- Erik Hatch
Are You Getting “Out-Relationshipped”?
The hard truth about time is that you can’t spend it and then go earn more of it.
There’s nowhere to buy it, rent it, or even borrow it. Once it’s gone, it’s gone.
It’s said that the most successful people in life view time as one of the most valuable things in their lives.
With time comes energy. And truly, we only have so much energy before it runs out. That’s why it’s important to be aware of what you’re spending your time on so that you can be making the most of your energy.
When it comes to real estate, how much time and energy are you spending on trying to figure out ways to win as many clients as possible?
If the answer is a lot, it may be time to reprioritize how you spend your time and energy.
Let’s face it, everyone wants to be the best and have the best and maybe that’s why so much time is spent on trying to win as many clients as possible.
But here’s the problem with that.
Trying to win as many clients as possible in a short amount of time can cause you to miss out on a lot of opportunities.
If you’re putting all your time into trying to win as many clients as possible and only getting the feeling of defeat in return, it might be because you’re getting “out-relationshipped.”
And here’s why this is happening.
We did a Facebook survey asking non-realtors this:
“Which one of these is most important to you if you are looking to sell your house”
a. That you sell your house with the most award-winning agent in your area
b. That you work with someone who has a proven system to get you the most amount of money in the least amount of time
c. That you work with someone who is going to treat you as though you are their only client
Nobody said “A.”
Only about 10% said “B.”
The rest and majority said “C.”
People want stability, connection, and trust and rushing through clients doesn’t allow for these things to be developed.
So here’s how to turn rushed time into valuable time with your clients and how to avoid getting “out-relationshipped.”
Simply, make them feel like they are your only client.
How can you do this?
With emotion and being real with them.
Getting off-script allows for emotional connections to develop.
While it’s important to be aware of the basis that needs to be covered while talking to clients, it’s also important not to go in with a prepared presentation. Prepared presentations scream sales pitch.
If you’re going to use any script, we highly recommend the “tell-me-more” script. This encourages you to ask your clients more questions to better understand their needs.
Getting off script can be hard, especially if that’s what you’re used to. But it can become easy if you stop practicing on your clients and instead practice on your team members.
To be more conversational and personable, work on transitioning from conversation to presentation. Do this easily by setting expectations throughout the conversation.
Saying “hey since we’re here, do you mind if I discuss a couple of things with you?”
Using phrases similar to this one helps shift the energy of the conversation so that it is easy for the client to expect what is going to come next.
Let’s face it. Getting “out-relationshipped” isn’t ideal. But implementing these tips into your process can help you put more of your energy and time into what really matters!