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 salesperson.
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 your needs?
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 is …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 referral business, depends largely on how you behave with your client the first time around.
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 your clients?
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. 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 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 public’s opinion of real estate professionals.
At You’re The Difference Sales and Life Coaching, Scott and I are committed to transforming the public’s opinion of real estate professionals.
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! Visit us at www.yourethedifference.com and see how we can support you.