14,729
Like the answers from Ron and Elizabeth from my last question post, I believe there is not truly enough time to build a relationship. Although people are drawn to my personality in most circumstances whether it is business or personal, I find that you shouldn't mix business with pleasure. I have lost listings because I didn't push for the close, "but they sure seemed to love me". Then at their next appointment the "closer" came in an took the listing right from under me. The sellers are not looking for a friend, they are looking for someone who will sell their home for the most money in the least amount of time. If they happened to like you in the process "Great". How many of your clients call you to go get a drink or catch the game during or after the sales process? Not many!! If this was the case, would we have to follow up with past clients as much? That is a big part of your recurring or referral business isn't it? So the fact remains we are sales people and we should at as such. Your clients will like you once you've performed to their liking. My clients just happen to always seem to initially like me because I am truthful and I tell the good and bad. Throughout, our business relationship then they really start to like me as a person. You can't fake the realness...If you have clients that are relocating to the south florida area, lets do some referral business. I will take care of their realestate needs. www.sellmyhomesoflorida.com
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Roy Kelley
Gaithersburg, MD
279,878
630,251
4,319,419
For transactional approach, closing techniques and for relational approach, building the rapport - and get the listing.
3,071,489
5,772,575
Relationship building, closing techniques are obvious and a gigantic turn off! I can't remember one time we used "techniques" to close someone, and people wanted us to stay around longer than 20 minutes. This is a listening presentation..
921,504
Consider replacing the word REALATIONSHIP with the more relevant word TRUST.
Understand how TRUST is created then the confusion will disapate as you embrace TRUST building instead of building a realtionship.
Imagine the TRUST you would have regarding those who know what you REALLY need and offered without you requesting. You would feel they are truly in sync with your needs and will look after your well being.
4,800,082
It's all about the relationship. You could be the absolute best agent in the world, but if they don't like you, you won't get the listing.
655,940
People want to do business with people they like. Plain and simple. They absolutely want to hire the person who will get the job, that being said, will they hire someone they can't stand just because they feel he's a savage? Or will they take the strongest angent that they felt comfortable with? A prelisting package can help getting your messaage out in advance so the appointment can be about questions and you listening instead of feeling you are selling. good luck.
7,835,402
You start building the relationship even before you arrive by your phone conversation. And, I hope you are leaving a pre-listing packet of information for them to reveiw before you get there.