©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 8th November 2010  

Be convinced, then convincing!

Sarah was another sales person facing the challenges of the current real estate market. Whilst her manager was continuing to pressure her to collect marketing investments from her sellers she was reluctant to ask for it.

"Why?" we asked.

"Because I might miss the listing as some of my competitors are offering to pay or rebate the marketing when the property sells," was her response.

"Really??? Tell me, would YOU invest in the marketing of your own home if you were selling it?"     

Her hesitation was enough. Of course she wouldn't!

"Why not?' we asked.

"Well I'm not convinced it's necessary and it's quite a commitment," was her response.

"I think it's actually the commitment to sell as you don't want to waste your marketing money. You will feel like you now have to sell it! Tell me, what are you risking if your home is not marketed strongly?"

Together we made a list of the "Sellers Risks" if the property was not marketed properly. Suddenly Sarah saw the point. She was convinced. Last week her new listing arrived with a cheque from the seller for marketing. 

"I was only convincing with my seller because I was convinced," Sarah explained.

Sarah suddenly realised how powerful her conviction was because she REALLY BELIEVED  in marketing now! 

The new listing you are chasing. That Listing that remains unsold, that buyer that won't commit. In each case what do you have to be convinced about to be convincing with your clients to achieve a result?   

Quote for the Week

      "It's not what happens to you, but how you react to it that matters."

Epictetus (55 - 135) Greek Philosopher

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Have an awesome week