Recently another real estate agent shared these two statements in one conversation:
“I cannot control my clients.”
"I cannot control the lenders."
My sales brain quietly internally reacted with “No, we cannot control our clients or our lenders, but we can influence our clients, our lenders as well as others.”
Being able to influence our clients requires certain attitudes and sales skills, in order to build trust, to secure and to SEND our clients forward to a successful close of escrow. When we combine both attitudes and skills, we have created very strong talents that hopefully lead to strong relationships.
Steadiness is more of an attitude. To be steady means not to panic when clients read for example an inspection report filled with numerous repair items.
Remember, slow and steady wins the race.
Education is a skill meaning to know when to share your knowledge in a way that is received positively by your clients. Sometimes this knowledge must be repeated in different ways. Often professional real estate agents must confirm the education has been received by their clients such as “Does this make sense to you?” or “Do you have any other questions?”
Negotiation is also a sales skill and one I believe is not present in many interactions. Professional real estate agents, through steadiness and education undertake negotiation with care. Of the “sales skills” from my observations negotiation is one of the least developed skills in many real estate agents.
Determination is an attitude. Not giving up is essential in sales. However, determination must be balanced with strong ethics. Remember, this is not the time to be a person of “my way or the highway” but rather a trusted source of local real estate knowledge.
Yes, we do not have control over our clients, our lenders or others. Yes, we can influence our clients with gentle nudging through our steadiness, our education, our negotiation and determination. When we recognize the impact of our ability to influence, we will be more successful in real estate as well as in life.
Leanne M Smith, The Grit and Gratitude Agent Who Goes the Extra Mile Because Life Begins Where the Pavement Ends.
Feature Photo Courtesy of Pixabay.com
Any reproduction of Leanne M Smith’s blog for use by any AI or GAI, distribution or reproduction including but not limited to electronic newsletters e.g. PDF’s Internet sites or physical products e.g. newspapers, CDs without prior written permission and consent by me, Leanne M. Smith (Leanne Hoagland-Smith) is strictly prohibited.
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