Or, How To Sell More Without Spending Money or Shooting Your Loved Ones.
Days Blur . . .
You’re exhausted and frustrated.
You’re working hard and smart; networking, holding open houses, showing buyers, running comps, social mediaing, schlepping laundry, carpooling kids to practice, grocery shopping, running herd on teenagers, serving meals and doing all the work – domestic and otherwise.
To top if off, at the end of a looooong day you hear this irritating question. In fact if you hear this freaking question one more time, someone’s gonna get shot . . . bang-bang.
Hey Honey/Baby/_____, Did You Sell Any Houses Today?
Loved One/Friend: Did you sell anything today?
Aspiring Achiever/You: Not yet, I’m working on it.
Loved One/Friend: Well, when will you? Your business is costing us a fortune, money pours out and nothings coming in. If you don’t sell something soon, Fill In What Bad Thing Will Happen.
At this point you’re frustrated by the lack of support and understanding and the conversation likely turns into a defensive, apologetic or otherwise unproductive exchange of words and feelings. Instead of feeling angry or like you have to defend, apologize or justify yourself and your career choice, use a new strategy to turn things around. What I want you to do is ask the question asking pressure-cooker to help you. I want you to make them responsible include them in your quest for success.
If you do this right, you’ll generate more business, give the question asker an appreciation for what you do, and maybe more importantly — shut them up.
Here’s how…
What Have You Done For Me Lately?
The next time a loved one asks you how many houses you’ve sold or listed today, say something like this…
Aspiring Achiever/You: I’m glad you brought that up. I’m working really hard and I’m feeling good about the future, but I could sure use your help — can I ask you a favor?
Loved One/Friend: Sure, I guess so.
Aspiring Achiever/You: Great! Here’s the deal babe, about 70% of a successful agent’s listing and sales business comes from a friend, a past client or a referral recommendation from a friend. And most everyone we know knows 3 people who move a year. I’m working my ass off to connect with my friends and contacts. Here’s where your help comes in, I bet you know 3 people from the gym or work who moved within the last year, don’t you?
Loved One/Friend: I guess so, what does that have to do with anything? Whata-ya-mean?
Aspiring Achiever/You: It means everything. Here’s the deal babe, instead of asking me everyday how many sales and listing I’ve made, I’m going to ask you who you know at work or the gym, or where ever, who has mentioned they might be making a move. I want you to keep your eyes and ears open, when someone mentions real estate or moving, I don’t want you to do or say anything to them! I want you to tell me about it, then I’ll figure out how to best approach the situation. If you’ll do this for me, I’ll sell more, list more and we’ll make more.
Will you do that for us?
Loved One/Friend: Sure.
It Can Be That Simple.
Don’t Let Opportunity Slip Away.
Don’t feel bad about what you’re doing.
Don’t shoot your significant others.
Do form a partnership. Instead of answering their stupid questions that get you nowhere and nothing, begin asking them smart questions that get you somewhere and something.
New Partnership – Shared Responsibility – Feel Better – Do Better
It’s been my experience that most civilians, including our significant-others, are clueless about how the business really works. It’s up to us to share how it works and what their role is.
The next time you’re asked “the question”, don’t defend or feel bad – boost your business by creating a partnership.
Good luck in the New Year and let me know how it goes.
