Everyone is a Potential Client

Be AWARE of what is happening around you.

We often get busy with the day-to-day craziness of the business and we don’t stop to consider what is happening around us that will have an affect on us. At this moment in time, the real estate market is hot in most metros, but what typically follows an undersupplied market is an oversupplied market.

Rainmakers are thoughtful of the indicators and early rumblings of change. They make minor, thoughtful adjustments so as not to get caught behind the curve. Forward thinking and an attitude toward early adoption allows them to capitalize on opportunities that others miss. For instance, as the market starts to heat up, more FSBOs will enter the market. Rainmakers hone their FSBO prospecting skills so they are ready. If the market starts to slow down, more listings will expire. Rainmakers hone their expired prospecting skills to be ready and they practice their scripts to be able to convince sellers that their home might be worth less, but what they buy will also be less, so it is an apples to apples comparison. The market will always change, you just have to be ready for the change and know how to communicate with your prospects and clients so they feel comfortable making tough decisions.

We don’t sell houses, we solve problems.

There are only two reasons why someone buys a house: to feel good, or to solve a problem. They may want to move up to an affluent area to feel good, or they may want to move closer to work to solve a long commute problem. Your job is to uncover the REASON they want to move, then solve their problem.

Rainmakers never sell features, they sell benefits. It is not just a great location, it is a great location that saves commute time, wear and tear on their car and gives them more family time. The takeaway is not the location, but what it has to offer. Remember, it’s all about the benefits.

Stop making excuses.

Rainmakers don’t make excuses when something goes wrong. They own it. Either you listed the house or you didn’t. Either you sold the house or you didn’t. Close only counts in horseshoes and hand grenades. No one cares if your buyer didn’t qualify, the appraisal was low or you lost out in multiples. Simply put, you got the deal or you didn’t. Rainmakers don’t make excuses when they don’t get the deal, they put themselves on notice so they don’t make the same mistake twice. They own it, take responsibility for the setback, and figure out how they will fix it. Don’t ruin your next opportunity by wallowing in self-pity. You can’t be a successful victim.

Treat everyone you meet like a potential client.

Rainmakers treat every stranger like a prospect, and they treat every prospect like a client. They are polite to everyone, and view everyone as influential. They know that business can come from unexpected places, and how they behaved yesterday and last week can have an impact on today’s opportunity.

There a no “little” people. Primadonnas make this mistake. They berate the waiter because the kitchen was slow. They get angry in the coffeeshop when the lineup moves too slow. They forget that everyone in their community has the ability to make a referral.  Rainmakers understand that business can come from anywhere, so they are nice to everyone, all the time.  Don’t judge a book by its cover. You never know who has money and who doesn’t. Be friendly with everyone.

Competition makes us better.

Most agents fear competition, but rainmakers thrive on it. They consider it a challenge. When a seller says they want to interview other agents, the rainmaker is not insecure. They come prepared, they do their homework, they deliver an exceptional digital presentation and a well-researched CMA, they communicate the benefits of working with them and why they are best suited for the opportunity.

When a seller says they want to interview other agents, what they are telling you is that they are serious about moving. Heck, half of the job is already done. They ARE moving! Now they just have to pick the person to represent them. This is your time to shine. Your digital listing presentation needs to do two things: showcase how you will get the job done and how you are different from your competition. Always show up on time and bring a small gift like flowers or pastries. It subconsciously says you would like this opportunity to be more than business. Don’t underestimate the importance of small chatting with intent when you arrive. People will not work with you unless they like you and trust you.