When you and a client identify with each other the result is cooperation. The best way to identify with a client is through rapport. Rapport signals a relationship that is exemplified by agreement and alignment. To the extent that you are in agreement or alignment – both verbally and non-verbally – you are in a state of rapport. Therefore, meeting clients at their level is what identifying is all about.
There are many ways to identify with a client. One way is to use a greeting that immediately differentiates you from other Realtors. That greeting is, “How may I be of service, to you, today?” When you use this greeting you make a verbal contract with a client to ‘go the extra mile’. This verbal contract helps you achieve alignment and agreement.
Start today to be aware of your greeting. See how easy it is to connect when you demonstrate through words and action your intent to provide service today and throughout the buying or selling process. After all, the one thing you and a client have in common is quality service – your client strives to receive it and you strive to deliver it. The result of quality service is additional sales and income.
Remember – rewards in life are always in direct proportion to service – serve a lot get a lot – serve a little get a little. The choice is yours – begin today to make the right choices that will lead you to sales success. Begin to greet everyone you meet with “How may I be of service, to you, today?”
Bob Hafer has been a leader in the housing industry for 40 + years. His extensive experience gives him unparalleled insight into the mysteries and marvels of home buying and selling. His background includes new home success in consulting, management, administration, sales, marketing, merchandising, research and sales training. In 2009, to complement his new home experience, he earned his real estate license. He is currently the VP of Business Development for www.HomesUSA.com. In 2016 Bob co-founded www.homesusaalliance.com with Ben Caballero. Its mission is to connect Builders and Realtors through communication and education. Contact Bob at [email protected] or call him at 972-795-5926.