Are You Losing Easy Business?

Education & Training with Real Estate Grad School

The most common questions an Agent is asked are:

"How's business?" 

"How's the market?" 

The way you answer those questions can attract business to you or drive it away.  On our Free Daily Webinars I often remind Agents to consider that half of the people that ask  those questions are either thinking of making a move in the upcoming year themselves or they know someone who is.  They have a son or daughter moving to town; a parent or grandparent needing to sell; they are losing a job, getting promotion, etc. 

Answer those questions with negativity, a lack of enthusiasm and you are communicating that you lack confidence in your ability to do the best for them. Even if the market is soft, there are easy ways to be honest and positive. 

Answer those questions with complete honesty and with the most positive spin you can find for the current market; answer with modest enthusiasm and you are communicating that you are the person to find the best way to get the job done.  On our Daily Webinars (which are recorded so you can listen to them anytime during the day) I share lots of ideas and scripts to communicate that enthusiastic, honest and positive response. 

Right now, where ever you are reading this, imagine that you have just been asked, "How's the market?"

Answer it quickly with the first thought that comes to your mind.  Examine that response.  Does it attract or repel?  Then consider all the ways you could answer it to make a better impression, to attract. 

Make a note of those compelling, attracting answers.  Ask it of yourself again and this time, answer out loud.  Keep this up, in your car, in the shower, at random until it is natural for you to use these opportunities to generate some of the easiest business you may do all year. 


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Comments (4)

Ted Tyndall
Davidson Realty Inc. - Saint Augustine, FL
I will help You find the Home YOU want to Buy

Rich, good post. People pick up on whether you are confident and positive.

Jan 18, 2010 05:45 AM
Craig Richardson
National Realty - McLean, VA

Rich, great post, thanks for the advice.  I will keep this in mind next time I'm asked these questions (which is often).

Jan 18, 2010 05:59 AM
Dan Tabit
Keller Williams Bellevue - Sammamish, WA

Okay Rich, I've had a fairly stock answer, tell me what you think.

"Business is busy, very active... not necessarily productive."

Jan 18, 2010 08:07 AM
Rich Levin
Real Estate Grad School - Atlanta, GA


I wouldn't mention the "not necessarily productive". I don't think any one needs to know that. Always stay positive with clients and everyone you talk to for that matter.


Jan 25, 2010 04:37 AM