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Navigating Inspections, Negotiations & Market Shifts | Real Estate Roadmap Podcast

In this episode of the NewReal Estate Roadmap, Chris Cusimano is joined by Jen Konikoff, JD Sanchez, and Jair Reategui for an insightful discussion on the intricacies of real estate transactions. From pre-inspections to post-offer negotiations, the team covers essential strategies for today’s evolving market.

They explore the importance of preparing sellers, disclosing material issues, and building strategic partnerships. You’ll also hear real talk on buyer behavior, negotiation tactics, and why continuous education is critical for real estate professionals. Whether you're a seasoned agent or just getting started, this conversation offers valuable lessons and takeaways.

🔑 Key Takeaways:

• The value of getting a pre-inspection
• Buyer uncertainty in today’s market
• Why “as-is” doesn’t mean risk-free
• The power of disclosure and expectation setting
• Strategic negotiation tactics and repair credit requests
• Understanding property rights in complex situations
• Importance of home warranties and client communication

🎧 Soundbites:

• "It's all about the experience."
• "Buyers are just shooting their shot."
• "You need a realtor, you need an agent."
• "Never listen to another realtor."

⏱️ Chapters:
00:00 Introduction to Real Estate Conversations
01:26 Navigating Property Inspections
04:03 Understanding Market Shifts
06:41 Preparing Sellers for Inspections
09:34 The Importance of Disclosure
12:10 Negotiation Strategies in Real Estate
14:57 Handling Buyer Requests Post-Inspection
18:11 Strategic Negotiation Techniques
21:34 Navigating Home Inspections and Negotiations
24:00 The Value of Home Warranties
26:04 Trusting Information in Real Estate
29:59 Understanding Inheritance and Property Rights
32:07 The Importance of Informed Real Estate Agents
34:59 Strategic Partnerships in Real Estate

👉 Visit www.coachingbycusi.com to learn about Chris's training.

head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

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🎙 Episode Summary
In this episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jen Konikoff, and JD Sanchez unpack the Buyer Lock-In Method—a structured approach to creating long-lasting buyer loyalty and delivering standout service.

They discuss how today’s real estate professionals can adapt to a shifting market, use tech tools like School Digger and crime mapping, and build stronger partnerships with clients through clear expectations and next-level preparation.

The conversation also touches on the realities of showings, chaotic schedules, and how to navigate them with grace and humor—all while building trust, loyalty, and a standout brand in a highly competitive space.

Key Takeaways

• 🔑 Preparation is everything—from route planning to having tools ready.
• 🤝 Setting clear expectations creates a true partnership with buyers.
• 🧠 Using tools like School Digger and crime maps adds real value.
• 📲 The discovery phase is essential for understanding client needs.
• 📉 Market shifts may cause a mass exit of unprepared agents—opportunity lies ahead.
• 📸 Social media strategies need to evolve—focus on authenticity, not just exposure.
• 🛠️ Technology can streamline the showing process and ease chaos.
• 🚘 Showings can be hectic—being adaptable is the key to staying professional.
• 💬 Consistent communication, especially during delays or hiccups, builds trust.
• 🌟 Create a memorable experience and clients will stay loyal long after closing.

Sound Bites

🎤 "I love spoiling our people."
🎤 "It's a lot of work ahead of time."
🎤 "We are partners in this endeavor."
🎤 "There's a big opportunity for us."
🎤 "You have to roll with the changes."
🎤 "The car is hectic."
🎤 "We can break that stigma."

Chapters

00:00 Introduction and Overview of Buyer Lock-In Method
03:00 The Importance of Preparation in Real Estate
05:55 Understanding Buyer Expectations and Discovery
08:46 Tools and Techniques for Effective Buyer Engagement
12:03 Navigating the Changing Landscape of Social Media Marketing
24:29 Adapting to Change in Real Estate
26:41 The Impact of Market Changes on Agents
28:51 Navigating Client Interactions
32:44 Enhancing Client Experience During Showings
37:00 Managing Seller Expectations
39:05 The Chaos of Real Estate Showings

🔥 Subscribe & Stay Connected
Looking to improve buyer retention, adapt to market shifts, and create loyal clients for life? Subscribe now for more actionable real estate strategies.

📲 Follow us on YouTube, Spotify, and Apple Podcasts for fresh weekly episodes!

➡️ Which buyer lock-in strategy will you try next? Let us know in the comments!

#BuyerLoyalty #RealEstateStrategy #RealEstateMarketing #ClientExperience #RealEstatePodcast #HomesByCusi

head to www.coachingbycusi.com to join our fun Real Estate Agent community today!

Send us a text

🎙 Episode Summary
In this high-impact episode of the Real Estate Roadmap Podcast, Chris Cusimano, Jennifer Konikoff, & Jair Reategui welcome back Dave Kimbrough to share next-level strategies for building a sustainable and client-focused real estate business.

The conversation explores:

🔁 How expectation selling can streamline the agent-client relationship

📹 The power of video content to reduce confusion and enhance the client journey

🤝 The long-term value of B2B networking and concierge-style support

📲 Why genuine social media engagement outperforms gimmicks

🧠 Coaching insights, including how to use the Algorithm Advantage Method and the 4P Framework for more effective presentations and conversations

If you’re looking to build trust-based relationships, market more efficiently, and coach clients with clarity, this episode is full of practical tactics and fresh perspectives.

Key Takeaways
Expectation selling is a teachable process that removes guesswork for agents and clients.

Proactive communication reduces stress and eliminates unnecessary back-and-forth.

Video messaging can significantly increase understanding and client retention.

B2B networking helps agents grow their database with quality referrals.

A well-run concierge program supports clients long after the transaction ends.

Social media, when used with authenticity and consistency, can drive real engagement.

The Algorithm Advantage Method (AAM) helps agents gain visibility with less effort.

The 4P Framework brings structure and clarity to coaching and client presentations.

Reliability and responsiveness still win in today’s fast-paced market.

Tailoring your communication style to your personality makes it easier to stay consistent.

Sound Bites
🎤 "I'm not a mind reader."
🎤 "You have to be consistent with it."
🎤 "Let's work smarter, not harder."
🎤 "There's no excuse for that."
🎤 "I respect them and their time."
🎤 "The little things matter."
🎤 "It's a digital photo album."
🎤 "Thanks for coming."
🎤 "You can find me on TikTok too."

Chapters
00:00 Introduction and Surprise Guest
02:03 Expectation Selling and Client Communication
06:04 Proactive vs. Reactive Mindset in Real Estate
09:56 The Importance of Video Communication
13:51 Building Long-Term Client Relationships
17:54 B2B Networking Strategies for Real Estate
23:50 Creating a Concierge Program for Clients
28:01 Leveraging Social Media for Real Estate Marketing
28:23 Implementing the Algorithm Advantage Method
29:52 The Importance of Communication in Coaching
30:49 Working Smarter, Not Harder
31:55 Collaborative Coaching Sessions
32:33 The 4P Framework for Presentations
35:54 Leveraging B2B Relationships
39:21 The Value of Reliability in Real Estate
42:36 Setting Expectations and Communication Tips

🔥 Subscribe & Stay Connected
If you're ready to work smarter, sell better, and connect deeper, subscribe now for more strategies from top-producing agents and coaches.

📲 Follow us on YouTube, Spotify, and Apple Podcasts for weekly episodes filled with value.

➡️ Which tip from Dave or the team are you excited to implement? Tell us in the comments!

#RealEstateCoaching #ExpectationSelling #ClientCommunication #RealEstateMarketing #ConciergeService #B2BNetworking #HomesByCusi #RealEstatePodcast

head to www.coachingbycusi.com to join our fun Real Estate Agent community today!