Don't assume!
Today I want to talk to you about a very important topic and I try to repeat it whenever I can with my team, I mean: DO NOT ASSUME.
Sometimes we tend to assume a possible response from a prospect, and the reality is that most of the time we assume the negative side, and this happens on one hand because of the effect of fear of NO, it is usually scary to ask the prospect if he is interested in a more expensive property, bigger, in another location, etc. and because of the fear that he will say no, we do not ask him, but when you think about it coldly you realize that you have nothing to lose and a lot to gain, remember the phrase: we already have the no, but WHAT IF HE SAYS YES? again: you have a lot to gain and little to lose.
Another example is losing hope in following up with a prospect because they simply stopped responding, and the first thing you assume is that they have already bought another property, rented another property, or simply declined the search. Why do you assume? If I told you how many times I have recovered clients that I thought were lost, simply by always having a pipeline where I have the list of my prospects, in such a way that 1, 2 or 3 months later, when reviewing it, I see them all again and contact them again.
That is why it is vital to ALWAYS have a list of prospects. The best way is with a CRM that activates an alert at the time you consider so that it makes it more automatic. A few years ago we implemented the CRM, which gave us a great boost in efficiency and control of the executives, since if the appropriate follow-up is not given, it alerts the commercial manager, who decides whether to assign it to another executive.
In short, DO NOT ASSUME the loss of a prospect until there is confirmation that he or she has already purchased or rented another property or that he or she has declined the search. My style has always been to think: “As long as I don’t see my prospect’s commercial sign on the facade of the project across the street, I still have a chance to bring him or her here.”
Another delicate issue is the working conditions with a client, both the scope and the fees. Again, DO NOT ASSUME that the client is clear about how much you are going to charge, because it is very common to hear: “Oh, I thought it was $xx”, “Oh, I thought it was cheaper”, “I only pay xx%”, “My policy is to pay in xxx days”, etc.
As they say, once you receive the money, it hurts anyone to pay and many times it is simply that both parties ASSUMED the conditions from their convenience, so do not leave it to discretion, it is better NOT TO ASSUME and put the points in a simple agreement where the most important points are listed and you avoid many misunderstandings.
Thank you for reading me
– DrRoch
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