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Uncategorized | 141 Posts
July
15
15
Mind Your Feelings
In real estate (much as in life) we have little control over what happens to us. However, we do have 100% control over HOW we react to what happens.
It's important for all of us to remember to look at all these recent NAR changes from the consumer's point of view right now. We need to get out of our own heads and put ourselves in our clients' shoes. They haven't been thinking about this for the last 6-8 months. Heck, they don't even really understand the changes that are taking place. They need us to be able to give them the basics, and that's all they need. For us, we've had to time to get irritated, frustrated maybe even mad. Be sure to mind communication of your personal feelings about what's going on with the lawsuits and the market. Our clients can feel our feelings. Even if it's subconscious, they can read it emotionally, even. If it's heavy for us personally, our clients will feel that we need to "lighten up".
Let's be honest: We are not experiencing that big of a change. Everything's going to be okay! Please remember, we cannot let our clients feel what we've been feeling about the industry. They need to be relaxed. This is an exciting time for them, buying a home. Most of them buy from emotion and our emotions will permeate into their emotions.
One way to get rid of anxiety or stress you may be feeling is to focus on someone else; that's what we need to do right now. In fact, that's what we need to do all the time - to shift your focus to the client and to what they're going through. This is an exciting moment for them! You know that sellers are divesting, and buyers are investing, so think back to when you bought your first house. Remember it? It was exciting!
Go read all your positive reviews today in your company provided Testimonial Tree account. Call former clients and talk to them. Talk to a family member who's bought a house and relive the excitement they felt, the nervous energy of buying a house. We need to focus on them, not us. When you do, the cloud of heavy anxiety that's been covering our industry will disappear from you.
Remember that sales are all about interaction. Relationships are a transference of energy, and positive energy transfers to the other person. Your positive energy transfers to the other person. If you're negative, they'll feel it too.
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