Sahar Khatib explaining leverage in Real Estate at Keller Williams Mega Agent Camp 2024

Okay I'll send all three of you didn't want to just to you sorry we're having a moment so all right guys thanks for joining us so we're going to what do we have well we have a little more than that we'll take a few more minutes in that probably do it on time so it's 11:03 and we're almost done almost done right we have this and one more amazing short panel and we're out of here how about that yes so guys thanks for doing this all right so so har you and I were um okay I'm just going to start with you we're going to work our way okay thank you um so you you not stop got back too so she and I were visiting and she you were telling me the story about how you run your business and honestly there may be others that do it the way you do it but I I never heard it this this was totally new to me so I want to you just walk through and explain what you do cuz so we were on zoom and Sahar's got a headset on and as we're talking all a sudden I realized it's almost like a cockpit I mean it it right and and by the way I see kids walking back behind and then Sahar tells me that she has designed the way she does her business because as a single mom with teenage kids she has to be at home so everything has been designed for that okay so that's the setup so if you would tell us how you do business so I start how I started doing this business and Co when it hits I had three kids under 10 years old three kids under 10 three kids under 10 and I decided hey I have I'm at this split point I either change the business or change this business to best my family to either get in or get out get out I got it and at that time you know I had a lot of clients that are refer to me and trust is the most important thing so I don't even want to let them down so I have to think outside the box I can do both okay being a software engineer and my background I'm a Problem Solver so I found a system that works for both for my kids and for my clients so describe to us how you do that yeah the most important thing when we're working with Buyers especially they want you there to negotiate get them the house opening doors was the least of the priority they don't need to open doors anybody can open a door so I had to figure out how I'm going to get and the person that opens the door would same value that I have which is you know a servant at heart and they are always there positive problem solving you know on the road and they're in my image so I started interviewing agents that have the same core values and found couple agents they are new to well you didn't recruit them to your business you just recruited them to work with you with me and I bring value to them and they bring value to me the value I bring to them they are newer agents they've never been in the business I came from Corporate America so think about it as an internship they interns with me I'm teaching them how to grow they are not on my team I refer them out so what's going to happen is as you described to me is is you're not leaving your chair no I am not I'm working You' got your headset on and when they go out and work with one of your buyers you're in constant contact with them with the agent and and the client and the client we are all on a three-way text message so they're on the road and I'm on the text message if they need me to get on a call while they're at showings I'm there guiding them as well yeah so do yout yourself do you do you do you do you call them and say do you just text or do you no we do both we do both so it starts with a great buyer consultation I usually do a 1 hour buyer consultation so you meet with the buyer yourself myself it can especially in Co it was Zoom you know FaceTime phone calls whatever the buyer wants you know we meet for an hour and that hour I lay everything down first and foremost is goals and timelines their lifestyle so I can guide them and find them the homes so when they go out there they're not seeing 30 homes they're seeing five homes one of them is the one so you set so you you you set the expectations you established the relationship and then you explain to them you're going to connect them with yeah so that's like towards the end of the 45 minutes Mark when we establish that connection and we establish all the values and what I bring to the table they're so comfortable at that point I'm like when we're ready to go in person it's going to be my partner I don't even say showing agent do you have a partner I have a partner and what's the and what's the commission Rel relationship between you and your apartment 10% of they're showing and doing inspection you know walking the inspection and walk walkthroughs because I never see the homes I only meet the clients day one and day 30 at the close so this licensed agent is getting 10% of the Commission in order to show the home but who's going to write the contract you're going to write the contract so you do the consultation they do the showing M you write the contract I Neti they go on inspections they go on inspections never leave your house I never leave my house it's so good so brilliant right it's so it's so good you're right and I'm watching her in real time where she's explaining this to me she's got her headset on and and I see I I see one or two kids maybe it's just one going back and forth behind her and I realized she's living this in real time yeah air traffic controller and all these buyers are planes and she's talking to them in between showings and she's writing contracts negotiating deals and they're all Landing yeah me I had about 72 closings in 2022 and out of them was 50 buyers I did not show one home and the merchants great you're our hero by the way just so you know you're our new hero yeah no question about that but last question then de and that is um what's the trick to this what makes this work is it the consultation what what's the singular thing that anyone sitting active going I love that idea I need that I would say two things one you have to establish that connection with the buyer I work a lot of the ferals and the ferals they trust you with their client so I want to make sure the client is getting served as a top level so you create that connection with the buyer because when they go out with your partner they don't feel that they are pushed away okay you're always there the second thing you need to be slow to find that buyer showing partner because if they don't have the vales they are your face on the RO so that's the most important thing got it thank you dear Anda good to see you good to see you