Are You A Closer Or A Consultant?
During a recent coaching session, an agent asked for help “convincing clients to work with her.”
Instantly, warning bells started going off in my head.
There was something about the way she said it. I could tell the biggest issue was her mindset.
Convincing someone is equivalent to closing them. Think old school slimy sales where it’s all about getting to yes. Who cares about the client and what they actually need.
Finding new clients is about attracting them, not chasing them.
Chasing is equivalent to convincing / closing them.
Attracting them is equivalent to consulting for them. It involves coming from a place of abundance and service vs lack and fear.
Consulting with a new client is like going on a scavenger hunt to find out what it is they want and need to determine if you are the right agent for them. And if they are the right clients for you. Talk about coming from a place of abundance! You don’t have to say yes to everyone.
Consulting at its core means you are committed to giving them 100% of the information they need to make a decision, but not attached to which one they make.
If you do this wrong you will come across as flippant. But done correctly, you come across as deeply caring, knowledgeable and unique. All of which make you more attractive to clients.
Here are 3 tips to help you consult vs close:
- Ask more questions. People come to you for help with stuff. i.e. Buying or Selling a house. What they really want is help creating a new experience in their lives. Take time to find out what it is.
- Ask what they want in an agent. Everyone is so scared to ask that question, yet it’s one of the most powerful questions you can ask.
- Know that the clients might have information that they have gathered from the internet, the neighbors, or who knows where else, but you have the knowledge of what that information means in the current market. Information is one thing. Knowledge is everything.
It’s a mental and energetic shift that can have a huge impact on your business. Know that you have market knowledge on your side and experience. People want to work with you, you just need to open the door and let them in.
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