 President's
Corner
This week I want to talk a
little about the success of
humility. The greater your
expertise, the more likely it is
that you are going to
unintentionally rub people the
wrong way by coming across as
arrogant and insensitive.
The good news is there's an easy
way to prevent this
misconception.
Mention your homework.
Several
years ago, a couple of branding consultants approached me about enlisting their
services. They did not
start asking questions about me and my industry. Instead, they began
explaining that, by way of preparation, they'd been chatting with some of my
colleagues and customers to find out their impressions of my companies services.
Then they asked if I would like to hear the word on the street. As you can
imagine, that got my attention.
When you talk with potential customers or prospects (note holders in our case)
you might begin by mentioning the homework you have done on the real estate
market in the area of their note. You might also use the mortgage market, the
economy, the employment of the area, the crime in the area, the foreclosure
situation in the area, etc. Don't use all of them maybe just one or two
when appropriate. It's an opportunity to let them know that you are truly
interested - and a powerful way to confirm that you are knowledgeable without
coming across as one who brags. Here's one that I often use; Imagine as
you are talking to the note holder for the first time and you ask the question,
"does the hose next door to the property have a pool?" You casually mention this
as you are browsing on Google Maps the property address. Do you know what kind
of an impact you have on that seller? They think, "wow, this note investor
really knows his business!"
Confirm your understanding. You may be a great listener, but are
you perceived as such? Being regarded as a poor listener is a surefire way
to kill a deal or shorten your career as a note broker or note investor.
By using a little humility, this is easy to correct. Here's the key:
Simply repeat your understanding of their needs with the phrase "Let me make
sure I've got this straight." If your ego were running your life, you'd
never say this.
Ask permission to present. You've probably heard the expression
that people don't like to be sold to, but they love to buy. That means
that before you present the benefits of your product or services, remember to
ask permission.
Ask permission to present with "Based upon what you've told me, I do have some
thoughts. Would you like to hear a couple of options that I think would fit for
you?" Once the other person agrees, they'll feel less like they are being
forced, and more like they are being helped.
Use some of these ideas and methods when you are on that first phone call or
when you call the note holders back to give them their prices and options.
You will soon realize the success of humility.
Remember, Success Demands
Action!
Keep on marketing, it’s going to
work! TWITA!
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