It’s Okay To Want The Business

It's okay to want the buiness

I’m all for not getting attached to the outcome, but let’s face it – sometimes we really want the business. And that’s okay.

I was in a mastermind last week and one of the agents was struggling with a listing appointment. The seller was blowing her off with “we need time to think things over after interviewing agents to decide on the best fit”. That’s never a good sign. It feels like “we don’t know how to tell you no today so we are going to ignore you and hope you go away”. The question was, how to respond? Wait to hear from them or take the initiative and reach out?

We can tell ourselves ‘the right people will be there and it will all work out’, but who gets to decide that? Do we hand all of the power over to our clients, or do we fight for what we want?

Rather than responding with: Sounds good, let me know if you have any questions, we crafted an email that stated:

If you need time to think about it then I haven’t provided enough clarity. I want to earn your business and with my system and track record, I know that I am the right person for the job. I would love to hop on a quick call with you to help provide that clarity.

That response is so much stronger and empowering.

Stop putting the power to decide in your clients hands. It’s okay to want the business and to say as much. For the record, it’s good to have another agent you can brainstorm with for this type of stuff. It can be hard to come up with a response when you are invested in the outcome.

We went through several variations before the final email was sent, but the overarching theme was that we are often too vague in our responses. We talk about experience and full service agents in round about ways.

It’s okay to say: I want to earn your business. I want to work with you. I am the best agent for the job.

There are times to be humble and this is not one of them.

Go after what you want.

To your success!

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