7 Ways to Make People Feel Like the Center of the Universe [Real Estate Persuasion Training-Part 2]
Part of a series on real estate persuasion training.
Real estate agents invest in people, not houses. As a real estate agent, you need relationships to succeed.
But that means you need relationships with not just clients, but those in your office or across town. Heck, even across the nation. And the best way to build those relationships is to make them feel special.
Make them feel like they are the center of the world.
How should you do that? Here are seven ways that Brian Tracy outlines in his wonderful little book “No Excuses!: The Power of Self-Discipline.”
• Accept people the way they are. Most people will be rude or mean, critics and judges…so you can offer people unconditional love for who they are. You can take the time to bolster their self-esteem and build up their self-image. This will give you an advantage among your competition, and persuade people to listen to you and even follow your lead.
• Show your appreciation for others. People love it when you recognize what they’ve done because it makes them feel good about themselves. And do you know what’s cool? You don’t have to buy them expensive gifts. All you have to do is say Thank you. Thanks them for everything. Ideas, opinions, time, suggestions, leads and business.
• Be agreeable. Ever work with someone who is high-maintenance, never happy and negative? It’s a real drain, isn’t it? Well, when you are positive and agreeable, people will love to work with you and for you. Real estate agents who are combative and pessimistic will have a hard time ever signing any contracts. Sure, they might bully a person or two into it, but in the long run they’ll lose.
• Show your admiration. People love to show off their possessions and achievements, but they love it even more when you go out of the way to notice it and then compliment them on it. It’s like they are getting the recognition they feel they deserve, which in turn makes them trust you even more.
• Pay attention to others. There are lots of ways to give attention to people, but one of the most powerful ways is to simply listen to what someone is saying, ask questions and then understand their point before you speak. You will appear like a very intelligent and interesting person before you even say a word.
• Avoid the 3 Cs. Just like in every other area of life, condemning, criticizing and complaining will destroy people, lower their self esteem, turn them against you and ultimately lead to your failure. And please, don’t criticize someone who is absent from the room, because all that says to the person you are talking to is that you are not to be trusted.
• Use these 3 Cs instead. People will feel loved when you are considerate, concerned and courteous…and when people feel loved, they will respect and value you. So get in a habit of thinking about other people, understanding and connecting with their emotions and say things that are important to them.
Look back in your past…you’ll notice that price was almost never an issue when you were dealing with someone you trusted, respected and liked. However, price became a real issue when you were dealing with people you felt were deceptive, unkind and rude. In fact, you probably didn’t even do business with them.
If being a leader in real estate is important to you, then you need to make your prospects and clients feel like they are the center of the universe. Use those seven tips to make people feel great about themselves and you won’t have any problem generating a following.
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Make Sure You Know the Answer to This Question Before Your Next Presentation
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This is very true, what really stands out to me is that “we invert in people, not in houses.” The reason this really stands out is I’ve always believed in a personal approach. Bringing the right house to the right person, not fitting a person into a house.