Are you not asking the questions you really want to know? Many agents shy away from asking their clients significant questions because they are fearful of what the answer might be. In this week’s Coaching On The Go I’ll share with you a new perspective on asking difficult questions, how to reframe your responses so you can uncover more and influence your clients decision by aligning with what is important to them.
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.
Why are we not bold enough or brave enough to ask the question that we are most wanting to know about?
Here is some context – In a recent coaching session an agent said to me that he was afraid to find out or ask his client whether or not they wanted a local agent, he was pitching on a piece of business that was out of his core area and thought the client may want someone who has listed and sold more in the area. When I asked him if he asked that question to his clients his reply was no, because what would he say if they replied they wanted a local agent.
This prompted me for this COTG, because the way I see it is that you are far better off knowing what your client is currently thinking of what they want and need. At least when you ask, you have the opportunity to show a different view and share different insights about how buyers actually look for property or what an out of area buyer might mean for their campaign. There is a huge amount of strategy that you can talk about when you actually know what the client might be thinking around they want or need.
I really encourage you to
go beyond what feels natural and go into that space where is feels uncomfortable,
because you are nervous they may say something that you don’t have the perfect answer for. When you at least know what your client is thinking, you can have a conversation about it and the answers will come to you. You don’t need to have a short sharp response. You just need to find out from them why it is important to them and what is it about that they think it will bring. If you can ask those questions and find out what they are thinking, you have a great change to share a different point of view, expand their thinking around it and influence their decision.
I am so passionate about helping agents have more of these powerful direct conversations that I am holding an upcoming FREE webinar on this topic, on Thursday 25th March at 10am (AEDT). If you know you shy away from having this type of conversation and you want to overcome and get better at it, then register here now. Let’s have a powerful time together and let me help you shift and develop your skills around powerful conversations like these.
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.