Storytelling is not just the act of telling someone, or some group a story, it is also the ability to listen to a story and react. Those successful in the real estate business are first proactive in their education, experience and knowledge with information. They know before they do, but doing is what it is all about. After knowing where we want to go and how to get there we can help others. At that point our job is different we must now be reactive in listening, really listening to our clients needs. It is through our listening and our questions that we insure our success. We need to understand their story to help them build the next chapter. It is easier to lead someone to where they want to go, than to sell them something you have in store. Shaping the story to their needs is a way of manipulating the situation, but what is most optimal is getting the client what they want in the first place. And to do that you have to listen, ask questions and in short, get their story.
Tell me about your favorite house? What do your remember about your favorite neighborhood? Tell me a story about having your first home and how that made you feel? I know these questions beat around the bush, but for me they fill in the blanks. When I ask questions like this I get answers like, "I loved the morning light in my bedroom." "I loved our family room and all the meals we had together at our big dining room table." "My house was in a neighborhood that was filled with kids and there was always someone to play with." You can best believe when I hear stories like this I am looking for east facing bedrooms, large dining rooms, or family rooms and neighborhoods with lots of kids, or near a park. Of course their story would affect the way I would search for listings for this family. I want them to be able to love these house I show them and so I want some of what I know they like in there along with the number of bedrooms and bathrooms in the price range they want.
A Realtor® is no longer paid for their information. The client can get all the information they want on the internet. (They might not understand that information, but that is another story. They have access to all the tools in today's world.) We are no longer paid for the information, but for the understanding of that information and how to manipulate all of it into buying or selling our properties for the best deal possible as quickly as it can happen. A professional Realtor® gets the job done in the best way possible for our clients and we can communicate that process whether it is an up or a down economy.
I also think of my journey with my clients towards their goals as a story in and of itself. Each client is important and is connected to a lot of people I don't know. If I can make this particular client understand what is possible and then achieve what is possible as quickly as possible then I am likely that they will tell their friends that story. A story is a good thing. What story are you telling today?
Comments(5)