Being competitive as I am, (see yesterday’s blog post ), I don’t always want to admit it but, there are talented Realtors in Fairfield County who are not affiliated with Al Filippone Associates. All comic relief aside, I recently walked through a home with one such agent as a favor to assist her in pricing.
A Unique Balance
As is so often the case when you help someone out, I learned something too. The way in which she interacted with the potential client was impressively unique. She displayed an unusual combination of congeniality and professionalism, a balance that not many are able to achieve. If I had to choose one word to describe her approach, I would have to say “engaging.”
I’ve been on appointments whereby the other agent was certainly congenial enough. Quite frankly though, without the appropriate dose, it can be misconstrued as solicitous and demonstrate a lack of confidence in your skill set as a Realtor. Professionalism without rapport, on the other hand, can be just as deadly.
Her Response
After we left I complimented her . I explained to her that the potential client was hanging onto her every word and seemed very enamored with her sale’s approach. It was obvious that he trusted her perspective.
I asked her to describe her mindset as she enters appointments such as this one. “I keep it simple.” she replied, “Everyone just wants to be loved.”
Since We Were Babes
I thought about it and it’s so true – ever since we were newborns. Love inspires sharing and breeds security, trust and confidence. All traits that are so meaningful to one who is about to embark upon a business relationship with their most treasured possession. I was reminded that day that it’s one of life’s great elixirs, both on a business and personal level. And one of the reasons that she meets with so much success.
How accomplished are you at making potential clients feel that you really care?
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