Let me ask you a few questions…
Are you content operating one transaction at a time, moving on and starting all over?
Are you okay with being one fish in a sea of agents and always praying to the real estate gods that people choose you?
Are you content hoping past clients remember you the next time they decide to buy or sell? Or when they have a friend to refer?
If you’re sick and tired of any of these things and you know there’s more available to you, I have the perfect guest for you on today’s #TomFerryShow – marketing guru extraordinaire Jay Abraham.
Jay is the perfect guest because he’s spent decades teaching businesspeople how to build stronger relationships with their clients – and grow their businesses exponentially in the process.
Today’s show is all about sharing insights from his “Strategy of Preeminence” to gain trust, relevancy and respect – and help you become viewed as “the only choice” in your marketplace.
Let’s Start with Your Moral Obligation…
Think about how you view your role for a second. Are you there to serve your client’s every wish? Some might say yes. Not Jay.
“Everything you do is out of a moral obligation to help your client see what they should be doing,” he says.
YOU are the expert. They’re looking to you for that expertise.
That means it’s your role to take a stand and always ensure your clients’ actions are in their best interests.
Allowing a client to do it “their way” is allowing them to underachieve the optimal outcome, Jay says.
“If you can’t be strong enough and committed enough to be the leader, then you’ve already lost.”
Business is Transactional. People Are Not.
Agents sometimes have a tendency to slip into a “transactional” mindset. They’ve done this a million times, they know what happens when, so they walk people through the process, close the deal and move on.
Don’t get me wrong. I’m not saying they’re cold about it. It’s just that they’re maybe not as warm as they should be.
Do you know anyone guilty of this behavior?
Here’s why this is a major mistake. Jay’s Strategy of Preeminence is all about serving from a place of empathy. That means you need to start each transaction from your client’s perspective, not your personal perspective.
How do you do that? By asking great questions. By learning to be a better listener. By taking a genuine interest in people. By demonstrating a willingness to see how the other side sees life.
Do these things and suddenly you’ll elevate your standing in people’s minds. They’ll know you care and they’ll consider you a friend and never again ask their spouse, “Who was that Realtor we used last time, honey?”