Tell me again...why did you choose ME?

Tell me again...why did you choose me?

Tell me again...why did you choose me?

I'd dare say that most of us have some sort of lead or prospect tracking system.  It may be a program such as Top Producer that we use at Legends Realty, or perhaps your "system" is an Excel spreadsheet under a McDonald's sack in the floorboard of your car.  Regardless the complexity of the system, it's important to track your prospects.

Everyone has a tale of "the one that got away", and of hoping that whatever pushed that potential client away won't be repeated- a "lessons learned" sort of thing, to borrow from my Navy days.

While I surely think it's important to think of prospects that never became clients and to try and figure out why, and important to look at clients that fired us and learn from a case where we might've erred, I think it's also pretty dang important that we speak with folks we've just "won"- and ask them how we won them.

Tell me again...why did you choose me?

Did they choose me because my fees were the lowest?  Did I have the most polished listing presentation?  Was it simply a matter of hurling a small, feathered projectile towards a cork board with a bulls-eye in it's center?  Or was it something one just can't explain?

Tell me again...why did you choose me?

I think trying to figure out what went wrong is something we all do a pretty good job of- it's how well we apply those lessons that separates the contenders from the pretenders in this business.

But I also think we could be better served (and compensated) if we spent a bit more time digging into what went right.

Tell me again...why did you choose me?