Do you recall the god of love, Cupid?
This well-known cherub, often the symbol of Valentine’s Day, carries a bow and arrow and shoots into the heart of his victim, who is then believed to fall in love with the next person they see. What you might not know from Greek mythology is that Cupid isn’t shooting love into people’s hearts, he is actually creating a wound that makes them recognize that they are in pain.
Then when they meet someone who meets their needs and heals their pain, they equate that person to the answer to their pain and fall in love.
Think of how many people fall in love with their doctor or nurse. When you know you are in pain and need help, it is much easier to fall in love with the person who helps you at that moment!
If you want to know HOW to make your potential clients fall in love with you immediately, take a que from history and start with their pain.
But how will you know their pain if you go into your first sales presentation taking charge and telling them all about yourself and how great you are? I see many Agents take an old-school binder to a presentation and go through page by page – ‘Here I am, I am great and will sell your home! This is the company I work for, they are number one and their brand will help sell your home….”
It doesn’t matter how great you think you are, what matters is if the clients feel that you can help them. Every client has their unique needs and fears. Maybe they have had lots of idiot agents in the past and are thinking of selling on their own. Maybe they are worried that they won’t be able to sell in time to move to another city and start a job. It could be that the husband and wife aren’t really on the same page and need some help in bridging the gap.
You won’t know until you ask.
I always suggest starting your first meeting with something like, “How can I help you?” and then shut up! Let them share their hearts and thoughts so that you can meet their pain like a knight in shining armor!
Then they will fall in love with you.