This post was highlighted by professional sales trainer and author of the book series, Selling with Soul , Jennifer Alan, in her latest training seminar.
If you are like I was at one time, then you get nervous thinking about your appointment days before. For whatever reasons the butterflies show up in your stomach and you dread even knocking on their door. There was a time when I even would wish that appointments would cancel.
I began to wonder, what am I going to say that makes me stand out from the competition? All good agents had the same tools. I think that's what bothered me more than anything. On top of that, if I knew I was competing with agents that had better track records than I, my nerves got worse.
At the time, I didn't know it, but my focus was in completely the wrong place. I was focused on how I could make myself look better in their eyes without genuinely focusing on them. I know a good presentation can make you look good, but if you're more concerned about getting the listing than you are with your client's needs there is a disconnect and it was that disconnect that was making me nervous. I didn't consciously see the connection, but I know that I was more interested in impressing them, than helping them.
It wasn't until I realized that I cared about my clients and I wanted to really, genuinely help them, that I overcame my appointment fears. I was so wrapped up in what I was going to say about myself and my service to get them to like and choose me, that I wasn't really focusing on their needs.
"Confidence envelops you the moment you realize that you care enough to make a difference."
I actually coined that motivational phrase several years back. You can check it out on the Internet.
Before, my appointments would consist of immediately going through client's homes and making small talk or showing buyers listings on the computer. On listing appointments I would take notes and then I would get to the table, break out my canned presentation, and answer any questions at the end. It did work sometimes. But, it wasn't the best way for me to do business.
After an appointment with a pushy financial adviser, I had a paradigm shift. This adviser clearly didn't care about me or my family. I felt it and I realized that was a terrible way to be. I put myself in my client's position and it was easy to see what I had been missing. I had definitely wanted to be the best real estate agent out there, making the most money, even providing the best service, but the way I was getting there was all wrong. It couldn't have been any clearer, I was more interested in me than I was my clients. For whatever reason, from that day on, my paradigm changed. My focus was on their needs, not how good I could look on the appointment.
For years now, my appointments consist much more of two-way conversation with the client's doing more than the lion's share of the talking. Instead of putting on a show about how good I am and how much I sell to impress them, I listen to what's important to them. I make sure that all of their concerns are addressed personally. I find out what they know about the process and what they want to know. Sometimes I don't even open my book. If it's the clients that are doing the majority of the talking and I am doing the listening during my presentations, I know I am on the right track.
Maryland Real Estate Gaithersburg Real Estate Germantown Real Estate
Posted by 
;)
;)
;)
Hi Meyer;
WOW! Great post and I thank you for sharing.
Anthony