In this week’s episode of Cut To The Chase, my co-host Diego Traglia and I talk about the difference of being liked or being respected.
It is important to understand in Real Estate the difference in being someone’s friend, or being someone’s trusted adviser. There is a great difference between getting someone to like you, and having someone respect you. At the end of the day, we are the experts so it is imperative to behave that way.
By prioritising the business of selling your vendor’s property, you will gain their trust. Although you may be able to chat about school and kids and all the rest, you want to show why you are the one to choose to sell their most expensive asset. Nine times out of 10 this will come down to which agent is most motivated to get the best result. It’s all well and good to be the friendliest, but as Diego says, if they wanted a friend they would buy a dog! These false conversations only lead to false rapport. Remember that you are there to prove why you are the strongest choice of agent to sell their home, not to be their buddy!
Although confrontation can be difficult, it’s important to ask the hard questions. Have empathy, but don’t beat around the bush. If you be honest and cut to the chase, you will find respect.
Cut to the Chase Podcast
Diego and I release a new Cut To The Chase podcast every week. We discuss tips we have learnt over the years and address common questions and issues in the real estate business. Make sure to check back every week for valuable advice, and a bit of cheeky banter!
Find my upcoming auctions to watch online here.