Over my many years in business, I’ve come to learn that asking people what they really think can make a big difference when it comes to gaining insight and growing your business. There are some people who miss out on opportunities because they’re afraid to become vulnerable and ask, “Hey, what do you really think here? What’s your honest feedback?”
Building Rapport
I can think of times when I’m sitting with a motivated seller having a discussion. It’s not just me giving a presentation in an effort to get a good deal. It’s more about building rapport, gaining an authentic connection with the seller, and seeing how I can best help them get out of their housing issue they’re facing in a way that benefits both of us.
And, when I heartfully ask, “What do you think?”, I notice people let down their guard some and become more willing to open up. Why? They’re in the presence of someone who is willing to hear them. Someone who is willing to let them be themselves and share from their heart.
It’s in these moments that I’m able to gain some solid insight about their current dilemma and get information that helps me ascertain whether we’re headed in the direction that I can work with.
The Power Of Connection
As you go about meeting potential clients or networking peers, start asking the question, “What do you really think?” more often. And while you’re asking this question, look them straight in the eyes. Try to get below the surface level and then let them share openly without attaching judgment to what they’re saying. When you can do this, you’re creating a powerful connection with them, and that connection can be the difference between working with them or not. Let’s not be so naïve as to think that meaningful, authentic connections don’t matter, because they do.
People Want To Be Heard
The reality is that people want to be heard, especially when they’re facing something like foreclosure, relocation, getting laid off from a job, divorce, illness, and other serious issues homeowners may face. By you asking them what they really think or what’s really going on with them, they’re more likely to feel seen and heard. They’re more likely to feel as if you really do care about them and their housing situation, rather than you just hungry for another real estate deal.
We’re in the business of helping homeowners get out from under a distressing housing situation. We know this, but there are plenty of skeptics out there thinking you’re just another money hungry investor. Therefore, be prepared to connect with them at a deeper level than most. Be prepared to sit with them, build rapport, let them share their story, present your solution, make eye contact, and then authentically ask, “Tell me, Mr. Motivated Seller, what do you really think?”
You’ll be surprised at what else they’ll be willing to share.
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