The late comedian Mort Sahl had an expression he employed most frequently to poke fun at President Richard Nixon: “Would you be a used car from this m...
The late comedian Mort Sahl had an expression he employed most frequently to poke fun at President Richard Nixon: “Would you be a used car from this man?” The implication was that Nixon wasn’t likable or trustworthy enough to buy a car from, despite his two elections to the Presidency.Take the politics out, look in the mirror, and ask yourself: “Would someone buy a house from this person?”Fact is, you have to know and expertly use all the tools of the real estate trade. You’ve got to memorize scripts, practice objections, follow up with referrals, and use digital marketing if you are to succeed.But what’s less talked about is that you must be likable. With many excellent agents trolling for business, customers have the option to work with someone with whom they click. No matter how skilled you may be, if you can’t get prospects to like spending time with you, your road to success gets longer.Even if you weren’t voted Mr. or Miss Popularity in high school or college, you can cultivate traits that will endear you to prospects.
What most of this boils down to is paying careful attention to the people you are with. Match your expressions to theirs – if they are frustrated, you shouldn’t be smiling and thinking about the commission check you are going to get.Because the fact is, if they don’t like you, you probably won’t be collecting a commission. But, this shouldn’t be tough. Start each new business contact with these tips in mind and we are confident you’ll be earning new clients, friends, commissions and referrals.
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