Coaching Corner: Surprise!
By Marilou Butcher Roth
The pressure that ensued from this type of tool was often more than an agent felt comfortable with, but they were giving the sellers what they thought they should. Do we sometimes over promise and under deliver? Do we make well intentioned promises and then get caught up in our day-to-day busyness, and promises made go by the wayside? At some point, I would think that most of us have done this to some degree. And again, not intentionally.
How can we shift? Think about how you can under promise and over deliver! Under promising and over delivering comes into play when listing a home as an example. Rather than a list of I plan to __________ to get your home sold, take the time to prepare for this appointment and have a conversation that is providing value to this seller. Help him to understand his competition and how the recent sales will impact the sale of his home. Educate him about the process and the legal documents he is about to sign. Then, as you go into the listing period, do the types of things that surprise and delight your seller. Create the type of value that your seller will remember! I am talking about value that reflects your expertise as a REALTOR.
Continuously be asking yourself how can I be of most service to this client, knowing that each listing you have, as well as each client will benefit differently. Tuning into your client, whether a buyer or a seller, and asking this question will bring you to more inspired actions, rather than doing something because you think you should.
Have fun with this process! Not only will your clients benefit but your level of professionalism and confidence will soar!
