If you've ever taken a train trip, you probably remember your seat, your travel companions and maybe even how clean (or not) the restroom was. What you may not have paid attention to was the scenery streaming by you just outside your window. That's how I've often felt about my life as a real estate agent: business keeps me flying from one transaction to another and I forget to learn a lesson or two along the journey. I wanted to take a moment today to share some important lessons I've learned "along the journey" with my colleagues in the industry. Here goes.
If I Say "Trust Me," They Won't
Much like respect in our work, trust isn't earned, it's given. If I feel the need to utter the words "Trust me" to a client, then I know that I've already taken a step away from having them believe in me. The final decision is in their hands and my job is to advise them, not push them towards a choice that they'll be happy with for years to come. Remembering that I was there supporting them in their decision will stick with them. And, remembering my support builds trust and a long-term relationship (and referrals!)
Ears Wide Open, Mouth Wide Shut
As much as I so often feel that I need to fill in those pregnant pauses when speaking with clients, I have to remember that "active listening" is an art that's hard to practice for us in the "people business." We want to tell them all the details about the property; we want to give them all the reasons to make or accept an offer; we so want to tell them to make up their minds. But I've found that just allowing my clients to mull things over when they're sitting with me is very much appreciated. Just because we've learned to think on our feet doesn't mean that the client is also well-versed in that. Listen more, talk less.
It's Not My Job....It's My Passion
When I first started in the business, I looked at my career choice as a job that needed getting done: business plans, mass marketing, paperwork, training courses, networking, etc. And, believe me, there's absolutely nothing wrong with that....we have to do those things in order to stay ahead of the competition. What we do is called "work" after all but once I started looking at what I do as a choice that I made based on how much I loved being a Realtor, the game changed. Yes, I still do the "work," but I'm having much more fun doing it. Once the clients understand that I'm passionate about what I do, they relax and start enjoying the experience just as much. Share the enthusiasm.
What life lessons have you learned that you'd care to share?
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