Do you like being told what to do?

No one likes being told what to do

Remember when you were a kid and your parents told you exactly what you had to do? You didn't like being bossed around, told what to do, and having absolutely no power whatsoever. It was a feeling of helplessness. If you didn't feel that way I envy you because my brothers and I did and we always stuck together to see what we could get out of.

As an adult no one likes being bossed around. Sure every once in awhile someone has to tell us how to do something that we asked them for but we don't want to be bossed around. New clients and prospects are exactly the same way as us. They don't want to be told what to do. In fact they want to feel like they are in charge. The problem is they can't be in charge because then we don't have a process to follow that will help them effectively.

So how do we get our clients to work with us and not against us without telling them what to do?

If you ask them questions that allow them to express what they are thinking and what they want to know more about then they feel like they are in control and you can help them while they tell you what they really need and want.

Ignore what they say

This may sound like the worst piece of advice that you have ever heard but trust me it is the difference between doing 2-4 deals a year and 24-30 deals a year and that is ignoring what people say. I am not telling you to be rude but there are some people who would rather just call you, use your information, and go and give it to a friend and have them write a contract on a home that you provided them the information for.

So if someone calls you up asking for the price of a home don't answer that question just tell them you need to bring it up on your screen (even if you know it already) and begin to ask them questions to find out how serious they are.

90% of the time they forget what they asked you for by the time you get to the second question and you can go for an appointment.

Ask Questions But Don't Answer Them

If you have a series of questions that you can ask them then stick to those. I ask every prospect 3 questions in a row (nicely) and they agree to come in to an appointment over 90% of the time. I am talking about people who are strangers by the way. With referrals you have more latitude. Those who say a referral and a stranger are the same are sadly mistaken.

So on your next call don't tell them what to do, ask them what they want and get them in for an appointment.

 

 

 

kheinrich@firstam.com www.fatcohouston.com

 

Tweet
This

Subscribe

Subscribe to RSS
Follow on Twitter