“This is one of the most interesting generations that we’ve ever had,” Bubba Mills said during our interview at Pat Hiban Interviews Real Estate Rockstars. This generation has more to offer and is very bright. It asks a lot of questions and yearns for more answers. It brings the gift of internet and technology but also carries with it the potential for self-destruction. Yes, today’s generation, by far, is the most interesting one that has ever existed. It thrives in competition and yet it wallows in self-pity when failure knocks at its doorstep. This generation is full of contradictions. It is the same with real estate. There are a lot of contradictions but this generation recognizes the need to strike a balance. And in that way, not only is it interesting, it is also awesome.
Bubba Mills, an advocate for the Real Estate Community has spoken in over 500 conferences and has emphasized a life of servitude along with being a business owner. He has a talent and gift at creating wealth and his motto is, “My Business Card is made of paper; My Handshake is made of Gold.” An entrepreneur at heart, Bubba Mills has always wanted to help other people attain their dreams.
One of the very first things that Bubba would ask you is, “What are the questions that we could ask that make us look better than artificial intelligence?” There are a lot of things that we need to know especially when it comes to our customers. Remember, this generation is smart. Our customers will know if you did your research or not. Some people would just ask questions just for the sake of asking questions; just for them to appear interested and to some point, concerned. However, though this technique might have worked in the past, it doesn’t work today. Customers can easily spot the fakers now. Try asking stuff that would make them think and prioritize. “What are the 3 most important qualities that you’re looking for in a house?” This way, you will know what to prioritize as well. You can play around with the questions, just make sure that they’re relevant and won’t make you appear fake. Always bear in mind that we all do things differently, not better than.
Today, our customers are more concerned with the three things that happen in our industry, namely Price, Quality and Service. Price and Quality may be concerns for some but when it comes to service; you will notice that it raises eyebrows. You can lose huge sales because of poor customer service. Make a good first impression. Everyone knows you only get one chance to make one. If by some accident you were not able to make a good one, make sure that you make a really good come back if given the chance. Bubba mentioned during the interview, “When an agent’s talking to a consumer, it’s your brand that got them there, but it’s them that keep them there. That’s an extension of your brand. And it’s everybody in your company giving them the value of your brand.” There may be a lot of things that are being done differently inside your company as well as outside, but make sure that the way you present your brand and your company should be consistent. Focus on customer service and your company’s mission and vision when dealing with customers. Once they will be able to see consistency, then they will know that yours is a reliable brand.
These are just few of the things we talked about during our fruitful and lengthy interview. Bubba shared some really amazing stuff and one of the things that really stuck is when he said, “Give. There are so many reasons you can give. That’s how you have a relationship.” This doesn’t just apply in the office or in a company. It applies in real estate after you’ve spent some time talking with a customer. Once they give you their time of day, always show your how grateful you are. Give them a token of your appreciation. It is not a bribe and it doesn’t have to lavish. The small ones really count. Something they can put in their car or something they can use. It can even be something they can give to their kids at home. Be creative and give.
As a real estate agent coach, anyone can always give you something new and different. It may come from a customer who sometimes gives unreasonable demands or from a buyer who sometimes want something too many. Always keep in mind that every single opportunity similar to these are learning experiences. You get a chance to deal with different types of people and you get to find out which technique works best in dealing with these individuals. Then you get to share your thoughts, your ideas to help out your fellow agents and coaches. An entrepreneur at heart with the concept of “God has never let me fail at anything, I just know how not to do something 25 different ways,” Bubba Mills will always have an open door for agents who want to learn and improve and for people who want to listen. Because in a world where everybody wants to be heard and wants to have their 15 seconds or 15 minutes of fame, people tend to forget to listen and give others their time of day. So be the change you want to see in others and start with yourself.
To listen to the full interview with Bubba Mills, please click here.
http://hibandigital.com/bubba/
Comments(0)