When you walk in to see the doctor, does he sit down, point to the certificates around him, tell you what school he attended...what school of medicine he graduated from...what specialties he has?
Does he tell you how many years he has been practicing medicine or how many patients he treated last year?
Of course not!
The medical professional instead asks the patient (client) "Why are you here today?"..."What can I do for you?"..."Where does it hurt?"
He asks questions and LISTENS so he can understand the needs of his patient. Then he makes a diagnosis so those needs can properly be addressed.
Shouldn't you be doing the same thing as a real estate professional?
The key in helping to meet your client's needs is to ask the right questions and then LISTEN to what those needs are. If you don't understand where the "pain" is, then how will you make the proper "diagnosis"?
Wednesday, April 21, 2010
Sunday, April 11, 2010
THE SECRET TO CLOSING
What is the secret to "closing" the deal? When is the proper time to "close" the deal? "Closing" the deal is NOT an event that happens at a certain stage of the transaction. Closing is something that begins from the first hello and is CONTINUOUS throughout until the FINAL paperwork is signed.
The real estate professional understands it is about bringing value to the transaction...being viewed as a trusted real estate advisor...not about having a canned script. If your client doesn't believe you are a resource... providing value...helping them with THEIR priorities, then it doesn't matter if you use the direct close, indirect close, assumptive close, trial close, or Ben Franklin close.
It doesn't even matter if you use the "pretty please with cherries on top" close.
Serious questions from your clients deserve serious answers from you...serious concerns from your client deserve serious attention from you...the priorities of your clients need to be the priorities you have as well. If you decide to make THIS your business practice rather than the memorization of scripts...you'll have PLENTY of closings throughout your career.
The real estate professional understands it is about bringing value to the transaction...being viewed as a trusted real estate advisor...not about having a canned script. If your client doesn't believe you are a resource... providing value...helping them with THEIR priorities, then it doesn't matter if you use the direct close, indirect close, assumptive close, trial close, or Ben Franklin close.
It doesn't even matter if you use the "pretty please with cherries on top" close.
Serious questions from your clients deserve serious answers from you...serious concerns from your client deserve serious attention from you...the priorities of your clients need to be the priorities you have as well. If you decide to make THIS your business practice rather than the memorization of scripts...you'll have PLENTY of closings throughout your career.
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