How to Bring Up Real Estate at Prospect Interviews

Present yourself as a Local Leader, as well as a real estate professional. Let's learn how!

Many of you have found yourselves, in a position or situation where you think to yourself, “this is a perfect time for me to bring up that I’m a Realtor®, but it’s going to come off aggressive.” 

That is why we have identified key opportunities and action items that can often lead to conversations about real estate and ultimately you as a real estate professional.

Keep in mind that each strategy will feel different, depending on the sponsor. So, choose what is within your circle of comfort while at the same time, ensuring that you are being a Real Estate Agent and not a Secret Agent

When someone asks you; "Why are you doing this?"

It’s a question that a lot of Parkbench clients receive, simply because of the fact that you are all going around, learning and featuring people in your community on a website, for free. It's new and a novelty. 

However, this question is not a problem! It’s an opportunity to develop your brand image...and talk about real estate in a natural, conversational way! 

Now, when answering this question, be completely honest and transparent. 

There is no need to lie, over exaggerate, or hide anything. You’re doing good! And it’s normal to expect your business to grow when you give value to others.

Here is an example of what you might say (keep in mind that the below script is quite extensive. Feel free to put your own spin on it!):

"Great question! I was presented with the opportunity to become the sponsor and ambassador of a new community website. It aligned with my values and my goals in life and business so I did it! 

For me, a resident of the area, if I can help the people who live and work here to get to know each other through these interviews and the website itself, encouraging more people to shop locally, then more money will flow back into the local economy. This is good for the value of my home and the quality of my life. 

So I really feel like doing this was a way for me to do good for the community AND get some personal benefits as well!

Also, I don’t know if you know, but I’m a local realtor here. So, if this community becomes more vibrant, that’s good for my career.

As for the interviews, I know that it is a little different and not exactly normal for a realtor! But I know that the more people I talk to, help and get to know, the more clients and referrals I will get. I truly believe that givers gain. 

So, when I saw all the functionality Parkbench has on its neighborhood websites to help the homeowners stay up to date with what’s going on in the area as well as help business owners promote their products, services, events, and promotions, I wanted to become the sponsor.

Not only can people use it for free, but it would also give me a reason to say hello to everyone because I had something of value to offer, that has nothing to do with real estate.

Plus it’s super fun to get out into the community, learn people’s stories and give them more brand exposure. It sure beats cold calling, door knocking, and putting my face on dirty busses!”

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Future Facing Questions

When asking questions directed at identifying where they see themselves in the future, remember that it is easy for this response to be catered towards their business. This response is particularly likely if you’re asking this directly following the interview. 

To ensure that you’re not only learning about the business but also where they see themselves as a homeowner and resident of the area - preframe the question.

How to do this

  1. During the interview, ask them “Where do you see your BUSINESS in the next few years?” This will give the interviewee the opportunity to talk about their business’s exciting future.
  2. Following the interview, ask this question in a slightly different way: “So, I know that you mentioned you saw your business (INSERT ANSWER), what about you personally? Are there any milestones that you see yourself achieving?
  3. A lot of people when asked this question, will think about the things that they want to accomplish, creating a mental image of themselves. A good percentage of people who do this, hold relationships to a high standard and will see these as working in tandem with their life’s goals.
  4. It wouldn’t be uncommon for someone to picture themselves in their dream home, or think about buying their first home with their partner. Or even selling their family home because the kids have all moved out.

Questions to ask after the interview

  • Have you always lived in (AREA NAME)? OR do you commute from another area?
  • What do you think is the biggest benefit of living in the area as both a homeowner and a business owner?
  • I’ve always thought about what it would be like to live in (AREA NAME), are there any other areas that you see yourself living in?
  • I was working in this area recently, it’s a great spot. Do you find that a lot of your business is local? Or from all over?
  • What is something you know about (AREA NAME), that you think not a lot of other people know? (Respond with your own fun fact, but cater it towards real estate)
  • What is something that has changed about (AREA NAME), that you wish didn’t or that you would bring back?
  • What do you want to do when you retire?

Home/House Orientated Questions

  • What’s more important, a great car or a great house? Why?
  • Where do you spend the most time in your house?
  • You get to create your dream room and money isn’t an object, what kind of room are you creating? (throw some ideas at them)
    •  The ultimate man-cave, with home theatre, bar, and games?
    • The perfect home gym, fully stocked to do everything?
    • A garage with all the tools you can imagine?
    • A walk-in closet 10 feet long, with clothes and shoes on both sides?
    • A hydrotherapy room with a hot tub, cold tub, sauna, and steam?

One-Liners: Highlighting your profession

Find a common ground, interest, or something that relates between one of your past clients, and your interviewee. It could go something like this:

  • “It’s funny you mentioned that you’re an avid hiker in your free time, one of my past clients just hiked (AREA) for a couple of days and they said they loved it!”

This can lead to them asking you what type of clients you have and it’s also just a great way to carry a conversation!

If an opportunity like the above doesn’t present itself, you can always highlight your profession, prior to leaving.

  • “Well I really gotta go. I’m checking out this new house that’s going on the market soon. Thanks again for your time!”

Mutual Connections

Not only is this a great conversation starter, but it can also very easily lead down a path of how you know that person. 

Extra plus if the mutual friend is one of YOUR PAST CLIENTS. Look them up on Facebook, LinkedIn, Instagram and see if you have any mutual connections.

  • “When I was doing a little bit of research about your business ahead of the interview, I noticed that you were friends with (NAME). How do you know them?”

Your prospects are far more likely to grow to like and trust you when you have a mutual connection.