Even with a referral based business, potential clients interview multiple agents about 50% of the time.
I recently competed for a listing and then for a buyer. In both cases it was interesting to notice my thoughts and emotions as I went through the process. Usually competing doesn’t phase me, but I found doubt starting to creep in – especially because I was competing against agents that I have a lot of respect for.
I’m happy to report that I’m working with both groups.
It was a good reminder that how we feel about something affects how we show up, which of course affects the outcome.
Here are some tips for the next time you compete:
- It’s not a competition: Yes, I used the word compete, but that’s because it makes for a catchier headline. In reality, it’s not a competition, it’s just a chance to see if you are the right fit. I know that can be easier said than done when it’s your only client, but the energy of showing up this way changes everything.
- ALWAYS assume they are interviewing other agents: It forces you to bring your A game, and your clients deserve that whether they interview 1 agent or 10.
- Your unique style and market knowledgeable has value. Resist the urge to go the route of cutting fees or trying to imitate others, it’s not necessary.
- Resist the urge to revamp your ENTIRE Seller / Buyer process the night before a presentation. Confidence matters. Staying up all night to present something that doesn’t flow won’t help.
- Show up as you, tell your clients what you think and why, and listen with the intent to serve. THAT is what matters.
- Trust that YOUR perfect clients always find you. If it’s the right fit, it will work out.
- Use the opportunity to evaluate your process AFTERWARDS. Win, lose or draw, each client appointment is an opportunity to evaluate what worked and what can be improved on.
Above all else. Know that you add value. You were meant to do this. And your clients are lucky to have you on their side.
To your success!