Do you know
the answer? You should be able to write it out and articulate it clearly.
Whether you know it or not you do have an answer. Your standard business
practices and procedures for what you do make up your business philosophy.
It is the guidelines you follow for daily business.One part of your business
philosophy should encompass your value per hour, which is the amount
of money you are worth per hour. What you are willing to do to earn the
money you make per hour? It could also encompass your average commission
check. If you understand your value per hour and your average commission
check, you can determine the type of people you are willing to serve.
For some agents, you may not be able to help people in a certain price
range because of your hourly wage or average commission check amount.
If you have developed
and understand your business philosophy, you are better equipped
to qualify potential clients. When the buyer does not give
you the exact answer you need, you can refer him to another
agent in the office or drop him because he does not meet your
philosophy.
You were not put on
this earth to help everyone buy or sell a home. There are people
you cannot help. There are people, as much as you try, who
really do not want your help. Although most agents will continue
to work with them, hoping to win them over, my philosophy was
wishing these types of clients the best of luck and sending
them on their way. You should consider doing the same thing.
Often these people actually believe they know more about selling
and buying than agents do. Now why would you want to spend
your time trying to prove to them that their reality is false?
You are going to lose either way in that discussion. Wouldn’t
you be better off to throw them back like an undersized fish?
Let someone else catch them and waste their time. The truth
is that fish is not going to grow much more once you put them
in your bucket, or do I mean car? This strict philosophy does
not make the people who don’t fit your business philosophy
bad people. But it also does not make you a bad person either.
It just makes you a businessperson that expects a reasonable
profit for the time you are investing.
Once you are clear
on your philosophy of what a client is and what you expect
from a client, you do not have to deal with people who do not
conform to your philosophy. You need to define concisely your
world of business. This definition will enable you to better
select the people to serve. We have all selected the wrong
people, spent large amounts of time and money working with
people we should not have and felt awful afterwards. In some
instances, we were never paid or appreciated for our efforts.
You will feel much better turning them down before you invest
your time, energy, and money in a losing cause.
Knowing the client
your are looking for before going out to search for clients
will enable you to find them. There is a law of life called
the law of attraction. That law clearly states you will have
a tendency to attract what you are thinking about and looking
for. For example, if you were thinking about buying a black
Jeep Grand Cherokee and you went out driving, it is amazing
how many your mind will find on the road. You may never have
noticed them before, but because you are contemplating a purchase
you see them everywhere.
Do not get frustrated
if you are having difficulties finding clients who meet your
business philosophy. You will ultimately attract the well-defined
client you are looking for. Why not create a strong philosophy
and definition of your clients so you will start to attract
those types of clients. You will also learn to quickly dispense
with those that do not meet your standard or philosophy, so
you are able to invest your time wisely to find the right clients
for your business.
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