During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with top agent Richard Yoon. They discuss how to manage uncertainty during challenging times, the importance of keeping your schedule when working from home, and what they’re seeing in the market right now.
- Richard Yoon has been in real estate for around six years. He started out in the service industry.
- His first year with the Keri Shull team his business exploded by ten times. He speaks highly of the many resources available to the team.
- Leading up to COVID-19, the market was crazy in the DC metro area with multiple offers. Richard mentions the low inventory and low-interest rates.
- Don't slack when you're at home.
- Richard has been doing a lot of follow-up during this time. He's talking with clients, sympathizing, and making sure they're aligned.
- Closeout your existing pipeline. Listen to them more because they're scared.
- Do not ignore your future pipeline.
- There will be many expireds if we go on lockdown.
- During the mornings Richard is calling, sticking with follow up, and reaching out to current clients. He is maintaining the current pipeline.
- Dan says there are two ways to get a ship into the harbor. You can be a tugboat and call those leads. The other way is to be the lighthouse. The lighthouse stays in one spot but puts out light and gets the ships to come to them. This is your marketing and your social media posts.
- Richard is still doing some client visits. He has a final walkthrough but is being very respectful of the social distancing protocols.
- Dan says they are doing many more online meetings with clients on Zoom.
- Think of ways to adapt during challenging times.
- They did their team meeting via Zoom. Richard did one listing appointment via Zoom and landed the listing.
- Richard is signing listings without going into the homes.
- If you’re feeling unsure, know that everyone is in the same boat.
- Take it day by day.
- Richard shares his biggest success stories.
- Richard says that this time has been the most challenging for his business.
- If you’re trying to hold deals together, really listen to your client and empathize with them. Respect the client’s wishes.
- Newer agents should be hitting the phones and focusing on lead generation.
3 Key Points:
1. When you’re working at home, it’s important to keep your schedule as much as you can.
2. Closeout your current pipeline and don’t forget your future pipeline.
3. Take the time to listen to your clients and empathize with them during this time when everyone feels unsure.
- “Just keep pushing and when you're at home working from home, keep on a schedule.” – Richard Yoon
- “Now is not the time to back off. If anything, you're going to have to pedal to the metal.” – Dan Lesniak
- “If you ignore that future pipeline, there's some other agent out there that's not." – Dan Lesniak
- “Think of ways to adapt.” – Dan Lesniak
- “For new agents in any type of market...it's all about building your pipeline and lead generating.” – Richard Yoon
Richard Yoon bio, LinkedIn