{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"098: Navigating Client Conversations: Communicate Your Value with Confidence and Clarity with Lynn Madison: Part 1","description":"Welcome back, Friends! Our podcast has received another award from AVA Digital Awards, an international competition that recognizes excellence by creative professionals in the area of digital communication. We received a Gold Award for Podcast and Audio Production!  We have another amazing award-winning guest today! She has been recognized as an amazing instructor, having received the ABR\u00ae Hall of Fame Award, the REBI Distinguished Educator Award, REALTOR\u00ae of the Year, and Educator of the Year, both from the Illinois Association of REALTORS\u00ae. She is one of the primary authors of the ABR\u00ae designation course and we are thrilled to have her back with us again. She was with us last year to talk about the changes in the industry and how to prepare for them. We will link to that episode in the show notes. Today, we are going to dig in deeper with Lynn, specifically about ways to show your value to your clients. We must improve our skill in communicating what we do and how valuable our skills are to our clients. We have two episodes this month with Lynn, and I hope you can listen to both of them! They are worth your time!   [3:19] Build your value proposition; if you don\u2019t quantify what you\u2019re doing, you don\u2019t know the value you bring to buyers.   [4:46] You need the client to know what you do for them. It is sometimes harder and more work to get a lower-priced transaction to the closing table. The average buyer doesn\u2019t know the value you bring if you haven\u2019t explained it to them. [7:39] Lynn notes that \u201cvalue proposition\u201d is sales language and people don\u2019t want to be sold, they want to buy a house. Tell the buyer about the value you bring them, not about your value proposition.   [8:29] A contractor building a house has a standards sheet showing what is included and some optional upgrades. Lynn talks about using a Buyer Representation Agreement. Lynn makes sure the buyer understands the \u201cbig bucket\u201d things she does for them.   [11:38] A weekly call with buyers keeps them updated on what you have done for them to help them buy a house. Lynn thinks we all should be doing that.   [13:46] Lynn tells buyers that not all available properties are on the internet and not all properties on the internet are available.   [14:03] If you don\u2019t consistently touch base with the buyer, they go out looking with other people. Stay in touch weekly with your buyers!   [16:59] Use your analytical tool in your MLS and communicate to your buyers what the market is doing. Lynn shares a recent example about pricing listings.   [18:34] It\u2019s hard for buyers to see we have an inventory shortage when the houses are everywhere. Unfortunately, in many cases, we\u2019re not communicating this to our buyers.   [19:24] In your weekly call with your buyer, share data, such as the updated absorption rate. In the market niche you\u2019re looking at, what went under contract this week?   [20:03] Lynn shares a story from her travels. Lynn shares more facts about the absorption rate or month\u2019s supply of inventory. [24:36] You would have a license law problem and a code of ethics problem if you showed houses to someone in an exclusive contract to purchase with another brokerage company.   [28:16] If something changes along the way, you may need multiple consultations.   [31:23] Sellers are now recording the agent and buyers going through their homes. So we have to be careful what we talk about. This is a relationship business. We build relationships in person.   [33:54] Some websites pull the new listing data in the middle of the night. That puts them almost 24 hours behind the MLSs. This happens in a counseling session.   [34:36] Lynn\u2019s last word: \u201cNAR has a website called Competition.realtor. On there find \u2018105 Things that Buyer Agents Do for Their Buyer Clients.\u2019   [35:20] It might help you to formulate your value proposition. Find out what you\u2019re passionate about, that your buyers have benefitted from, and talk about that.   [38:05] Kudos for doing your best to get your clients the help they need and want. The Center for REALTOR\u00ae Development offers excellent training and you can find live, live virtual, and online courses, designations, and micro-courses. Check out the ABR\u00ae offerings locally or at Learning.realtor.   Tweetables:   \u201cYou go too long without talking to somebody and you can\u2019t figure out how to get yourself back on track.\u201d \u2014 Lynn Madison   \u201cNot all of the available properties are on the internet and not all of what\u2019s on the internet is available. We have stuff in the MLS that they don\u2019t see. Most MLSs do.\u201d \u2014 Lynn Madison   \u201cThis is a relationship business and it\u2019s hard to build a relationship if all you\u2019re ever doing is communicating with somebody via computer and texting.\u201d \u2014 Lynn Madison   \u201cI talk with my buyers a lot about my having at least 10 different ways to make their offer stronger in a multiple-offer situation.\u201d \u2014 Lynn Madison   Guest Links:Madisonseminars.com lynn@madisonseminars.com   080: \u201cTalking Buyers, Contracts, Value, and Fees with Lynn Madison\u201d   NAR Resource LinksABR\u00ae   Additional Links: Microcourses found at Learning.REALTOR. Use the coupon code PODCAST to obtain 15% off the price of any microcourse!   crdpodcast@nar.realtor Crdpodcast.REALTOR Learning.REALTOR \u2014 for NAR Online Education Training4RE.com \u2014 List of Classroom Courses from NAR and its affiliates CRD.REALTOR \u2014 List of all courses offered     Host Information: Monica Neubauer Speaker\/Podcaster\/REALTOR\u00ae Monica@MonicaNeubauer.com MonicaNeubauer.com FranklinTNBlog.com   Monica\u2019s Facebook Page: Facebook.com\/Monica.Neubauer Instagram: Instagram.com\/MonicaNeubauerSpeaks   Guest Bio Lynn Madison Lynn is the owner of Lynn Madison Seminars, a full-service training and development company devoted to the advancement of professionalism in real estate.   Formerly Lynn was Vice President and Director of Career Development for The Prudential Preferred Properties in Chicago, a 25 office firm with over 900 associates, where she authored and trained their New Agent Institute. Before that, she held the same position with First United REALTORS\u00ae, a local independent with 28 offices. She was manager of two different offices for First United. Prior to that, she was an award-winning salesperson \u2014 receiving their Salesperson of the Year honors.   Lynn speaks annually at the NAR conventions and is an ABR\u00ae, BPOR, GRI, SFR, SRES\u00ae, and SRS instructor and has conducted classes in over 30 states. Lynn's involvement with REBAC goes beyond instructing. She conducts the trainer recertification program for REBAC instructors annually and has authored or co-authored the SFR, ABR\u00ae and BPOR courses.   Lynn regularly conducts the New Member Orientation program for many of the associations in the Chicagoland area, as well as Professional Standards and Leadership training sessions for many state and local Associations. She is the Treasurer of Main Street Organization of REALTORS\u00ae her local 14,000+ member association.   At the National level, Lynn currently serves on the NAR Professional Development Committee, and the RPAC Participation Council, and has served on Equal Opportunity and Cultural Diversity as well as Professional Standards and Risk Management. Lynn has been honored with two NAR Hall of Fame memberships \u2014 RPAC and REBAC.   At the state level, Lynn has served as Chair of the RPAC Fund Raising Committee, Professional Standards Committee, GRI Board of Governors and has served as a member of the License Law Rewrite Task Force, License Law Scope & Structure Working Group, the Equal Opportunity Working Group, Education MIG as well as IAR\u2019s Strat Plan and Convention Committees. She is the author of over 20 continuing education classes in Illinois. She has also served on the state Continuing Education Task Force and the CE Curriculum and Instructor Development Subcommittees. As a member of the Illinois Agency Task Force Lynn has been instrumental in the creation and training of new agency policies.   Lynn is ITI certified, a member of the Real Estate Educators Association, was a National Educator of the Year award winner, has received the Educator of the Year award from AIREE, the Illinois real estate educator of the year and REALTOR\u00ae of the Year honors from her local association in 2003 and was named the Illinois Association REALTOR\u00ae of the Year for 2011.   Lynn's Credentials \u25a0      2016 President Mainstreet Organization of REALTORS\u00ae, 18,000 MEMBER ASSOCIATION \u25a0      2011 REALTOR\u00ae of the Year \u2014 Illinois Association of REALTORS\u00ae \u25a0      2003 REALTOR\u00ae of the Year \u2014 Main Street Organization of REALTORS\u00ae \u25a0      Speaker at the NAR Convention since 1993 \u25a0      REBAC Hall of Fame \u25a0      RPAC Hall of Fame \u25a0      Conducts over 250 continuing education seminars annually \u25a0      NAR and REBI Certified to Teach: \u25cb      ABR\u00ae \u25cb      SFR \u25cb      SRES\u00ae \u25cb      SRS \u25cb      RENE \u25cb      PSA ","author_name":"Center for REALTOR\u00ae Development","author_url":"http:\/\/www.CRDpodcast.com","html":"