One of the first things I learned in business was that nearly all of my clients will look at the world from the perspective of what’s best for them. Rule number one as a successful broker is to understand this and make sure you never forget it. In our business, it is crucial to quickly convince clients and potential clients to like and trust you. What better way to do that than to show the client that you have considered what outcome will be best for them and are working to bring it about?
Tony Robbins uses the example that, when shown a copy of their class graduation photo, nearly everyone will automatically look for themselves first. No matter how much we might try to fight it, human nature drives us to look to our own interests first. Yet as a good salesperson, you must do the opposite. If you focus primarily on what will be best for you, the client will pick up on it. You might manage to close one deal by nudging the client towards the option you want – but there probably won’t be another deal with that client. You have to make sure that you put their interests first.
This does not mean that you can’t make suggestions, or that you should let the client walk into a bad situation because they are convinced it is the right move for them. We’re in a service industry, and our clients hire us in large part for our experience. You have a responsibility as a good broker to let your client know when you think something isn’t a good idea. They may brush you off, but they will also remember that you were willing to speak up when you thought it necessary. This is another way that you can show the client you are putting their interests first.
Start today by considering all of your current and potential deals from the perspective of what is best for each client. Keep that at the forefront of your business philosophy, and I bet you will see a noticeable increase in your client retention and production. The more you put your clients’ interests first as you represent them, the more your phone number will be the first one they call.
Have a great weekend,
Ro