One of the most exciting moments in the real estate business is planning and maneuvering the next step in creating “the close” for a major piece of business. Everything is relative, and a major piece of business to one may be considered nothing more than a decent day’s work to another. It could be a tract of land; a financially solid builder; an existing subdivision; or a well-known name in the community.
To visualize what the next move will be is the exciting part of planning “the close.” To play out in your mind the next move, and how that move will develop into a plethora of significant transactions in the future, is stressful but exciting. I love that game.
It’s another “game” that requires listening to statements and recognizing the signals that will allow you to trump the potential points scored by others. We must always assume there are “others” in the equation. We need to stay balanced and focus on what we have to offer the client. It’s all about the client and not about us.
Everyone wants to deal with a “Rainmaker” and it’s our job to provide that information. Information that is of “interest and relevant” to what the potential client needs, wants and does not have. Separate yourself from the “pack.”
Our mission every day is to lay the groundwork to secure as much business as possible in the future. Know what the potential client needs and make sure you have it. Read them properly. If you misread that potential client, you lose. You’ll know immediately from the client’s reaction, and you may or may not be quick enough to put a spin on it. Yes, learn to spin it. It may save your butt someday!!!
Just another thought for the moment….