The other day, we were discussing how older agents might approach first time buyers who are likely to be younger, more tech savvy, a bit wary, and a lot more casual - but with checkbooks ready to go. The point in that isn't the age difference. It's a matter of relating to the client where he is.
Take a look at how you approach prospective clients with your demeanor, your marketing and your attitude. Is your intent to impress them with your knowledge and experience? If so, they will see you as one of those irritating, pushy salespeople. They will write you off and probably hook up with another agent who shows them respect the next time they attend an open house or call about an on-line property. But, if you are showing a true interest in their needs and problems, you will begin to connect and build trust.
There is a world of difference between the old and new style of marketing. The old style focuses on the agent. The new is relationship-based. Consumers want someone to trust, someone to listen and someone to discover their needs.
As I coach, I make my living teaching people how to excel at different parts of the real estate process. My clients often think if they just improve their closing skills, they will be more effective. But the truth is they are working so hard at proving how great they are, they end up turning off prospects because they fail to connect.
The real estate stars who emerge from interactions with me are the ones who take the tools they learn and make them a natural part of how they reach out to clients. The agents find that in real estate, as in most other areas of life, when they extend a hand in friendship and a listening ear, they build solid sales relationships that result in repeat sales and referrals.
Commitment: I will sell my clients on my competence by listening to them.
Corcoran Coaching
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