To gain more loyalty with your clients, your MUST give them assurance through experience. Mr. Webster defines the word assurance as: a positive declaration intended to give confidence, freedom from timidity, self confidence, and the belief in ones abilities.
Does that mean that you have to use your past real estate experiences? No, absolutely not. When I first began my career as a Realtor, I was easily intimidated by top producers and agents who were busy showing homes, talking on the phone and meeting with clients. I desired to be the agent who was headed out the door for a scheduled closing.
I learned from those agents. Not how to perform a CMA, or how to close the deal, but from what they experienced. I listened to them talk about the easy transactions, but more importantly, I paid attention when a deal went bad. I soaked up the information like a dry sponge.
It is not necessary to have the experience in real estate to be an experienced agent! You don't need to be a top producer or a multi-million dollar agent. All you need is the ability to listen. You need the desire to rub elbows with those around you who are busy.
In today's society, people need assurance. Let me give you an example. Say for instance you decide to replace the flooring in your kitchen, but you have no idea who to call. Your first instinct is to go to the newspaper or to ask a friend or relative who has had new flooring installed. You ask questions like: Were you happy with the floor? Did he make any mistakes? How long did he have your kitchen tore up? How much did he charge? Those very questions are asked to ensure that you get quality work right?? And that you end up happy with your kitchen floor. You wouldn't choose to open the phone book, close your eyes and point to the next contractor who will be tracking into your house, would you?
My point is, that, as real estate agents, better yet, real estate professionals, we have to give our customers assurance. Every transaction in real estate is slightly different. Therefore, 10 transactions a year won't give you enough experience to be a successful agent. Would you agree though, that 100 deals a year would make you successful? I do. Even a brand new agent can learn to be successful, with 100 transactions worth of experience. That can be had simply by listening.
Listen to the experiences of your fellow agents. Keep your eyes and ears open. Use those experiences when talking to a prospective client. Reassure a buyer, without over promising, that everything will be fine. Use phrases like "I understand that you are apprehensive about ........but in my experience....and give them an example" or "Don't worry about that, many buyers think the same way you do..........but in past experiences........and give them example" They won't care if you just started to sell real estate as long as you know what you are talking about with self confidence.
The title of this article is GIVE ASSURANCE WITH EXPERIENCE. If you want to wait to do 100 transactions before you start reassuring your clients that you are worth their investment, then we can rename the article, "Give Assurance with Your Experience". But if you want to begin your 100th transaction right out of real estate school, then open your eyes and ears and use their experiences to better your career. "Give Assurance with Experience" Their experience.
My July, 2007 Newsletter.......