Had a rather interesting meeting in my office today. My brokers (I have 2) have decided to start having "dialog classes" every other week. Both are involved in the "By Referral Only" program and have put into practice many of the tools given to them by the company. While this blog isn't exactly about the specific program itself, it's important to note a few of their philosophies, though, for me personally, jury is still waaaay out on this stuff. Since I've yet to attend one of their intense weekend "Main Events" I'm not well-versed in their approach, unlike a few others from my office. That said, I adore my brokers. I still think I made the best choice by hanging my license with them and though they're both enthusiastic about the program, they continue supporting me with or without my involvement in BRO. I'm not here to rag on the program, just question some of its ideas and ideals.
Replacing "Introduce" with "Refer"
They don't use the word "referral", rather, more like, "You'll be so happy with the help I give you, you'll gladly introduce me to people." But really, is that much of a difference? The problem I have with this philosophy is simple: if you're so concerned about using specific language in order to get "introductions" before you've even worked with a client, doesn't that seem somewhat presumptuous? I mean, you're basically asking for something. From what I understand, BRO's point is that when one practices all these dialogs enough times, the words will eventually flow out of your mouth with such ease, you'll be a "natural" and get those referrals no matter what. *Poof*
Let me just say this: I'm a huge fan of Jennifer Allan, "Sell With Soul" author, who, readily admits and reiterates over and over again, how much she does NOT, I repeat, NOT <heart> referrals, introductions, or any other assorted verb with similar meanings because your actions speak louder than words and your client will love you so much that, of course, they'll tell others about you. Or, they won't. That's okay too. Most, however, will, and that's her point. When spending "soulful" time with my clients, I'm right there with them, not thinking about two more names I can get from my client, who, by the way, has hired me to help them sell their house or search for a new home.
When I first got to know Jennifer's philosophy, I got it. At least I thought I did. In hindsight, I don't think I really got it--until today. Would referrals be good for a newbie like me? Yes, they would. Should I ask, even if I feel it's not right for me? Don't have much interest in that. By being part of Jennifer's class, I know I'm off to a good start. Hmm...will I be practicing my dialogs? Maybe. I'm open to learning. I'll have to wait and see. (Geez, right now I'm shooting for a "natural" state-of-mind when importing photos on my blog after much practice!)
What's most important to me is that I continuously take care of my clients, first and foremost, right here, right now. The rest will come, I truly believe...
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