It’s Not About The House
Thank you to all who joined us for the live version of the Buyer Success Secrets Workshop last week. We recorded the sessions and will have the electronic version available soon.
I want to share with you some profound insights from one of our guest speakers, Chapman Fina, of Via Lago Clothing Boutique. Chapman is a great friend of mine and has built an incredible business in a tricky economy. She continues to thrive and create an incredibly loyal client list. To give us ideas on how we can build stronger relationships and connection with our clients, I asked her to come share how she does it.
Here are two of my favorites:
- Make your clients feel safe
- It’s not about the house
When clients come into her store, she treats them as if they have come to her house for a party. It’s about welcoming them and making them feel safe to be there. When we meet clients for the first time, whether it’s a Buyer or a Seller, they are placing a huge amount of trust in us to help them with a significant life change and large financing decision. How can we make them feel safe and comfortable with their decision?
When Chapman connects with the women in her store, it’s not about the clothes. It’s about who they are as people. Whenever I am in her store, she is always introducing me to someone new and includes a short note about what the other person does or what we might have in common. It helps everyone to feel more relaxed and connected when they are there.
She also told a great story about when I helped her buy her place. She was concerned that a street light would shine into the bedroom that would be the nursery for her new baby and that it would be too bright. So, one night we sat on the floor of the vacant house for over an hour chatting and waiting for the light to come on. That is what she remembers. It’s not about the details of the transaction. It’s about how you make your clients feel and how you take care of them.
It’s easy to get caught up in the minutia of our business and, while that is important, what matters most is being truly connected to your clients and serving what they need right now.
If you are ready to get back at it but are feeling stuck or like you are spinning in circles, join us for our October Workshop, Turbo Charge Your Business. We all know it’s about having a plan and working the plan. But, do you know which plan will get you there? Join us to find out and set yourself up for an amazing finish to 2012 and fantastic start to 2013. Click HERE for more information and to register.
Signup to receive Nicole's blog posts via email weekly:
Other Posts
The Real Reason We Started Experiences vs Stuff for the Holidays
We’ve been doing experiences vs stuff with the boys for years. This year we are in Palm Springs loving the sunshine. It’s a tradition we all look forward to. We’ve gone all sorts of places: Maui, Boston, New York, Costa Rica, and Ireland just to name a few. On the last night, we pick a…
Read More
Action Plan vs Business Plan
Is it just me, or does business planning overwhelm you? I’ve tried doing a traditional plan over the years. One where you: Set an income goal Figure out your average price point and income Use that to calculate the number of sales required Break it down to how many referrals to convert to appointments to…
Read More
A Common Misconception About Mindset and Energy Work…
It doesn’t mean you’re happy all the time. Pretending that ‘it’s all good’ when it’s not isn’t helpful. I’ve been doing a lot of teaching around this in my masterminds lately, and it really hit home for a lot of people this week. Emotions are meant to be felt – all of them. They are…
Read More
The #1 Question Agents Don’t Ask, But Should
If I told you one question could lead to happier clients, and more sleep for you would you add it to your conversations? I’ve coached hundreds of agents, and every time I bring up this one question it ends up in a blank stare followed by – I never thought to ask that. Ready for…
Read More
If You’re Afraid To Take A Vacation Because You’ll Lose Clients – Read This
You’re ready for a vacation, but there’s a voice in your head telling you now is not the time. You have clients that might need help. Or, you don’t have any clients and can’t risk being gone when they finally call. You’re afraid that if they even get a hint that you are somewhere else…
Read More
Your Business Is Meant To Support Your Life Not BE Your Life
Here’s what most agents think when they get into real estate: This is going to be amazing! I now have unlimited income potential, the ability to set my own hours, and live a great life. And then one of two things usually happens: You either get busy and push off life until things calm down…
Read More
Announcing The Prosper Mastermind: The Secret to A Profitable Business and An Amazing Life
It’s been a heck of a year. You’re proud of yourself for having made it this far. You’ve got lots to celebrate, but if you’re being honest, there are some things that need to change if you’re going to keep doing real estate going forward. Maybe its: Income consistency – The feast / famine thing…
Read More
Expand Your Window of Opportunity
Crisp mornings, pumpkin spice lates, leaves that change to vibrant hues of gold and orange – and a clock that seems to tick louder by the day when it comes to income goals for 2024. Welcome to Fall. In the past, I would get really anxious right about now. I would look at the calendar…
Read More
A Message From Your Future Self
There is a future you who is glad you never gave up. Keep going! Things may not be as dire as wanting to give up, but September can bring a sense of urgency in real estate. You look at the calendar and realize there is only so much time to make close transaction before the…
Read More
It’s Okay To Opt Out Of The Conversation
It’s been 2 weeks since the NAR settlement. How’s it going? Scratch that – don’t answer that. Better yet, don’t ask the question in the first place. Yes, there have been major changes in our industry. The impact to our business, depends on who you ask. I’ve talked to agents who: Can’t get Sellers to…
Read More