REF | How Top Realtors Win Clients Before They’re Ready to Buy | Chris Snow

In this episode of Real Estate First Friday, Matthew Hodge and Luis Fermin sit down with Chris Snow to break down how agents can turn long-term prospects into committed clients by providing meaningful value before asking for the business. Chris shares how his team uses Zoom consultations to remove friction, deliver personalized market and local insights, and position themselves as experts before a transaction is even on the table. The conversation explores how to work with buyers who are six, 12, or even 18 months away from moving, how to handle the “I'm not ready yet” objection, and why agents should focus on what the consumer wants before showing them what they don't yet know they need. KEY POINTS: Turn long-term prospects into clients by adding value before asking for commitment. Use Zoom to remove friction and create face-to-face opportunities. Make every consultation about what the consumer wants, not about selling yourself. Give prospects exclusive insights on inventory, neighborhoods, local data, and market conditions. Handle the “I'm still 12 months out” objection by showing why acting early benefits the client. Use a three-part value framework: what they want, what they don't know they want, and what they don't know exists. Show your expertise by letting clients see you working for them before they hire you. Keep delivering value after the agreement is signed to drive referrals and long-term loyalty. QUOTES: “Our customers who get the best deals, they jump on this Zoom call so that they can better understand what's out there right now.” – Chris Snow “I'm not just a real estate person. I'm a market expert. I'm a local expert.” – Chris Snow “We're here to help you find the right home. We're not just setting up a search. We're going to find you a home.” – Chris Snow RESOURCES Chris Snow Website | https://www.zillow.com/profile/Christ... Learn from the Best Brokerage Now! Website | https://www.lpt.com/