I meet regularly for mentoring sessions with members of the sales team. It’s very time consuming and worth every minute. It certainly is a rewarding thirty minutes for each team member and for myself. Yesterday, one of the sales agents spoke about a specific talent of hers that, as I thought about it, has become somewhat of a lost art.
A Differentiator
We reflected on 2011 and discussed her prospects for success in 2012. I think that they are very good and I told her so. Her response was, “Well, I certainly know how to keep a deal together.” It really was an eye opening statement for me. Firstly, although I hadn’t thought about of late, she was right – she is very skilled in bringing a transaction from A to Z. Secondly, with all there is for realtors to navigate in today’s environment, it’s been quite some time since I’ve heard anyone engaged in such a conversation. “Keeping a deal together” has really become a forgotten art. It is a differentiator for her, and that is so much what success in business is all about, differentiating yourself from the competition.
Success at keeping deals together includes:
- Patience
- An understanding of the personalities involved in the transaction
- An understanding of their fears
- An understanding of their motivation
- Rapport with the other realtor involved in the transaction
- Negotiating skill
- Communicating the benefits of the transaction to all parties involved
The ability to consumate a deal from start to finish has a profound affect on your career. It certainly is worth the effort to hone your skill in each of these areas. Some individuals are just intuitively good at them, while others have to work hard. In either case it begins with the desire to do so which just may be predicated on understanding it’s significance.
Perhaps you can add to this list. We welcome your input in the comment section below.
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beyone important, keeping the deal together!!!