HOW THE SOURCE OF THE BUSINESS AFFECTS OUR THINKING
Why do so many people turn into "no-shows" when it comes time for an appointment with you? They leave a message or just vanish! What was the genesis of that lead or conversation? Example: An online lead who is looking for a home evaluation is very different from a seller who was referred to you by someone who has already done business with you. There is a strategic process that you're going to be using with every buyer and seller, but the context of how that person arrived with you is everything! The one unknown variable -- every time -- is their individualism. How they came to your world is what really matters to you, if you want to connect with them.
WHY WE LET UP ON A STRATEGIC APPROACH
We sometimes abandon our approach (to our own detriment) when we know a person was referred to us. We think, "I can let up on my strategic approach because the lead is Kevin's friend. Kevin loves us, so I can just have a casual conversation with this lead!" Don't get comfortable just because you know the source of a lead, because it can throw everything out of order. When you get off of your strategic approach, you can confuse the lead and lose them!
WHY NOT FOLLOWING A STRATEGY IS SELFISH
When you don't follow a strategy, you sound selfish. Jumping off of the strategy, such as skipping over the big "WHY" with the lead, makes us sound selfish. Once you know their "why", you can get into a deeper discussion about what happens next. If you try to cut to the chase and skip over the reasons why they came to you, you can leave the lead reeling and confused. Determining their "WHY" humanizes the process so you're not jumping ahead in the process.
RECONNECT TO THE HUMANISTIC APPROACH OF A CONCIERGE BRINGS MORE OF WHAT YOU WANT
As you get better at sales, you get comfortable and that is a double-edged sword. Don't fall into the trap of over-confidence that leads you to abandon the strategy. Always be learning and reconnect to the humanistic approach first. The process is about the lead. Be their concierge -- treat every lead the same and it will bring better results across the board.
In this episode, We'll Cover: What Happens When We Cheat To Comfortable