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Serve or Sell 7

By Donna & Larry Johnson

Real Estate Agent with Keller Williams Real Estate RS293271

November 22, 2012 11:28 PM

Have a conversation. It is proven in a sales encounter there is a physiological change that takes place within a sales person due to discomfort and attachment to the outcome in most cases.

What if, your mental approach with your next prospect was an opportunity to have a discovery conversation with someone that has a level of understanding about the process, neighborhoods, pricing, but needs some guidance.

How about simply learning more about where they need guidance instead of trying to impress them that you know anything.

I can promise you this, with an approach like that you will eliminate many objections that you typically experience.

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Richie Alan Naggar

people first...then business Ran Right Realty - Riverside, CA

agent & author

This is so simple it escapes many. Often I hear people talking about opportunity and it is literally every where you go

Nov 22, 2012 11:29 PM

Brenda Mayette

Miranda Real Estate Group, Inc. - Glenville, NY

Getting results w/ knowledge & know-how!

Exactly! People don't want to be "sold". They want to be heard and understood. We all need to take the opportunity to listen & educate... that will impress more than rattling off our latest acoomplishment!

Nov 22, 2012 11:32 PM

Laurie Laramie

1st Class Real Estate Paradise Homes - Palm City, FL

I definitely agree with this approach. Learning about the customer/client and simply listening an understanding what their needs and wants are will help you guide them to their new home. Showing that you are a "no it all" only aggravates the client and most times they are turned off from listening to anything you have to say.

Nov 22, 2012 11:33 PM

Doug Dawes

Keller Williams Evolution - 447 Boston Street, Suite #5, Topsfield, MA - Topsfield, MA

Your Personal Realtor®

Developing relationships is what it is all about and so often we tend to forget that. Thanks for the reminder

Nov 22, 2012 11:35 PM

Robin Dampier REALTOR®

Coldwell Banker King - Hendersonville, NC

Hendersonville & Western NC Real Estate Source

Building a relationship and getting to know each other will lead the way to where they want to go and what they hope to find. Listen, listen and more listening.

Sue of Robin and Sue

Nov 23, 2012 12:20 AM