Convince… and then what?
It is not easy to work as a Real Estate broker. You have to understand mortgages, markets and market conditions, be able to analyze and understand clients’ needs and much more. All in all, you must be able to validate, lead and redirect… in other words convince your clients to move forward with their decision.
What does this really mean? How can you convince them to think differently? How can you show them that they are wrong? In fact you can’t. More specifically you don’t want to make them wrong. Remember the old saying, “win the battle and lose the war”? You definitely want to win the war, in other words, you want to make them “right”.
You want to convince them; change their perception, bring new elements or better yet, enable them to see the situation differently. For this you must be able to change their state of mind.
The state of mind of an individual is comprised of three key factors: their mental, physical and emotional states. As you interact with your client, you must address all three states.
Physical state: The physical state includes as much the physical environment as it does the actual physical wellbeing of the individual. Therefore where you meet, the room temperature, the colours, the table and the chairs are all important elements. Physically, if your client is tired, uncomfortable or uneasy, he isn’t listening. Remember the old police movies; as the inspector begins his interrogation, he casually offers some water… to balance the electrolytes in the suspect’s body thus bringing his level of tension down. You definitely want your client to be in a comfortable physical state.
Emotional state: If the client is stressed, scared, insecure or not trusting, he is not listening, in fact he is turned “off”. More so, psychological studies have clearly shown that there is an inverse relationship between emotions and intelligence. That is, as the emotional level increases, the current state of intelligence decreases. Have you ever said some words in the heat of the moment that you later regretted; you “simply were not thinking clearly”. Remember the hockey night riots, intelligent law abiding citizen caught up in an emotional upheaval. One of our key phrases at OSE Coaching is “eliminate drama and emotions from your daily activities”. Can you imagine clients sitting around the table all stressed out, unhappy with the price, literally in panic and at the other end, the broker stressed and scared of losing the transaction; what a show.
Mental state: Clients expectations, their understanding of the Real Estate market and yes, their intellectual level. All these are part of the mental state. Can you really dive in without really assessing your client’s mental state?
These three elements compose one’s state of mind. It is important to know that if one is down, they are all down, resulting in fatigue, disinterest and the inability to make decisions. You must be able to communicate powerfully to your client at all levels in order for them to be in a positive state of mind. Only then can you become the Top Leader you’ve always wanted to become. Learn to convince.
Start this autumn with Power, all of our programs are on this “Thought of the week” or on our web site: osecoaching.com
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