I had a conversation yesterday with a realtor friend who was feeling extremely frustrated. She has had difficulty this week helping potential clients understand the benefits of making a contractual commitment to use her services. In one case the client verbally committed to a contract, only to return it with extensive edits and addenda. The final version had little resemblance to the original agreement.
Change Your Mindset
Seeking my advice, the first suggestion that I made to her was to change her mindset. This is advice that I would give to anyone, whether in business or not. I have discussed this in previous blogs. As realtors, our purpose is to serve our clients with their best interest in mind, as it is for any individual to serve their universe in the same way. In order to thoroughly understand the advantages of a contract to the client, we need to fully embrace this concept.
It’s Difficult to Dislike Face to Face
I don’t remember exactly where I heard this, I think that the words were actually once spoken by a politician. It’s a lot more difficult to dislike a person or an idea when meeting face to face. You cannot expect a potential client to be fully engaged with the ways in which you uniquely help them to attain their goals via a conversation by phone.
When it’s time for a contract to be signed, you should consider it mandatory to secure a face to face appointment with your prospective client. Such a meeting is useful for purposes of:
- Clarity
- Disclosure
- Engagement
- Goal Assesment
- Determining Expectations
- Mutual Understanding
- Appreciation for one another’s needs
- Understanding the benefits of the relationship to all parties involved
- Compromise
What circumstances were involved when a face to face meeting could have been helpful to you? Please let us know in the comment section below.
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