What? I know you are saying to yourself, or even out loud, what do you mean I don’t need any more sales techniques?????
Yep, that is what I said, (or wrote!) Now, sales techniques are effective, and they have their place…..but what you really need are more relationships. When you have a relationship, a business or friendship relationship, you have a much better opportunity to derive ‘business’ from them. A relationship is natural or logical association with someone…a connection.
How about building up the connection with someone before you start handing out your business card and telling them that if they know of anyone doing anything in real estate, their friends, family, co-workers, pets, (just checking to see if you are reading all of this!!!) you want them to refer you. They will politely tell you ‘sure’ But do you think you will get one.?….chances are pretty slim. Earn it, don’t justify it.
People don’t want to be “sold”…they want to ‘buy.” Put yourself in front of people and add value….get to know them, get to know about them (you may actually decide after getting to know them that you don’t want to work with them!) otherwise, you are just like your competition.
What makes you different? Not the usual blah, blah, blah. What is your value? The value of your preparedness….know more about them, the value of your humor, (at the end of laughter is listening) The value of creating stories, (facts and figures are forgotten, but stories are retold.)
The value of belief in yourself. (you are excellent at what you do, aren’t you? If not, look for my future blogs…..we will talk about becoming excellent at what you do!) The value of taking responsibility.
Create ownership of your clients…..take the responsibility of every aspect of the transaction….the opposite of responsibility is blame. Build your value…your business has to be ‘unstealable’ (is that a word??/ it is now!) The value of being first class. There is no such thing as second class. People are looking for answers. Solutions. Creativity. Honesty. Integrity. Tell them what you can do, not what you cannot. Concentrate on being the BEST at what you do. The opposite of best is Excuses. Change everything from ordinary to memorable. Are you memorable?
Talk (or write!) to you soon. If you would like to talk to me about this, you can call me at Lang Realty, 561-209-7878, or e address at d.nystrom@langrealty.com. Do you want to know more about Lang Realty? Superior agents, Superior company, Superior results. The Lang Advantage is a factor conducive to success! But, I don’t want to ‘sell you! Get to know us! Let’s build that connection!
