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Ask clients why they chose you, then ask a follow-up question about the specific strength they mention. Their answer shows you what actually matters to them, which you can use to sharpen your marketing and remember why you do this work.
Ask clients why they chose you, then ask a follow-up question about the specific strength they mention. Their answer shows you what actually matters to them, which you can use to sharpen your marketing and remember why you do this work.
You're going to ask them, I need help from you, please. Now, you know what people love? Oh, everybody loves to be an expert. So now you're allowing them to be the expert. Their ears are perked up and they are all in, and they're all going to say, I'll be glad to help. And you say, here's what I need. I need you to help me explain what makes me different than all the other realtors, mortgage lenders, clothing boutiques out here in the market. I know a lot of things, but I want to hear from you. Why did you pick me? Why do you talk to me? Why do you ask me your questions? And then the second part of this is this. You got to shut up. You got to get quiet. Don't give them reasons. Let them think and process and talk. Now, they might spit out that you are knowledgeable. They might spit out that you listened really well. They might say they liked your marketing. And then I want you to do the most important thing you can do, which is be curious and ask one more question. So let's just say, for example, you talk to your last seller and he said, I picked you because you're knowledgeable. You're going to ask another question. In what area did you find me knowledgeable? Get curious, because here's the thing, y'all, starts recharging it because you'll say, all right, if that got me a piece of business, I should go learn some more things so I can keep talking to people in that space. You have so much power, y'all. You just haven't dialed into asking people about it because you assumed that they picked you for reason X, but really it was reason Z. If there's anything we know about the world right now, everything's on camera, everything's online. So why not start to craft a message that is a good and true reflection of your amazing talents? I'm going to tell you, a lot of your burnout gets solved when you start to remember who you serve and why you serve them.
