Do you ever meet people for the first time, hit it off immediately, and easily convert them to a client without even trying?
It happens to ALL of us, sometimes. We happen to meet a kindred spirit, and we hit it off. There’s no actual skill to it.
The skill comes in learning how to make these positive, honest connections more frequently with all different people, not just those we naturally connect with.
I say ‘honest’ connections because learning to adapt your personality is not about faking it. On the contrary, it’s about delving deeper into your true self and allowing some of your less dominant personality traits to come to the surface.
Far from fakery, this is an enlightening experience that expands your personality and makes you more attractive to others, while remaining completely true to yourself.
You’ll probably like yourself more, too! 🤗
If you’ve ever wondered why certain agents seem to attract new clients practically at will, this is why. They’re just darn good at making personal connections. This valuable skill comes more naturally to some than others, but it’s a skill nonetheless, and all skills can be learned.
It’s impossible to dive deep on such a massively important topic within the confines of a two-minute blog post, but here are a few hints:
1. If you’re dealing with a Driver, and you’re not prompt, prepared, and straight-to-the-point, you will fail to make a connection.
2. If you’re dealing with an Analytical and you speak loudly and fast-paced, you will fail to make a connection.
3. If you’re dealing with an Amiable, and you’re all business, and you don’t take the time to get to know them on a personal level, you will fail to make a connection.
4. If you’re dealing with an Expressive, and you’re slow-paced and quiet, you will fail to make a connection.
These four points touch on the critically important topic of Communication Styles (module 7 in the Agent Skills Master’s Program).
In addition to learning more about Communication Styles, you also need to develop the correct balance of the four key attributes for REALTORS® – professionalism, confidence, authenticity, and friendliness – as taught in module 6 (Relationship Selling).
Then, there’s The Follow-Up (module 4). Many agents are great at making a positive initial impression, but they drop the ball with The Follow-Up. What about you?
The Easy-Cool Method
The Easy-Cool Method utilizes all the skills above (and many others) to make honest, positive connections to a much wider scope of different people, more often and with far greater ease. When you have the right skills, making personal connections just comes naturally.
This is the same with all skills. Once you have them, you will reach a point of enlightenment where you use those skills without having to think about them, as if you’ve always had them.
As I discussed three weeks ago in Tiny Steps, you just need to take a first step. That could be taking the plunge and signing up for the Agent Skills Master’s Program, or taking a different course, or reading a book, or whatever.
Next week I’ll talk about using the Easy-Cool Method in a specific situation – gathering contact information at an Open House.
