If you jump right in the first second you meet somebody and say, I’m a REALTOR! First of all, who on this planet hasn’t been a REALTOR at one time or another? Secondly, the public perception of real estate agents, more times than not, is related to being: Liars, Crooks, Worthless, Useless or a Joke.
Being a REALTOR is about building relations & connecting with people. So, when you meet someone for the first time, you need to start conversations off about them. How? By asking about their family, their occupation, their recreation, or their dreams. It’s called F.O.R.D.
F.O.R.D. – Family, Occupation, Recreation, Dreams
We talk about their family. I ask how their career is going, whether the economy has had an impact on them. If that doesn’t get much response I’ll go to recreation. “Do much skiing this year?” “Catching any fish these days?” “How about those Cowboys/Steelers/Broncos, etc.?” Or move on to dreams. “When was the last time you took a vacation? If you could go anywhere in the world, where would it be? Really? Why?”
It’s simple compassion. Succeeding in real estate means genuinely caring about the people you do business with. That does NOT mean you have to be best friends with every client or call them up and invite them to your house every weekend. It just means you take the time to settle in and focus. Tell a joke. Talk about the weather.
Engage your listener by opening up with something other than your message to see how they respond.
When someone who has never met me before, asks what I do for a my career … I always say: “I collect & recycle cans, you should see the new shopping cart I just got in my garage, it has awesome rims and rolls nice & smooth”.
I bet you’re asking, why in the hell would he tell anyone that?
Simple … because it’s unusual, it’s not boring, it’s unexpected and it usually gets a good laugh.
The funny thing about using this getting-to-know-you approach is that the conversation always leads back around to business and to what I really do, which is: Build relationships, provide out of this world service, connect with people, use creativity & communication skills for marketing strategies, negotiating & closing … Which all relates back to being a professional REALTOR.
… and now they can’t wait to start referring their friends, colleagues, family members etc.
Craig Zuber- Story #17 of 100 over the next 100 days
100 Stories 100 Days
Unrelenting Real Estate Truth
Deep down, people want the truth. Yes, of course they want quality & service & value & entertainment …
But above all, they want someone that they can trust. … and if they don’t, why would you want to do business with them?
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#16 of 100: Why Should I Buy The First House You Showed Me