I had started to work on this Blog Posting prior to attending a meeting at Re/Max Ontario-Atlantic Canada Inc. Head Office in Toronto. While there, I was fortunate to have the opportunity to listen to one of the founders, Walter Schneider being interviewed by Coach Ken Goodfellow.
It was amazing for me to hear him repeat the words that I had used in my previous post “Selling is a Contact Sport”. We need to get out there and create value.
We have all heard the maxim,
It’s not what you know, it’s who you know.” This can either work for you or against you, depending on your reputation.
Whenever we deal with someone it is wise to keep the words of Jospeh Hall in mind
“A reputation once broken may possibly be repaired, but the world will always keep their eyes on the spot where the crack was.”
If you always make it a priority to help and give to others ahead of thinking of yourself first, you will be helped in return.
I personally believe that Karma plays a big part in business. It might not always be obvious at first, but I believe in the principle of “what goes around comes around”. We are not always immediately conscious of how this is working for you, and sometimes it takes awhile for you to see the effect. It is good for business and also, good for you on a personal level.
I love the book The Go-Giver http://www.thegogiver.com/. This little book tells the story of how good deeds can lead to produce positive results that are remembered. Referrals result, usually without even asking. “Most people might laugh when they hear that the secret to success is giving. But then, most people aren’t successful.”
Think of who you want to deal with and the type of person that you refer to your friends. You want to ensure that your friend or family will be looked after by someone who will look after their needs. Someone that you can trust. People follow strong giving people.
Ask yourself, when you are communicating do you ask those open ended questions that gives the person an opportunity to really tell you how they are feeling. Do you interupt? Do you consider it a “stupid” question? If you do, step back and examine your behaviour. Practice the listening skills as much as the selling skills.
Ask them the open ended questions that makes them really know that you are interested in them, not just getting the referral or the sale. This seems like such a small and insignificant factor but everybody wants to be acknowledged and recognized and their opinions and concerns valued.
It might seem like a strange strategy but I have always felt that we are further ahead by trying to see our competitors as potential allies. Especially in the world of Real Estate, ask yourself the question, are we not on the same side trying to please the client and come to the same end a successful transaction. Again, your reputation is important when dealing with other Realtors. If they respect you and your professionalism you are miles ahead.
Remember, under promise and over deliver, and don’t forget to be a Giver!
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