Adjust Your Mindset, Increase Your Influence, And Sell More Homes

Here are a few ways you can adjust your mindset and increase your influence: 

•    Be genuinely interested in other people: The only way to make genuine and long-lasting connections is to be genuinely interested in other people and their interests. In his famous book, How To Win Friends And Influence People, Dale Carnegie wrote, "You can make more friends in two months by being interested in them, than in two years by making them interested in you."

•    You’re not selling, you’re helping: When you make a sell all about you, by focusing on money or what you’ll get out of the process, it will be felt by your client. That feeling will not be a positive one. Remember the words from one of the greatest salespeople of all time, Zig Ziglar: “Stop selling and start helping.” This subtle shift in mindset will have a huge impact on your career.

•    Have confidence in yourself: If you aren’t confident in your abilities and the services you offer, your clients
won’t have confidence in you. You’ve trained, worked hard, and you’re a professional. You’ve got this.

•    Be a good listener: It’s common for people to listen only so they can reply. Stand out from others by being a good listener. Hear and care about the concerns and desires of your clients and they will never forget you.

•    Talk about the wants and needs of your client: When your conversation is centered around the wants and needs of your client, they will feel valued. They will know that you care and that you really listened to them. When you make someone feel valued, they will value you as well.

•    Surrender your need to be right: There are two significant desires that all humans share, and those are the desire for acceptance and approval. If you disagree with something a client shares, be cautious about how you respond. If you respond in a way that makes them feel wrong, or that you disapprove of them, you will alienate them. This doesn’t mean you walk through life as a pushover, but within the context of
selling a home, the conversation should center around the needs of your client.
It’s about creating an environment built on resolution rather than on conflict.

Understanding and applying these principles will create positive
outcomes for you, both personally and professionally. Connections with others will
happen quicker and be more genuine. You will become a positive influence in the
lives of others. Your clients will develop a deeper trust for you and your
abilities, resulting in even more sales.

Influence isn’t about tricks and gimmicks. It isn’t even about
making more sales, though that will be a natural byproduct. In other words,
influence isn’t tactical, but rather a natural expression and outgrowth of your
character as a person. Great real estate agents influence others because they
care about their clients. That care translates into trust, and trust is the
foundation of influence.

How can you adjust your mindset to increase your influence?

In what ways has your ability to influence others affected your career?