That’s a bold statement and thought isn’t it?
Yes, it is. But it can easily be done. And if you’re committed to making more
money and working less hard, then you’ll want to read this.
Stop for a moment and think about the last time you had a great experience with
a sales person.
Take it a step even further and ask yourself the following few questions:
1. What was that salesperson focusing on?
2. How did they behave toward you?
3. What was their body language like?
4. Did they tell you all about themselves, or ask you questions about you and
5. Did you feel comfortable?
6. Did you feel safe?
7. Did they provide value and great service?
8. Would you use their services again?
9. Would you refer them to your friends and family.
Now, the last and most important question…if your most recent clients were asked
these same questions about you as their salesperson, how would they answer?
Seriously, the key to creating customers for life and building a huge repeat and
referal business, depends largely on how you behave with your client the first
Do you practice under-promising and over-delivering, or the opposite?
Do you ask lots of questions to ensure that you know exactly how to best service
One client at a time, we can begin to shift how we behave and show up for our
clients from being all about how great we are and what’s in it for us, to truly
focusing on what their needs, wants and desires are.
People love to talk about themselves and what they’re up to. I said that before in my blog a few days ago. When you ask questions and let your client talk about them, they feel accepted, connected and very trusting of you. Honestly, people don’t care about you, how great you are, or what you’ve accomplished unless it benefits them. So stop telling everyone. Be interested in what your client is looking to do, why they are want to do it, and then show them how you can help them get what they want.
Constantly ask yourself, am I treating my client the way I would want to be
treated? I like to imagine my clients with the letters MMFI on their foreheads. This
stands for MAKE ME FEEL IMPORTANT.
You know, with genuine care, interest, energy, enthusiasm and a true desire to
take excellent care of your client, you can win time and time again against your competition. And begin to change the publics opinion of real estate agents.
At You’re The Difference Sales and Life Coaching, Scott and I are committed to
transforming the publics opinion of realtors. Our coaching courses, events, and products will teach you how to do exactly this through exercises, language patterns, and thought processes that will take you from being good to great to amazing!