{"id":89,"date":"2019-10-10T10:07:00","date_gmt":"2019-10-10T10:07:00","guid":{"rendered":"https:\/\/agentskills2.dvsrvr.in\/?p=89"},"modified":"2019-10-10T10:07:00","modified_gmt":"2019-10-10T10:07:00","slug":"building-relationships","status":"publish","type":"post","link":"https:\/\/agentskills2.dvsrvr.in\/?p=89","title":{"rendered":"Building Relationships"},"content":{"rendered":"<p>Many REALTORS\u00ae believe that Real Estate is a transaction-based business.\u00a0 Those are the poor ones.<\/p>\n<p><strong>The rich ones know that Real Estate is a relationship-based business. <\/strong><\/p>\n<p>If you want more clients, you need to interact with more people, more often, and you need the right skills to develop trust and rapport with them.<\/p>\n<p>The most successful REALTORS\u00ae project these four distinct attributes, all at once:<\/p>\n<ul>\n<li>Professionalism<\/li>\n<li>Confidence<\/li>\n<li>Friendliness<\/li>\n<li>Authenticity<\/li>\n<\/ul>\n<p>What about you?\u00a0 Ask a close friend or co-worker for their honest opinion, and if you are not <em>clearly<\/em> projecting all four of these qualities in your interactions, consider how you could improve.<\/p>\n<p>I would say that most agents are weak in at least one of the four.\u00a0 When you are honest with yourself, and you work to improve your core competencies, you\u2019ll be surprised how quickly people become drawn to you.<\/p>\n<p><strong>Professionalism<\/strong><\/p>\n<p>In Real Estate, you\u2019re a true professional if you continuously work towards improving your knowledge and skills, and you conduct yourself at all times with the highest possible level of integrity.<\/p>\n<p>Being honest isn\u2019t always easy, but it\u2019s an absolute necessity if you want to develop a reputation as a Trusted Expert.\u00a0 Telling people whatever they want to hear is the polar opposite of being a true professional.\u00a0 Your clients are looking to you for expert guidance, so you\u2019ll frequently need to employ a high level of tactfulness!<\/p>\n<p><strong>Tact is the art of telling the truth, while still considering the other person\u2019s feelings.<\/strong><\/p>\n<p>Tact involves many things, including self-awareness, emotional intelligence, diplomacy, courtesy, and of course, \u2026<strong>honesty.<\/strong><\/p>\n<p><strong>Confidence<\/strong><\/p>\n<p>The more knowledge you gain, and the more skills you develop, the more confidence you will exude.\u00a0 However, even if you <em>feel<\/em> confident, you need to determine if that confidence is coming through in your voice.\u00a0 Ask a friend for feedback.<\/p>\n<p>Be careful not to overdo it!\u00a0 People are attracted to quiet confidence \u2014 not boastfulness. \u200d<\/p>\n<p>Here are a few tips to increase your confidence level:<\/p>\n<ol>\n<li>Always make eye contact with whomever you are speaking with.<\/li>\n<li>State your opinions with conviction. To do this with sincerity, you need to have a thorough understanding of whatever subject you\u2019re talking about!\u00a0 If you are weak in any area of your Real Estate business, make a conscious effort to increase your knowledge and skills in that area. \u200d<\/li>\n<li>Prepare and practice. For example, if you\u2019ve got a newly developed listing presentation and you haven\u2019t practiced it thoroughly, you\u2019re probably not going to sound very confident. I\u2019m a proponent of the Deep Practice method:<\/li>\n<\/ol>\n<ul>\n<li>Practice small chunks at a time. For instance, rather than practicing your entire listing presentation all at once, just practice one segment;<\/li>\n<li>Repetition, repetition, repetition. Do it quickly, do it slowly, do it differently.\u00a0 But keep repeating the action;<\/li>\n<li>Be mindful and notice when it goes well. Then, celebrate success.<\/li>\n<\/ul>\n<p><strong>Friendliness<\/strong><\/p>\n<p>Whenever you are in situations where you\u2019re talking to people, whether on the phone or face-to-face, it is vital that you come across as a friendly person, especially with Amiable and Expressive communication styles.<\/p>\n<p>This applies to email messages, also!\u00a0 You don\u2019t need to overdo this but throw in some \u2018friendly\u2019 in your writing, especially near the beginning of your relationship.<\/p>\n<p>When I say, \u201cdon\u2019t overdo it,\u201d what I mean is, if you want to maximize your potential, you can\u2019t JUST be friendly.\u00a0You need to balance your friendliness with the other three essential attributes.<\/p>\n<p>I\u2019ve seen some REALTORS\u00ae who can survive on friendliness alone!\u00a0 But they usually max out at about 20 deals per year.\u00a0 Your natural friendliness is a wonderful trait, so use it, but if you want to increase production, you need to improve the other three attributes.<\/p>\n<p>By the way, I think of myself as a naturally friendly person, but I\u2019ve been told by friends that I sometimes come across as grumpy and disinterested.<\/p>\n<p>This feedback has helped me to have better self-awareness, so I\u2019m more conscious about this part of my persona\u2014not only in work-related situations\u2014but in social situations, also.<\/p>\n<p>Self-awareness is the key to self-improvement.\u00a0So, ask for feedback, be conscious of your delivery, and make adjustments as necessary.<\/p>\n<p><strong>Authenticity<\/strong><\/p>\n<p>When you study sales techniques, being \u201cyourself\u201d is not something that is talked about much, but it is highly effective in any relationship-based business.<\/p>\n<p>You should always be looking for ways to better connect with your prospects and clients.<\/p>\n<p>This is why I hate scripts.\u00a0No matter how smooth you think you are, your prospects can <em>feel<\/em> when you\u2019re reciting from a script.\u00a0This is an entirely different experience from simply being a genuine person and following your gut.<\/p>\n<p>Being genuine can\u2019t be faked.\u00a0If you\u2019re honest and you have your clients\u2019 best interests at heart, why do you need a script for anything?<\/p>\n<p>Besides, it\u2019s much more fun and satisfying to be yourself and speak to your clients in the same way as you would a friend.<\/p>\n<p><strong>Conclusion<\/strong><\/p>\n<p>In case you\u2019ve never heard this before:<\/p>\n<p><strong>People do not particularly like salespeople.<\/strong><\/p>\n<p>So, don\u2019t be a Salesy Slickster.<\/p>\n<p><strong>Be a friendly, professional, confident, authentic provider of valuable information and expertise.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Real Estate is a relationship-based business. If you want more clients, you need to interact with more people, more often, and then you\u2019ve got to develop trust and rapport with them.<\/p>\n","protected":false},"author":1,"featured_media":90,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8],"tags":[],"class_list":["post-89","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-6-relationship-selling"],"_links":{"self":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/89","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=89"}],"version-history":[{"count":0,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/posts\/89\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=\/wp\/v2\/media\/90"}],"wp:attachment":[{"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=89"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=89"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/agentskills2.dvsrvr.in\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=89"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}