When you get a ‘brief’ from your client, do you take it at face value without testing it?
In this Coaching on the Go, I share with you the danger of accepting the status quo without getting below the surface and the disappointing trap that you can fall into!

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.

Today’s coaching message is this “Are you taking your client’s word at face value?”

What I mean is, are you following the brief when you hear a client say “don’t call me for three weeks” or “we’re good, leave it with us and we’ll get back to you” or whatever might be going on.

Dive Deeper

Do you dive deeper to find out if there’s anything else happening that might change that equation?

The reason I’m bringing this to you today is, I had a coaching session this morning and my client was so disappointed because he had been out to do an appraisal on a property about four weeks ago and the vendor at the time was saying “we’re not sure if we’re going to sell or lease the property out.”

My client went to do a sales appraisal and of course, took a property manager with him.
When he followed up and gave both appraisals the words from this perspective vendor were something along the lines of:

“Thanks so much, I really appreciate you coming over Cameron.
We’re not sure which way we’re going to go. We won’t know for a few weeks so just leave it with us and we’ll come back to you.
I’ve got to say we’re leaning towards leasing, so I’d say we won’t be selling the property.”

Cameron took that at face value and then what happened from there was lo and behold, literally a week ago it came up for sale. Online listed with somebody else.

And when I delved into it, I said how deep did you test what was going on and what the equation was in the balance between the advantages of selling and the advantages of leasing. Did you go deep enough into that and did you do any follow up at all?

And he said, “well no because he told me not to chase him and he would come back to me.”

He didn’t follow up. He took it at face value and he didn’t go deep enough.

Test what you hear

I want to encourage you please, please, please, always test what you hear whether it’s a buyer or vendor.

Whilst they might mean what they saying to you in the moment.

You’ve got to ensure that you know enough about it to understand if there could be an opportunity and should you just keep moving things forward and progressing them, rather than sit back and let somebody else come in and take the business.

Here are a few thoughts:

  • Are you following the brief?
  • Are you getting below the surface?
  • Are you going deep enough?
  • Are you challenging the status quo?

Thanks for tuning in and see you next time.

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.

Tags: challenging the status quoface valuefollowing the briefget below the surfacegoing deep enough with conversationsreal estate conversationstake at face valuetest what you hear
Caroline Bolderston

Caroline Bolderston

With over 17 years of industry experience Caroline has a track record of personal high performance and exceptional results. Taking her passion for Real Estate sales and her genuine interest in sharing her expertise to develop others, she was the creator of the Belle Property Academy which has delivered many $1M agents and high performing sales teams.