KGCI: Real Estate on Air - Selling Like a 6-Year-Old: The Power of Simplicity

Episode Date: January 8, 2026

Summary:In this episode, Sara Delabsig draws a creative analogy, encouraging real estate agents to adopt the simple, direct, and persistent communication style of a six-year-old. She explains how removing complex jargon and focusing on clear, benefit-driven language can lead to more effective sales conversations and stronger client connections. The episode is a refreshing and highly tactical guide for simplifying your sales process and overcoming hesitation in communication.

Agent PowerHuddle is a daily jumpstart, giving you all the tools you need to create an amazing real estate career. Led by top experts in the field, you'll learn how to sell more houses in less time while creating the life you want. Welcome to the Agent Power Huddle. Welcome, welcome, everyone. thanks so much for being here if you're here live thank you if you are listening on the radio thank you for that and if you're watching later thank you for that as well um this is an exciting

topic and i'm really excited about this because it's almost exactly a year since um this person that is my guest and i shared a stage in orlando at the shareholder's event um she was an amazing moderator she's an amazing coach and she is going to teach us selling it like a six-year or selling like a six-year-old. So without further to, welcome Katie DeLosso. How's it going? Thanks for having me on. Thanks for letting me start off the morning with dancing. So that was always fun. Oh, totally. I actually just saw Curtis Shewell shared a video and he said you got to dance every single day. It completely changes, you know, your mindset, which is actually how we start off too. So real quick, I'm just going to go through some affirmations.

that I always like to deal. They're really short, and they might seem silly, but this is actually something that changed my business at a time when the interest rates went up about nine months ago, and I was kind of in my fields, and I really was. And one of my clients was like, Sarah, this is no big deal. You know, there's a silver loans, and I didn't know crap about assumable loans.

But he, you know, whoever has the strongest belief in passion, in a situation is going to control that situation and in that situation he did so thank you to Brent calling you know I'm a big fan and you definitely help me out and now

and write that down by the way oh yeah oh yeah good stuff okay so the affirmations that I have and this is really important especially if you guys are making calls or if you're nervous about you know a listing appointment or anything like that

if you say these or if you do you a little super super star pose or super i don't know there's some it was on gray's anatomy you know what i'm talking like yeah yeah i used to do that yeah i used to do that yeah i used to do that before these because i used to like totally get in my head my mouth would go dry and i just freak out so um but now now i say these and now i'm good to go all right so my affirmations are i am successful regardless of what is happening in the current market each call is an opportunity to build a positive connection and provide value. I am well prepared and knowledgeable about my market

and the services I offer. I am persistent and resilient. I will keep going despite any challenges. I focus on solutions and benefits, not just making a sale. Every call brings me one step closer to achieving my goals. I'm a great communicator and can convey my message effectively. My enthusiasm is contagious and it resonates with people I'm talking to. And I know that six, Success comes from consistent effort. And that is my favorite one to end on because it's so true. And even if you are feeling like you have been one of those people that has been calling like me for like nine months to people that hang up on you or ignore you or whatever or just never pick up the bone, eventually they do call back or eventually they do pick up the phone. So just keep going because you're going to hit that, you know, bold if you just keep chipping away. So all right. Now, Katie, I'm going to let you take it over and just run this and I'm just here. Well, I will thank you, Sarah, again, for having me on, as I guess, it was such a pleasure to meet you last year and I was inspired by you and what you built and how you support realtors

all over the country. And so thank you for what you do for all of us as realtors. And you are the person that I call that I'm like, I have a systems question, right? I've got, you know, and it's like, how does this work? What does, and help me see this. And I've got you and one other person. There's two of you that are my systems experts. And I'm like, okay, if they both tell me the same thing, that's probably what I need to do, right? So it's good to have surround yourself with people that think and do things differently because it challenges our own beliefs. And it's what you just said about your affirmations.

Is your affirmations posted somewhere because I would love, I would actually want to steal them. But I don't know if anybody else wants to steal them, but it's like, I may, or maybe tweak them a little bit that are more. or me, but 90% of those, I'm like, yes, yes, yes, yes, yes. So I do have them in my Facebook group, which is called the future of follow-up for real estate. It is also in workplace if you are an EXP agent. And if you're not an EXP agent, hit me up because hello, come on over to the fun side. But I have a workplace group. It's called Insight Sales Agents General and they are also posted in there. But you can also just hit me up on social and I will send you.

Please, please. Yes. I don't know anybody else felt the same way, but I did. One of my things, as a public speaker, I've been a national trainer

speaker since 2008. I, I don't even like saying these words out loud. As it goes into my brain, I'm like, oh, I've been a realtor for 20 years. I said,

I feel like those, you know, ladies, the old ladies at the open house that are like, you know, I've been doing this for, you know,

35. And I'm like, oh, Lord. So I, I've been in various roles inside of real estate, mostly in leadership roles in the last 20 years, speaking, coaching, training, running large and small real estate offices. My favorite place is the stage in a microphone. So as many people are afraid of public speaking, I love it. And I actually love to help train people on how to be a public speaker.

It's fun. And it's also a great source for lead generation. And my favorite thing about speaking, which is why I like to moderate, is I like to be interrupted. So I won't interrupt me, Sarah. I want those of you that are here live. It pop into the chat, Sarah, can you keep an eye on the chat? Because sometimes I get out a roll and I'm half Irish, half Italian. It means I like a loud fight, but I also talk with my hands.

So I'm not always clicking on the buttons for the chat. We'll do. And I was going to interrupt you. I was going to tell you that you definitely helped me. That was my first time speaking at such a massive event in front of people. And I remember you were like, hey, you got this. you asked me what my topic was beforehand and you're like, that's great. So you gave me so much confidence. So thank you. And yes, I will keep an eye on the chat, but you just go on girl.

Awesome, awesome. I will just keep one tip on public speaking. And if I didn't tell you this, I apologize, I'll say it now. Public speaking, most people get concerned about public speaking because it's primal, right? We are ultimately pack animals. We are, that's why, you know, the healthiest people in the world have great relationships because we have our pack, our tribe, our group. And so when we are on a stage, we are outside the pack. And our body genetically goes, whoa, whoa, whoa, outside of the pack, you die. So you think about any other pack animal if you're outside the pack. It's dangerous. And so our body feels that feels that. It's the same as like, you know, do I run across the freeway? No, that's dangerous. So our body has that we're outside the pack.

And so our body responds that way. So we need to tell our body, no, we're safe. It's okay. See, my pack is right there. They're here to take care of me. And when you're doing public speaking, instead of talking to a group, pick one person in the crowd and talk to one person because you all are really good at talking one-on-one. So then just make one point to one person and then look into and find somebody else to make your second point, the second person, and just have a conversation. That feels more intimate anyway and people will connect with you differently that way. And it doesn't feel like you're outside the pack anymore. It feels like you're connecting with one person at a time. And then it has a ripple effect as

the whole room that you aren't even aware of and it doesn't matter because you are feeling connected with your back. So it's a way to kind of trick our millennial old genetics around. We've got to be inside the pack. And so it feels scary outside the fact. So that's what that is. So that's my public speaking back is to do that. You did tell me that too. And I'm excited to hear selling like a six year old. So yeah. And well, this is part of it because it's the same reason that people don't like to sell is because they feel outside the pack. They feel like I'm outside coming, trying, coming, this feels awkward. So you were talking about follow-up and my favorite sales book, okay, everybody writes it down, get a pencil.

My favorite sales book of all time is Green Eggs and Ham by Dr. Seuss. Okay, because the fortune's in the follow-up, Green Eggs and Ham is a fifth book. And I want you guys to start thinking about this like a six-year-old. And I'll circle back to Green Eggs and how this class. developed as my now almost 21 year old son was six years old in the back seat and he wanted to do something

and I was just probably can't remember what it was but he was committed like can we go you know to Disneyland I don't even remember what it was and I was like no we can't go this weekend I was well what about and then well and if we could and then he just started coming at everything

and I'm driving it as a part of my brain I'm like I'm a stales trainer like this is a just a clinic and objection handling. Like the guy is just incredible. And to your point, enthusiasm is contagious and he was enthusiastic and passionate and committed. And I was like, this is amazing. And then after the sixth time of telling him no or let's talk about it again in a month or what have you, I was like, oh my gosh, he's driving me crazy. But I loved his passionate energy. And that's the kind of energy we need to have. I actually started myself's career as a six-year-old. I went to Catholic school, so I learned how to sell in the first grade.

So I've been knocking on door since I was six years old, selling candy bars and every other fundraiser for Catholic school. And so I've gotten used to this of going and being persistent towards what I would. Now, I was six years old, and the price for selling six boxes a candy bar, and I believe there were 20 candy bars in each box, right? So 120 candy bars is a fundraiser. if you sold six boxes of candy bars you got to go to great america i mean is there anything better when you're six i don't think so and so i was like i'm in like let's go so me and wore my school uniform and my dad came with me and we knocked on doors and i sold candy bars and i got to go to great america and the next year the price was different the next year the prize was different again so for me it was about having my eye on the

prize but also creating that energy and enthusiasm not that i was conscious of those things of a six-year-old but you can't help it when you're sick and if you have ever been a six-year-old you are a salesperson and this is what we just got to tap into that enthusiasm all right so this i'm going to if i saw that some people are driving but if you're not driving or sarah you can even tell me oh tell me what your favorite thing to play at recess when you were six or seven years old oh i like playing king of the hill king of the mountain where you're on like the balance beam because i was really good of balancing and i like to knock all the other kids off but king of the hill i don't know what i don't know what i don't have a lot of

all right anybody else want to put in the chat or you take yourself off mute and say what you love to play when you were in recess is it going to be is it going to be the ball like four tag tag all right kine thank you tag All right. All right. So, you know, I mean, there's hopscots. Okay, anybody else to see if anybody's taking themselves off mute? Okay, all right, we're good.

Thank you for participating both of you. And those of you that are going to pay attention to this later, just think about whatever it was that you would love to do at recess, right? And some people, it's kickball, it's basketball, it's hopscotch, it's tetherball, tag, marbles. I've heard so many different things. I'm like, oh, I forgot about that, right? But everybody knows it comes to the top of your mind very quickly and how much fun it was.

This is what stales it. You go out onto the playground, and I woke up to Sarah, I'd say, Sarah, do you want to play kickball? And she's like, no, I'm going to go play King of the Hill. And I'm like, okay, cool. Right? And then I'm going to go to Khadim and say,

hey, do you want to play kickball? And he's like, no, I'm going to play tag. But I've got to keep talking to people until I find a group of people that want to play kickball with me or else i got to ship my my messaging as it were right i can't find anybody that wants to play kickball i've got to ship okay well sarah is is is playing king of the hill and he's playing tags right he just shipped my message but going out there and continuously going and asking people if they want to play kickball or they want to play tag or king of the hell you're going to find people that want to do it now this is why green eggs and ham is important because

Because Sam I am asked 72 times, would you like green eggs and ham? And he's creative. Would you like him in a boat? Would you like it in a moat? All those things. And we don't know if that's 72 times in five minutes or if it's 72 times over five years. But he's persistent. He's creative.

He's enthusiastic like a six-year-old. And it's consistency. And if you remember, and spoiler alert, the end of the book his friend says thank you sam i am i love greenings so part of that persistence sometimes is tell me about fine okay uh but it's also part of the persistence that pays off persistence does pay off and we see it over and over and over again and here's the other piece i might be going out to talk to sarah about kickball and maybe the third time we have the kick i ask her about playing kickball, she's like, I don't really know the rules of kickball. Like, I don't, I know I'm good at

this game over here, but I don't really know about kickball. Why do you like it so much? Why are you so enthusiastic about it? And that's exactly what you talked about with the client of yours who said nine months ago, hey, there's all these different other ways to help people buy the sell real estate that had nothing to do with interest rates or how we can. you know be creative around it it's like oh how do you help me do that so i think did did you freeze for a minute there i thought you froze but you're good maybe it was on my end okay i just kept talking so uh hopefully it got recorded yeah we'll figure it out it's all good this is real this is live people so you know bear with us we're human all right carry on

but no i was just yeah i'm saying that like a lot of times people don't know what the rules are in kickball or any other game. And so they say no because they don't understand it. So that's our opportunity to say, oh, you know, have you ever played kickball? Do you, have, you know, are you familiar with kickball? So to dig a little deeper. And maybe I need to explain the rules of kickball to Sarah. And she goes, oh, that does sound kind of fun. I'll give it a shot. Let's have a conversation. That doesn't mean she's immediately going to be like a professional kickball player. She's just, you know, good as like, all right, let's, let's have a conversation. Does this sound familiar in any way to sales of anything? Absolutely. This is, this is massive. And this is also why I teach about

video, too, because it's educating. It's helping people understand that it's not that scary. Because immediately, what happens when you walk into a store? And there's that person that says, hey, can I help you find something? Your immediate reaction is to say, no, I'm good, right? And that Even if you do need help, your immediate reactions say, nope, I'm good. And then like you go around and try to figure it all yourself because you don't want an us for help. Like our immediate reaction is always to be like, I'm good. But then you can seek it out later and educating people ahead of time with video or saying,

hey, like you said, hey, Sarah, do you know about kickball and do you know the rules? And let me explain it. If you're open to doing those things, that's where you really build connections. And then relationships and those turn it into referral. and repeat business and we're going to put it all in perspective. All right. So, well, you just teed me up perfectly because I used this analogy the other day that somebody walks into a store.

They walk into Nordstrom, Macy's, wherever. They walk into a store with salespeople and they're there looking. So it's an invitation as a salesperson to go up to them and say, hi, is there a certain, you know and sometimes instead of saying may I help you right we say something like is there a certain size you're looking for are you looking for yourself or for someone else right to have a start a conversation because you know it's a salesperson working in a retail store if somebody walks in there's a reason they walked into that store today and sometimes I'm just looking awesome for what like is it you know are you looking to change your entire wardrobe do you have a special occasion

coming up like I'm just looking I don't know what that means right and this is exactly what happens when people walk up to us and say how's the market and this is this how's the market is the exact same thing as somebody walking into your store and saying someday i may be a customer of yours i'd like to know what you know i'd like to know why i would work why i would buy something from you your store etc so how's the market is the international sign for book and appointment. Say it one more time. How's the market is the international sign for book and appointment. The number of realtors that ignore how's the market and spend thousands of dollars on internet leads is insanity. The internet leads are not,

don't know you. The people that are standing in front of you as a human being connecting with one another saying, hey, I hear you like kickball. I hear you like King of the Mountain. Like, and yeah, it's really fun. And then keep walking away. It's like, okay, well, cool. Of course she thinks it's fun because she's good at King of the Mountain, right? But instead of going, oh, well, why do you ask about King of the Hill? Sorry, I keep right. I wrote down King of the Hill, but I keep saying King of the Mountain. But like, we need to ask the next question. Would you like to role play with me, Sarah? Sure. Ask me, how's the market? The market. Well, thanks for asking, Sarah. I'm just curious. Are you thinking about buying or selling or commercial real estate?

Well, I mean, I'm happy in my home right now, but I've heard some things on the news, so I was just curious. Oh, awesome. Where are you curious? Is there a certain location or neighborhood that you're curious about learning more? I guess where I'm at in Lakeland Hills. Okay. Awesome. Is it for, do you own your own home? I do. Have you had anybody come over and do like an annual assessment of your, your largest financial investment, which is your home? Have you had everybody come in and give you like a, like a, almost like an appraisal, but for me? Um, you know, I haven't done that since we bought it. No. Okay. Well, would you be available tomorrow afternoon about 4 o'clock? I'd love to come over, see what you've done to see what upgrade you've done and possibly give you some ideas on things

that you, simple things you could do to your house to increase the value. Would that be helpful for you? That would be helpful, except I'm not available at 4. Could we do it more like 6? We could do it not tomorrow at 6, but the day after. Is that okay? That works for me. okay so nobody is curious about the market not a single person is curious about the market no one ever they have a very specific neighborhood in mind and yes typically it is their own right um same with like i'm thinking about buying i'm thinking about investing because they're thinking about something people walked into your store they looked at you and said how's the market it is your store um i've actually done exercises um my friend rick jaha who

we lost last year. He, um, he and I did an exercise live in one of, uh, and we talked about how many times a week him and his team, he and his team would get how it would get asked how's the market. And then we did the multiplier of like, okay, if it's 50 times a week times 50, that's 2,500. Is that right? I get my math right. Yeah. 2,500 people asked how's the market in a year. And I said, do you think any of those people bought or sold real estate from somebody else? And he got very sad. But if you start to do the math on that, if you start to look at those conversations as maybe not an immediate lead, but at least a prospective lead, somebody may say, I'm curious because, you know, when Johnny graduates from high school, we're going to sell our house.

Awesome. How old's Johnny? Well, Johnny's 14. He just started, you just finished his freshman year. So in three years, they're going to want to sell their house. people that want to have a plan for real estate in the next three years are thinking about real estate more than we do and so they're great referral sources so it's a it's a great opportunity to like hey let's sit down let's talk about your plan let's see what that looks like let's take simple things you can do to your house in the next three years so that you don't have to have to deal with any deferred maintenance when we go to let's sell the house let's sit down and have a conversation and show them that you are a professional. This is, you know, professional services are highly valued resources for people.

And that's who we are. And we've got to start behaving that way. Because I'm telling you, if a financial advisor is asked about, how's the stock market, I can guarantee you their book an appointment. At the very least, they're calling the next day and saying, hey, it was great to chat with you. You ask me a couple of questions. Hey, why don't we take a look and see what your portfolio looks like?

And they do it. We don't. And so I have agents that will roll their eyes when I say, how many times a week to people ask you, how's the market like? Oh, eight that question. And I'm like, those are leads. Those are leads. Those are free leads, people that are interacting with you. So I have many soap boxes.

That's what. But if you're having fun, like a six-year-old and you're excited. it's great. Sorry, Kudine. I have a question. So how do you overcome fear? I feel like I have a lot of clients, and they're just fearful of the whole entire process. So I try to alleviate some of that fear,

but for some of it, I don't know if it's psychological, you know, which I guess I can still kind of not. Well, what is the fear? What are the, I mean, moving is horrible. So what's the fear? I think they're just like, how do you go about?

Sorry, you've muted your, got muted there. Thank you. Oh, sorry. It's kind of breaking up as well. But I was asking, like, so I have a lot of clients and going through it, like, and trying to convert the lead, you know, from a customer to a client. Sometimes I'm dealing with fear. And it doesn't matter how much facts I give them.

of their concern to see more emotional correct all right so I know you're cutting out a little bit so I'm going to answer your question so Kadim I think you might think you said

you're talking about the emotion versus the logic intimidated so I'm trying to convince them on getting over the fear and you know taking that leap of faith I mean what clients are already say that say that again

well I said are you breaking up a little bit so I think we'll Why don't you go ahead, put yourself back on mute, but I think I got the overall gist. So, so fear is an emotion, and we can, we can give them every logical, you know, every analytical, every factoid on the planet. But that fear is emotional, right? So we cannot ever combat fear with logic. It's an, so we have to actually look at the fear, right? and actually, and say, hey, it's, and agree with that.

Like, it's okay to be scared. Like, and let's, let's talk about what that looks like. And then courage is not the absence of fear. Courage is the understanding that something is more important. So what, and I was, I would not even worry about the facts. Like, the fact that they're even talking to you is they, they're building up some courage, that they're having a conversation with you about real estate, even though it scares them. you could say, hey, good for you for having the courage to have a conversation about real

estate when it's clearly it's a little scary and I get it. And it is a little scary. And why would you, like in the best case scenario, why would you even want to do it? First of all, moving is horrible. Nobody wakes up in the morning goes, hooray, I'm moving today. Right? It's like, no, it's not, you're not excited about the move, but you're willing to do the move because there's something on the other end of that that is positive, that's emotional. There's only two emotions in the world, love and fear. Love always beats fear. And so we've got to touch that part. We've got to touch the heart part. What is worth going through? What is worth the courage to work through the fear? And if it's a fantasy in their head, it's different for everybody. But we won't know

until we sit down and talk about emotion. Because all decisions are made with emotion. We back them up with logic, but their emotion, corporate decisions are emotional, right? And so it's, every decision has emotion attached to it. And we back it up and we justify it with logic, right? But there's always an emotional aspect to every decision that's made for our lives. So once you get the understanding of where they want to go, it's like, okay, is it worth the risk. Is this a mitigated risk for you? Because, you know, we're not, none of us are fortune tellers.

there just is an opportunity to help mitigate that and again that's kind of like so go back to the playground if somebody has never played tag with you kadim and you're like i don't know i've seen people trip and fall at least scrape their knees i don't i'm like a little nervous and what if some big guy goes to tag me and i get pushed down and like this you know like i don't know and i'm like okay well what if we play tag together just like with two or three of us just to see how it goes And let's start, and like, well, why would you even want to play type? Why like running? Oh.

And, you know, that's cool, right? So we start, what is the emotional thing that they're even in a conversation with you? Because if they were really against it, they wouldn't even be talking to you about. So they're at least having the courage to have a conversation and acknowledge that courage and then help them to build more, not having anything to do with logic. That all has to come with like, what's this future self, this future vision that they're moving towards. how can you help them? I heard a great analogy yesterday. Please everybody steal this analogy. They said, we are the airplane pilot. We don't let the passengers run in and take over flying

the airplane. We got it. There's turbulence. There's, you know, yeah, there's turbulence happens. No plane has ever crashed because of turbulence. It's just a little scary. The pilots are like, it's turbulence. No big deal. We got this. And so if you are reminded, I'm your pilot in this process. You can sit back and have a drink. Just this chill, right? And we got it. And yeah, the turbulence is a little scary and there are some bumps in the road. Absolutely. And I got you. I'm the pilot. Remember, I'm flying the plane. We're going to lay it safely. Everything that happens is for us, not to us. Nothing doesn't happen. Nothing happens to us. Things happen for us. So we're going to just fly the airplane. Okay. And I think that that kind of brings this to a nice

conclusion here because I think if you really look at it too you want to get to the motivation of what they're really you know what what is really bringing them to where they want to be and if you are going back to fundamentals and educating them and understanding that that is also our role and setting expectations so whenever anybody comes to me and says hey I want to hire an I say I set very clear expectations this does not mean that you are going to get a bunch of sales in the first one it could mean that But it doesn't necessarily mean that, right? Like, I don't control every aspect of it.

But if you set expectations for the people that you're working with and make sure that they understand and use empathize and match their intensity, but like with the right kind of, you know, professionalism, but match, like, if they're upset, like, I'm upset that this went wrong and I'm upset that it's invested with termites. Like, I understand that. I get that right. Like, so get on their level, so you're on their side.

you're both doing this together. And I think that really, really does make a difference. And trust yourself, too, because you know a lot more than you think, you know, like, imagine a newbie agent, right? Like, coming in, like, all that pressure of, like, all these other people, like, Katie, who has 20 years in the business, like, that was me just a few years ago. You got to make your own way. You got to make your own path. So, yeah, I'll see that.

All right, guys. Thank you so much. I appreciate it. Yes. Thank you guys for being here. This is Keeping at Real Estate with Sarah and Coach Katie this time. Hopefully you'll be back in a couple weeks and we'll see you again. Thank you so much.

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