“I define connection as the energy that exists between people when they feel seen, heard, and valued; when they can give and receive without judgment; and when they derive sustenance and strength from the relationship.” – Dr. Brene Brown
Dr. Brene Brown’s quote above reminds us of the importance of building meaningful relationships in all aspects of life, including prospecting. As a salesperson, it’s easy to get caught up in the numbers game and forget that each lead represents a person with unique needs, wants, and desires.
Smart prospecting involves not only identifying potential customers but also taking the time to understand their needs and goals. By creating a connection with prospects, you can build trust and establish a foundation for a long-term business relationship.
Some questions think about:
- Have you sold a property before? If so, what did you learn from that experience?
- Are there any particular challenges you anticipate in the selling process?
- Are there any specific terms or conditions that are important to you in the selling process, such as closing costs or contingencies?
- Are there any other factors that are important to you in selecting an agent to represent you in the selling process?
To help develop your skills in building connections and relationships, I recommend two of Dr. Brown’s books: “Daring Greatly” and “Braving the Wilderness.” Both books explore the importance of vulnerability, courage, and empathy in fostering meaningful connections.
“Daring Greatly” emphasizes the power of vulnerability in building strong relationships, whether in business or personal life. Dr. Brown argues that showing vulnerability can help you connect with others on a deeper level and establish trust.
“Braving the Wilderness” focuses on the importance of belonging and connection. Dr. Brown challenges us to embrace our differences and show empathy towards others, even if we disagree with them. By creating a sense of belonging, we can build stronger and more meaningful relationships.
Smart prospecting requires more than just identifying potential customers. It involves creating meaningful connections and relationships with them. By applying Dr. Brene Brown’s insights and principles, we can develop a growth mindset and foster a sense of connection and community in our prospecting efforts.
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