The Final "E": Enthusiasm
This week, we’ll explore the last “E” in my blog series, “The 4 E’s of Real Estate.” For review, the 4 E’s are Effort, Expertise, Ethics, and Enthusiasm. Be sure to refer to the “Previous Posts” section of my blog that appears on the left side of this page to read about the three other E’s. In addition to the words of wisdom that I give you here, you can also read more about the 4 “E’s” in my book.
Now that You're an Expert, Boldly Express It
Your clients are expecting you to represent them in one of the biggest investments of their lives. The more you can project enthusiasm and confidence, which signifies an unwavering ability to take care of their needs, the more they’ll rely on you and not question your approach.
By confidence, I don’t mean haughtiness or arrogance. Although it works for some agents, many people are put off by brokers whose egos are bigger than the backyard of a Holmby Hills estate. More importantly, a false sense of pride has the potential to kill a deal. Brokers who let their egos get in the way often ruin a sale. They’re too busy trying to be right and stubbornly hold onto their position, even if it means putting the transaction at risk.
When you’ve done your homework, your enthusiasm will follow. After you’ve fulfilled everything in the Expertise section, you can answer your clients’ questions with confidence. When you speak with a broker and he presents you with information that is inaccurate, you can tactfully correct his error. Enthusiasm that comes from being an expert is what will be one of the defining characteristics of your career. It’s what will establish you as the source of information for your clients and colleagues.
Enthusiasm also means that you’re prepared to walk away when circumstances may put your reputation at risk. No deal, as important as it may seem, is worth diminishing your impeccable track record.
Be passionate about the homes you sell. You’re in the business of providing one of the most important resources to your clients—their homes. Through real estate, you’re improving lives, making your clients money, and creating relationships that will last your entire lifetime. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
Now that You're an Expert, Boldly Express It
Your clients are expecting you to represent them in one of the biggest investments of their lives. The more you can project enthusiasm and confidence, which signifies an unwavering ability to take care of their needs, the more they’ll rely on you and not question your approach.
By confidence, I don’t mean haughtiness or arrogance. Although it works for some agents, many people are put off by brokers whose egos are bigger than the backyard of a Holmby Hills estate. More importantly, a false sense of pride has the potential to kill a deal. Brokers who let their egos get in the way often ruin a sale. They’re too busy trying to be right and stubbornly hold onto their position, even if it means putting the transaction at risk.
When you’ve done your homework, your enthusiasm will follow. After you’ve fulfilled everything in the Expertise section, you can answer your clients’ questions with confidence. When you speak with a broker and he presents you with information that is inaccurate, you can tactfully correct his error. Enthusiasm that comes from being an expert is what will be one of the defining characteristics of your career. It’s what will establish you as the source of information for your clients and colleagues.
Enthusiasm also means that you’re prepared to walk away when circumstances may put your reputation at risk. No deal, as important as it may seem, is worth diminishing your impeccable track record.
Be passionate about the homes you sell. You’re in the business of providing one of the most important resources to your clients—their homes. Through real estate, you’re improving lives, making your clients money, and creating relationships that will last your entire lifetime. ♦Digg it ♦del.icio.us ♦Add to Technorati Faves
posted by Myra Nourmand at
11:43 PM
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