Interview

Beyond the legal grind, Taliya takes on an educator role, having led over 100 continuing real estate education classes, each meticulously crafted with insights born from her experience. As a thought leader, she goes beyond legal conventions, crafting coaching and training programs that equip agents with razor-sharp negotiation strategies. These tools empower agents to elevate their business, secure more listings, and confidently close deals.

Taliya’s commitment to knowledge-sharing extends to her podcast, “Real Estate Powerhouse: Live on TAB Talks,” where she engages in conversations with top-performing realtors, unraveling the tactics behind their successes. With TAB Law Firm PC and Taliya Bashani, clients and industry players gain more than just legal expertise; they find a strategic partner propelling the real estate world forward.

“It’s crucial to strike a balance between showcasing achievements and establishing a genuine connection.”

Q: Can you share your background and journey into real estate law and negotiation?

Taliya Bashani:  I initiated my career in St. Louis, pursued law school at Washington University, and ventured into real estate influenced by my father’s involvement in the mortgage business. Following law school, I relocated to New York and joined a midtown law firm specializing in residential real estate. Driven by my passion for real estate, I decided to establish my own practice after a less-than-satisfactory experience.

Launching my practice at the age of 28, I operated out of my studio apartment on Wall Street. Capitalizing on my strategic location and addressing client needs, I concentrated on networking and delivering personalized service. Over the years, I expanded my operations, hired staff, and successfully closed over $500 million in property value through 10,000 transactions. I’ve been leading my firm for 15 years.

Q: Why is focusing on gaining exclusive listings crucial for real estate agents?

Taliya Bashani: Gaining exclusive listings is vital for real estate agents because it offers a more predictable closing process compared to working with various buyers. Exclusive listings often attract direct buyers or those with referrals, as sellers frequently transition into buyers. This strategy not only increases commission potential but also strengthens the agent’s relationship with clients.

In addition to this, showcasing the company’s strengths and the agent’s personal attributes during a listing presentation is equally essential. Highlighting the company’s reputation, success stories, and unique selling points instills confidence in the client. Agents should position themselves as experts by emphasizing experience, statistics, and personalized services. Being relatable to the client and effectively showcasing company strengths creates a compelling case for why the client should choose that particular agent and firm.

Q: How do you navigate the fine line between self-promotion and building authentic connections?

Taliya Bashani:  It’s crucial to strike a balance between showcasing achievements and establishing a genuine connection. Agents can use marketing materials, like promo videos or personalized flyers, to introduce themselves before the presentation. During the meeting, asking questions about the seller’s preferences and memories in the home helps build a personal connection. The focus should be on addressing the client’s needs while demonstrating expertise.

Q: In what ways does an understanding of the seller’s motivation influence the entire transaction process?

Taliya Bashani: Knowing the seller’s motivation, such as timing, downsizing, or relocation, allows agents to tailor their approach. It helps in pricing the property right, negotiating terms, and addressing specific needs. Understanding motivations enhances the agent’s ability to offer personalized solutions and build a stronger rapport with the seller.

Q: You mentioned being a one-stop shop for sellers, offering various services. How do you communicate this comprehensive approach without overwhelming sellers and ensure they understand the seamless process you’ll provide in handling every aspect of their property sale?

Taliya Bashani:  Communication is key in presenting a comprehensive approach. I break down the process, highlighting key services step by step. I emphasize that as their realtor, I manage everything, ensuring a smooth and stress-free experience. The focus is on reassurance, conveying that they won’t be burdened with details and that I’ll handle the entire process seamlessly.

Q: As a disruptor in the real estate industry, what inspired you to launch the Abundance Real Estate Coaching Program? How do you envision this program making a positive impact and addressing challenges faced by women in the industry?

Taliya Bashani: The Abundance Real Estate Coaching Program was inspired by addressing the high dropout rate of realtors, particularly women, in their initial 3 years. Struggling with commission-based income, many lack adequate support. This program provides tailored strategies, fostering an environment for women to excel, overcome challenges, and achieve lasting success in the industry.

Q: How do specific strategies from your Abundance Real Estate Coaching Program, such as creative negotiation techniques and deal sweeteners, contribute to helping realtors increase their closing percentages and navigate challenges effectively?

Taliya Bashani: In the Abundance Real Estate Coaching Program, I provide realtors, especially those in their first 5 years of sales, with a comprehensive toolkit of legal tactics and creative negotiation strategies. By going beyond conventional approaches, agents can enhance their ability to creatively negotiate deals, bridging gaps effectively. Additionally, emphasizing deal sweeteners, such as personal property inclusions, free leaseback provisions, or seller concessions, plays a crucial role in offering that extra incentive during challenging negotiations. Mastering these skills not only increases closing percentages but also establishes a solid foundation for financial independence in the dynamic real estate industry.

Q: How does AI in coaching help agents expand their reach and stay ahead in the industry, considering the ever-evolving real estate market?

Taliya Bashani: Integrating technology, especially AI, into coaching is a game-changer for agents looking to cast a wider net and stay ahead. Automated systems, email marketing, and advanced follow-up processes enhance efficiency, enabling agents to reach a broader audience. However, it’s crucial to maintain balance by incorporating the human touch. My coaching embraces these technological advancements, providing agents with a comprehensive blueprint from A to Z to navigate the dynamic real estate landscape.

Furthermore, staying competitive in the ever-evolving real estate market requires continuous education and training. Refining mindset, mastering marketing strategies, and understanding legal tools are essential components. Agents must continually enhance their skills, staying abreast of advanced tactics and tools to better serve clients and maintain a competitive edge in this dynamic industry.

Q: What advice do you have for real estate agents looking to enhance their negotiation skills and become successful in a competitive market?

Taliya Bashani: Focus on continuous learning and professional development. Consider taking negotiation courses and staying updated on industry trends. Building relationships with experienced real estate professionals, attending networking events, and practicing negotiation scenarios contribute to honing negotiation skills. Being adaptable, proactive, and well-prepared in negotiations is key to success.

Q: Facing challenges of judgment, misogyny, and executive ceilings, how have these obstacles impacted your journey as a woman disruptor in the real estate industry, and what advice would you offer to other women confronting similar barriers?

Taliya Bashani:  Overcoming challenges of judgment, misogyny, and executive ceilings has been a part of my journey. These hurdles often stem from preconceived notions in a male-dominated industry. My advice to women facing similar obstacles is to stay focused, and positive, and believe in your abilities. Surround yourself with a supportive network, prove your capabilities through hard work, and let your success shatter these barriers.

Q: How has prioritizing relationships over immediate gains shaped your career, and what role does this philosophy play in your ongoing success journey?

Taliya Bashani: Establishing meaningful relationships has been pivotal in my career. I prioritize creating and nurturing connections, recognizing their enduring value beyond immediate business gains. Fostering a supportive network has led to opportunities, collaborations, and personal fulfillment—a long-term investment that often surpasses the immediate gains associated with transactional business relationships.

Q: What avenues are available for those interested in connecting with you or delving deeper into your proficiency in real estate law and negotiation?

Taliya Bashani: Interested individuals can connect with me through my website, tali360.com. They can explore my videos, send direct messages, and learn more about my experience and insights in real estate law and negotiation. I’m always open to connecting and sharing knowledge within the real estate community.