Today I had what I would expect is a common challenge most business owners in real estate fact often, that challenge was the matter of timing. We have all heard the phrase “timing is everything” and I would agree that timing is the most important business force surmounting any other.
The client that I had a booked meeting with, albeit several days ago by the team – which in today’s faced paced real estate market might as well have been a lifetime ago …. had already bought a house. Now, this could result in frustration, anger, resentment, or many other colorful emotions and expletive language to go along with it! (the mental battle was touch and go for a few minutes there)
A better tactic is to ask yourself “self…what am I meant to LEARN from this experience?” Which was what I did to analyze the chain of events that lead to the outcome I didn’t want because if you constantly focus on what you don’t want you tend to get more of that.
Looking back through the booking process, sending the calendar invite (not accepted but that’s common), sending the zoom invite, text message the invite to be sure they got it, then as is my custom – the phone call 15-30 minutes beforehand to confirm they have it all and will by by the computer and not driving or walking the dog so I can garner their full attention to the meeting. I did not see many improvements that could be made in the system, other than calling the day before on a holiday weekend to ensure the meeting time still works.
Then I thought a bit harder, and I was reminded of the fundamental truths of sales: it could have just been the timing or motivation of the prospect. In this case the motivation was there clearly – just not the timing of our sales presentation. That is something that no salesperson or staff member can change. If someone does not have the problem your product solves or they have said problem and are unmotivated to solve it, you could have the cure for cancer and they will not pay attention let alone pay for that product or service!
Whether your business is in real estate investing, rocket ship repair, forestry, or IT timing and motivation is something you need to explore/ nail down/work within or you will have a real task on your hands wasting cycles attempting to convert those who are not in the end of the buying journey.
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To your success,
-Respect The Hustle