Would you like to “wow” your real estate clients. If so, here’s a simple strategy that really works.
One of the biggest traps agents face, especially on listing appointments, is promising more than they can actually deliver. In almost every case, when you “promise” the seller a certain level of service, you have every intention of providing that service. Unfortunately, “stuff” happens to get in the way of what you have promised.
To avoid falling in this trap, try a different strategy—”Promise less, do more.” For example, if you feel you can have your marketing plan finished by 5:00 p.m. this afternoon, instead of promising the sellers the plan today, promise you will have it to them tomorrow at 5:00 p.m. The key here is to allow yourself a reserve of time. This way, if something comes up (an offer, an emergency, etc.), you have enough time to cope with the other situation while still delivering what you promised on time. If you do have the marketing plan ready earlier, then you look more efficient because you completed the task earlier than you promised.
As a general guideline, promise the seller about 75-80% of what you think you can actually do. When you don’t, the seller’s trust in you is diminished making negotiations, possible price reductions, and referrals much less likely to occur. When you do more than you promise, your clients will be “wowed,” because almost everyone promises more than they can deliver.
Posted by Bernice Ross
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