Relationship building
We first need to address the hard work and emotional roller coaster of real estate, and discover why it is this way. Yes, I know you are an amazing realtor or loan officer. Yes, you are you go you realtor or loan officer, this blog is for you. We are going to examine Maslow's hierarchy of needs to learn about these emotional buyers to gain understanding of them
Maslow's hierarchy of needs
Physiological needs
We start with Physiological needs (Health, food, and sleep). These are the core needs if you are homeless, at war, partying it up, etc. If you do not have these you should not even be looking to buy a home. Can we agree? Well, we will assume our buyers have these, but they do not always. Some are working 16 hour days to 20 hours days, and are not eating well because they are saving all of their money, so their health weakens. However, we will assume they have at lease this block in Maslow's hierarchy of needs.
Safety
Moving on we see safety, and where do we see safety in the chart. It is the second most important block on the list. The second more valuable block on the list. Why? Without this we do not move to the next level. Who works in and on and around this block, and might even have a weak floor dropping them back into the Physiological depart of of Maslow's mall of reality.
Shelter
Now we see how important shelter is, and where it is positioned within the system, so we must admit and accept we are dealing with the primal needs of existence. With this there comes psychological responsibility of the realtor and loan officer. If you do not have the most basic skills of understanding and compassion you need to go back to school for a new career. We are not in the business of selling homes. However, we are in the business of hand holding, educating, and finding and delivering safety, which includes shelter, which would be real estate.
Prior Preparation
We are going to assume the buyer is financing the home. This means you will want to have your financial ducks in arrow, because any things that cause the deal to tilt sideways will scare and freak out your buyer. Get them all the way into underwriting before you even make an offer. Sure see some homes while they are doing this, but force them to have their file as a TBD in underwriting, so you can have all of the bumps out of the way. Do not just pregnant a deal to just emotionally lock them in. If you do you will hate your career in real estate.
Belonging
Now we can talk relationship building, because without this above we will not be able to have a relationship with our buyers. Can we agree on this? Have any of you hear of the Ritz Carlton Gold Standards - I was taught this by Paxton Jevnick. For some of you this will be like AA, and you will fall off the wagon here and there, but if you keep all of this in mind you will get back on the wagon and lead yourself to happiness in real estate. Pete Nordstrom taught me as a kid or very young man that the relationship is always right. Are you really going to fight over such a small thing or are you going to be a stand-up guy an accept aback and refund an old lady that returns a tire to a company that does not sale tires? Pete would accept the tire back, and the PR would fly all around for doing this. Vs having a PVd off relationship who negative tells people a story about you or your company. Be a stand up realtor and do what is right even when you know you are right and they are wrong.
Finally, have fun while maintaining a level of professionalism. Myself, I am a kid at heart, so I always have to work on leaving the kid in the closet a little more. I am a fun, goofy, and enjoyable agent with a huge resume that will blow the shoes right off my feet if they ever saw it. My education and career has been amazing. Yet, I do not show my resume with them, but I let them smell it, taste it, feel it, and just amaze them.
Without Belonging we will not achieve the beginning of a referral relationship. You know you belong to the pack, you are wanted, cared for, etc.
Esteem
Esteem is a private part of the relationship building cycle. At this level we are rewarding and building up our relationship for things they are doing. For example a job promotion, a graduating, and what we as realtors and loan officers love referrals. You can make it financial like a gift card, or you can high five them, get that positive energy going like you see at the beginning of an NBA game. Your job is to love on them and build their esteem for positive things they are doing.
Self Actualization
At this phase you are finding your self actualization while your relationship is finding theirs. Here is when you have your annual picnic or sporting even, etc and thank them publicly for their positive impact they have had in your life. At this level referrals will flow in like no other. You do it annually. You do not worry about the cost. Usually you will spend $6000 to $10,000 at this level on the event. However, you will have built a system so strong no other realtor or loan officer will ever come in your way of your relationship.
In Closing
Mind you that you do not do this for referrals. Nope, no, but you just do this to be the best you and because you care about people. This is not a recipe to referrals, but a recipe to achieving a higher you.
Hi, my name is James Sanson, and this is how I work, exist, and train Team Relationship. If you need any support training your company, team, or yourself I am always for hire. I am a master relationship builder.
James Sanson
Long Realty Arizona Properties
Homes for sale in Casa Grande Arizona
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