©Copyright 2010 Ian Keightley. All rights reserved. Feel free to forward and distribute but copyright is retained.

Hi  and welcome to my Weekly Insight for Monday 15th  February 2010

The power of grace 

In recent weeks and days I have witnessed the power of grace. We live in a competitve world and real estate appears particularly competitve today.

It's great to go to battle to win a listing or make a sale. Using all your skills and resources to win a listing over a competitor. What you need to realise is that many of your competitors have skills too. This is motivating and challenging and makes you examine your skills, approach, resources and values. I often come across clients who are stressed by the pressure placed on them by competing agents and likewise agents who are stressed by the challenge of the battle.

Maintaining one's sense of grace, not running down your competition, not over-stating your achievements or market-share, not attacking competing personalities, are all vital in the heat of battle. The temptation to "push" for the business compromises these points and clients see them for what they are. 

Recently we have won business because we did not lose our grace. One of our competitors didn't either. In fact they congratulated us and maintained the friendship and professional respect. 

Whenever you lose in a fair battle have the grace to wish your client well. How they talk about you is as important as the clients you suceeded with. Your competitor will be in the next battle too and accept the challenge - up-grade your skills, be more resourceful, and show more grace on the way through the battle.        

                   Quote for the Week

"Personality can open doors, but only character can keep them open"
Elmer G Letterman
 
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Go to www.salescoach.co.nz or call me for more information on 021 968 108 or ask for samples by e-mailing me: ian@salescoach.co.nz