Agent Academy: Make these small changes to reach the BIG Picture
I like to think of these steps as micro-commitments.
An example of a micro-commitment could be the lender. If a new client talks to you and they say they already have a lender, still have them talk to your lender. This is not just about double checking if they are qualified, but they are making a micro-commitment to you when they speak to your lender.
If you can get them to take your instruction and get into the habit of listening to what you are going to advise them on then, they are growing into a deeper relationship with you to take your advice.
Do you meet your clients at the house you are showing them, or do you have them drive in the same car as you? Having them with you makes a difference. Why? Because when you are spending that time together, they are listening to you and your advice and the relationship is growing.
If they are making these micro-commitments to you and they don’t go on the next appointment with you, cognitive dissonance will then set in. This means that their actions are not following their beliefs. Dissonance will create a negative feeling.
By nature, you want to avoid dissonance, and you will naturally progress down the path that your beliefs system what’s you to take.
Moving forward stop focusing on, “Can I get them to buy a house?” when you first meet them. Start focusing on how you can get them to make a micro-commitment to do business with you.
Examples of micro-commitments
- Come in for the next consultation
- Talk to your lender
- Get in the car with you
- Leaving you feedback
Also, what you say at the end of your appointments is extremely important!
It should never be, “It was great showing you some homes I will talk to you soon.”
It should always be something like, “Here’s what we learned and how does Wednesday at 1 o’clock sound? I will have 2 new homes to show you.” Can you get them to commit to the next meeting?
If you do what I am suggesting and can get them to make these micro-commitments, you are then leading them down the path of internal decision making, and they will be committed to you.
Think about this and start getting them to make these small commitments because they will lead to the big picture. If they feel all you want is the big picture you will be dead in the water.
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