I was reading my issue of Broker Agent News today and latched onto the phrase "Go-Giver" in an article, The Key to Influencing Others, by Brian Tracy. It is about being a giver, becoming a friend in order to be a successful salesperson. Here are the salient points:
- Do Nice Things For Others
- See Them As Friends and Partners
- Send Thank You Notes
- Be A Go-Giver Rather Than A Go-Getter
- Be Open and Empathetic
- Really Listen to Others
This reminded me of the book, Love is the Killer App, How to Win Business and Influence Friends, written by Tim Sanders, who was Yahoo!’s Leadership Coach and prior to that, Chief Solutions Officer. I heard Tim speak at the Churchill Club during the Dot Com heyday and fully subscribe to the approach that if you share your knowledge and give of yourself, you will find professional success.
Now, more than ever, this approach can create the kind of trust needed when a home buyer or seller, in many cases, embarks on the biggest transaction of their life. How do you "give?" Here's what Tim Sanders suggests:
"It starts with amassing as much usable knowledge as possible..."
So, if you stay on top of mortgage rates, community news, real estate investment advice, local environmental issues, etc. and send clips relevant to your prospects -- just a quick note will do, such as "Saw this and thought of you" -- you will begin to cultivate trust and friendship.
Tim's approach "...follows with an emphasis on networking to the extreme." You probably already network with local politicians and business leaders, get involved with charity events and find other ways to become a prominent thought leader and give to your community.
"Sanders offers concrete suggestions, from compiling a super list of contacts to ensuring all are regularly stored in an always-accessible format. And he concludes by advocating a true mindset of compassion, which he says involves sharing this knowledge with those contacts and ultimately helping anyone who in one way or another may ultimately help you."
We are all "solutions salespeople." My job at Real Pro Systems is to help real estate and mortgage agents improve their online marketing and be more successful in business. An agent's job is to help a buyer or seller navigate a huge, emotion-ridden event with a smooth transaction, bringing the best financial outcome for their client. A home is more than just a transaction - it is the warm, safe environment wrapped around families and truly and one of the most important aspects of their daily lives. How wonderful to be a part of the solution.