“ Internalize the ‘Golden Rule’ of sales that says, “ All things being equal, people will do business with, and refer business to, those people they know, like and trust.” – Bob Burg
This golden rule of sales is the most important rule you should remember as you are setting your goals of listings and sales as a Real Estate Agent and what you want to achieve this year in your Real Estate business. Each time you interact with another person you have a choice to build on that relationship or not. In order to build on your relationships you must understand the value of trust.
My absolute favorite book on this subject is , “ How to Win Friends and Influence People” by Dale Carnegie. This is a book you should have around you at all times. Memorize the principles Dale teaches in this powerful book. This should be a book that all Real Estate Agents must read before they take their state exam for a Real Estate license! Check out my other favorite books to read in my profile.
How do you get someone to like you and trust you?
One of the easiest ways to do this is to listen and ask lots of questions.
The more questions you ask sincerely wishing to understand your prospect the more that person will feel like you really care about them and what is important to them.
Another very easy thing you can do every day is when you are talking to people make it a habit to use their name at least 3 times in each conversation. A great tip in remembering someone’s name that I have used is that when they first say their name to me I repeat it back right away thereby inbedding their name in my memory so I won’t forget it! When you talk to people; use their name a lot. The most important word in any language is a person’s own name! This will help people to like you. Unless you are some jerk this will work very well in establishing a good relationship built on know, like and trust.
If you are a jerk than you can change that too!
“Here’s the rock, paper, scissors game of selling:
Relationship is more powerful than price.
Relationship is more powerful than delivery.
Relationship is more powerful than quality.
Relationship is more powerful than service.” – Jeffrey Gitomer
That is why you see those Real Estate Agents who give no delivery, service or quality still keep their uncles’ listings! And you wonder, ‘Gosh’, what is going on here? I work so hard, efficiently, give great service and quality. But you see, in this situation, you must build the relationship. In a great relationship your shortcomings are forgiven easily or even altogether overlooked. That is not to say that you should not provide good delivery, quality, price and service; it just means that you must first build the relationship!
You can also email me at Katerinag@bellsouth.net for coaching and consulting information for Real Estate Agents. I am a Realtor and a Business, Career, Health and Personal Coach, Real Estate Business Consultant, trainer and speaker. Yours In Real Estate, Katerina
For Real Estate Agents
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