5 Steps To Increased Influence – Bill Pipes

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What do the best salespeople know that others don’t?

Why is it that it takes some real estate agents 15 conversations to generate a sale while it takes others hundreds of conversations?

How can you connect with a complete stranger and within 15 seconds have them relating to you with trust, respect, and gratitude?

The answer is simple…


Over the last 25 years I have studied the most influential people on the planet, in both business and in real estate.

They all had something very unique in common; their attitude.

When you adjust your attitude, you increase your ability to influence others.

5 Steps To Increase Your Influence

1. Give up your need to be right.

The greatest desire of all human being is acceptance and approval.  

These two things represent safety and security for us on an unconscious level.

That means if you make a prospect wrong, disagree, or disapprove with them, you have just become a threat on a base level.

2. Recognize that people are doing the best in the moment with the skills that they have.

Influence should be based on compassion and the desire to assist.

When you activate empathy for a prospect you are able to maintain a solution based mindset versus being positional.  

“The For Sale By Owner yelled at me for calling them”… Doing the best that they can.

“A client was upset because of the offer that was presented to them”… Doing the best that they can.

The minute that you accept that everyone is doing the best that they can with their current skills then you can keep your focus on being of service and keep from becoming defensive and resistant.

3. It’s not about selling; it’s about making a contribution.

If the focus is on you and what you are going to get (like your commission or your goals) it will be clearly felt and noticed by the client.

When selling is about “you” your physiology, breathing, tonality, and even the words you use change.

On the contrary, when you make it all about the customer, the pressure of making the sale disappears both for you and them.  

Tom Ferry - Success Summit

Questions to think about:

How can I be of service?

What is their problem and how can I solve it?

How can I assist them to reach their goals?

4. There is no such thing as resistant clients; only inflexible salespeople.

It’s your responsibility…

The results you are getting in your business or with a client are directly tied to what you are doing.

5. Whoever has most certainty has the most influence.

You have to be 100% certain in yourself and the service that you provide.

If you are not sold on why you are the best person for the job, how can your customers feel that way?

Take the time to write out the top 10 reasons why customers should work with you instead of the competition.

As Henry Ford once said, “Whether you think you can or think you can’t … you are right.”

Next Steps

Are you ready to increase your confidence and your influence?

Learn more about the coaching programs and Strategies used by Top Producers Earning $753k+ Annually in GCI.


By Coach Bill Pipes bnw


See Bill at Sales Edge!


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