At my health club I was chatting with a top National fundraising consultant. I asked him, "What's the secret to success at getting people to make donations?"
He answered, "Two things, you want to be sure that the person asking for the donation has a relationship with the giver. If you are asking for a big donation the request needs to be made by someone who has a strong respected relationship with the giver."
He continued, "The second thing, particularly for large donations, is that you want to know enough about the giver's financial situation, history of giving, and history with the organization you are representing, you want to know enough to know how much a reasonable request is. If you have a good relationship, the giver has a good connection to the organization, and you make a reasonable request you will always get it."
Driving home from the club this morning, after that conversation, of course I thought about how that related to success in Real Estate sales. There is a direct connection.
First, the stronger the relationship you have with the Buyer or Seller before you even contact them, the better your chances of a successful transaction. That is why you want to:
Work with people in your spheres of influence and past Clients
Work with referrals from people who know, like, and trust you
Create a marketing brand as a knowledgeable, successful and respected professional in the area.
Second, do your homework. Find out all you can about the prospect ahead of time.
Check property tax records
Google and other Search Engines and Web sources
Call and ask questions about what, where, why, when and who (how, too)
Finally, specifically ask about their current and previous experiences buying or selling Real Estate so you know the attitude that they bring to the transaction with you.
My friend, the fundraising expert related a number of stories where this background work wasn't done and the effort failed; and where it was done and the effort resulted in major donations.
These are the contexts of the best salespeople on earth. Make them yours.