Everybody wants to be the teacher.
This is a very important concept and if used well it can give you good information and build a good relationship with your customer. For example, when qualifying a buyer, ask open-ended questions about his job or the area he lives in. Expose your life. As far as getting information, if you need technical data on building permits etc, tell the person in authority (with the necessary information) that you need their help (this always works) and then let them teach you. It’s a great concept and that’s why we like to go on and on about what we know.
Who motivates the motivator?
It can be pretty lonely out there sometimes. Especially in this type of work, where you have to be the energizing force or entrepreneur. One way to get help in this area is to have a good manager or coach and/or mentor to guide you through your career (especially early on). Another way is to reach out to other successful agents in your area and at conventions or events. even email (remember the first tip about being the teacher) Find someone who can help you and keep the faith. The reason 90% of people don’t earn a six-figure income is because they don’t want to do the work necessary to earn it. It seems that in life earning good money has a price, which is hard work, the only way to get by is to inherit or earn a lot of money.
Don’t win the battle and lose the war!
Beware of being right. Sometimes, to make ourselves look good, we try to prove a point that is best left at that. You can get your point across and at the same time completely turn off the customer. When in doubt, keep quiet: The truth is, most people will know what they like when they see it. Ask for their opinion or answer questions, but try to keep everything in order.
Don’t worry about the commission.
Don’t think about commission, it’s distracting and gives you the wrong perspective on things. Focus on working really hard for your client and getting what they want. If you do this they will recognize it and then if a sale is consumed you will get your commission. One way to look is the old cliché of not putting the cart before the horse.
Continually ask yourself, why should they deal with you?
There are many REALTORS out there, so your client can choose whoever they want and in most cases, if they are serious sellers or buyers, the closing will be in the near future. So with that in mind, ponder the question, why me? I suggest that you should have at least two quick and honest answers to those questions. What I mean are two really true answers that you strongly believe in and know work. For example, you can honestly say that you are an authority on houses in that area, product knowledge. Also, maybe you have ways to finance people that really work. In conclusion, you must truly feel that the customer will benefit from dealing with you. Also, the benefits that he or she will get are really significant for them. So do some soul searching and ask yourself the hard questions.
Ask yourself: Would the competition think this is a good idea?
To keep things in perspective, the next time you have an idea or a plan for something, ask yourself that question. You can just highlight or point out if the idea really makes sense. I’m certainly not saying that all has been said or done, so try to be innovative. On balance, if you have an idea that is new to you and will result in more complete sales/closings, then it is likely to be significant to other companies or REALTORS, so jump on it before someone else thinks of it. . .