The Next Step IS A Step To Greatness

So far in our series on great agent qualities we've discovered that they have systems for many of their repeatable tasks and service points.  Second, they take control of their time and shape it to their goals.  In this post, let's consider the next step to greatness.  Actually that is the quality: taking the next step.  Great agents are constantly helping prospects and clients take another step.  These agents understand that our work is not about inspiring action that moves a prospect from hello to closing in one catapult launch.  Nope, they know the critical value of small increments and how to encourage them.   Nobody likes to prospect, but helping people take the next, and correct, step is pretty exciting.  Great agents see every encounter with their network as an opportunity to help that member move forward.  It's a contribution not a pitch.  Let's consider a few points on how it's done:

It's essential, but not central:  Every conversation is an opportunity to move the listener to engage or endorse your service.  The problem is we don't want to be pushy and end up getting push-back.  Casual encounters merit casual proposals.  I love concluding random conversations with Buffini's line, "Oh, by the way...."   Great agents don't just let a casual conversant walk away, they complete that "Oh, by the way... "  with "I am hosting an open house this weekend," or "I just listed a home at ..."    By so doing they provide specific information and encourage the contact to take a step forward.

Ask leading questions:  effective questions can motivate the next step.  "Mr. and Mrs. NotSureIWannaBuy, what do you most want in a home that belongs exclusively to you?"  That question does not sign them up as clients, but it helps the prospect explore their motivations and goals with you involved.  The ability to ask questions that are direct, exploratory, and inspiring is an ability that great sales people possess.  Let's work on that skill daily.  Here's a good question for you:  What's the best question you asked today?  Gotch'ya! :)

Focus on THEIR goal:  Knowing your contact's goal - in life, in business, with family, and certainly in real estate is truly important.  It becomes valuable when you direct that information to help your prospect take another step in the right direction.  "Mr. and Mrs. Seller, I understand this offer requires you to bring cash to closing and move later than you wanted, but it does enable you to get your monthly budget in line with the income of your new job.  You did tell me that was your goal when we listed the home."  Great agents know the goals of their clients and network.   They work with that information to help those people take the next step in the climb to achievement.