If you’re committed to making more money, having happy clients who think of you as their Realtor for life and even refer business to you, 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 like?

2. Did you enjoy doing business with them?

3. Were they educated and informed about the product or service?

4. Did they help educate and guide you in a non pushy but caring way?

5. What did they focus on? You? Themselves? The pay check? Doing a great job? Listening to you?

6. What was their body language like?

7. Did they do more talking or more listening?

8. Did they provide value and great service?

9. Would you use their services again?

10. Would you refer business to them?

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?

Write these questions down and run through them before your next appointment to remind yourself of the type of salesperson you want to show up as for your clients.

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 themselves, they feel accepted, connected, and very trusting of you. You’ll actually find that there is a sense of familiarity there that they can’t quite put their finger on.

Be LIKE them. If they talk slow, you talk slow. If they talk fast, you talk fast. If they are sad you be somewhat sad with them. If they’re highly energetic, you be energetic. You want to match and mirror people in order to have them feel comfortable and validated.

People like people who are like themselves. Think about something; if you’ve had one of “those” mornings and you woke up late, spilled coffee on yourself on the ride to work, your computer isn’t working right, the phone’s ringing off the hook and you’re just as irritated as you can be.

Someone walks up to you and says “What’s wrong?, oh gosh don’t worry about all that life is too short to be so stressed and worried, just be happy!” How does that leave you? Right, you want to tell them to take a long walk off a short pier, right? Yes, of course you do because at that moment you want someone to AGREE and ALIGN with you. It would work much better if they would’ve said “Gosh I’m sorry you’re having one of those days, I hate when that happens, I had one of those the other day”, right?

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.

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.

“Christy Crouch is the co-founder of You’re The Difference Sales & Life Coaching, co-author of the highly acclaimed real estate objection handler book, Now What Do I Say? a collection of more than 400 answers to over 70 of the most common questions and objections faced in the real estate industry. She is still an active agent in Virginia, has participated in closing thousands of transactions in her career, was inducted in the RE/MAX Hall of Fame for her production. Christy is in the top 2.3% of her marketplace. Her goal is to share what she’s learned with other agents to support them in having a highly successful real estate sales business while having a happy and balanced life. To learn more about her coaching and products please email her at christy@yourethedifference.com or visit her website at www.yourethedifference.com”