By Dave Robison
It was a beautiful day and I was excited to get working. One of my agents, Debbie, came into the office all ready to start her day, too. She had a buyer who, though she had seen around 15 homes, couldn’t come to a conclusion about what she wanted to buy. I had shown the same buyer homes, and I knew about her difficulty with decision making as well.
Debbie said to me, “I don’t know what to do. The buyer isn’t a fun buyer; she’s kinda grumpy. She doesn’t care about me, and is wasting my time. She’s really becoming a pain in my butt.” I noticed how Debbie didn’t have any energy to help this buyer, and she was just talking negatively about the client.
I said, “You know what? The client told me just yesterday how she liked you and thought highly of you.”
Debbie’s face seemed to glow. “Really?’ she said.
“Yes, and you can’t let someone down who likes you. Help her out.”
The next thing you know, her energy level picked up. The buyer bought a home, and Debbie and the buyer started going to lunches together. Debbie and the buyer’s relationship changed not because of something the buyer did. It changed because Debbie’s perception changed. She treated the buyer differently because she couldn’t let down someone who liked her. She stopped talking negatively about the client and treated the buyer like royalty.
Talking negatively about other people is like taking cocaine. It becomes addicting, and before you know it, your business suffers. Continue reading »
By Jeremy Williams
It’s raining around here, but not raindrops. The sounds of complaining and worry are always in earshot when working in a real estate market that has softened and seen some additional challenges as a direct result of government policy and tightening financial markets. Sometimes it is a drizzles and other times it is a down pour. The raindrops always seem to gather in the same places forming nimbus clouds of doubt and complacency. Getting caught in one of these storms can just flat out ruin your day and potentially your career.
My recommendation is to carry with you an umbrella, in case you end up around conversations that lead to a chance of rain. Keep your head up and focus on the key component of your business; lead generation. Don’t get sucked into the updraft created by an impending storm.
How do you avoid the rain? Know your market statistics and factors influencing your business. Be able to convey this information to your home buyer and home seller clients. Be willing to have the tough conversations with your clients if needed and always be upfront and honest. Get ready to adapt your business to meet the current market. Just as a ship will typically sail around a looming storm, learn how to stay clear of those who have chosen to focus on what might be a challenging situation as opposed to the solution to the situation.
Avoidance of the rain is best and typically your gut will provide an accurate forecast, but just in case, make sure you pack your umbrella before heading out today. Also know that the rain to shall also pass. Have a great week in the business.
Jeremy Williams of Keller Williams Realty NE in Kingwood, Texas specializes in the residential real estate market of Kingwood, Atascocita, and Humble, Texas. Visit his Web site at www.williams4yourhome.com.