There is a fine line between being nice and too nice! Holding back and being flakey around what you recommend or what your client needs to do next is ABSOLUTELY holding you back. Authority, clarity, and direction is the name of the game if you want clients to feel certainty and confidence in moving ahead with you.
Click to watch the video (or simply read the transcript) below to learn more.
Here is another Coaching on the Go Moment from real estate coach Caroline Bolderston.
I’ve had several comments over the last week and in fact just five minutes ago I had another one from an agent who asked me this question:
“Maybe I’m just too nice, am I too nice for this business?”
Are you reluctant to have a particular conversation?
Underneath all of this is the fact that many agents often have a reluctance to have a particular conversation or are unable to follow up and close an opportunity.
Agents often say to me:
“I don’t want to be pushy” or “I don’t want to be perceived as that kind of typical real estate agent.”
I can promise you one thing.
It is possible to be too nice and that is a distinctive difference from being a nice person and also being really great at what you do. I can assure you it is possible to have the combination.
You can be a nice person and give clear guidance!
Most clients who are buyers or sellers that are making a listing decision are looking for an agent who is absolutely a nice person and someone who can also bring to the table clarity, direction, authority.
They don’t want an agent who holds back, that’s too flexible, too accommodating or too compromising.
They are looking for an agent who will say quite literally:
“In terms of where you want to be or what you want to achieve from my perspective, my guidance would be that we need to take care of these three things next” and run through them.
Simply say to a buyer “for you to move forward on this property here’s what you need to do” And give them very clear guidance.
There is no time in this marketplace for you to be vague or for you to be playing nice.
Do you bring authority, clear clarity and guidance?
You need to bring to the table absolute authority and clear clarity and guidance.
I can assure you that is what people want. I hear it all the time from friends, family members, people I even work with who are not in the industry. They tell me what it was that made them choose the agent that they wanted to work with.
Take a look at how you’re approaching these conversations and if you are being too nice.
It’s time to get serious, get focused and deliver that intention with your next conversations.
If you have a genuine desire to serve your clients, work hard and become the best you can be – contact me via the section below to discuss how coaching can work for you.
