The Desert of Arizona
Clear 65 Degrees
“What’s wrong with these people?” My wife didn’t say those words exactly, but that’s what she meant. After you’ve lived with someone for 19ish years, you don’t really need many words to communicate.
A few years ago, my wife was on the the hunt for a new property for us to move to. We’re not exactly the traditional nuclear family here, so we wanted a fair amount of space to be our noisy selves. So she spent a few weeks interacting here and there with the world of real estate agents in the area.
It ended up being a very odd situation. It’s almost like some of the people she reached out to just didn’t want business. Or they never thought about the business they did want, or never made it clear to the marketplace. Or maybe they were just running so hard they never took the time to think about much of anything. I don’t know. But when calls and emails to them went unanswered, well… it sends an odd message. I don’t even know what that message is, but it’s odd 🙂
An inquiring lead is just left to wither there on the vine.
You don’t want your prospects thinking this about you. Not if they are the prospects you actually want to work with. My wife didn’t even get to the point where enough information was shared to disqualify her in any way. These were INITIAL contacts. So that is what made it so bizarre.
You don’t need to be perfect, but you should strive to be CLEAR. This begins with a clear picture of the client you want. That’s the easy part. The harder part is to STICK WITH THAT. You don’t need permission to want something. You want what you want. Be proud of it and take action to get it.
Back in my tech consulting days, as I was starting to make the switch to focusing on marketing, I worked with quite a few real estate pros in Chicago. They come in all shapes and sizes.
And everyone is basically doing the same thing. They help buy/sell and facilitate real estate transactions.
If you can differentiate yourself in the real estate business, you’re doing something.
Heck, even in the Phoenix area after the great thinning of the herd over the past years, there are still maybe like 30K real estate folks. Imagine having to compete with 30,000 of YOUR type of service provider? We buy from the person we trust. PERIOD. Are you going to be that person or not? That’s really the question.
Building trust isn’t really hard, but it takes a commitment that most others will not be willing to make. They just want the money.
Every action you take, and every action you don’t take build your trust account or subtract from it. Put yourself in the shoes of your prospect, what are your actions doing?
The best way I’ve discovered to build trust is through a media platform. The next platform lab starts Tuesday and we have a few spots left.
P.S. As it turns out, next Tuesday is a busy day. There’s also a complimentary HOTSEAT session on that day. Register if you haven’t. Don’t worry, I’ll be properly caffeinated.