As a real estate professional especially in this economic climate we are dealing with many people (especially sellers) who are emotionally damaged. For the time being I’m finding that I’m not having to deal with commission objections from home owners or any of the other traditional ‘roadblocks’ that may come up.
Today I am assisting people who are working against the clock to save their financial future. For over 60% of the people in the United States their home is/was their biggest investment and there is a ton of emotion attached to every word they are speaking. More than ever when we are sitting at our listing appointments we need to get the full story to analyze their situation. The only way you can do this is to LISTEN to what they are saying.
I can recall when I was on appointments I would have objection handling lined up for any objection that was thrown my way, everything was so traditional. Today every deal I am encountering is anything but traditional and we must be creative sometimes to come to solutions. I have now disciplined myself to really listen to the complete story that homeowner is trying to tell me; so that I can provide a win/win situation for them.
It is a great discipline that anybody can implement. It takes time and for most (me included) is not easy to do. But neither is running a marathon or dropping that last 10 pounds, but with the right determination, imagination and really living in the moment you can make it happen too. Trust me home owners with thank you for it!
There is so much opportunity in this market now. All I can tell you that I’m doing is ‘being present’; really see what is going on around me, keeping up with the ‘shifts’ and changes that are happening daily and most of all really LISTENING to my clients!
Have a great day and expect abundance!
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