I met with a veteran Real Estate agent this week (27 years in the business!) and she told me the story of how she lost a listing contract to an agent who worked for one of the larger New York City firms. We’ve all shared similar tales of woe, heard from friends about the “one that got away”. My response to her was that she lost the listing months before the appointment took place. How could that be, you may ask.
Well here is the straight answer I have for anyone looking to develop a successful, consistent and enjoyable business. You must stop leading with the “what” and begin to capture people who are ideal clients who may not be ready to buy, sell or rent (the real estate agent example) today. Those “Just listed” cards are thrown in the trash if I am not ready to buy today. I’ll visit your website but will probably not come back if I am not ready to buy today.
Imagine if that agent I mentioned in paragraph 1 had a compelling giveaway that was aligned to her brand (Ex: Brooklyn’s Top kid friendly restaurants) and people who came in contact with her “opted in” to receive the guide via email. She would have an opportunity to educate/build trust through email sequences and offline connects. When those new relationships are ready to buy,sell,rent or refer that agent would certainly be on their short list if she conducted herself in a “giving” way with her interactions.
Simon Sinek brings this new approach together in “Start with Why” and his amazing Ted Talk. I highly recommend that you watch his presentation!
Contact me if you are done with losing business- I have the formula that works in today’s Relationship Marketing environment.