It’s not enough to be a knowledgeable real estate agent. Why? Because people buy people before they buy product. With that being the case, we need to find some common ground with the people we work with.
How Do You Connect?
I was just asked by an agent in her mid 20’s how she should go about connecting with potential clients who are in their 50’s and 60’s. Her feeling was that they didn’t have anything in common and she didn’t want to be disingenuious. While I understand her concern I was taken aback because I generally find it pretty easy to connect with virtually anyone with a normal personality. But I explained to her, as a real estate agent you need to know a little bit of information on a wide range of topics. This helps get the conversation started. Try to find out what they do and what they like. To get her started I gave these 12 topics that can lead to several points of connection.
12 Points of Connection
- Vacation locations
- General News (not politics)
- Neighborhood Redevelopment
You Have the Skills
Meeting a potential client is just like going to any other networking event where you don’t know anyone. Your natural instinct when you meet someone new is to find a point of connection. You begin by asking questions like, “where are you from?”, “where did you go to school?”, “what type of work do you do?”. We are constantly searching for what we have in common. We already have the necessary skills to engage with anyone at anytime, it’s just a matter of putting ourselves in a position to actually do it. What tips can you offer to help real estate agents connect?
- Is Social Media Taking the Place of Being Social?
- The Prospecting Pause
- Hope is Not a Strategy
- Choose to be Great – Real Estate Agent Training
- Real Estate Agents Choose to Ignore the Signs
Real-Life Real Estate Training – The Training You Need, When You Need It
- Have you struggled turning contacts into clients?
- Are you working hard, but hardly making any money?
- Are you beginning to think you made a bad career choice?
If you answered “yes” to any of these questions you are in the right place!
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Inman News named Candy Miles-Crocker as one of the Top 25 Real Estate coaches in 2016. Candy, “The Real-Life Realtor”, coaches, mentors and trains new and experienced real estate agents to transform their business by mastering her proven systems for success. She is a firm believer in managing expectations and her goal is to elevate the perception of real estate agents among the general public through education so every client has an amazing real estate experience. Candy’s unique training methods have shown agents what it takes to be successful!
Learn more about her training program at www.RLRETraining.com or send her an email at Candy@RLRETraining.com.