Matt and Garrett welcome special guest, Tara Tooley, to the show today. Tara has been a Ninja in Fort Collins, Colorado, for about six years, and she has an incredible ability to take every system we work with and completely own it to create a unique and highly successful experience for her clients. She breaks down her process for Matt and Garrett step-by-step, and tells them about integrating a “Ninja Filter” in everything she does. She begins with the “Magic Wand” conversation, then begins the funnel process by opening a broad search for her clients to make sure they don’t miss any important options. Tara’s only motivation is to help her clients find a home and make their dreams come true. She explains that she won’t stop until she sees the “happy dance,” and how this no-pressure approach can instantly build trust with your clients, and show them you’re on their team.
Tara chats about setting her clients up to be the “smartest buyer out there,” the importance of guiding them to a trusted, local lender versus impersonal online options, and how a solid pre-qualification empowers clients with the coolest idea ever – a “shopping license.”
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Episode Highlights:
- Tara Tooley has been a Ninja for about six years
- She works at the group in Fort Collins, Colorado
- The advice based on her marketplace could work in any area
- She has an incredible ability to put her own unique spin on the 10-Step Buyer Process, and has used it to create an extraordinary buyer process for her clients
- She puts everything she does through a “Ninja Filter”
- When people first reach out to her, they have already thought about this decision for a long time and they’re ready to make their move
- She asks them a series of questions and has the “Magic Wand” conversation
- Begins with a very broad search so that her clients don’t miss any options (one of the biggest buyer fears), then narrows the focus from there
- This is the funnel process
- She includes homes in a higher price range as many sellers begin too aggressively and may lower their prices later
- She sets her clients up to become “the smartest person in the market” as they watch for these price drops
- Her mindset is laser-focused on helping her clients find a house
- Her only goal is to help make people’s dreams come true and see their “happy dance”
- Setting her clients up with a trusted local lender versus online lenders who typically don’t care and will not go to bat for them
- Being pre-qualified with a solid lender empowers clients with a “shopping license”
- Tara is not afraid to tell people she can’t move forward with them, if she feels they are not a good fit
Quotes:
“Tara is an agent that takes every system I’ve ever worked with her on, and she goes, I’m going to make this mine. And she owns it.”
“I consider myself a ninja 1,000%. I put everything I do through what I call a Ninja Filter.”
“We have that quick little conversation. I’m like, Well, What are you thinking? Tell me, if you wave the magic wand, what might happen? What kind of – how big of a house? Why are you moving? And I go through some of the questions. How many bedrooms? What price range are you thinking? What town are you thinking?”
“I always take notes. I never talk without a pen in my hand.”
“You’re going to become what I call the smartest person in the market. You’re going to watch those prices – that overpriced person come down maybe into your price range if they sit on the market, because not everything sells if it’s overpriced.”
“I had a buyer call me on a Friday…. She said, Well, we’re going to be buying somewhere between now, three months, six months, nine months. We’re not really in a hurry. And…we’re under contract six days later. Their first offer.”
“My mindset is – my only goal is to help these people’s dreams come true. That’s it. That’s where it ends.”
“If there’s no happy dance, I’m like, Hey, I think we need to keep looking.”
“When you put people into a position where they really want to buy, yes, you are a great salesperson. Because you didn’t have to sell them on anything. You just put all the pieces together, and all of a sudden they’re buying. as far as I’m concerned, that’s about as Ninja as you can be.”
“I’m like, This house, I don’t see it. And then I’m like, Aren’t I a great salesperson? They just laugh. And then all of a sudden, that trust level just goes out the roof, because they’re like, Oh, she’s on our team. She’s not trying to sell us anything. She’s trying to help our dreams come true.”
“I’m like, Well, your lender is going to be your most valuable player, maybe even more important sometimes than I am in this process. If we don’t have a lender that can go to bat for you, literally seven days a week, that’s trusted in our local market, I’m not sure I can get you a house and be competitive on your offers. Because what’s been happening is these online lenders, they just don’t care.”
“I had a 45-minute conversation with an older guy that was qualified with his big national bank. And I’m like, Dude, I can’t win a house for you in this market with that as your lender… He finally succumbed. And sure enough, three days later, we got the deal because of that lender.”
“What we really need is a really good shopping license. If you don’t have a good shopping license, it doesn’t make a lot of sense to even go look at houses, because we don’t really even know what you can buy. And so your lender will give you a pre-qualification, which I consider your shopping license.”
“The shopping license is the most powerful if you don’t have to sell your house before you buy.”
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