By Brooke Wolford
You may wondering what science has to do with sales…really what I am referring to is the chemical reaction that happens in your clients brains that ultimately leads them to begin a relationship with you. What mental perception does your client get that triggers a spark?
You can look at the beginning process of a client contacting you for the first time. What initiated their contact with you? There are several levels a client could be at in the process, all stemming from how they initially contacted you.
- They randomly came across your name somewhere, but they really don’t know much about you.
- They came across your name and have done a lot of research on you and are ready to sign a contract with you.
- They were referred by a friend or business partner and may or may not be sold on you yet.
Realistically, you can look into these three things to “get inside their mind.”
The person in #1, it’s still up to you to sell them your services. What you should be doing is researching your competition and finding out what led them to you. You can really figure someone out by their impulse decisions. You can think of it like when someone is standing at a cash register and they end up grabbing something close by the register. Was it just because it was there or was it because they needed it? Continue reading »
By Amy Steele
I love to take photos. Love. It has been one of my passions and creative outlets since moving up here to paradise (Crestline region of California). I bought a Canon Rebel EOS about a year and a half ago and I have enjoyed taking some great pictures with it.
One day when shooting in sports mode and taking about five frames per second of my son, I went home and noticed that the autofocus wouldn’t work anymore. Gasp and horror — what did I do to break my still new, expensive camera???!!! I fiddled with it for a bit and realized that it was the lens and not the camera. I gently tried to focus it manually while still in autofocus mode and then took some shots. It worked again! Two days later when I went out to shoot again it stopped. It seemed that the autofocus is sticking. So I tried manual mode, which I’d never done before. I hated it. I haven’t ever really learned how to use this fancy camera and relied on autofocus to get my shots quickly.
Well today I was out taking shots of some beautiful ice formations and I had to use manual because the autofocus was sticking again. I realized that I could really get the shot I wanted that autofocus never would have allowed. I could change the field of view much easier and take closer shots than I ever could before. Suddenly I love manual focus.
How does this relate to real estate some of you may be asking? I realized this year that my business has all been on auto. I take advantage of online leads coming to me — people finding me online to be their REALTOR®. I know that I need to be much more proactive to really set myself apart and provide more personal service, not only to clients, but also to potential clients. I have been fortunate to have some pretty fabulous clients who have all become friends and neighbors. What if I showed that to potential clients? Wouldn’t they want to work with someone that was more personal to them and their needs? I say yes.
So my shift is now manually focused. I am providing a more personal touch with the help of some new automated systems that I’m getting into place. I’m working to set myself apart in the mind of my potential clients as the one they couldn’t forget and would love to do business with over my competition. Thanks, camera, for a lesson I’ll not forget.
Amy Steele is a full-time real estate practitioner with Coldwell Banker Sky Ridge Realty in Crestline, Calif. Visit her Web site: www.CrestlineHomeForSale.com.