Turning Strengths into Closed Deals
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I’ve been called a lot of different nicknames in my day, but one of the funniest to me is “The REALTOR® Whisperer.” It’s the result of 15 years of dedicating meself to the Heritage Profile and helping real estate agents understand their own natural gifts and abilities.
During the last decade and a half, one of the first things I notice about someone is whether they are a Free Spirit, Champion, Craftsman or a Scout. These different strengths can all be leveraged in unique ways to help you close more deals and make more money.
Think about what’s going to be fun for you once the deal closes. Realize that adventure is right around the corner. When you enter the transaction in your Referral Maker CRM, put the savings goal in by the address (i.e. $500 for Bermuda) so you tie your closing to how you’re going to play—if you’re an Explorer, use travel or experience goals.
Since you like the process of negotiation and have a competitive nature, be sure to highlight that as part of the value you provide. This is what you’re getting paid to do! Leverage the fact that you enjoy it since most people don’t. Sell that you love doing the negotiation work for others;this is your unique value proposition.
Once the deal closes, don’t forget to celebrate your wins.
You focus on excellence and responsibility. When talking to clients, leverage the fact that you will go above and beyond for your clients, because you’re driven by your integrity. Remind your clients why they hired a professional. Don’t sabotage your deals by letting your personal style get in the way and creating unnecessary drama.
You feel responsible to close the deal. Don’t get hung up on each condition. You can devalue yourself and sound unconfident if you take responsibility for things that aren’t your fault. When a deal is rocky (and so many are), you won’t want to call the client after it closes. I’m going to encourage you to call anyway. They aren’t holding you at fault for things unrelated to your involvement. If you want to really help yourself out, do the Mayor campaign with your clients before the deal is even finished! This helps you from getting stuck in your head.
No matter who you are, you have unique gifts to bring to the table.
Kevin
