Commitment to the Game

A lot of agents simply don’t know what it is that they’re doing, or why. Today in my Coaching Tip I’m going to show you how to make that commitment to the game by helping you understand that it’s not just about making calls; it’s about providing a high level of service to every one of your clients.

There’s nothing like the power of routine to help you provide the great service experience that is critically important to your customers. If all you’re thinking about is that you have to make all of these calls and connections and appointments then you’re missing the point. It’s about creating touch points where the consumer gets involved with you, like online inquiries, phone calls about properties and prices, private appointments, and open for inspections.

Agents who are best at the game are good at the basics. It’s the way we treat the customer on the day of the auction, going to meet them at a market appraisal, and then following up with them. You can’t resent getting on the phones because rejection is unpleasant and you don’t know what to do if they ask a question you don’t know how to answer.

Remember the customer is human just like you, and they have the same issues you have. It’s their level of dissatisfaction plus a vision for where they want to go that’s really going to drive their decision to go to market. Ask the right questions, learn what their dissatisfactions and visions are, and then you can give them the drive to take their first steps toward making a move.

Your commitment to the game includes a willingness to be driven yourself. You need energy and discipline in all areas of your life. Build routines, use forms and checklists, and always deliver a high-quality customer service experience. That’s how you get to charge the fees that you’re worth.

I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.