Focus on being of service

By Tim Harris

What are you here to give?  How does that translate to real estate? Let’s look at two different models, coaching methods or ways to think about the real estate business. The traditional way of thinking about it, the way things have been done forever and the way that our whole society is evolving towards.

The old model is grinding out numbers and looking at people purely as a contact. The old model makes it so your whole day when all of your best energies are spent grinding out phone calls and whatever form of contact you’re making until you’ve hit a certain number or numbers.

Using the old model, if that’s your business model, people get burned out quickly. Why? Because they’re forced to look at people purely as numbers.  They’re forced to look people in the face every day and think of them purely as a contact versus having the mindset of being of service.

Think of it this way. The old model is that you are constantly looking for reasons to reject somebody or say no to a seller or buyer. You’re thinking about only making a contact with somebody who’s absolutely going to fit into my specific model or rule versus the new model, which puts your mindset in a different place.

As I describe the new model to you it will resonate with a lot of you, because it sounds right and feels comfortable. You’re going to tell immediately that this is the direction that you want to be headed.

In the new model you are doing everything with the best interests of the other person in mind first. When you think about picking up the phone today and you think about making a contact to a center of influence or past client, does it make you nervous or scared? Are you a little reserved to a point where you are not even doing it?

Chances are you’re not doing it, because your mindset is of the old model where you’re still thinking about making that person a contact. Essentially that person is only a number. Try this as opposed to thinking of that person as one of your 25 contacts that particular day.  Think, what can I do to help this person?  How can I be of service to the person that I’m ready to make contact with?

It’s almost magical.

· Number one, you will suddenly and completely unplug form the fears that you
  had.

· Number two, they can truly tell.

For those of you who are following the old model, it’s working great, you’re grinding out contact all day, you’re hitting your numbers and it’s with working well for you that’s great. 

Adopting the new model mindset doesn’t mean you have to summarily reject what you already know that works for you. You can use the new model mindset to enhance what you’re already doing.  When you make your contacts today think about this. How can I be of service to this person? What am I here to give? How can I help this person before you pick up the phone and make that contact?

You’ll see that everything flows to you naturally when you do that. All the stress, feelings of apprehension and all those other nasty feelings seem to go away when you’re focusing on the other person. Try it.  Not only do those contact start becoming easier, but they also become pleasurable, because people can tell that you’re truly trying to help them.

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