Information Overload?

In our business we deal with thousands of bits of information in a day.  Our leads of any sort include, names, numbers, needs and wants to be dealt with.  Our clients will have a deeper level of information we have gathered—Dad hates bay windows; Mom can not live in a ranch…all this information must be put into a system where you can easily recall the information to use it when you are speaking with people.  In these days of internet leads—read this as people we may never really know and don’t care a bit about us—you need to be able to remember their specific data when the call in.  “Yes, Mrs. Jones, I don’t like ranch houses either. But you signed up for an automated delivery of houses to be sent to you, automated means I am not looking at each house before it goes to you.  This ranch is a 4 bedroom, 3 bathrooms in the neighborhood you want.  I am sorry you had to look at the listing.”  Huh?  Having to apologize to someone who is using automated tools and doesn’t even know your name for getting reports on what they requested is frustrating.  Well, that is if you don’t turn their call in to you around.

Ask better questions when you get some resistance.  “Mrs. Jones, did you see the colonial in today’s sent listings?  That house seems to have everything you have on your needs and wants list, would you like to see that house today or tomorrow?”  Get the client talking about what they want rather than focusing on what they don’t want and it being your fault for sending it to them.  Finding the positive spin is not always easy, but that is why we get paid the big bucks.  Our job is to keep even the most judgmental and argumentative person moving towards what the want.  It is important that you have the information at hand so that you can renew their desires when they go astray with off the track complaints.

Information is our lifeblood.  Little bits of information that separate individual clients make it easier for us to multitask at the same time.  With a database of good information building you can get to and use these bits when called upon in an instant.  After you build your own particular goals use the database input and access to help you achieve what you want by allowing you easy access to the information.

TALE OF THE TAPE: Day 70 of 90

I received a number of calls and emails yesterday about my blog that gave me a real boost.  The President of my US company gave me a kudos’ on my Jeff Lobb blog and an agent who I truly respect as a person called to find out the story behind me stories.  I appreciate you reading and taking the time to reach out as I struggle to command this new endeavor.  Your support is invaluable to me now.