"The brain is a wonderful organ; it starts working the moment you get up in the morning and does not stop until you get into the office." Robert Frost

The secret to success in real estate - and in life - is much closer than many of us realize: it's right inside our head.

 

During my years of helping agents, I've found three distinctions that separate the successful from those who constantly yearn. It's based on attitude. And the good news is, by shifting your mindset, you can see dramatic results.

 

Connecting vs. Impressing

Take a look at how you approach prospective clients with your demeanor, your marketing and your attitude. Do you impress them with your knowledge and experience? If so, they'll see you as one of those scary, pushy salespeople.

 

But, if you're showing a true interest in their needs and problems, you'll begin to connect and build trust. There's a world of difference between the old and new style of marketing. The old focuses on the agent. New is relationship-based. Consumers want someone to trust, someone to listen and someone to discover their needs.

 

My clients often think if they just improve their closing skills, they'll be more effective. But the truth is, they're working so hard at proving how great they are, they end up turning off prospects because they fail to connect.

 

Relax, listen and connect with your clients.

 

Make A Commitment:  I will rethink my approach of marketing myself and my business, and focus on the needs of my clients.

Deadline: ______________________

Bob Corcoran

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Posted by Bob Corcoran on 02/10/2010 01:59 PM   Comments (3)  
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3 Comments on Change Your Mindset and Thrive in Your Business This Year - Part 1 of 3

FEB
10
2010
1 Featured Post

Bob I've witnessed the change from the old days of hard closes and ego marketing, inwhich I had some participation. However the majority of my success has been through my relationship style, However it seems to me that what is demanded today is more of a servant hood approach.
4:54pm • #1
FEB
11
2010
1,206,544 Points 193 Featured Posts Outside Blog Attended Rain Camp Called Shot Master

I didn't understand the Power of the Mind until I put into it recently... You're right. As a sales person, one must quickly exert knowledge and experience. No doubt that's why they hire us. But how one person displays that message can be very different. Knowledge and experience can be displayed without pushing. People wants to work with a person that cares. But if the person has a heart of a teacher, then the experience, expertise and knowledge can be transferred very professionally.
7:51am • #2

Absolutely.  We are in a service industry, which means that we must have a servants heart.  It's all about the relationships you build with your clients, thru the F.O.R.D. technique, and serving them as best you can.  God gave us two ears and one mouth for a reason, you should be listening at least twice as much as you're talking.  So, slow down, listen to your clients, know what they want, and serve them.
9:16am • #3


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