Mitch Goldstein | Coach Mitch | May 23rd, 2007Coach Mitch’s REFLECTIONS
Creating rapport with the potential client is the single most important thing that you can do in order to have a successful real estate transaction.
In order to make a sale, in any product or service, the potential buyer should have a need that you can satisfy. That stated, there are probably many others who can also supply a reasonable facsimile of your product or service.
Why should the buyer buy from you?
What makes your product or service more acceptable or superior than the others? Is it price? Is it quality? Is it service? NO! NO! NO!
The answer is – YOU. It is that simple.
You are the most important ingredient in your own success. Believe it. It is true.
If your personality is sour, then the other person will pick up on that and your success ratio will suffer. If your personality is sunny, optimistic, confident, then your success will be heightened to a significant degree.
This is not rocket science. Simply look to the type of personality from which you would be more likely to make a purchase. Sour or Sunny? Pessimistic or Optimistic? Insecure or Confident?
Make a good first impression
Remember the old saw, “You only get one chance to make a good impression.” I remember going for a job interview a long, long time ago. I strode into the office, taking long strides, with my shoulders back, with my head up, with a big smile and looking right into the interviewers face. I marched over and shook his hand firmly, in a manly way.
The first thing he said was, “That’s a nice smile and you sure look confident.” He did not mean to say that, but he was thinking out loud. He was thinking the exact thought that I had wanted to place into his head. I had succeeded in creating the impression that I had wanted to create.
You must do what is called for in any given situation.
Tax delinquents are under enormous pressure. If going to their home, and especially if going unannounced, you will be viewed negatively, as an intruder; so everything is important, even the manner in which you are first seen at their door.
This is how I first approach the tax delinquent at a door.
When accosting this stranger, (this is how they would view your action) i.e. a tax delinquent, at his home, cold calling; after knocking on his door, I will stand as far back from the door as I can, perhaps to the edge of the steps, or I’ll retreat from the front door back to the outside porch door. I turn to the side so the person sees my profile. I stare at something away from the front of the house and make believe that I’m not paying attention to them.
This is all done on purpose.
I stand away from the door so that I do not unduly alarm the person who opens the door. If I am up close then they would be more apprehensive.
Without me looking at them, I let them see my profile for a few seconds, so that they are able to take in my persona and come to the decision that I am not a threat.
I seem to stare at something or I fumble with papers, in an effort to downplay my appearance and to make myself less significant and therefore less apprehensive or threatening.
I hope to elicit all these observations and evoke these feelings on their part within 1 – 2 seconds. That is all it takes to make an impression. Then, I make believe that I did not know they were viewing me, and acting just a slight bit surprised and timid, I introduce myself. I do not step forward.
Typically, folks are then a bit more approachable because of their being able to adjust mentally, without the pressure of me looking at them. As a result, in those first few seconds, the tax delinquents feel much more in control and powerful; just as I wanted.
Then I say, “I am a real estate speculator.” I suggest that I might be able to help their situation “if we can just have a bit of conversation.” It sounds so innocent, almost like I’m pleading. Doesn’t this sound better than, “I need some information.”
Think before speaking
Each phrase is given thought prior to speaking it, so as to verify if it will elicit the reaction that I want.
In any situation, I understand when it is appropriate to say something and the first potential statement occurs to me.Then, in fractions of a second, the better statement occurs. I feel it happening.
Self-talk is the technique
I have trained myself by doing countless hours of self-talk. I practice by having pretend conversations with myself, preparing for potential situations.
“If they say this” then I can question with “that.” If they then say “that”, I can then question with “this.” Almost always I try to question; unless we are closing, then I take control and dictate.
See Coach Mitch’s “Ridiculously Simple System…” ™ for details.
Blue skies,
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