We're in the People Business
“You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you.” ~ Dale Carnegie
OURS IS A SIMPLE BUSINESS. Real estate is all about meeting people and trying to assist them. We’re in the people business, helping them transition into new quarters (home or business), or moving from workaholism into scare-free retirement. We’re also in the rapport building business, learning to like and trust each other before doing business together. We’re in the friendship business too, knowing that real friendships last a lifetime. We (understandably) warn our kids not to talk to strangers, but don’t balance this concern by showing them how to properly greet people and initiate the process of building rapport, trust, discernment and lifelong relationships, whether personal or business. I wonder, could all of this social blogging be our sub-conscious attempt to make up for such self-centered focus and suspicion of others?
PROSPECTING remains a big challenge. Associates shy away from it because they’re uncomfortable meeting strangers… or they’re not comfortable (secure) about themselves. They fear being rejected, and, therefore, make sure it never occurs. Instead, they wait for people to approach them or sit by the telephone hoping prospects will call up. Go to a real estate social function, and you’ll see people sitting alone or in comfortable clumps, avoiding interaction with others they don’t know – then wonder why they’re not securing new customers! It’s learned behavior all of this. It begins with warm prospecting, versus cold calling, following our carefully designed, quick scripts. By doing it often enough, prospecting becomes naturally automatic.
RELATIONSHIPS — It’s what our business is all about. Build as many good ones as you can. They’re your future. Make it a productive, satisfying one. “Reach out and touch somebody’s hand.”
Written by Marty Rueter