In this episode, I get to sit down with
Aaron Hendon, a real estate agent in Seattle, Washington. He is in the midst of writing a book about real estate blind spots. Tune in to find out what these blind spots are, and how you, your partners, and your clients can overcome them!
[:51] Jennifer welcomes her guest for this episode — Aaron Hendon.
[1:55] Aaron talks a little about himself — How did he get to where he is now?
[3:34] What brought Aaron to the point where he is now writing a book?
[6:55] How many blind spots are there in real estate?
[7:50] Heuristics, or mental shortcuts people take that keep them from operating rationally, is one.
[8:23] Appearing as an authority to get more clients is another blind spot.
[9:45] Availability is a mental shortcut that people use — if something comes to mind more easily, it is more important. This is exactly the premise that staying top-of-mind operates on.
[12:43] Why is making decisions based on availability a blind spot?
[14:07] What are some ways that lenders can overcome clients’ tendencies to use the availability phenomenon in making decisions?
[18:39] How can lenders help their real estate agents be more aware of these blind spots, and help them overcome them?
[20:09] Lenders need to develop a way of working with their Realtor® partners on the front of education — sometimes, people don’t know what they don’t know, so it’s important to educate them.
[22:25] A lender or Realtor® cannot rely on asking the client what the most important aspect of the loan process is — they don’t even know it themselves.
[25:15] There is an increasing need to take the time to slow down and explain to clients about the blind spots they need to be aware of.
[26:22] Another big blind spot loan officers and Realtors® should be aware of is always trying to be a contributor.
[28:26] What are some examples of contributions that Aaron’s partners have made that have added value to his business?
[33:27] It’s really important to move beyond a transactional relationship between referral to one of building up the community to grow each other’s businesses.
[34:24] Aaron wraps up with some final thoughts about blind spots on the whole.
[38:36] It’s important to be able to outline for clients what value they get out of the price they are paying you.
[39:04] Aaron encourages you to have an authentic interest in being a contribution to the people you have to opportunity to serve.
[40:28] Get a copy of Aaron’s first book Don't Get Fooled Again, via his website, and get on his mailing list, as well, to get access to his next book when it’s released!
[42:54] Don’t forget to leave Jennifer a review on iTunes, and email her if you have any questions you want answered, or topics you would like to hear on the show!
Mentioned in This Episode: