything i found flooded toilets i found vagrants living in in homes so you know you'll be surprised what you will will find just let the listing agent know one that protects you also so it's uh there's nothing I did this was already the case when I got here yes um what So you said

33:18 you you found like vacants living in a home right yes like what would you do if they just didn't want to like leave so again I'm not a police officer so that is not my role my job is to make sure that me and my clients were safe so those individuals ended up leaving as soon as we we got in but I could tell that they were living i mean they had an old mattress and things in the house you could tell that they were living in the home but they left as soon as we came in uh but again your job is to make sure that you and your clients are safe so I would have stepped out called the police let the listing agent know and we probably would have tore up the second home I had in place but yeah I'm not going to throw somebody out of the home that's not my my job but great question yep so as we're walking through uh I try

34:05 to ask questions i usually focus on three areas i don't do them all three every time uh but the kitchen the owner suite the living room i want my clients to feel and start thinking about them being in the home because the more that they're thinking about the home the furniture uh assigning rooms the closer they are to potentially placing an offer so I'll usually ask you know is this enough room for your current living room suite uh do you have enough counter space in the the kitchen uh is this enough room for your bedroom furniture uh as we go to the owner suite so I'll ask that try to encourage them uh to start thinking about themselves in the the home again as we're walking through always picking out the things that they're interested in uh I know a lot of

34:51 us have a lot of experience uh but remember that your role in the house is a realtor so uh we're not inspectors and don't put on that inspecting hat uh when you're walking through again even for our inspectors that we work with uh everyone knows what mold is everyone has the freak out when they see any any mold in the the house but even our inspectors will not say mold so again just to remind you uh any of the inspectors that we work with they will say that it is a possible growth uh because they have to have it tested sent to a lab and then come back for them to say that it's moles so if an inspector won't say that it's mold I definitely have trained myself that I'm not going to say that it's mold it's a concern that we need to

35:38 look into but again just an example that we're not inspectors so we try to point out things if our clients do not see them uh as we're walking through the house again pointing out things that they're interested in if there's a huge crack if there's a stain on the the wall and my clients don't bring it up I'll at least draw their attention to it did you see this i don't know the cause of it i don't know if that watermark is from a bathroom upstairs or from the the roof that's something we're going to have to have the inspector look at again that's something that we can structure in our offer if you love the home let's go in a little lower because of some concerns that we see in the the home but I won't know until we have an inspection so do not put on your inspector's hat when

36:23 you're walking through the the house so again as we're walking through always trying to pick up on the things that they see just a reminder this is enough counter space we have enough cabinet space um usually the one that's enjoying cooking will mention that they've got a ton of spices but they've got a ton of appliances so you've already got things that you can build on anything that my clients say I take note of if they're pet owners as soon as they say their pet's name I write it down i put it up in followup ball so I have it later they have children when they mention their children's names I write them down just anything that they say I'm attend I'm taking notes of because that's things I can follow up later how's your daughter

37:09 doing did you enjoy the the weekend how's your pet doing uh I found a home that's got a big fence and plenty of space for him to run around so always taking notes so there's little things that I can follow up on with my my clients again uh taking notes of anything that they have that they see in the home that they like or dislike if they love it talk about it immediately if they do not love it uh that's something that I make note of as we're ending the tour um following up still shutting off all the lights we're starting to head towards the the front door i remind them so I start with the positives that you love the open concept you love the fan in the living room love the walk-in closet now

37:54 the things that you said that you didn't like as much uh that this yard wasn't fenced in it was a little overgrown uh it wasn't as flat as what you're looking for then I always ask is there anything else that would stop you from placing an offer today i use those exact words uh one because it already establishes that my role is to help you find a home and place an offer uh that I'm not here just opening doors and giving you an opportunity to tour uh I also want to hear everything that's stopping you because my goal is to make sure I eliminate that the next time that we meet for a home that the home's not going to have anything that's stopping you so hopefully there's not going to be anything stopping you from placing that next offer uh so I ask that exact question after they give me that answer

38:42 I go right into I've already got a second home i want you to have an opportunity to compare and contrast the two it's only 2 minutes away i'd love for you to to follow me to the home most individuals that are home shopping they're excited that I even took the time to schedule another home so it is extremely rare for any individual to tell me they don't want to see a home if they're out home shopping now of course individuals are busy occasionally it may come up but for the most part most individuals are going to come with me to the second home uh now I've got more time with them and more time to build that relationship which is really what we're trying to promote at Navigate for any reason if they cannot attend uh then that is another opportunity for me to sell myself and my worth to them uh so I let

39:29 them know that's not a problem i understand your schedule's busy it's my role to make this process as easy as possible for you so I'm going to go to the home take a walkthrough video and I'm going to send that to you just again so you can compare and contrast the two homes to see what you like best going to go and take that video and send it to my my clients again always promoting that something else which you just have not you have Zillow next week so with your Zillow training oh well some of us have already gone through and worked with Zillow uh but our stages are very important uh in the stages you're going to have your uh spoke with client your met with client and showing homes uh your first date no matter how many homes

40:15 that you see that's considered your met with client so if you see one home if you see 12 homes that first day it is still the first date with that client it is still met with clients the second date the next time that you get them out you move them to showing homes um again with Zillow those metrics are very important to make sure that you're following the pipeline uh their pipeline and to make sure that you're going to continue getting calls as leadership that's also what we look to make sure that you're supporting your clients and moving through the individuals that have the most appointments the most clients and showing homes are also the individuals that are writing the most offers and uh getting homes under under contract so again it's something that everyone watches but a tip that I've

41:02 used when I'm done with my clients for the day no matter how many times that no matter how many homes that we've seen I always go and I take another video of a home in the area uh one because I work with a lot of clients that have smaller budgets and are not in Wake County and I particularly don't want to drive back an hour and a half to go back to a home so I'll take a video of a home before I leave the next day especially if I haven't scheduled another tour with them uh that I will send them another home the next day now I can't move them to showing homes because it was not a live tour but I remind them that I was in the area i found this home that I thought about you and I wanted you to see it immediately i send them the video of the

41:48 home the next day remind them that I'd like to get them out as soon as possible and I've had a lot of success with individuals that have uh requested to either see that home or to go out to see another home uh just because they feel I'm a realtor that's active in the area even though I've been completely gone and hadn't thought about that that particular area so again just a tip that I use i always take a video of a home in the area especially if it's outside of Raleigh so I can send it the next day now I do try to push for that second tour at Navigate we do promote that so before they leave try to get that second tour i know that we met at 1:00 today i know what you're interested in i have some great homes that I'm going to send you if 1:00 works for you tomorrow I'm

42:34 going to reserve that time for you uh often clients just hearing that you're taking that effort you're going to reserve the time that they end up wanting to stay and work with you and even if they can't accept that time they may suggest another one:00 doesn't work for me tomorrow let's do one o'clock Sunday let's do nine o'clock Sunday but we do try to push for that second tour uh if you're able to get that second tour you're more than likely to stay with that client and have a better chance of closing which is why Navigate but we do try to do that but again if I can't get that second tour I definitely take video and make sure that I can send that to the client just to give that one more chance that I'm reaching out to you i've got homes that are available and I'd love to see you out again now for your video tours

43:22 remember that you have to have agency or your touring agreement to send your video tour also still considered a tour but any clients that I have that are under agency or my touring agreement I may also send them those homes as well i've had several clients that have closed with me that I actually tour the home for somebody else so I'm always thinking about what client is going to fix best in this home just because my client doesn't like it i may have someone else that I think this is the perfect fit and I know this home even better now because I've walked through i'm going to sell this home to the client uh that I think is going to be a good fit so that's another way that I use my videos i send it out to clients and let them know that I'm thinking of you i was in the area i think this is one that you want to see in person again

44:08 just trying to get them back out engage with me and have another opportunity to sell them a home that they're they're going to love any questions so far you guys been great asking we'll walk back and we did the highlight of many so again at navigates you're setting up your own business so you're the head of your own real estate business at this time so it's completely up to you what you do as individual agents so we have some agents that check everything in every home every time if that's what you

44:54 want to do that is completely fine again I understand that most of our clients are not going to purchase the the first home that they're interested in so I do a more general overview first we'll walk through we'll see what you like i want to hear if my client's interested in the home or not if they're interested in the home then I start to do a little more thorough check that I look under the uh the sinks see if there's any water marks uh that I'll start walking around the the toilet and outside the tub see if there's any soft areas so I do a little more detailed search uh when my clients tell me that they're interested if they're not interested in the home then my job is to make sure that we're leaving and getting to the next home that you're you're going to love but again it's completely up to you what you want to do i know of agents they've got

45:41 the uh the testers for the outlets and they go through and they test the outlets they're checking the lights they're doing everything if that's what you want to do that that's fine um again we support you whatever you want to do I'm just letting you know that's not necessary if your client's not interested in the the home let's go to the next home that you're interested in as far as crawl spaces and attics uh it's not your job to go in to move through the the attic and the the crawl space uh as long as there's a ladder we're supposed to especially if you're placing an offer you're supposed to climb to the top of the stairs look around in your crawl space you're supposed to open the door put your head in and look around that's all that you need to do even if your clients decide to walk around you don't have to go in

46:27 behind them but you at least have to walk in and see the general area of the crawl space or the the attic especially if you're going to place an offer on the the home so again I personally I don't do that with every home if my client's not interested but if they're starting to express interest then I'm doing a little more thorough search of the the home uh just be prepared for whatever is going to to be there i went to one home uh where the switch wasn't working for whatever reason there was only a pull down in the attic so went up to the the attic could see a lot of things in the attic but just assumed it was an attic they had things stored there turned on the lights there were hundreds of eyes looking at me no which that would have been bad also

47:13 but this particular homeowner was a taxiderermis and had all of these stuffed animals all around beavers and just everything but they were all facing toward So they did that on purpose I believe but they were all facing the the door and I couldn't see them clearly until after I turned on the the light uh but yeah you never know what you're going to expect but again your job is just to look and that's all that you need to to do if they're interested if they're interested yep if they're not interested me personally I don't do a thorough check let's walk through look at all the rooms then let's go to the next home that you may be even more interested in but I'm not going to spend a lot of time based on um you not being interested in the home because

47:59 you're not going to place an offer you don't love the home let's move to to something else uh as you work with your clients you can really decide what works best for them but please I just have a question um because an incident happened with a house that was showing and they were interested in it so they went up and started looking around and one of the floor it almost like is that safe to really recommend that or should So it is not safe but again you can't control your clients you can just let them know that I would just look I wouldn't walk around until we know that it's it's safe but your clients we can't control them either uh I do know of one instance where uh an individual fell through the the roof uh so yes you want to remind

48:45 your clients and give them the warning but it's up to them if they want to to go through or not same as with the crawl space i haven't heard of an incident where an individual was bitten by anything but I remind my clients that you know we're going to get inspectors they're going to go through they're trained to to do that i wouldn't recommend that it's up to you if you go through it that way moisture situation in the ground look for the vehicle barrier you're correct but yeah it's completely up to you what you you do in that point again walk through the home making sure that everything meets their needs finding out what they they don't need checking the attic checking your your crawl space that's all that you need to do then we're ready to go to the the next home uh I often ask about you know once we're

49:32 in the owner suite is this enough room just a reminder again I'm trying to get them to picture theirel in the the home if you're able to do that again you're one step closer for them placing an offer on the the home so uh always asking about that but uh kind of walking through that's what I do then making sure that I'm turning everything off as we're walking through that we're ready to leave just a reminder again always asking the things that they liked reiterate that the things that they didn't like uh making a note of that asking was there anything else then try to get them to the the next song uh is what I do during the the tour so just the final step now again if they're interested then we're making the loop

50:18 around we're starting to look outside of the the home uh I am looking for those large foundation cracks and things like that again I can't say what the cause may be but I at least want to draw my client's attention that there may be a foundation issue with this home because of this crack uh it's definitely one I'd have the inspector um again our role we recommend everything in every home so surveys inspections if it's got a well I'm going to ask for the the well inspection septic tank I'm going to ask for the septic as well uh our clients depending on the loan but for the most part they have some ability to decline anything that they want but as a realtor I'm going to recommend it because the last thing that I want is something to happen in the the home and they come

51:04 back and say that I didn't tell them it's something that they they needed i don't want to be involved in any situation so we definitely recommend it oh sorry i thought you had a question oh no sorry but so uh making sure that I'm I'm recommending those services give them an option if they want to to go through with them or not but I recommend everything that we we have on our services so uh just a kind of quick overview with any questions or we will walk around uh if you want to stay and join us but we do like to try to make a group picture first um fairness she just says other so uh if you wouldn't mind if we'll all get together we'll take one picture inside before you go outside

51:57 where are we going i'm getting in the back guys i got to face the radio no you can't do that i'm I'm going to get taller than I am here we go oh there you go good idea this is the picture you should use agent just called all right good picture thank you i'll send this out to everyone in there with their email so you have that any questions or concerns or maybe any tips that you've had in your past that I didn't highlight or that you may just have i've had a couple people I'm sorry I've had a couple

52:43 people wander in excellent question so what's my responsibilities like can I see your showing time thing what what do I do then so I do keep extra touring agreements with me and I remind them that right now it is a guideline that you have to have a realtor that this is not an open house i usually start with that because as soon as an individual sees people going in uh they could assume it's an open house and that we can just walk in so I remind them that this is not an open house at this time I'm with my clients but if you're interested in seeing this home happy to uh have you sign this touring agreement so I can represent you and walk you around so I do start that conversation but I I let them know that they're not supposed to to just walk around the the home but I start with the fact that they

53:30 think it's an open house and they can just walk in so that's the way I address that and I've had a couple real listing agents leave the agent sheets printed out when you come in to do the thing before your clients get there do you like put that in a drawer i'm not okay and not put as much out one uh and again it's completely up to you that's a service that I do uh when my clients are interested in the home especially if I have an opportunity to schedule in advance i go ahead I send them the mod and the arpo i send a summary of the home which is going to have their one-page sheet uh I don't like wasting a lot of paper so I do a lot of mine electronically and that's one thing I do to try to sell myself to the clients i've gone ahead i've sent them the I send them the disclosures i

54:18 sent a little summary of the home and I've attached the uh the onepage buyer sheet so most of my clients already have the information it's not something I have to hand out um again you're Well no I won't say that because uh some of you are very experienced we typically have where you have to do a showing with Tally as well kind of walk through um based on your background some of you might not have to do that but usually you have to prepare and do the walk through with Tally as well with that she'll have a packet that she normally has with you it's completely up to you if you want to do the the packet some of us again don't take the packets again me I I usually send mine electronically so I don't have to to worry about that uh I do keep copies of the working with real

55:04 estate uh agreement and the buyer's agency as well just so I can review that verbally with my my clients i do send it electronically to sign if I feel that we can move to to that point where it's needed but I do keep copies with me so that I can can go over it as needed does Navigate have their own working with real estate agent virtually we we don't have our own we