I recently wrote a letter of recommendation addressed to the admissions board of an institution of higher learning. Of all the recommendations letters read by the admission officials one letter will be so outstanding (unconventional use) it will not leave their thoughts. I advised the benefactor, "The letters purpose is to compel the reader to ask you these two questions.." Equipped properly the benefactor was well prepared when those two questions were asked.
My point is skilled communication DID produce EXACTLY the results intended.
If asked, "Why should I choose you?".....I can suggest how I got into their presence in the first place.
it is because I know communication....how to reach them, how to reach the people they want, how to bring the business to them as opposed to waiting in the hope business comes. YOU called me because what you read resonated with what you know you need. And you did do what I wanted you to do.
The same will be true regarding the buyer for your home. Being here today I have demonstrated the effectiveness of what I do for a living. 30 minutes from now you will want to get started but will remember the only question left to ask, and as important as it seem now, it really won't matter. Shall I get started?
30 minutes later, the last and insignificant, irrelevant question will be , "What are your fees?" I open the folded paper and show them their question.
If you understand what happened in all those situations you will see the turning towards their need and away from their fear. Away from adversary to communion. From doubt to trust.
Opposition REQUIRES resistance! Don't take the bait and get trapped.
Oh, those two questions for which the benefactor was prepared?
1. Do whispers still guide you?
2. Share with me the greater purpose?
Image the image created to keep those questions alive in the mind of the official. The outcome is the beneficiary has dictated the context of the interview for the purpose of their intent, to reveal those of vision are a asset for ANY institution.
Best of success to you,
Annette Lawrence, Broker/Associate
Remax Realtec Group
Palm Harbor, FL
Real Estate Made EZ