I’ve mentored many Realtors and I always recommend Realtors focus more on strengthened the relationships they already have and increase their business by focusing on people they already know. A common response I get is “I’ve asked all my friends and family for business and haven’t had any success. Some are even doing deals with other people” I then ask, do they know you, like you, and trust you? The answer is usually yes, so the question remains, why no business? The answer is they trust your character not your competence. They love you as a person and know you will do your best, but they’re not sure if you’ve got this Real Estate thing down yet. Then I go into techniques to solve the problem for the Realtor, and sure enough the business trickles in.
The flip side of that is being super competent, and not showing your character. Have you ever met a lawyer that you could tell he knew his stuff so well, that you we’re scared of them. In the back of your head your thinking, what if he takes advantage of me. When I was a fitness trainer the guys who “knew it all” didn’t get clients if they weren’t likeable. That meant smiling and showing interest in the clients.
I have a friend Danny who owns a couple taco shops and wants to own 50 someday. Some investors saw his abilities and drive, and put together a plan with a large investment so he could do just that. Danny was flattered and in the end said no. They we’re so advanced and had so much money, that if something went wrong, he wouldn’t have the knowledge or money to defend himself in court. He knew they we’re competent, but didn’t know their character well enough. My favorite saying on this topic is “People don’t care what you know, until they know that you care.”
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