Finding the CONNECTION with New Clients….How to Make It Work!
Have you found that you have met new potential clients and “lost” them after a showing or a meeting or two?
Would you rather keep the potential relationship in play until closing?
I think I know the answer to the last question.
When you think about this, it really isn’t usually that tough to keep them in your court, playing on your team, rather than playing in someone else’s tournament.
Think about how you work as a team in any business relationship you have ever had.
Do you work as a loner, out to find the prize? Do you collaborate as team to find the gold medal?
The best way to keep potential clients and current clients interested is to have them be part of the team. If you are really smart, you know that you are the leader, and they do, too, but they also know that they are an integral part of making this success theirs, too.
So, throw out the puck to every potential client…buyer or seller. See if they have the drive to succeed to the end.
You will know fairly soon if they are tepid or timid. Let those folks be humored by someone else who is willing to take them on 60 appointments to find the house, or deal with four or five “price adjustments” until someone comes to the table.
You will be working with people that you know want to work with you and will want you on their team to get this done and over in a very short amount of time with less stress on them.
So get going. Be confident. Direct them to the destination of their dreams … and, ultimately, yours, too. And then watch them tell all their friends how great you were and they were, too.
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