Matt and Garrett are diving deeper into the idea that your clients don't need you, they should want to work with you - because you can actually take this to the next level, and turn that "want" into a "need". Once you have established your expertise and given your client the best experience possible, clients will not only want to work with you, but they will recognize just how much they need you moving forward on all their real estate decisions.
Our hosts break down this cycle, and how the Ninja Process can help you become the person your clients just can't buy or sell their house without. They explain the importance of building relationships with your clients, getting to know them on a deeper level while maintaining professionalism, and understanding the reason why they are selling their home, rather than just the details of the house itself. Once you truly understand your clients' needs and put them first, they will go from not knowing they needed you in the first place, to wanting you, to finally feeling like they will always need you in their lives.
Share the ways you have managed to go from a need, to a want, back to a need again, by joining the growing Ninja Selling Podcast group on Facebook at www.facebook.com/groups/theninjasellingpodcast. You can also check out www.ninjaselling.com/events for information on events and open installations. And leave a voicemail with your direct feedback at 208 MY-NINJA.
Episode Highlights:
- Revisiting the idea of, 'They Don't Need You, They Should Want You'
- Recognizing that once people want you, they actually realize that they do need you because of the value you bring to their experience
- This often happens after the transaction has taken place - how can we help clients realize this earlier in the process?
- Ninja Process allows you to do this by creating communication, creating dialogue, identifying common interests, and focusing on clients' needs
- Turning yourself into the person clients must have in their life when they are making real estate decisions
- Putting other people's needs ahead of your own rather than searching for the next sale
- Need/Power Dynamic
- Getting to know your clients on a deeper level while maintaining a professional relationship
- Transition from wanting to work with someone to truly needing them
- Asking clients what their home means to them, and learning what's important to them so you can do the best job
- How soon to start the process of building relationships and asking deeper questions
- Understanding why a client wants to buy or sell, not just the details of the home
- Similarities to Matt and Garrett's approach to coaching - taking the time up front to really get to know who that person is
- This can be applied to every profession and relationship
Quotes:
"That want starts to turn back into a need… I cannot do it without you. I need you."
"They don't need you, they should want you. And now that they want you, they're going to recognize that they need you."
"It takes that progression of, I didn't know I needed it, and then all of a sudden, it's like, Oh, I want it. And then it's like, Now my life will always have that in it. I will always have this item, or this thing, or this person in my life moving forward because now I need it."
"We don't necessarily recognize that need until we've used the product or service, and we go back and say, This has really enhanced my experience, my life, whatever it might be. And that's when we recognize, I wouldn't have this experience, I wouldn't be where I am if it weren't for that. And therefore, I did need it."
"Look at some of the stories and testimonials that agents get after the transaction, when there's reflection and the clients go, Man, Garrett, we couldn't have done this without you. I didn't even recognize it until we were signing the papers, and it all started to come to me...without you, this wouldn't be possible."
"This is why the Ninja Process works so well, because it starts with getting to know these people."
"What you described is basically releasing a focus on the transaction… As soon as you take that away from yourself and say, It doesn't matter to me whether this transaction goes through or not, as long as it's the best thing for my clients, all of a sudden you no longer need that deal, which shifts the power in your favor."
"If you don't get attached to the outcome, then you have a lot of power in negotiations, in conversations, in relationships. And all of a sudden, people start to feel like they need you."
"If you really get good at figuring out these people on a very deep level, that's the thing that will turn you from the, I want this agent, to, I need this agent in my life. And it's just a layer of going deeper of understanding, that a lot of people kind of skip over."
"It's the nuances and the conversations that you have with a professional service advisor that make the difference. It's not necessarily just the result of what you get at the end of the day."
"The one question that I always go to, which I think is great and can work in any sales situation, is, What does this mean to you? What does this home mean to you? What does this transaction mean to you? What does this car mean to you? Then listen."
"That's what my house means to me. If somebody can pull that out of me and understand, This is what I'm selling, This is what I'm leaving behind right now… That's that piece that's going to make me say, Okay, this person - if I'm going to go and sell my house, I need them in my life because they understand me, they understand what I'm selling, they understand this much bigger picture than the house."
"To go from that not needing, to wanting, to back to needing, so many people don't understand that this is actually the heart of where it comes from."
"Professional relationship involves relationship - it's not just, I'm going to do this service for you and see you later."
"I think it starts right at the moment that they say, We're thinking about buying or selling… I now get this chance to learn everything if I want to ask the right questions."
"It's so not the nuts and bolts - it is a much greater picture of Who Are You?"
"Everybody's going to have their own unique method and process for this."
"This works in all scenarios, all places."
Links:
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Garrett
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Matt
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@matthewjbonelli