Respecting Prospect Decisions
11 Apr
What I feel the plagues our Real Estate Industry is the lack of trust that the public has of REALTORS®. I believe that Seth Godin's Blog entitled Why lie? describes why there is no trust between the public and REALTORS®. As salespeople, REALTORS® question the judgment of the prospect.
I know I am guilty. In weak moments, I questioned the judgement of prospects. You know what happened when I committed this human mistake? Every single time I have lost them as clients.
Each person, couple, situation, and transaction is different. You can draw on experiences from previous situations and transactions to help you adapt; but, sometimes you need to lose a client to understand how to make yourself better as a REALTOR®. It is sometimes not your experience that the public is after. It is the fact that the prospect sees you as a trustworthy source.
You cannot control the prospects perceptions, analysis, or logic. You can respect and believe that the prospect is making a decision that make sense to them.
Yes, it hurts that people do not see you as a trustworthy resource. But if you have a supportive system to help you get through it, you will realize that this was a business decision and then you can find the respect needed to acknowledge this decision.
