2025-03-19⏱️ 0:57:30Analyzed

The Agent Wheel

Live Coaching Session With Brent Scott & Melanie Miller • The Agent Wheel

Real Estate AgentSutherlin Group📍 Jersey City, Hoboken, and Gold Coast, New JerseyTop 1% producer

Episode Summary

Diana Sutherlin shares her journey from sales training to becoming a top 1% real estate producer, emphasizing the importance of deep client connections and authenticity. She offers insights into working with developers, navigating market challenges, and the critical role of listening in sales. Her approach combines sales skills with a passion for design, making her a standout in the New Jersey real estate market.

🎯 Key Timestamps

27:00

Understanding client motivations and fears

Focus on listening and asking the right questions to understand their motivations and fears.

49:00

Handling high interest rates and low inventory

Collaborate with loan officers for creative financing solutions like 2-1 buy downs.

🎬 Clip-Worthy Moments

mindset shift10:05 - 11:00

"I studied an acting technique that forces you to focus on the other person, to listen to the other person, to react to them, hyper-focused."

Hook: Want to know the secret to connecting with clients? It's all about listening.

💡 Key Tactics

•

Conduct open houses as mini buyer consultations.

Use open houses to engage visitors by asking questions and understanding their needs. (17:00)

•

Leverage your team for knowledge gaps.

When unsure, consult with your team to provide clients with accurate and complete information. (24:00)

💬 Quotable Insights

"People want to work with who they connect with. You don't have to sit there and go, I sold X amount last year. That's not what does it."

Full Description

This episode is the second session of our “Gear Up For the Spring Market: The Blueprint to Become a Top Agent Seminar” with Brent Scott who coached live an agent. Brent uses the concept of the 12-week year and The Agent Wheel as a tool to coach Melanie Miller.

You can download the Agent Wheel here.

If you’d prefer to watch this interview, click here to view on YouTube!

Get your seat to our February Seminar “How To Break Into Luxury” on March 25th for free using the promo code ‘Podcast’ here.

This episode is brought to you by Real Geeks and Courted.io.

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Topics Covered

Building deep client connectionsTransitioning from sales training to real estateWorking with developersNavigating market challengesThe importance of authenticity in sales

Problems Addressed

🤝Client Management 🏠Market & Industry

Best For

🚀The Aspiring Top Producer

Authenticity and deep client connections are crucial for long-term success.

👥The Team Leader

Invest in your team's ability to listen and connect with clients to drive success.

Resources Mentioned

Real Geeks

website • Recommended as a technology partner for real estate agents to generate more business.