How Often Do You Say No To Prospects? When Does It Make Cents To Do So?
How often do you say no to prospective clients?
I mean it...a prospect emails or calls you and is looking to do, say, a short sale. Now maybe you have shunned away from short sales in the past, but today, in reflection of your bills and lack of immediate future business in the pipeline you decide maybe you can just do a few short sales, just to tide you over.
AND in this scenario you would have absolutely NO experience in short sales, no knowlege whatsoever. Would you take the deal to pay your bills and learn how to do a short sale on the fly?
OR Scenario Two
An army family is relocating to your area for 1-2 years tops before moving again and are considering purchasing. Average dom on market in your area, currently, is 9 plus months, and there hasn't been any significant appreciation for over 1 1/2 years.
Will you weigh their options carefully or will you pass GO and start collecting houses of interest for them?
Why do I ask?
Often, frankly, I am disappointed in the very system with which we work to make life "meaningful" and better for consumers. Being truly independent and not tied like a ship with an anchor to any vessel for the first time in seventeen years of working to serve real estate industry professionals I am enjoying a lighter load.
I have said no at least 7 times that I can rememberoffhand to prospective customers since last November and I am wearing that "no" as a badge on my sometimes tattered suit of business. That "no" doesn't pay my bills, that "no" doesn't buy my kids Ambercrombie and Fitch, that "no" makes me far from wealthy or rich.
But if I can't do this MY way than I have to chose another highway.
See the thing is, just like the real estate industry, vendors, coaches, specialists, go through the same trials and tribulations as real estate professionals to some extent. Albeit we don't have a "code of ethics" set by a National Association that we have to subscribe to, I like to think that all salespeople have a code that they chose to wear or not and that code is integrity.
- If you offer services you should be able to deliver.
- If you extol expertise you should have it.
- If your customer doesn't need what you offer don't sell it.
- If your customer isn't ready for what you offer point your customer in the right direction.
- If your customer needs a true expert to help them and you are not refer your customer to an expert.
But, human nature and ego being what it is, most people tend to sell the sale on a wing and prayer. "Buyer beware" is how that's justified. Paperwork- disclosures, agreements, contracts- all CYA.
Let's talk about integrity all day long with more "complex" issues, albeit important ones, like MLS data, copyright infringement, code of ethics.
As marketers, as sales people, as professionals- what about the more "simplistic" issue of helping buyer A get what they need/want...not what we need/want?
- What about our own gut check code of ethics?
- What if we could just say "No"?
- When is the last time that you said no?
Too many times in the past I was looking for the "yes". Now it's pretty black and white for me. I don't need to read between any lines. It's either Yes or No.
It's pretty damn simple.
How often do you say no to prospects? When does it make cents to do so?
If you enjoyed this post, you'll want to read:
- Relationships Are The Core of A Successful Real Estate Business
- Do You Practice Guiding Principles In Your Business?
- Integrity Is Not A Bargaining Chip. A Not So Gentle Reminder
Subscribe to Blogging In The Rain. A Real Estate Marketing Blog
Comments(60)