Consulting vs Closing: The Secret To Happier Clients and More Referrals

I taught a class about working with Sellers the other day, and there were some great discussions. We focused on how to market properties and serve our clients when homes don’t sell in a weekend with multiple offers.

One of the key things that came up was the concept of – consulting with our clients versus trying to close them.

As a consultant, your focus is on education, not the outcome. Meaning you educate Sellers on the market, and their options so that they can make the best decision possible. But you are not attached to what that decision is.

The relationship matters more than the sale.

Someone focused on closing is more attached to the sale than the relationship.

It’s a simple, yet powerful shift that will change your relationships with your clients. When done correctly, it can also lead to more referrals than you ever imagined.

So, as you prepare for your next meeting, ask yourself:

“What information can I provide so that they can make the best decision possible?”

“Are there options available that they haven’t thought of?”

“What tools can I use to market their home that will increase their chances of success?”

Here’s to infinite listings and lots of referrals!

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