Merry Christmas! 🎅🏻
In the spirit of the season, and since I caught your curiosity with my catchy title, I won’t make you read this entire article before I reveal The Greatest Marketing Tool!
Here it is:
It’s how you interact with people.
You could spend tens of thousands on splashy advertising and not get nearly the same results as you can get from one single face-to-face interaction.
The face-to-face interaction is the most powerful form of advertising there is.
I’ll give an example in a minute about how you can make $100,000 or more, beginning with a single positive face-to-face interaction. But first, know this:
I’m an introvert. I’m seriously jealous of Expressive personality types, those who have a giant smile plastered to their face all the time, and who can seemingly strike up a conversation with anyone, anywhere, any time. 😁
I used to HATE doing Open Houses. I felt awkward and self-conscious and fake. 🥸
I had a hard time carrying on a conversation, and I wasn’t very successful at converting prospects to clients, or even getting their contact information.
I felt like a fish out of water, and I’m sure that’s the exact impression I gave people. 🐟
But I was committed to my new career, so I did a few different things that completely changed my attitude and results.
1. I turned myself into the Area Expert. This was far easier than it sounds, and it dramatically improved my confidence.
2. I studied personality styles, learning how to communicate better to different people in the style they preferred.
3. I learned about my own style’s strengths and weaknesses and how to access my less dominant traits, bringing them to the surface when needed.
I learned to enjoy doing Open Houses by making a game out of it. The game was to make a deep personal connection with as many people as possible and convert them from prospects to clients.
As difficult as this was before, it suddenly became easy! And get this… Fun!
I learned to enjoy my interactions with all different kinds of people, dramatically reducing my stress and becoming far more successful at the same time. 😎
It’s not to say there aren’t certain people who will always drive you crazy, no matter what. 🤯
But here’s a golden nugget of wisdom for you:
When you take the time to develop your interpersonal skills to ‘Expert’ status, you get to pick and choose the clients you enjoy the most.
In the latter half of my full-time Real Estate career, I only worked with people when there was a high degree of mutual respect, and genuine enjoyment of each other.
If you haven’t guessed it already, here’s how I turned a single interaction into $100,000 or more, numerous times.
In each case, it started by making a solid first impression at an Open House.
Referrals from referrals from referrals… 🤗
To me, doing Real Estate any other way just seems so darn hard.
I’m too lazy to do things the hard way.
This article was inspired by module #3 – The Open House Expert – part of the Agent Skills Master’s Program.
In the ‘Open House Expert’ module, I explain step-by-step how to build a reputation as a friendly, approachable, and knowledgeable Real Estate professional. It’s not as hard as might think to master the art of the face-to-face interaction, and easily and naturally obtain contact information from prospective clients.
Here’s another article inspired by the same module: The One Time You Should Door Knock
If you want to achieve massive success in Real Estate, make the decision to stop being ‘good enough” and do something about it.
Learning how to make the most of your Open House interactions is one way to differentiate yourself from the 99% of ‘good enough’ agents in your market.