Who you ARE matters more than what you DO
This is a very informative and entertaining reblog courtesy of Cindy Marchant, A Keller Williams Realtor located in Carmel Indiana. I certainly agree with her that Active Rain helps me know that making a connection with a client is the more important thing
Making a connection with your client is more important than your skill set or your history of success. I believe if I can get face time with the buyer or the seller; I’ll get the opportunity to be their REALTOR. It is the same for the REALTORS I use for referrals. Active Rain helps me know YOU.
Sure, you have to have strategies and stories of success…but I believe that how you connect is more important. Who you are matters more than what you do.
I’ve seen some probably great REALTORS but their antagonistic mannerisms, inflated egos or sexual innuendos on AR or other social media sites will keep me from referring business to them. Just how I roll… and enough said…
When I am on the phone with a referral that first time…I do not cut right to the chase on pre approvals and wish lists of items for their new home. I do not roll out my “new buyer” checklist and proceed down the list of questions. I usually begin with how they feel about the move they are about to make or a conversation about what concerns they have about their move. I care about the person on the other end.
I think too often we are quick to want to solve the housing problem and demonstrate how well we know the area and can add value to their search. I think most people want to connect to the person that is going to help them through this life changing process.
Bottom line…it’s great to get them to the closing table…but if I don’t get that heartfelt thank you there too…I’ve not done the best job I could for them.
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Cindy "in Indy" Marchant - Carmel Real Estate Agent
Keller Williams Realty Indy Metro NE
Carmel IN Real Estate Website
317-290-7775***********************************************************************************
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