As a real estate agent, you are expected to be an expert in your field and know your stuff at all times. So you may be wondering, “What do you mean people don’t care about what I know?”
Yes, people do care about your expert knowledge. BUT, first, they must feel that you care about them.
When you show that you care about the person you are working with, you move from simply ‘selling’ to positioning yourself as a person of authority, who provides service, solutions, and value.
Do not underestimate the power of showing someone you care. Show up for your prospects as a human being, not as an agent, not as a prospector, and not as a salesperson. When you connect with clients or prospects, focus on what is important to them. Make mental notes of what they share with you. Focus on building a relationship first.
The secret to long term success in real estate is relationships. People don’t do business with facts, they do business with people. People they trust.
Every time you approach a potential client, whether it’s on the phone or in person, remember to make it about them. Build rapport first, show them you care. Then you can move on to giving them the facts and impressing them with your expert knowledge. They will be much more receptive to your knowledge if they believe you truly care about them and their situation.