Scott Bergmann Explains Mastering Trust in Real Estate Deals
On this episode of The Closing Table, we sat down with Scott Bergmann!
To watch the full episode, check it out on YouTube below. In the meantime, here’s a summary of the conversation…
Here’s what you missed from Scott Bergmann…
Scott’s transition from social work to real estate reflects a profound shift in perspective and career goals. For over a decade, he dedicated himself to addressing child abuse and neglect, eventually moving into leadership roles.
Although initially unrelated to sales, Scott’s experience in social work became a unique foundation for his real estate approach. Inspired by Robert Kiyosaki’s Rich Dad, Poor Dad, Scott re-evaluated his career in government work and embraced real estate, realizing that his social work skills were more relevant to the industry than he had anticipated. As Scott puts it, “My work in social work prepared me for real estate more than anything else could have.”
Scott’s approach to real estate prioritizes understanding his clients’ life events over merely fulfilling house criteria. He believes, “The buying and selling of a home is the symptom of a bigger scenario, always.” By asking questions like, “Why am I here?” he uncovers the deeper motivations behind a client’s decision to buy or sell. Building trust is central to his process, and Scott emphasizes the importance of making clients feel understood. As he notes, “What I often hear…is that they felt understood, they felt like they trusted me.”
Trust, according to Scott, is the cornerstone of successful client relationships. He believes, “The ability to build trust with human beings is the most powerful thing that you could have, and the most powerful thing that you could ever lose.” Through thoughtful questions and meaningful conversations, Scott deepens his understanding of clients’ goals and emotions. Even simple follow-up questions can open pathways to a clearer understanding of complex situations, especially in sensitive scenarios like divorce or estate sales.
Next, Scott views influence as a superpower that shapes personal and professional legacies. “Leading with the benefit of others,” he says, “can also lead to personal success.” For first-time homebuyers, he emphasizes the importance of understanding affordability and working with agents who prioritize financial clarity. Sellers, on the other hand, should trust their agents over automated property estimates. Scott often challenges sellers to critically evaluate the numbers presented by algorithms, reminding them that “this estimate doesn’t go inside your house… it doesn’t know the condition of your air conditioning or your roof.”
Proper pricing is key to effective real estate marketing. Scott advises sellers to focus on competitive pricing rather than clinging to estimates, as “the sales price is what you actually close for.” He reassures clients that listing below estimates can attract more buyers and potentially yield higher earnings. He frames these discussions with clarity, separating emotions from the practicalities of real estate transactions.
Balancing selflessness with self-care is a lesson Scott has learned throughout his career. “You have to eat, but you got to sleep too,” he reflects. Helping clients brings Scott personal satisfaction, but he cautions against neglecting personal well-being in the pursuit of professional success. Real estate, he believes, can be both selfless and self-interested—a balance that leads to fulfillment.
Scott’s morning routines include family time, fitness, and using a robust CRM system to track business. He practices time blocking, which he describes as “time protection,” ensuring he dedicates specific periods to tasks like administration, prospecting, and marketing. Scott also champions the use of AI as a “cost-effective assistant,” encouraging agents to use it for content creation and role-playing to enhance their skills. For Scott, AI is not just a tool but a game-changer in real estate.
Following that, Scott challenges the myth that top real estate agents must be aggressive salespeople. “Top producers are solution-focused and real,” he says. He believes in breaking down complex concepts into simple analogies, ensuring clients feel empowered and informed. “If you can explain it to an eight-year-old, you can teach it to anyone,” Scott asserts, highlighting his commitment to clear communication.
Despite market fluctuations, Scott sees challenges as opportunities for growth. Recent fears around exclusive buyer agencies, for example, can be addressed through transparent buyer guidance sessions. When setting goals, Scott encourages agents to focus on the lives they want to impact rather than transaction numbers. “Challenge yourself to ask how many lives you want to change,” he advises, underscoring the importance of meaningful service over sheer volume.
For Scott, real estate is more than a career—it’s a way to influence lives positively. Whether through pricing strategies, building trust, or integrating AI, his approach centers on creating lasting relationships and delivering exceptional service. As he succinctly puts it, “Changing more lives usually does lead to more happiness.”
Check out Scott Bergmann:
ttps://www.facebook.com/scottbtherealtor/
https://www.youtube.com/@Scottbergmann-realtor
https://www.homesearchne.com/about/Scott/
https://www.instagram.com/p/DByT9rxqcVx/
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