The Art Of NOT Closing The Sale – Part II
(continued from yesterday)
The only personal development speaker I ever really liked was Jim Rohn.
Jim’s honest messages were “work harder on yourself than on your job”, “you can become, have, and do anything you choose if you will just choose”, and “the true value of a goal is to entice you to become the person worthy of achieving it”.
Real estate, at its most basic level, consists of finding people who are motivated/qualified, asking questions, listening carefully to their answers, then helping them get what they want.
It’s amazing what you can learn about someone’s motivation if you ask enough questions to “peel the onion” and understand why they want to do something.
I have learned that the real answers are several questions deep; not on the surface.
You don’t have to trick good clients into doing anything; they’ll do it on their own ~ really!
But, the real secret to real estate success lies in finding good clients.
A good client will act without persuasion because they want to make it happen.
July 20th, 2009 Posted in Inside Real Estate
Print
