I recently made a phone call to a client who is working on the buy side with one of the agents on the team. I’ll refer to the buyers as (Mr. and Mrs. W.) Mr. and Mrs. W. are considering their options. They’re attempting to determine which town they want to live in, and whether to rent or to purchase. Based on a desire to become familiar with his new job and the uncertainty of his daughter’s schooling, Mr. W. has been leaning toward renting. When I phoned Mrs. W., whom I have known for years, she informed me that Mr. W. would ultimately be making the decision and that he would like to speak with me.
A Different Perspective?
I phoned him and, after a series of questions, I asked him when he and Mrs. W. would have a better idea of where their daughter would be attending school. He said “in about sixty days.” I promptly advised him to wait until then before making a decision on housing. They will likely not only know the circumstances of their daughter’s schooling by then, they will have a clearer understanding of the long term opportunities for his new employment. He thanked me profusely for the “great advise” and for my honesty. He let me know that he would be speaking with Mrs. W. before communicating further with their agent.
He did so via email by the end of the day, explaining that he would like to keep the lines of communication open with her but he and Mrs. W. have decided to put the move on hold for the next sixty days.
Same Advice, Different Person
The irony is that I gave the exact advise that our Realtor had already given to Mr. and Mrs. W. What’s the old saying, “It’s not what you say, it’s how say it”? Sometimes I think, “It’s not what is said, but who says it!” How often have you seen an agent list an expired property at a lower price at which it was listed with the first agent? Did the first agent not suggest a price adjustment? Perhaps, but it’s not likely. The homeowner needed to hear the suggestion from a different voice for it to become valid in their mind.
Prospecting
Hang on to that thought as you prospect for business. Are you phoning a potential client with the hope that they lead you to a piece of business, and are doing you a favor by taking your call? Or are you phoning because you can provide them with valuable information or a service that will benefit them? The difference is immense, and is reflected in your voice. When you’re anxious, it’s because you are making it about you and not about them. It’s also the difference that’s exhibited by one who has confidence, and confidence comes with competence.
Do you have a confident demeanor when talking real estate with a perspective client?
If not, what are some of the things that you can do to change that?
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