Coaching Corner: But...what if?
By Marilou Butcher Roth
These “good things†have ranged from the type of diet someone is participating in, to some inspirational reading that has brought peace to the person reading it.
We all do this to some degree -- when we find the “thing†that we find brings something into our lives that we feel enhances who we are or what we do, we want to share because we want them to have the same wonderful experience that we are having. But...what if this particular style of eating did not fit with the person's body that you are giving all of the good information to? And...what if, this particular inspirational reading left your intended good will target feeling confused and uninspired?
Now, let's loop this theory back to real estate “sales.†In talking with an agent earlier this week, she felt strongly that she needed to “sell†a certain property to clients, i.e. try to convince them that this was indeed the house for them. Hmm, makes you think doesn't it? What if...this was not the best house for them, for whatever reason? What if...there was something that we did not know that would change this “perfect†house? We, as REALTORS need to be educating our clients, providing them with the best and most accurate information to assist them in making their best decision!
This takes me back several years when I had a house under contract and set to close in about a week. I received a disheartening call from my client who said they just could not buy this house. I had never heard anyone so determined, and, as they were out of any contingency period, I referred them to a real estate attorney to counsel her as to their options. As chance would have it, there was a better back up offer waiting in the wings so the sellers moved on, with little consequence to my buyer. The next week, on the same day we had originally been scheduled to close, my client (the husband), passed away of a heart attack at his desk!
We need to develop our listening skills to be able to assist our buyers and sellers most fully. We need to develop our ability to trust that each person, provided with the best information possible, will make their best decisions, just as we each make our own best decisions! We need to step out of the position that somehow we know what is best for others and have a little trust!
Marilou Butcher Roth
Marilou Butcher Roth is the owner of The MBR Group, a coaching and training company working primarily with REALTORS who have a desire to work and live from a more inspired place. She is also the Broker/Owner of Group REALTORS in Cincinnati.
Marilou is a member of the Ohio REALTORS Board of Directors and past chairman of the organization’s Communications Committee.
