A client shared a story with me this week that I think matters. She spent over four hours on a listing presentation and this messed up her schedule for the day. She was frustrated when she got on the phone with me but when I asked if she got the listing, she said, “Yes – and at the right price.” This listing is located in a neighbourhood in high demand and will, in all probability, sell within a week. (You do the math, the hourly wage on this massive)
When we debriefed what occurred in the listing presentation, it was obvious that she had bonded deeply with the seller but only after she was able to understand his needs, his fears and his resistance and then show him that she was an expert at what she did. He needed this level of communication to feel confident that she could do a great job for him. She went deep and she needed to do this with this particular person.
In our current society, we are not encouraged to go deep. Texts, tweets and emails are designed to be short. Communication is expected to be instantaneously. We get our news in tiny sound bits. Take a read of Seth’s take on this
But when someone is selling their home, their biggest asset and often a huge part of their identity, don’t they deserve something a little deeper than a scripted approach that fits into your schedule and not necessarily theirs?
We are in the people business - be curious and have the courage to go deep and you will earn the right to represent more people.