I think that the key to getting more business is to care about your clients. It's pretty basic stuff. No tricks or techniques to learn. Just be a human being who really cares about the welfare of your client.
If you care, the closings will happen.
I studied many sales training techniques and understand their methods. But if it's just about doing whatever it takes in order to get to the closing table so you can get your check, then I'm probably a big loser.
Many times getting to the closing table is also in the best interest of the client. That's when it's good to know the techniques to help the process along.
But I still think that the original intent of what you do has to be caring about the client and not about closing the deal.
Last week I was helping a buyer get some response on their loan. She was frustrated with the people in the loan process.
She told me "Tim, it just seems that no one really cares if we get this loan closed or not." The loan guy went on vacation a week before our closing and didn't seem to have cared what happened with the loan documents while he was gone. I guess he didn't put himself in my buyer's situation and empathize with her about what would happen if we didn't close as planned.
So my closing technique is simple. Put yourself in your client's shoes. Imagine what their fears and concerns are. Then just care enough about them to want to naturally help them through their fears to the closing table.
I like the ABC method. Always Be Caring.
I like this. The closing is where I get paid so I am really caring and motivated to make it happen. Cannot understand those who are not
One of our "real estate rules to sell/buy by...always make it about them and it will end up being about you...great job.
Tim,
Care and concern communicate value to our customers. Everyone wants to be valued. Closing a sale should be a rewarding experience and an event to celebrate!
Tim...
Love it. Mind our ABC's and the rest just falls into place :)
TLW...ROAR!
Tim-- great thoughts--at the end of the day, we have to be able to feel we made a difference. I try to look at each client I help as the first one and work just as hard for them as I did my very first. Going out of the way to make it happen always results in business, now or future and is never a waste of time.
Back to basics!
Tim:
Those are good lessons to live by. Unfortunately, I know too many agents that only care about the closing and don't really care how they get the client there. We should all remember out ABC's and this world would be a better place.
Its the foundation of how to build relationships and trust. This is something I am strong at and the closings do happen!
Good point, if the first thing you look at on a listing is the commission, how much do you care if your clients are finding the right property? The movie Glengary Glen Ross had a diferent ABC Lol...
I agree 100% and that is how I practice with ALL of my clients! Good Post
So true, that is "the commission is the end result so go the extra mile if need be" It make you feel good to.
Patricia Aulson/Portsmouth NH Real Estate
Man Tim, you hit it the nail on the head. It's something my business partner and I stress all the time. The scripts, the trial closes, the tie downs, all of these things make us seem like used car salesmen to our clients. And that's why our industry has such a bad reputation. We just need to put ourselves in the clients shoes. I've had so many clients say to me that they chose me because I wasn't "pushy" or "salesy". The consumer is on to that type of approach. And they don't like it. We all need to knock it off. Just be human. Thanks for the great post.
Tim, I could not agree more. I love Sally & David's motto of always make it about the customer. I think this is easy to write and for me, has to stay forefront in my mind and life so that I don't take it for granted. We think we are getting into real estate to sell houses, land, commercial, etc. Instead there is a lot more that comes with it and it is about genuinely caring about people.
Yes, I agree ABC. I think that is a natural state for me. For awhile I cared too much and was headed for burnout. Now, I care, but I make sure I always have fuel in my tank to be there for my clients no matter the result.
I'm going to chime in agreement like all the other comments. It is so important to truly care about our clients and what they need. It really is "all about them". The agents who are only interested in getting the deal closed so that they get their commission give all real estate agents a bad name.
Thank you! That has always been how I treat my clients/friends. Treating them as you want to be treated is the only way to care for special people.
I really like this. It really does work and makes the job a happier place! Check out the video we posted on our blog called, "I am not a lead". I think you'll like it.
Just checked in a saw that this post was featured. I'm grateful for the gold star.
Thanks for all the comments. It seems like many like minded agents around here. I'll check out all of your blogs tonight and maybe make some comments there.
Tim - I echo your post and some of the comments above. Simple, yes. Priceless, each and every time!
Tim,
You are 100% correct! I just wrote a blog post recommending a book titled: "The Go-Giver" written by Bob Burg and John David Mann that talks about how important these practices are in order to succeed.
If you get a chance, pick that book up. I have been working at following these principals for some time, and this book just validates all of that.
Thank you for sharing, and I look forward to your next blog post!!!!!
- Harrison
Tim - you are exactly right. If we focus on our clients, the rest will naturally follow suit. Oftentimes, industry professionals simply view their customers/clients as just another transaction.
Hey Tim!
Seems like the basics are more important than ever in this market. I like the saying "kill your clients with kindness", and things will work out. If you don't care about them, they will find someone who does, and that's not good for business.
-Lisa
Tim...
So very true. If you only seem to care about the sale and not the client, you won't get very far in this business!
Tim, I think that Glengary Glen Ross would have been a much, much different film/play if ABC meant "always be caring" as opposed to "always be closing."
Coffee is for Closers (Carers?) One of my favorite scenes of all time (http://www.youtube.com/watch?v=y-AXTx4PcKI).
In all seriousness, however, you are right on.
Here is a link to the video we spoke about in an earlier post: http://activerain.com/blogsview/1015214/I-am-not-a-lead-A-video-all-Realtors-should-watch
Always be caring... this is what it's all about! True consulting and relationship based business...
Hi Tim -- You are so right on. I think this is the way all business should be conducted. Nothing to worry about then, life takes care of itself.
Tim,
You are so right. I like the way my office broker puts it...
The test for the transaction details...Would you handle a transaction for your mother in this way?
That really works when you are in doubt!
http://www.porttownsendrealestatesearch.net/
Tim, you will win more often than not with caring. No one cares how much you know until they know how much you care.
Right on the money Tim. If we just focus on helping as many people as we can the money will take care of itself. It's not complicated yet so few truly get it.
Tim - Nice post and so very true. It's a great way to earn lifelong friends along the way, too. Laraine
Tim I agree with you wholeheartedly. And I Love the ABC thing. Very cool!
Anna Banana, Phoenix, AZ
One of the best posts I've seen. I don't know what more can be said. I love your "ABC method." Congrats on the feature!
I like the ABC method. Always Be Caring.
Hi Tim,
I've never seen your version of ABC before. I like it! With the increased transparency that has been mentioned here on ActiveRain, I think your idea is an excellent suggestion for all bloggers.
Tim,I will keep the ABC's in mind and I never will look at the ABC's the same way. Thank you for sharing
Bettina
THE ABC METHOD.....You have something in those 3 little letters. I believe have been teaching that for many years and my associates slowly come around and understand the importance of those letters. The rewards are many from just those 3 words.
Well said! Sometimes we fail to remember the simple things our grandmothers and mothers taught us. A little caring goes a long way.
You are right Tim and clients can quickly pick up on if you really care or not. I wish more people did business this way!