And even though you know it will be a long wait, just to get seated, you still go there anyway? Have you ever thought about why?
The “WHY” is something you can and should carry over to your real estate business.
A restaurant has to be good at a few things all restaurants need to survive…Good Food and a Good Atmosphere. But often times those two are simply not enough to grow the line out the door. There are plenty of places I have thought had great food over the years which are no longer in business…This is where the “WHY” comes into play.
What are your “WHY’s”? Why should someone use you as their REALTOR? If you don’t know why…then how will they?
One of your “WHY’s” should be the unexpected extras you give your clients…Working by Referral is a systemized approach to doing the unexpected extras every day! Sure you still have to have the skill set other REALTORs possess… but you have to go beyond what everyone else does…
Building a Working by Referral system within your Book of Business will help you form relationships which allow you to know details about your clients lives that most others don’t. The more you know about a person… the more likely you are to know what will make them happy…and what will make the feel comfortable using you to buy or sell real estate. The more an individual knows…likes…and trusts you… the more likely they will think your “WHY’s” are better than anyone else’s.
Make a list of your WHY’s and use them when you first meet a prospective client to discuss their goals for buying or selling. These are your unexpected extras. This one technique could help you to create a line out the door of your real estate business!
Visit http://www.icu-coaching.com/ for more info on transforming your list of names into your #1 referral source.
Eddie Brown ©2012
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