2016 BUSINESS MANAGEMENT
Two Heads Are Better Than One, Even If One Is A Genius
Really smart, successful agents tend to believe that they don’t need any help from anyone. After all, if you’re already successful, why listen to anyone else? It gets worse because, the more successful you become as an agent, the more confident you are. And, the greater your confidence, the greater the belief that you can “do it all” by yourself. Sadly, many agents never realize how much they stand to lose by not “brainstorming” with others. There are two serious problems with this character flaw, and it is a character flaw that is developed with lots of practice (spaced repetition):
- Relationship Management (RMR)- Prospects do business with people they like and trust. Although your clients may respect your talents, they aren’t likely to develop a bond with you. In other words, don’t expect to be invited to dinner at their house. At some point, this client is likely to meet another talented real estate professional that is more in tune with their needs. When this happens, your client disappears.
- Synergy from Collaboration- As a bright and talented agent, you can come up with great solutions. But, no matter how good these solutions are, they will never be as good as they would be if you were to collaborate with other very bright, talented professionals. This is why study groups in graduate school and surgery recommendations in medicine are so popular. An outside perspective creates a better solution.
How can you apply the “Two Heads” Strategy?
- Include other agents or management and creative staff in your discussion on how to get a listing and sell a home.
- Start a Top Producer study group. Meet once a month with other good agents and have everyone identify their greatest challenges. Discuss solutions at each meeting.
- Ask for your seller’s opinion. As previous buyers that made the decision to purchase the home, they are most likely to represent the personality traits of your target market.
- Listen carefully to your buyers. Remember, you are their real estate therapist.
- Ask your prospects questions and listen carefully to the answers. The answers to these questions can be very enlightening in terms of both building rapport, and finding solutions for them.
Make using the art of collaboration an important tool to your success in the future. And, if you happen to come across one of those agents or people that thinks they know everything, remind them that, “Two heads are better than one, even if one is a genius.” They’ll get the point!