Be Different. Be Excited…..It’s Contagious!!
January 30th, 2008 Posted in How To Sell Homes, Curt's Articles“You never achieve real success unless you like what you are doing.”
-Dale Carnegie
I have sat down and talked to some of the most successful people in many different types of businesses and asked them all the same question.
If you could pinpoint one thing that has contributed the most to your success, what would it be? The resounding answer almost always comes back the same.
Enjoyment.
To be a true success, more often than not, you need to enjoy what you are doing. You have to actually like showing up at the office each day. We all refer to our sources of income as our work, and the real estate business is without a doubt serious hard work, but the word “work” brings with it a certain feeling of hassle or discontent.
Try to think of your employment as something else; think of yourself as a consultant or as a business owner.
As real estate professionals, we are in a great position of power.Think of the impact that you have on a person or a family’s life. It is up to us to determine if our community and one of our homes is a good fit for someone else.
To do this well, let it be natural and free.
Have fun with the sales process. Change up your line of questions from the standard “sales speak” that buyers have heard over and over. Find the technique that works for you and make it fun.
Let your buyers and prospects know how much you enjoy your job. Energy feeds energy. When you get happy and excited about your community and your homes, the prospect will start to feel it and want to see more of the home and learn more about the community.
Their voice will start to get louder, and they will stand more upright as their interest continues to grow! Feed this moment! This is what you want. Don’t bog it down.
Give them answers with inflection in your voice; start to smile as you describe your community! Let them know with excitement and confidence how much you believe in it! They will see it in your eyes, and their anticipation of knowing more will continue to grow!
Before you know it, the prospect’s new energy is feeding your energy! Keep it going! This is called momentum. Continue to feed off of each other until they have no other alternative than to want to live there!
The key is you! Be happy! Show excitement!
What do you do different?
Curt Fletcher aka The Likeability Guy
Author of “How To Sell More Homes and Increase Your Income”
