The Third Party "Expert"

Services for Real Estate Pros with Lang Realty

Identifying the customer's "wants, needs, desires, hopes, dreams and aspirations" are the essentials to any training program.  Simply put, once you have identified these essentials, you have a chance to close a sale --- UNLESS you are confronted with "the third party expert".

Boca Raton Homes for Sale

A third party expert (TPE) can be anyone - a husband, wife, sister, brother, friend, cousin or another customer interested in the same or similar product who has no ties to your customer.  When a TPE vocalizes their opinion, often times it is considered "written in stone".  If the input provided by the TPE is positive, you have a greater chance of closing the deal.  If it's negative, it often times is a dead deal.

Franklin Covey

The same TPE experiences are found when we are selling real estate.  I have had clients in the past who rely on the TPE to make their decisions for them.  Often times these TPEs are hundreds or even thousands of miles away!  By the time they make their "remote decision", the property they have been looking at is already under contract.

How do we deal with the TPE?  Just as we would any other sales situation ---- know your stuff, maintain your customer's trust and don't be afraid to provide your input even if it may be contrary to the TPE.  Obviously, it's not what you say but how you say it that matters. 

Posted by

Rick Schuster

Licensed Real Estate Broker - Jaycee Realty, Inc.
Licensed Title Insurance Agent - Home Guardian Title, Inc.
Licensed Mortgage Broker - Leading Edge Mortgage Corp

2101 NW Corporate Blvd, Ste 211
Boca Raton, FL 33431

561-206-2835 - via Google Voice
561-988-2546 -Fax

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Comments (2)

Margo Otey

I learned about TPEs early in my career.  If a young couple says parents are giving them money for the downpayment, I have the parents come with us!  If the purchase hinges on a TPE, then I want that person in my car.

Sep 19, 2011 01:09 AM
Rick Schuster
Lang Realty - Boca Raton, FL
List with Rick, Sell it Quick!

Thanks Margo -- GREAT input!

Sep 19, 2011 01:11 AM