Real Estate Nerds 70: Bad Beats

Developing a Long Game View in Your Real Estate Business

Art Kelly and Paul Murray

Rookie Real Estate

Working with clients that are eager to buy, sell, or close, and love the very first home they’re shown is rare. It’s far a more frequent occurrence that realtors encounter difficult clients. This week’s guest Art Kelly talks about his worst deal. Tune into this week’s episode that involves a for sale by owner seller that his clients located on their own.

Check out the latest episode of the Real Estate Nerds Podcast to hear Art share his story and lessons in managing difficult clients, learning the art of negotiating the “for sale by owner” sale and setting up expectations when bringing on new clients.

Listen now, and learn how you can too.

Gone are the days where you chase the deals. This type of chasing helps you wind up in a bad deal and neighborhood.” – Rookie Real Estate


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[00:00:40] – Introduction to the Real Estate Nerds podcast and Facebook live content.

[00:01:07 ] – Introduction to Art Kelly and Paul Murray and Rookie Real Estate Podcast.

[00:01:54 ] – Art Kelly, host of the Rookie Real Estate Podcast, shares his background in the Nashville, Tennessee real estate market, as well as, why he started the podcast with his real estate agent partner Paul Murray.

[00:03:42] – It’s very fortunate when a real estate agent works with customers who are eager to buy, sell, or close, and love the very first home show they attend. In reality, however, it’s far more frequent that realtors encounter difficult clients. Art Kelly talks about his worst deal that involves a for sale by owner seller that his clients located on their own. Art shares his story and lessons in managing difficult clients, learning the art of negotiating the “for sale by owner” sale and setting up expectations when bringing on new clients.

[00:08:37] – As the negotiations drag on, Art realizes he’s doing twice the work for half the money. In the end Art closes the deal, but the entire process was an emotional rollercoaster.

[00:12:03] – Art explains how having a long game view in everything you do in your real estate business has been a key learning experience. “Your past clients are your best referral clients.”

Building and nurturing relationships as you go with your real estate business will ultimately create great referrals and continuous leads.

[00:16:04] – Art, Paul and Scott continue to discuss working with difficult clients and how to deal with them. The biggest take away is giving people the benefit of the doubt because you don’t know what types of stress the people are going through as they are making one of the biggest purchases of their life. “Give people the benefit of the doubt” and “keep the long game in view.”

[00:17:38] – Scott introduces Art and Paul to Marshall Rosenberg and the Center for Nonviolent communication. He explains that “once you can identify what the other person is needing and feeling in that moment, the solutions can present themselves and you can come to a compromise.”

[00:19:34] – Scott and Art wrap up the podcast. Rookie Real Estate website information: //www.stayrookie.com If you stay rookie throughout the life of your real estate business then you’ll remain humble, open-minded, and willing to learn.

Listener Resources

Thank you for joining us on today’s episode of the Real Estate Nerds Podcast. For even more free educational resources on real estate investing and the law, check out the Royal Legal Solutions blog. You can also reach our host Scott Smith directly, connect with him on LinkedIn, subscribe to the Royal Legal Solutions YouTube channel, or join our investor community on Facebook.

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