It’s Not About The House

via lago

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.


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