How to make ‘always be serving’ your new closing mantra

  • Building a service-oriented pipeline takes time, but it's a stronger referral source that lasts a lifetime.

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Are you an old-school prospector? You know, the kind who budgets a lot for advertising, tends to be a little pushy or aggressive and lives for cold calling? Not me! If you’re like me, the traditional way probably makes you feel a bit icky. If a sales pitch wouldn’t work on me, then I won’t use it on a prospect. I prefer the softer sell. The kind that attracts people to me instead of repelling them away. The best way to build a real estate business (or any business for that matter) is through relationship building. Building relationships with prospects on a solid ground of service creates loyalty and referrals. The downside of this type of prospecting is that it's more of a marathon than a sprint. It takes time to build these relationships and create a pipeline that is self-sufficient and doesn’t require at least some force-feeding. Service-oriented prospecting incorporates five elements. They are value-based marketing principles, service-oriented focal points, socia...