Episode #208 How to Win Over Skeptical Clients with Lindy Chapman

In this episode of The Hyperfast Agent Podcast, we listen in on Lindy Chapman, from DOSS Social Agents, as she presents at the HyperFast Sales Summit. Lindy’s goal is to help agents see from the eyes of the consumers so that they may better accommodate and pivot according to what their clients are looking for.


Episode Highlights: 

  • Lindy’s distaste for real estate agents, acquired after moving many times, led her to become a real estate agent.
  • Dishonest and mistrustful agents put their clients through more trouble than they should.
  • There are over 1.4M real estate agents, so there is a ton of competition.
  • Agents need to be able to put themselves in the shoes of the consumers so that they can stay flexible.
  • DOSS Social Agents focuses on helping the 10% of the agents that are passionate about what they do.
  • Your goal should be to leave the client in a better place than you found them.
  • Lindy has lost listings just by mentioning the company that she worked for at the time.
  • There are a plethora of stereotypes surrounding agents, such as being overdressed, impatient, and unprofessional.
  • While looking for an agent for her parents in the middle of the pandemic, Lindy learned a lot about what people think about agents.
  • As a consumer, it’s hard to know who to trust with so many options in such a saturated market.
  • Consumers look at the real estate industry from one perspective while trying to figure out all the products that are coming their way.
  • It’s very normal for consumers to want things that aren’t good for them; be willing to tell them this.
  • Think about what you would want when selling your house if you didn’t have your real estate license.
  • A paradigm shift cannot take place until it aligns with what consumers truly want.
  • Look back 10 years ago and think about how crazy it would be to imagine that in 2020 taxis, Blockbusters, and bookstores would be all but gone.
  • Netflix, which originally offered to sell to Blockbuster, has completely laid waste to the former movie giant.
  • Consumer reports show that there is a large distrust of agents due to a plethora of problems, many of which can be solved by technology.
  • Leaders are able to lead from an outside perspective, whereas managers see from within.
  • Focus on solving the client’s problem before the broker’s problem, not the other way around.
  • Jeff Bezos has achieved such a high level of success because he has made his company obsessed with the consumer.
  • Lindy chose DOSS Social because it provided what she was searching for when she was selling her home.
  • Lindy discusses the 5 Stratospheric Laws of Success: Value, Compensation, Influence, Authenticity, and Receptivity.


3 Key Points:

  1. Lindy believes that the ability to put yourself, as an agent, in the shoes of the consumer will allow you to pivot when necessary.
  2. Good agents are hard to find, but bad agents give the entire profession a bad name.
  3. Paradigm shifts happen in stages. Just like Netflix laid waste to Blockbuster, emerging technology will rid the world of many real estate practices.


Tweetable Quotes:

  • “That’s the consumer dilemma. How do you know which agents to trust?” – Lindy Chapman
  • “Our reputations aren’t that stellar. We’re one step above sex workers.” – Carl Slade
  • “See things from the eyes of the client. Know what the consumer knows and know when you need to pivot.” – Lindy Chapman
  • “A paradigm shift cannot fully occur until technology aligns with what consumers want and delivers a better way of doing things.” – Lindy Chapman


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