1 session inside Boa
D'Leanne Lewis
Real Estate Agent, Laing+Simmons Double Bay
D'Leanne Lewis is a Sydney eastern suburbs real estate agent with 33 years in the industry, having started at 20 as a legal secretary before being hired (unknowingly) as a driver for a director of sales in Double Bay. Told at 22 she was too young and the wrong fit to sell, she went out on her own with a desk, a phone and no training. She is a single mum of three and bought her first property at 22.
The session
What D'Leanne teaches
Kill the commission breath before you walk in the door
D'Leanne says clients can smell when a call is about your commission, not their outcome ("here come the shiny shoes"). Her fix is to spend the first part of any meeting on things that have nothing to do with the transaction, because the connection is what makes the relationship real. If you cannot do that honestly with a particular client, tell them you are not the right person for the job rather than performing a false version of yourself.
From 33 years of relationship selling, from D'Leanne Lewis →Make people think of you first, even for a plumber
Her mentor Billy Bridges taught her that if someone is thinking about real estate, they should be thinking about you. D'Leanne extended that: she wanted people to call her if they needed a gardener, a plumber, or help for their mum. She worked Sundays and seven days a week, not to build a brand, but to make her name the default in one category.
From 33 years of relationship selling, from D'Leanne Lewis →Beat experience with enthusiasm and a call funnel
With no runs on the board against shinier, older competitors, D'Leanne competed on effort: hardest working, most enthusiastic, best service, not stopping until the job was done. Practically, that meant hundreds of calls out of the office to get 10 people through, working those 10 to bring 5 back, working the 5 to get 2 back. If you are new, the numbers and the hours are the only proof you have.
From 33 years of relationship selling, from D'Leanne Lewis →Cut your fee to buy the chance, then over-deliver
At 24 in Queen's Park she was up against three agents quoting 1.4 to 1.7 per cent, including a coach who publicly told everyone never to go below 2 per cent. She offered 1 per cent to win the listing, then set a suburb record on the sale. Early on, the point is building the relationship and the name, not squeezing the most financially out of one deal.
From 33 years of relationship selling, from D'Leanne Lewis →
Watch the full sessioninside Boa.
Session notes are free. The recordings, the live advisories and the founders in the room are for members.