I remember a mentor of mine when I was in real
estate correct me on this. I was having
a discussion and I showed him my “hit list” of targeted prospects.
He said, “Hit list, who wants to be your next
hit?” “These are real people, real families
who will be going through one of the most emotional transactions of their life,
involving probably the most vital asset they own, their home. Until this list is considered a list of
families that you will help, protect and fight for next, they will not be
interested in anything that you have to say.”
That was great advice!
And it wasn’t just a change of words, it was an
entirely different philosophy, mindset and emotional approach in every
conversation and interaction. Instead of
“pitching” we’re talking. I was
inquiring about their dreams, hopes, fears and worries were. And listening… then I looked for all sorts of
ways that I could help them, not just in their direct real estate needs, but in
their lives.
The by-product of that was that I became a
valued and trusted relationship. They
heaped their real estate business on to me and became avid enthusiastic
referral advocates.
When you seek to give, help and assist others,
it activates the power and unconscious force of reciprocity. It goes back to the golden rule that Zig
Ziglar taught us. “You can everything in
the world that you want, if you just help enough other people get what they
want.” Don’t just treat this as a
clever saying. Seriously embrace
it.
Look at every relationship you have in your
life to discover what their goals and hopes are, what their pain and problems
are and how you can help. That shift of
mindset and behavior will transform your sales results. And, this is a much easier way to sell, a
whole lot more fun, way more meaningful and rewarding.
You aren’t out to sell anyone or anything. You are out to discover what people need help
with. Then you go out and help them, a
service you will be rewarded handsomely in sales revenue. Your paycheck is a representation of the
number of people you have helped. The
more you help, the bigger the number on your check. If your sales check is small, you are not
helping very many people. If you want to
raise the number on the check, raise the number that you help, period.
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