make the best possible choice. To do this successfully, you have to be sensitive to their needs. This means that you express your opinions in a way that shows that they are your Number 1 priority and that you value their time.
In the case of the client I just described, what convinced him to think twice about his plans was my knowledge of the area where he sought to live. In order for you to earn your clients’ respect, and for them to trust your opinion, you must have extensive knowledge of the community you serve. I’ll explain what this involves in Chapter 3. For now, you must know your inventory, which means that you have done exhaustive research about homes in the area you serve.
Trust Your Connections and Enjoy the Journey
When I started my career, I didn’t have any real estate experience. What I did have were friends and acquaintances whose children were friends with my children. And these moms and dads all lived in homes.
Everyone has friends and acquaintances. In your case, you may not be a full-time mother. Perhaps you’re in your 60s and have many friends who are selling their homes. They seek to scale down and want the freedom of living in a condominium instead of a detached house. Or you may be an artist with strong connections within the creative community.
Regardless of whom you know, opportunity awaits you. Your goal is to figure out your niche. We all know many people; let those around you know what you do. Then share with them how you can help them find their dream homes.
Throughout the process, always remember to love your work. If you’re a passionate and skilled professional, success tends to follow. So revel in the journey by having fun. Encourage friendly conversation with your clients or create silly names for properties within your neighborhood. Do whatever you can to make your job something that you enjoy every day.
Lastly, remember to be an expert and share your knowledge with your clients. Once they realize how much you know and what a consummate professional you are, you’ve moved one significant step toward having a client for life. In the next chapter, I’ll share the Four E’s of Success that will form the foundation of your business.
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