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Closed Mouths Can't Get Fed!
CLICK THE PLAY BUTTON ABOVE TO LISTEN!
I was at an event a few days ago with a number of local agents to discuss some of our upcoming educational events and how the course material can help grow their real estate business. I love talking to agents because it helps me better understand how I can gear my business to better serve them, but in this specific conversation, the topic shifted to general sales talk and the biggest weakness they face with their sales presentation.
The biggest problem these agents felt was preventing them from making more money was assuming that because their friends, neighbors and colleagues know what they do for work they will come to them for their real estate needs. We all know what assume really stands for, and assuming others will come to us for their real estate needs just because they know what we do is not even close to asking them for their business. NOT EVEN CLOSE!
We're all guilty of this! One of the agents shared a story about how they see a personal trainer 3x a week. They make small talk, and the trainer is well aware of my friend's career as a real estate professional. Yet, at last week's session, the trainer shared with this agent his excitement for having gone into contract on his first home! Well obviously this rattled my realtor friend, but it also lead her to have an epiphany…she never actually asked him for his business! Unfortunately, her assumption that others would just know they could go to her because of their awareness of her profession had cost her the deal.
This brings us back to Carnegie – according to the guru, "91% of customers say they'd give referrals, but only 11% of salespeople ask for one." Let me repeat that, "91% of customers say they'd give referrals, but only 11% of salespeople ask for one."
Our happy clients want to refer us to their friends! They had a great experience working with us, they trust us, we helped them find their perfect home! They want their friends and colleagues to enjoy the same experience…but the reality is they need to be reminded that we are here to provide that same level of excellence in service to their friends, and not just assume they will spread the word for us. If we don't ask, the answer is always no. Our friends, colleagues and happy clients are an extension of our sales force – but we have to ask them to do their job, one that that 91% of them are more than happy to do!
I am guilty of this myself. The number of times I've had agents tell me they didn't know I wanted to do business with them can keep me up at night. So I'm going to practice what I preach. To all of my wonderful agent listeners – I want to do business with you. I live and breathe mortgage origination and building the ideal mortgage business to support agents in growing their business. You can call me directly at 561-864-2458. My team doesn't work banking hours, we're here 7 days a week 8am – 9pm. That may sound ridiculous or hard to believe, but I encourage you to give it a try. Call me directly at 561-864-2458 at 8:30pm and see just how committed to you I really am…
Want to join us?
Thank you all for listening. We're always here to support you, so connect get with us on Facebook or LinkedIn @mattweaverspeaks.
If you have a real estate topic for our next shot or blog, please shoot us a message on Facebook @mattweaverspeaks, we love listener requests!
If you're in the South Florida area and want to meet for lunch, send me a message on LinkedIn and let's get something on the calendar!
The views of this blog, "Your Morning Shot" podcast, and on this site in general are solely those of the authors, Matt Weaver (NMLS-175651) and Zack Lewis, and do not express the views or opinions of Finance of America Mortgage.
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By Matt Weaver, Zack LewisCLICK THE PLAY BUTTON ABOVE TO LISTEN!
I was at an event a few days ago with a number of local agents to discuss some of our upcoming educational events and how the course material can help grow their real estate business. I love talking to agents because it helps me better understand how I can gear my business to better serve them, but in this specific conversation, the topic shifted to general sales talk and the biggest weakness they face with their sales presentation.
The biggest problem these agents felt was preventing them from making more money was assuming that because their friends, neighbors and colleagues know what they do for work they will come to them for their real estate needs. We all know what assume really stands for, and assuming others will come to us for their real estate needs just because they know what we do is not even close to asking them for their business. NOT EVEN CLOSE!
We're all guilty of this! One of the agents shared a story about how they see a personal trainer 3x a week. They make small talk, and the trainer is well aware of my friend's career as a real estate professional. Yet, at last week's session, the trainer shared with this agent his excitement for having gone into contract on his first home! Well obviously this rattled my realtor friend, but it also lead her to have an epiphany…she never actually asked him for his business! Unfortunately, her assumption that others would just know they could go to her because of their awareness of her profession had cost her the deal.
This brings us back to Carnegie – according to the guru, "91% of customers say they'd give referrals, but only 11% of salespeople ask for one." Let me repeat that, "91% of customers say they'd give referrals, but only 11% of salespeople ask for one."
Our happy clients want to refer us to their friends! They had a great experience working with us, they trust us, we helped them find their perfect home! They want their friends and colleagues to enjoy the same experience…but the reality is they need to be reminded that we are here to provide that same level of excellence in service to their friends, and not just assume they will spread the word for us. If we don't ask, the answer is always no. Our friends, colleagues and happy clients are an extension of our sales force – but we have to ask them to do their job, one that that 91% of them are more than happy to do!
I am guilty of this myself. The number of times I've had agents tell me they didn't know I wanted to do business with them can keep me up at night. So I'm going to practice what I preach. To all of my wonderful agent listeners – I want to do business with you. I live and breathe mortgage origination and building the ideal mortgage business to support agents in growing their business. You can call me directly at 561-864-2458. My team doesn't work banking hours, we're here 7 days a week 8am – 9pm. That may sound ridiculous or hard to believe, but I encourage you to give it a try. Call me directly at 561-864-2458 at 8:30pm and see just how committed to you I really am…
Want to join us?
Thank you all for listening. We're always here to support you, so connect get with us on Facebook or LinkedIn @mattweaverspeaks.
If you have a real estate topic for our next shot or blog, please shoot us a message on Facebook @mattweaverspeaks, we love listener requests!
If you're in the South Florida area and want to meet for lunch, send me a message on LinkedIn and let's get something on the calendar!
The views of this blog, "Your Morning Shot" podcast, and on this site in general are solely those of the authors, Matt Weaver (NMLS-175651) and Zack Lewis, and do not express the views or opinions of Finance of America Mortgage.