Nobel Peace Prize winner Daniel Kahneman once said, “People would rather do business with someone they like and trust rather than someone they don’t, even if the likable person is offering a lower-quality product at a higher price.”
This is true of a lot of different areas, and real estate is no exception. That’s why agents need to be authentic and go out of their way to make themselves likable—being likable is just as, if not more, important than having a top-quality product or service to offer.
To come off as likable to your clients, do your research before your meeting and be in the moment and truly listen as opposed to always thinking about what you’re going to say next. Be approachable and authentic; people can spot fakers from a mile away, and it can be off-putting. The goal isn’t to be a perfect agent—no one is—so if you dont have the answer to something, let them know and also admit when you’re wrong, and always strive to do better.
If you have any questions about how to improve your business and form lasting relationships with your clients, don’t hesitate to reach out to me. Until then, keep raising the bar in real estate!
Founder & CEO | Luxury Listing Specialist Designation (LUXE)
to see where Michael is speaking next or where his next LUXE class will be.