How To Speak To Your Client’s Underlying Desires During A Sale

Best-Selling Author; Keynote Speaker; Founder of TriggerPoint, a Behavioral Research & Design Consultancy.

Imagine this scenario: You’re the owner of a small bookstore and a new customer comes in to check out your store. They browse a few areas and finally stop at your new releases. You can tell they’re excited as they pick up a number of books, looking for just the right one.

You know you’ve just won the sale, but then, out of nowhere, they put their books down, smile at you and walk out without purchasing anything. What just happened?

This scenario plays out countless times each week across every business sector. Your company’s products and services are what your customers want, so why do so many customers fail to pull the purchase trigger even though they show great interest?

I believe the answer lies in how the product was positioned to your potential customer.

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5 Ways, Real Estate Agents Teach Clients, What They Need To Hear

The difference between the finest real estate agents, and the rest – of – the – pack, is, often, the lesser ones, are content to remain within the restrictions and restraints of their personally, created, comfort zone, while the best ones, often, realize, it is, their duty and responsibility, to, tell their clients, what the need to know, not just what they want to hear (TM). This service – marked slogan, identifies, the epitome of responsible, responsive, realistic, representation, in order, to seek a real estate transaction period, which minimizes clients' stress and tension, and prepares them, for the realities, potential challenges, strategies , etc. With that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, 5 ways, the most desirable, real estate agents, teach their clients, what they should better understand, and realize.

1. Thorough initial interview / discussion: When someone, initially interviews potential agents, … Read More

How Real Estate Agents Should SERVE Clients?

As a Real Estate Licensed Salesperson, in the State of New York, for well over a decade, I have often been asked, why a homeowner, is better served, by choosing, and using an agent, rather than trying to do it, himself! Choosing the right representation, for you, means, identifying, clearly, up – front, what you consider, your primary priority, and closely examining your reasoning, and rationale! While it’s simplistic, yet true, to state, the right agent should, and must, SERVE his clients, and place every client’s needs, etc, ahead of his own, self – interest, it might make sense, to examine, briefly what this means, and represents. With that in mind, this article will attempt to, briefly, consider, examine, review, and discuss, using the mnemonic approach, how this must be, the highest priority and focus.

1. Service/ serves; strengths/ stronger; systems/ system; solutions/ solves; selling/ sales: When interviewing, for potential … Read More

Property Managers Owe Fiduciary Duties to Their Clients at Minimum

“Fiduciary” is basically defined by Black’s Law Dictionary as a term derived from Roman law which means, as a noun, a person or legal entity, holding the character of a trustee, with respect to the trust and confidence involved as scrupulous good-faith and candor towards another’s affairs. A fiduciary also has duties which are described as involving good-faith, trust, special confidence, and candor toward another’s interests. Typical fiduciary duties are imposed on and include such relationships as executor, administrator, trustee, real estate agents, attorneys, and, of course, property managers. A person or company who manages money or property, i.e., the manager, for other people must exercise a standard of care in that the interests of the money or property owners are placed above and beyond those of the property manager. In some states, like California for example, a property manager is statutorily defined as an individual or entity which has … Read More