Stop Selling and Start Helping!!

Stop Selling and Start Helping!!

I live and do business in Mammoth Lakes, Ca. We are the home of Mammoth Mountain Ski Area and the majority of our business base hails from Southern California.

Interesting things have been happening in my market when it comes to doing business:

-30 day escrows are still the norm, but 30+ is not uncommon

-the number of contacts to get someone to talk with you has risen significantly

-the people doing business with you want to be sure that they are getting the best deal available

-buyers, in particular, are looking for sweet deals and are in no hurry

We need to really take a close look at our own markets and see the business climate for what it is and adapt. If you don’t change the way you approach sales, you’re going to suffer the consequences.

Think about it. Who likes being sold? People want to be helped!! They want their best interest put first and foremost. All the more so due to the harsh economic realities that we are all dealing with these days.

Your and my clients are thinking through their purchase decision much more thoroughly than before. People are taking longer to commit and in many cases, postponing the purchase.

What’s a Realtor to do?!

-Stop Selling! Ask questions and develop a thorough understanding of your clients needs and estimated time-frame

-Inform! Use your local knowledge to educate your clients about the nuances of your local market.

-Don’t be Aggressive! Encourage your clients to look at properties, familiarize themselves with the current inventory and contact you when new properties come on the market.

-Follow Up! Don’t just do automated follow up. Check in with personalized emails regarding new listings, just sold, interesting events and Town/ City actions that may affect the real estate market.

-In short, Become Remarkable!!!

Adopt a new mind set and challenge yourself, daily, to do better than the day before. It’s our responsibility to do so. Our clients need us today more than ever before. Provide valuable solutions for them. Become Remarkable!!!

Blog about thoughtful, interesting, impactful topics. Post videos, write articles on relevant local issues. Encourage on-line interaction without forcing the prospect to make a commitment. Let the process happen on its own and let the prospect dictate the terms to develop trust and faith in you and your services. Become Remarkable!!!

Don’t Sell!! Pursue, inform, educate, encourage and follow up. Be Remarkable!!!