Good morning, Grant Schneider not everyone has what it takes to be a "trusted advisor".... they may think they are doing what it takes, but.... you can finish that sentence....

Good morning Grant. "Seek first to understand and then be understood"! Steve Covey was way ahead of his time. Enjoy your day!

I have a past client who is testing my resolve and I find it hard to remain their trusted advisor...

Happy Monday Grant Schneider 

Great post, Grant, with much food for thought. I have found this to be very true and what sets trusted advisors apart from sales people:

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with.

Grant,

When you are a trusted advisor, you do not need to sell...you do not even have to close as your reputation speaks for itself...And your sentence that Nina Hollander quoted says it all for one's reputation.

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with

The goal is to always become the trusted advisor and building a solid relationship is how that happens!

Hello Grant - your post about the once important ABC mantra had me thinking of David Mamet's  play/movie Glengarry Glen Ross.  Coffee Is For Closers was repeated so often at one point, it lost all meaning.  The "coffee" to me is really connection and the prize is for the customer who thinks of their adviser as "trusted".  

Love this paragraph from the end of your post,

The ultimate source of your credibility will be your ability to deliver, to solve problems, to take on the hassles that the customer would rather not think about nor bother with. When you do that and more you will exceed your customer’s expectations. You will also position yourself to become their trusted adviser.

Grant, great post with wise advice.   From the day I started in this business we were to use "scripts", which never really worked for me.  It had to come from my heart (and Brain).

Now, more than ever it's important to build that trusting relationship, social distancing and virtual tours, you've really got to trust your agent to do an entire transaction virtually.

Grant the book you mentioned sounds like a little book I read years ago called "Mr Shmooze".  I you have not read it, take a look at it.

This Is well written and I agree that we have to be more than just "Real Estate Agents" and more than collecting commission, We must be the trusted advisor. That is what I continue to work with my reputation and when I feel the most fulfilled!

Well said- Grant. When I trained my sales consultants, I suggested that we cannot tell someone we can help them unless we know what it is they need. And to do that we need to ask questions and listen to them. 

Trust is the most important part of any of this and everything else falls into place after that

Morning Grant.

Great post, I could not agree more. Once you lose that trust, you can never regain it.  

Good Morning, Grant Schneider. Great post. Indeed we need to thoroughly research what our clients need to provide the best service possible.

Thanks for a great blog Grant!

Spend enough time learning about your customer's needs and desires. Don't jump to the next step under you have heard them and fully understand.  Many in sales make a serious mistake by rushing this phase of the process.

Congratulations, Grant, on your feature recognition.

Some of us need to work on our listening skills.

Great advice all the way through.  Thanks for posting this, based on your years of observation and action.

Hi Grant:

Right on target here, and such a well-deserving feature.

I particularly liked "spend enough time learning about your customer's needs and desires." I suspect this is sometimes lacking and customers will realize it.

Jeff

Appreciate your reminder to slow down and listen ... fully grasp what your client's needs and concerns are, Grant Schneider ... with so much to cover and address in the modern transaction, you can sometimes feel like you're up against the clock.  You provide me an important message ... thank you ...

Gene

Hi Grant Schneider - Congrats on a well-deserved feature. I couldn't agree more with your post. By this feature, many will get to see this blueprint to exceed client expectations. 

In fact, I have given a domain name that points to one specific page on my website that covers most if not all of what you wrote about here.  I post it on most of my pics! Sedona-Lifestyle.com takes you directly to this page. 

Selling is simply persuading someone to own what they want, a car, a TV, a boat, a home, so, before selling anything to someone, you'll need to uncover exactly what they want, when they want it and the price they're willing to pay for it. 

During the discovery stage, you'll be perceived either as trustworthy, uncertain or not to be trusted, so, set the table and begin by asking what expectations are most important about what they want today. Now, provide more than they want, get their commitment and everybody gets excited. Regardless, another great post as you always provide.

So true.  Listening to your clients needs without rushing the sales process helps to keep buyers calm and sellers on track!