Have you ever been somewhere, seen a client and tried to dodge them because you just cannot remember their name and do not want to be embarrassed? If you are like me I use my husband as my scapegoat. The ol' rule of, if I don’t introduce you immediately I forgot their name, so he introduces himself and calls me rude hahahahaha. We recently had a wonderful training with the renowned Craig Krause with Direct Development Training to help with that. I mean after all, it is important to remember them right,? We do want referrals from them and that means they need to remember us as well. We owe them that.
Cool research fact. NY University did a study and found that 11 major decisions are made about a person in the first 7 seconds of meeting them! Wow, you have 7 seconds to win that client. Use these tips below to win them and keep the referrals coming from them.
The tips he gave us were so simple, why did I not think of that? If you have been around people more than a day we all know their favorite topic is themselves. It should not be as complicated as rocket science to know that we should use these three simple tips: 1.) Talk in terms of them. 2.) Stop and clear your mind; your mind actually blocks information the busier it is. As agents, we are constantly multi-tasking; we have a ton of things going on with trying to remember to get things done for other clients, not to mention your own personal demands. 3) They love to hear their name, just like you and me. You know you love it when you are in your team meeting and your name is thrown around by doing something great or closing that mega deal, so do our clients, say their names to them. Repeat their names 2-3 times, does not have to be like Jim, Jim, Jim, do it in terms of what they are looking for and their current interest ex: Jim you are looking for a 3 bedroom; Jim, will that be 1 story or 2 story; Jim, does backyard size matter; Jim, I can imagine you will want a pool since you mentioned earlier in our conversation you like late night dips. You get the picture. Bottom line, take time to remember their names and USE IT!