Show Notes

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Jonathan Chvala, a new agent who is enjoying an amazing start to his career despite the lockdowns. Jonathan offers a refreshing perspective on being someone that clients can trust by building rapport, being relatable, and demonstrating expertise.

Episode Highlights: 

  • Jonathan Chvala has done twelve deals so far this year, which is three deals per month. This is an impressive achievement for a new agent.
  • His love of people and numbers drew him to real estate. He also has an interest in architecture.
  • His favorite thing about being an agent is supporting people through the emotional decision of buying a home.
  • Jonathan describes how he builds trust quickly in the open house environment.
  • Age doesn't matter in real estate. You are never too young or too old to succeed.
  • Show clients they can come to you for help.
  • In an open house, he asks buyers how long they've been looking. He tries to relate to what's going in their lives and in the world. He's demonstrating that he's down-to-Earth.
  • Establish rapport, relatability, and expertise. 
  • You have a thirty-second elevator pitch at open houses to sell them on your service.
  • Jonathan tells prospective buyers about the team and how many deals they do that are off-market.
  • The clients have a pain point because they've been searching for a while and Jonathan offers a solution to that pain point.
  • He strives to be the approachable, friendly expert.
  • Jonathan has approached open houses as an opportunity to create as many leads as possible.
  • In the DC area, the market is still very competitive.
  • Jonathan recently ratified a deal where they had to compete with twelve offers. They escalated 50k above the list price.
  • He's encouraging buyers to take advantage of the lockdown because there are fewer buyers to compete with right now than there will be when it lifts.
  • Dan and Jonathan discuss how to overcome the limitations of Zoom calls.
  • Book a showing while you're on the Zoom call.
  • Cultivate the mindset that you will close the next step of the process each time you meet.
  • You just have to close someone 4 times and you can ratify a deal.
  • The lockdown has been the biggest challenge of Jonathan’s career so far.
  • He advises new agents to do everything and not to be lazy.

3 Key Points:

1.   You can build trust within the first five minutes of meeting a prospect.

2.   Identify a pain point early and provide a solution.

3.   Develop a habit of closing the next step in the process every time you meet. 

Tweetable Quotes:

  • “Age is not a factor. You're never too young...or too old to start out and make money in this industry.” – Dan Lesniak
  • “By offering a solution, you're positioning yourself as an expert.” – Dan Lesniak
  • “The market is still very competitive out there right now.” – Jonathan Chvala
  • “You need to always be closing for the next step in the process.” – Dan Lesniak
  • “If you basically have the mindset to close them to the next step every time you meet them, you will ratify a deal in like a week. It's that easy.” – Jonathan Chvala

Resources Mentioned:

Jonathan Chvala Instagram, Facebook