Wasting Time and Trusting Prospects. My Self Analysis of What Has Worked for Me

I read three posts today that made things come together for me.

Broker Bryant's feature post about his self analysis of what has brought him success kind of got me thinking.  How am I different than the typical real estate agent?

I read two posts today that struck a chord with me. I have always done these things as a matter of fact but always kept quiet about it because they go against the basic training that I've seen many agents being given.  I just figured I wasn't a good salesperson because I wasn't doing the things I was supposed to be doing.

First is Jennifer Allan's post about cheerfully wasting your time. 

I mean that you should take every opportunity to be out there in the world talking about or looking at or learning more about real estate. If you are doing something that accomplishes one of these items, that's  time well-spent, even if the activity is not leading you directly to a paycheck. Not only are you learning more about being a real estate agent, you're also putting yourself in front of people who could end up being your biggest fans.

I read many say that if it doesn't lead to a paycheck, you're wasting your time. Well I wasted  a lot of time.  I'm getting a little more selective in where I choose to waste my time but ten years ago I would be chasing buyers to places far and wide.  A few worked out, many didn't.  But I sure know a pretty large market area now.  I am comfortable talking with people who are relocating to the area and helping them figure out what part of town might be best for them.

I get questions by email and I waste the time to research the topic and get them detailed information.  Yes, many were using me and pumping me for free information but much of that information came in handy with future clients. I feel confident and informed about many topics now.

I heard many agents at my office meetings talk about never taking a client in your car unless you knew they were ready to buy something that day.  I've read many people blog about always getting them prequalified for a mortgage before you do anything.  Maybe I was a little naive  since I just assumed anyone who wanted to take the time to call me up to look at homes was probably going to buy something.  I never really thought to second guess them.  If they weren't ready to buy immediately I assumed that they would call and use me when they actually were ready to pull the trigger.  I assumed they kind of knew what they could afford.

Then I read Dean Jackson's post about either being rich or famous.

I'm starting to see a disturbing mindset a little more frequently. It's the mindset that all prospects are GUILTY (unqualified, unmotivated, tire kickers, time wasters with bad credit) until proven INNOCENT.

The most damaging thing about a mindset like this, is how it shades your conversations with prospects. When you have a mindset that they're bad prospects until they prove themselves good, it comes through in your language, your tone, and your unspoken energy. 

I think the most driving force in this mindset is the fear of "wasting" our time.

Just for 30 days, try "wasting" some time for prospects before you even know if they're qualified. Assume everyone is a great prospect before you even talk to them, and just measure your results at the end of the month before you make any final decisions.

So after all of these years of feeling like I was a failure as a salesperson, I finally realized that maybe wasting time with "unqualified" prospects and giving them the benefit of the doubt might actually be the reason that my partner and I are usually the top team in our office every month.

I may be naive, but I think that if you want something, you have to give that something.  If you trust and respect your prospect, you probably will be trusted and respected in return.