Most Realtors aren't asking the right question when it comes to getting more business in today's tough market.

Of all the people you've talked to this week, how many have you made feel like they should give you their business? In other words, a lot of times we can be so busy talking about what we've done, and are going to do for people, that we lose track of first creating an environment where this prospect (or Referral Partner) actually wants to work with us, or pass referrals in our direction. And when you think about it, that makes sense.

Because make no mistake about it: There are plenty of choices out there for people looking to buy a home. And if we accept the fact that you're not the only Agent this person is talking to, then getting them to feel like they want to work with you is absolutely crucial to closing the sale.

I'm talking about things like:

Do they feel comfortable with your expertise in the area?

Are they confident that you'll do what you said you do?

Do they feel "listened to", even though they might be asking "stupid" questions?

How confident are they that you'll take care of them even after the sale?

All of this comes together to create a general "feel," or "vibe" someone has about working with you. And the more positive you can make that initial feeling, the more likely you are to close the deal.

So what can you do to generate the right "feel"? Well, you'll first want to make sure that you always "Do What You Said You Would Do." That means sending out an email, returning phone calls in a timely fashion and showing up to meetings on time. A lot of times we can be so busy doing so many other things, that some of the "little stuff" can fall through the cracks.

And while that's fine every once in awhile with people who know you, it's an absolute killer during the introductory stages with a potential client.

I personally keep a small notepad on me at all times, and jot down little follow up items I need to take care of when I get back to the office. Things like, "send fax to Dawn" or "email document to Jimmy" all make the list.

That way when I get back to the office, I've got everything I need in one place (a small notebook), and don't have to worry about chasing around a bunch of sticky notes, or worse yet, letting something slip through the cracks.

Secondly, go out of your way to position yourself as a problem solver. In other words, if someone says they're interviewing several Realtors®, and they'd like to talk to you about the possibility of working together, go out of your way to understand their situation and add value where you can.

As an example, instead of just going to the house and answering question after question about your credentials, have a few of your own that get at their situation and what they're trying to do. Questions like:

·         What made you decide to move,

·         What do you like about this house that you'd like to see in your next home, and

·         On a scale of 1-10, how important are the following areas in your next home: Proximity to work, size of yard, quality of school systems, and the amount of work you'll have to do on it after you buy.

All of these are things that other Agents might not be asking, and shows the prospect that you're already thinking ahead. What you really want is the prospect to think, "Wow! I never thought about that before. If John is already working this hard for us now - without even having a contract - then imagine what he'll do when he's actually putting his mind to it." And they'll think that not because you dazzled them with all of your credentials, but because you created an environment where they felt comfortable in trusting you with their largest personal asset. Which obviously means more business for you.

You'll also want to take the time to listen to their situation - even if you think you've "heard it before".

A lot of times we'll be in such a hurry to show prospects how smart we are, that we forget to take a breath and actually let them get the words out on what they potentially need or want from an Agent.

However, by taking the time to listen to their situation, you're showing that you really do understand where they're coming from, and are in the best position to help them move forward. (Get it? "Move" forward?)