They Don't Care About You

By
Education & Training with Borino Productions
https://activerain.com/droplet/4LXw

People don't care about you. Your prospects.... your clients... They don't care how challenging and complex -- and at times CRAZY real estate is... What it takes to get a home sold... The daily hoops you have to keep jumping through as an agent just to put food on the table.

They don't care. They are worried about THEMSELVES. They are tangled in THEIR life.

Light House Their problems with little Timmy at school. Seven extra pounds they gained after Thanksgiving -- AGAIN! Car needing new brakes -- AGAIN! Their boring job... bad weather... incompetent boss... traffic on the way to work -- AGAIN!

And their house (obviously better and nicer than the one down the street) still NOT sold!

It's human nature. You and I can't change that. But we can benefit (and profit) from it. How?

Focus on THEM. Get to know THEM. Make it ALL about them. Understand THEM. What is it that they really WANT and WHY.... And then HELP them. Guide them with strength, confidence and competence. 

Be their lighthouse in their daily storms.

Borino

NEW: FSBORINO - How To Turn FSBOs Into Listings

 

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Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Praful Thakkar 02/02/2016 05:10 PM
Topic:
Real Estate Sales and Marketing
Groups:
Realtors®
Real Estate Rookie
Learn to be a Top Producing Listing Agent
Expired Listings For Fun and Profit
Tags:
success
communication
motivation
real estate

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Rainmaker
3,104,345
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

Interesting information...I am glad that Kathy chose to feature your post!

Dec 12, 2015 10:34 PM #13
Ambassador
3,077,495
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

I never mix my challenges with a client's wants and needs. It is a non factor Borino - The Real Estate Coach.

Look forward to your workshop in January! 

Dec 13, 2015 02:30 AM #14
Rainmaker
2,106,166
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

They don't want to hear about YOU. They want to hear what you can do for THEM!!

Dec 13, 2015 06:49 AM #15
Ambassador
3,675,522
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Borino, this is wonderful advice indeed.  A lot of us forget this once in a while.

Dec 13, 2015 07:31 AM #16
Ambassador
2,975,682
Margaret Rome, Baltimore Maryland
HomeRome Realty 410-530-2400 - Pikesville, MD
Sell Your Home With Margaret Rome

No different than going to an attorney or doctor. We don't want to hear about their problems. We are the professional and need to be careful about crossing that line.

Dec 13, 2015 10:26 AM #17
Rainmaker
1,426,733
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

This is so true - it is all about them, and that's what we need to focus on. Great reminder!

Dec 13, 2015 07:44 PM #18
Rainmaker
679,919
Nicole Doty - Gilbert Real Estate Expert
Zion Realty - Gilbert, AZ
Broker/Owner of Zion Realty ZionRealtyAZ.com

Real estate is a people business. Sure we buy and sell houses but it's for people. If you're going to make it in this industry you better get used to selflessly serving your clients. 

Dec 13, 2015 10:37 PM #19
Ambassador
1,549,863
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

Absolutely true. This is the crux of all kinds of sales, focus on your client. 

Dec 13, 2015 11:35 PM #20
Rainmaker
753,574
David Alan Baker Laveen & South Phoenix Realtor
Keller Williams Realty Phoenix - Laveen, AZ
Your local Expert

Hey Borino - The Real Estate Coach , ture words.  I've heard and seen some of your FSBO/Expired, good stuff.

Dec 14, 2015 07:56 AM #21
Ambassador
4,299,346
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Borino - The Real Estate Coach - great post, like your coaching.

It's all about them, isn't it?

Dec 14, 2015 03:07 PM #22
Anonymous
Chris McNatt

Great post! They don't care about us (Realtors) til they need our valuable wealth of knowledge when it comes to offers, inspections, advice, etc. Then that's when we come in to play. It's the foundation of trust thing.

Dec 15, 2015 12:02 AM #23
Rainer
5,173
Jim Steele
RE/MAX Champions - Trinity, FL

Great post! You are the coolest!

Dec 15, 2015 01:57 AM #24
Rainer
1,185
Tony Ciramella
Irongate Inc. Realtors - Springboro, OH

Great post.  client focused.  See you in Vegas

Dec 15, 2015 02:06 AM #25
Rainmaker
572,478
Peter Mohylsky, South Walton
PrimeSouth Properties - Santa Rosa Beach, FL
Let me help you find your path to the beach.

With all the support within each office, it still makes sense to reach out and touch clients and vendors on a regular basis.  this makes more of an impact than a flury of emails. 

Dec 15, 2015 03:47 AM #26
Rainmaker
170,441
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Peter Mohylsky   You're right, Peter. We all get overloaded with marketing, emails, and noise. But this is still a people business! 

Dec 15, 2015 07:08 AM #27
Anonymous
Gini Denninger

On point as usual!

Dec 15, 2015 11:09 AM #28
Ambassador
4,159,594
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

Making it ALL about them is always a good policy in nearly any situation, thanks Borino.

Dec 15, 2015 01:14 PM #29
Ambassador
3,077,495
Paul S. Henderson, REALTOR®, CRS
RE/MAX Northwest. - Tacoma, WA
Tacoma Washington Agent/Broker & Market Authority!

Make them feel how important they are Borino - The Real Estate Coach 

See you in January!

Have a wonderful holiday season!

Dec 22, 2015 03:09 PM #30
Rainmaker
2,004,281
Patricia Feager, MBA, CRS, GRI,MRP
DFW FINE PROPERTIES - Southlake, TX
Selling Homes Changing Lives

Until they get their needs and wants met, we have to learn to keep our mouths shut when it comes to our own issues and challenges. People who hire us to serve their needs quickly gets turned off or plays a deaf ear when we talk about us.

Feb 02, 2016 09:05 PM #31
Rainmaker
170,441
Borino - The Real Estate Coach
Borino Productions - Falls Church, VA

Patricia Feager, MBA, GRI, Cert Negotiations Expert, Military Relo Prof 

It seems that listening - intent listening is rare these days - and very much appreciated by clients, would you agree? 

Feb 03, 2016 05:09 AM #32
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Borino - The Real Estate Coach

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