WORdS OF WISdOm FROm ThE kING OF POP ON WINNING clIENTS OvER EvERY TImE!you were talking to someone and they never looked you in the
eyes? It would definitely make me feel uncomfortable, and I
would start to wonder what is this person so nervous about? As
simple as this may seem, it is a social skill a lot of people strug-
gle with! Good eye contact develops a more personable and sin-
cere connection. It also let’s them know you are not thinking
about anything else but their happiness.- Build Rapport - Transition to a place of trust and comfort;
people work with people they like. You want your client to ex-
perience the value in what you have to give. You want to create
loyalty for life. Your clients will buy on how they feel with you
assisting them. Show you care about how they feel. - Believe - Believe in what you are selling. Believe in what you
are doing. Be inspired and let them know you are inspired. Sell
what you believe in and are inspired to sell! This will make you
trustworthy and authentic. So many people today are lost and it
shows. If you don’t believe in your work, you will never excel. - Be prepared - To gain your clients confidence, it is important
that you have done your homework. Show them you are com-
petent and knowledgeable. In the end, you will always get the
largest percentage of business from repeat customers, so you
want to build those lasting relationships. The main key to your
success is your integrity and how you treat your clients. A pre-
pared professional will ALWAYS outsell someone who is just
‘winging’ it.
Back to my brush with destiny, Michael did make an offer on Tyecliffe,
but it was a period in his life, where his cash was tied up, so he made an
offer as a lease purchase.
In the end, the sellers decided to go another way, one that resulted in a
sale, not a lease. But that is not what I focus on with this story. I focus on
the fact that my ability to connect with clients resulted in an offer most
realtors dream of but never get – an offer from an icon.
Sadly today, we no longer have Tyecliffe, which was bulldozed by the
last buyer, and we no longer have Michael. On June 25, 2009 Michael
Jackson died at the age of 50.