Commitment Starts With A Mindset & Leads To New BusinessCommitment: bound to a course of actionto bring about desired resultsIt's important to make commitments--they are like promises. But it's the actions you take that bring about the results that you desire. To keep your promise, the concepts of ‘trying’ and ‘giving it your best shot’ are irrelevant: because they simply do not exist. Based on a passionate dedication to achieving your goals, a mindset about keeping promises is more than self-discipline. It’s a built-in behavior, a way of being in the world. “...Doing Everything I Can..." Rosemary
Donnelly, Sales Representative with Sutton-Granite
Hill Realty Inc. in Toronto, knows the value of looking after clients:“Once
I take a
listing, I am committed to doing everything that I can to promote the
property and get the best possible price for my clients.
“I also have a commitment to myself to do the best work possible for my clients. This means continuing to learn more so that I can better serve my clients. “This approach has been very effective in attracting new clients. A few years ago, I got a call from a client who wanted me to lease his loft, while he was working abroad for a year. "Although there would have been a lot of work for a relatively low commission, because of my relationship with the client, and the service that goes with it, I agreed to help him. “After visiting the loft, one prospect decided that it was not right for him, but asked if I knew of any others. So I showed him several, one of which he leased it for a year. “Towards the end of the year, he called me back and said that he was ready to buy and wanted me to help him. I showed him several places, before he settled on the one that he bought. “About two years later, he called again, and told me that he had been made a partner in his law firm and wanted a larger loft in the same building. Once again, we looked at several properties. “When he found the property he wanted, he bought it and we sold his other place, for $100,000 more than he had paid for it, two years before. “Helping the client who wanted to lease his loft allowed me to connect with a prospective client whom I helped on four transactions. He has also referred several other clients to me. “Commitment to clients starts with a proper mindset; it also leads to new business.” This example also illustrates the the concepts of lifetime value and client pipeline. Top The Ultimate Competitive AdvantageKeeping your promise means always doing what you say you are going to do, when you say you are going to do it. This is the best, if not the only, approach to ensuring that you will bring about the results that you want.Unfortunately this straightforward approach is ignored more often than it is honored. How many times has some one told you that she will call you but she never does? Or how much of your time has been wasted waiting for the person who never does anything when he says he will? Clients appreciate agents who consistently do what they say they are going to do, when they say they are going to do it. The ultimate competitive advantage is consistently doing what you say you are going to do, when you say you are going to do it. This will help distinguish you from other agents whose client-commitments disappear as soon as a new crisis or opportunity arises. Keeping your promises will also make it easier for you to attract prospects and generate referrals from satisfied clients. Top Commit To Taking ActionSimply committing to clients achieves little apart from good feelings.By definition, the term means being bound to a course of action to bring about desired results. In other words being committed--to some one or something--is all about taking actions to achieve results. For example, Rosemary Donnelly's this means “...doing
everything that I can [course
of action] to promote
the property and get the best possible
price for my clients
[desired results]”
It's your actions that give life and add meaning to these commitments. To survive the current economic downturn, it is even more important that you continue to take the necessary actions to achieve your desired results. Revise your marketing plan to reflect the current economic realities. Planning Tools for Your Marketing Plan is a new e-book that contains planning tools to help you survive the economic downturn...and ultimately achieve the results you desire. Top
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