Primary Behaviors Of Great Housing Consultants
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by Ken Corbin
During my career I’ve had the pleasure of working
“Best Of The Best” all have firms that work with
with and training over 2,000 housing professionals
their customers. It can be time consuming, but
in our industry. With that experience, I was able to
you’ll increase your sales dramatically if you
develop traits of the “Best Of The Best”.
(and your customer) have patience.
Here are some of the characteristics they all seem
to have in common:
Strong Work Ethic Do you have a systematic program every day when
Empathy Simply put, empathy is the ability to put yourself in the shoes of your customer. People buy from people they trust. I specifically recall one consultant telling me how she helps customers solve their problems by showing them how she’s helped past customers with the same issues. Think about this for a moment. Every customer who
you come to the office? In talking with housing consultants who consistently sell 100+ homes per year, they all have a strategy in place to start their day. Across the board, here’s what these top professionals do: 1. Arrive at the office a minimum of 45 minutes early to avoid distractions. (Many come in an hour or more before opening.)
visits your community or sales center has a problem.
2. Prepare for the day by reviewing all the day’s
It’s too big, too small, too expensive, they’re getting
activities in their CRM including appointments,
married, divorced, or having more children. Of course,
follow-up, quotes, closings, etc.
many of them also have credit issues. So, before trying to sell them a home, focus on building trust, comfort, and relationships. It will make working with your customer that much easier!
3. Respond to all social media and e-mails from the previous evening. 4. Post, or schedule posts for, all new social media pictures and video. »
By the way, are you working with a reputable credit repair company? Across the nation, the MHINSIDER.COM | 35
