“SOLD STICKER MINDSET” It’s funny when I ask those real estate agents attending my seminar who aren’t doing as well as they could be, “What do you want most for your client (i.e. their Vendor)?” It never ceases to amaze me when many of them answer… “OH, I just want to make it the most pleasant and stress free experience for my Vendors as possible.” And my response to that is usually, WHY? That is… “Why is a ‘pleasant’ and ‘stress-free’ experience sooooo important?” (A question designed to dig a little deeper.) By the way, ‘WHY’ is a challenging question right? I guess that’s why I like to ask it. (No I’m not a sh*t-stirrer if that’s what you’re thinking, haha, I just want to help my seminar attendees see the ‘TRUTH’.) With my follow-up question I usually get a few of them looking back at me with a puzzled, sometimes disturbed look painted on their face. Given a second to think about it, they reply “Well isn’t that what all Vendors want?” Well of course the obvious answer to that is: “I don’t know, maybe for some, maybe not for others.” I then say to them, “Surely, the ‘MOST IMPORTANT’ thing they want is for their property to be ‘SOLD’ for a ‘PRICE’ and ‘TIME FRAME’ that works for them?” That’s what they ‘WANT’ but often agents confuse this with what they ‘THINK’ their client ‘NEEDS’ and also what they themselves ‘THINK’ they (the agent that is) ‘NEED’. There are 3 things that could be going on here… (1) The agent has a ‘LIMITING-ASSUMPTION’ directing their actions -- the assumption is if they make it a pleasant, stress-free experience, they’ll earn the ‘LOVE’ of their Vendor and be rewarded with repeat and referral business. (2) Also, the ‘STRUGGLING’ agent can often assume they’ll need more time to sell the property in regard to the allotted time of the ‘appointment to act’ as the Vendor’s agent – this assumption is born out of their ‘WORLDVIEW’ and ‘PAST EXPERIENCES’ – their ‘BELIEF’ is it’s not going to sell fast enough so I better make it a nice, pleasant experience or I won’t get the ‘RENEWAL’ of the ‘LISTING’. (3) Or the agent has a ‘HIDDEN BELIEF’ that basically tells them that ‘CONFLICT’ is ‘UNSAFE’ for them, so they ‘AVOID’ conflict at all costs – these agents would avoid asking questions like my favorite question, ‘WHY?’ They avoid conflict like it was the plague. Ironically, these ‘ASSUMPTIONS’ and ‘HIDDEN BELIEFS’ and ‘NEED’ to ‘AVOID CONFLICT’ almost always result in a poor outcome for the Seller (i.e. NO SALE). Given the choice between some ‘CONFLICT’ and a ‘GREAT RESULT’ vs. ‘NO CONFLICT’ and a ‘POOR RESULT’, a Vendor will nearly always choose the former given their desire to have their property sold. -- So this ‘CONFLICT-AVOIDANCE-MINDSET’ doesn’t pay. -- And sadly, 95% of agents demonstrate a high degree of this mindset. The ‘TOP 5% Agent’ on the other hand has what I call a “SOLD STICKER MINDSET”, they enjoy ‘LISTING MOMENTUM’ and as a consequence they list and sell more property. ‘TOP 5% Agents’ don’t harbor the ‘LIMITING ASSUMPTION’ and ‘HIDDEN-SELF-SABOTAGING-BELIEFS’ as ‘STRUGGLING AGENTS’ do. -- They develop ‘LISTING MOMENTUM’ often with the aid of ‘CONFLICT’. -- As a consequence they spend more time in the ‘OPPORTUNITY ZONE’. -- They ‘ATTRACT MORE LISTINGS’ because they sell more of their listings faster than the average agent. It’s CRUCIAL to have a “SOLD STICKER MINDSET”, it’s an ABSOLUTE MUST if you want to enjoy ‘LISTING MOMENTUM’ to become a ‘TOP 5% Agent’. (There are several other CRITICAL BEHAVIOURAL aspects of a “SOLD STICKER MINDSET”, I’ll do my best to cover them down the track.)
Posted on: Tue, 24 Sep 2013 02:16:34 +0000
Trending Topics
Recently Viewed Topics
© 2015