Build the PERFECT Client

Working with buyers and sellers is a lot like building a championship sports team... You've got to surround yourself with greatness for the team to succeed (OK, pretend that you don't know that I'm from Kansas City, home of the Chiefs and Royals who can't seem to put a team together these last few years. We love ya guys, but come on!! Help a fan out!!)

Anyway, I'm curious how agents look at potential clients to join our (my) sphere. I'm making a more focused effort to better evaluate the caliber of client that is introduced to me.

I've found 3 key factors to making the PERFECT client:

1) They are COACHABLE.
The team needs a leader. One chief (no pun intended) and not a bunch of ego-Indians. The Quarterback has been trained how to run the game plan and knows the END RESULT of the drive (to score) and his job is to keep his team focused on getting there.

In real estate, that means a buyer willing to listen to experience. It means a seller willing to do what is necessary to prep a home to sell. It means an attitude of humbleness to work with an agent who knows the game better than they do.

Be coachable. Listen and act. And as agent-quarterbacks we need to LEAD with a confident hand.

2) They are MOTIVATED.
A well coached team without the DRIVE to win will not succeed. Maybe the client has had a previous poor experience and thinks that all agents are like that (hey, we're not). The client needs a leader who knows how to inspire, how to set goals, how to paint a vision, how to pave the way to success.

A team that walks out of the tunnel onto the field is already defeated. A team that knows where they are going and has a great plan to get there RUNS out of that tunnel, ready to ACHIEVE and WIN!! 

3) They are COMMITTED.
Are you interested or committed? (What a great question to ask a potential client). If you are interested in selling your home, then I can run some numbers for you and then get back to you when you are ready to commit to BLEEDING to achieve your goal. Being committed is hard. It's NOT GIVING UP. It's staying loyal to a system that is designed for success, even if the market is pushing back hard.

And how do you get a client to commit? It's pretty simple: The Truth.

Truth will set the expectations early. They will know what to expect and then can determine if they want to play the game until the final whistle or if they need to train and prepare a bit longer (enter more COACHING).

These three factors will help sift through and find 5-STAR clients: They are AWESOME to work with because you know they are in it to win it. The best thing is that when an agent is paired with a 5-STAR client then the frequency of introductions and referrals from that client will increase (because a WINNER wants others close to them to WIN with this team as well!)

So let's get out there and recruit some fresh talent. Let's coach some rookies to the championship! Let's secure some PERFECT CLIENTS and grab that trophy on the closing room table! 

(PS-- If you are a POTENTIAL 5-STAR CLIENT and you are reading this blog before talking with me... or even during our relationship, please mention that you are a PERFECT CLIENT to me and watch my eyes light up! You will be happy you did!)