Years ago some may remember a word accompanied by a handshake was all that was needed to sign small to million dollar contracts or just to personal agreements. Back then:
Your WORD Was Your Bond!
In today’s marketplace more consultants and websites are offering sales advice. The focus has turned to value be you a professional real estate agent or a salesperson in another industry. Today contrary to all the advice:
Your WORD Is Your Value!
Funny thing about sales, many sales folk including real estate agents overlook this simple concept of WORD when discussing value creation. Much of the focus, as I just read in another of the plethora of articles on this subject of value creation, is on marketing, negotiations, competency, etc. However, at the end of the day your value, your worth, as a professional real estate agent is your WORD!
Do what you say you will do!
After surviving and thriving is sales for over 5 decades I realize and accept these four axioms:
#1: Sales is fairly simple though not necessarily easy.
Someone wants to buy something, that is the simple part. Completing the sales transaction is the not so easy part.
#2: "Sales is the transference of feelings." (Zig Ziglar)
People buy first on emotion and justified by logic such as “I love the color of that vehicle” or “The house (vacant land) speaks to me.” These are feelings.
#3: People buy from people they know and trust
Buyers need to know the professional real estate agent to any other salesperson and from that initial meeting trust begins to form.
#4: "Nobody cares how much you know until they know how much you care." (President Teddy Roosevelt)
Spewing your real estate sales pitch, your 30 second elevator speech, your bio, your firm is about you and not about the potential client. This axiom complements the first three axioms.
All of these four axioms revolve around your WORD, doing what you say you will do, being forthright in your interactions.
When you give your WORD, followed by the actions associated with your WORD value is created. For me, many of my clients are surprised when I answer the phone on a Sunday afternoon or in the early weekday evening and then follow up the next day.
To do what you say you will do is 100%
how you create value.
Yes, sometimes we all get busy and drop the ball. This is when we acknowledge our failure and apologize. For me, I have always received a positive reaction when I have apologized because again that is my WORD.
So if you want to create value that is long lasting remember:
Your WORD Is Your Value!
#LetsGetBackToRealConversations #WeDoThingsDifferently
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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