Podcast Episode 15: Building Rapport and Understanding Client Needs
In most coaching sessions, I often emphasise the importance of considering the WIIFM factor. This concept is crucial because sometimes, we can get caught up talking about ourselves or our results, rather than focusing on what truly matters to our clients.
Whether you're prospecting, in a listing presentation, or overcoming objections, never lose sight of what's in it for your client. It's essential to highlight to them why your services or benefits are important to them, because ultimately, people's number one subject is themselves.
When clients want to sell their property, they're not just looking for a real estate agent; they're trying to solve a problem. They want to move on with their lives, whether it's downsizing or addressing financial concerns. By genuinely listening to their needs, you're better equipped to provide tailored solutions.
During listing presentations, remember that your job is not just to showcase your skills, but to understand what the client wants to achieve. It's about listening more than you talk, avoiding the trap of being a "talking head." Clients must feel heard and understood before they'll truly value your advice.
I've often found that missed opportunities in real estate stem from a lack of genuine connection. Clients choose other agents not necessarily because of qualifications or results, but because they felt a stronger connection elsewhere.
So, as you navigate client interactions, prioritise understanding their needs and building genuine connections. Authenticity is key; clients can tell when you're not being sincere. By doing so, you'll not only secure more listings but also foster long-lasting relationships built on trust and understanding.
Remember, it's not just about listing presentations—it's about finding out what the client wants so you can best help them. Stay tuned for more insights on keeping real estate simple, right here on the Michael Murray Podcast.