ABC: “Always Be Closing.” If you had a nickel for every time you’ve heard that phrase as a Real Estate agent you’d be rich by now. But I’m here to tell you that it’s a lie. Driving that hard, especially in our current climate (some have called it a “connection economy”), will only drive people away from you – in droves. On this episode of Onion Juice I’m going to tell you about a concept I learned back in the recession that has forever changed the way I run my business. It’s 3 “E”s – Educate, Empower, and Engage, on this episode.
Engaging with people is not about being a salesman, it’s about being a friend.
If you want to increase your chances of landing new clients, you don’t need to push people into signing a listing agreement with you – you need to become their friend. Why? Because people trust their friends. People like to work with their friends. And if they feel like you are their friend, they’ll be willing to work with you. So how do you become their friend? Through engagement. On this episode I’m going to fill you in on what it takes to engage with people – on social media and in real life, and I guarantee you it will lead to more sales in the end.
Instead of “Always Be Closing,” you should “Always Be Teaching.”
Go into every relationship, new and old, with an eye to add value, an eye to teach others what you’ve learned – about real estate and about life. Don’t do it in a pushy or know-it-all way, but in a friendly “I want to help” way. What you’ll discover is that when people begin to see you as a real person with a heart of gold, they’ll be quick to return the favor and add value to you when the chance arises. You get by giving… and you’ve got to give without expecting anything in return. That’s the only genuine way to help people, and it starts with being a teacher. Hear how I apply this in my real estate business, on this episode of Onion Juice.
Are your interactions on social media and in real life serving to empower people?
There’s a lot of garbage out there these days about “empowerment.” But there’s also a very solid concept behind the word. When you empower someone, you give them the tools they need to make their own well informed decisions, move in a better direction, or improve the quality of their life in ways they couldn’t have done if you hadn’t contributed something to them. Empowerment is about genuinely helping people, no matter if they work with you on a professional level or not. It comes from the heart, and it provides a long term return if you do it right. On this episode I teach you some of the ways I’ve learned to empower others, so maybe you can get some ideas from my experience.
So what kind of Real Estate agent are you going to be? A taker, or a giver?
None of us like people to take, take, take. We don’t like being around them either. You’ve got the choice of what kind of agent you’re going to be. When you’re a giver, people begin to see you with new eyes, they begin to believe that you care about them (because you do… and you’re showing them that you do). When they are able to believe that, then they begin to trust you – which is the first step of building relationships that lead to sales. On this episode I share the 3 “E”s of a powerful Real Estate machine, and tell you how you can put them to work in your business, so be sure to listen.
Outline of this great episode
- [0:24] My welcome to YOU, to this episode.
- [1:21] How I discovered these “3 Es” – Educate, Empower, Engage.
- [3:00] What does it mean to “engage?” – to let others know you care about them.
- [3:56] My “social media” disclaimer for this episode.
- [8:30] The story of the two marketers (an illustration of using emotion).
- [13:28] How you can go about educating people.
- [19:56] What empowerment does for your relationships.
- [25:09] Would you use the link below to give Onion Juice a rating and review?
Resources & Links mentioned in this episode
Download my business changing 2 step listing process – www.OnionJuicePodcast.com
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Leave a rating and review on iTunes
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