Does Being "Friendly" Lead to More Smiling Faces at the Closing Table?
Take your "Sales" hat off for a minute and put your "Friend" cap on. Who would you rather do business with a friend or stranger? A stranger is who you are when you arrive to an appointment to meet a prospect. Your prospect is a stranger to you as well. Opening your world to prospects speeds up the getting to "know, like and trust" process. Which ultimately helps you get to the closing table faster.
Have you ever thought you "Knocked Out!" a listing presentation only to never receive a return phone call or email from your prospect? It probably wasn't due to your lack of real estate expertise. Perhaps, it was due to your lack of REAL people skills? Prospects expect you to know the market. Who they are really looking for is someone they "like!" Plain and simple! From politics to popsicles, most of our decisions as human beings is based on "who" or "what" WE like.
Allow your prospects to get to know you by sharing what you like. From tips on saving money, cooking recipes, inexpensive interior design tips to local family events. Let your prospects into your life and it will expedite the "know, like and trust" phase every relationship goes through, both personal and business.
Being "friendly" doesn't require money. Simply think of your prospects as friends. Ask "How are you doing today?" when answering their call. Inquire about their family before diving into their choice for an offer. Share interesting magazine articles or "Ah ha" moments you experience while reading. Make a personal visit after closing instead of sending a text.
Remember to put your "Sales" hat to the side and become a REAL estate agent. People don't remember what you say, they remember how you make them "feel."
What do you think? Leave your "friend" cap at home or never leave home without it?
Please share your thoughts below.
That's #RealtorSuccess !
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