Tuesday, September 29, 2009

What would be the one most important tip you would give, if you could only give one?

Dear Friends,
I received a question from a reader and thought I would share my response with you...

Dear Jeff,

I have a question. I hope you will answer this.

First, I want you to know how much my team enjoyed your training.

We've been to a lot of seminars over the past years and this was by far the best.

I have some new people joining my team and I added what I learned from you into their training.

Thank you!

I like to break things down into an order of importance and try to keep it simple.

New agents get so much thrown at them so fast I give them a priority list of the most important thing to remember as they learn and develop throughout their first year.

Looking back over your experiences what one thing would you tell a new agent coming into the real estate business about building a referral business for themselves?

What would be the one most important tip you would giveif you could only give one?


Dear BT,

You must be a good trainer, because you have learned to ask great questions.

The answer is simple, very simple.

Always speak as if your customers are listening.

That's it. It's really just that simple.

Practicing this one tip will increase your agents refer-ability.

By example. If you're talking to another agent on the phone about your listing speak to the agent as if your sellers are listening on the other line.

If you're in the office talking to another agent about your buyers, speak as if your buyers can hear ever word you say.

When speaking about your customers or clients (past, current or future) in your office, at a board meeting, a training seminar, on a caravan, open house, anywhere or any time, imagine the people you are talking about can hear you.

What do you want them to hear?
Always, always respect your relationship.

What you say about others speaks volumes about YOU.

It's not easy sometimes.

It's OK to have an unexpressed thought.

If you don't like the way someone is acting or responding to the challenges of the marketplace, keep it to yourself.

Take time to understand what the other person is going through.
Give them the benefit of the doubt.

As top agent and dear friend put it 10 years ago, "I don't have to like my clients, I have to love them."

In 10 years I have never heard him say anything about his customers that he wouldn't want them to hear.

Is it a coincidence that his business is 100% referral based and his production is in the top 10% of the industry for 10 consecutive years?

He has the respect of his peers, friends, business associates and anyone who has been in contact with him.

He embodies a deep and sincere respect for his client no matter what. This teaches us the single most important lesson of any referral based business strategy. You get what you give.

So when you ask, "what would be the one most important tip you would give if you could only give one?"

My answer is... Always speak as if your clients are listening.

Thanks for spending 3 minutes with me.....
the best is yet to be!
On Your Team
Jeffrey Stanton ITI, CLC, CNE, CSSN, WOW
Your Trusted Advisor For Life

One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to feedback@jeffreysjournal.com

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