Sometimes when we are faced with problems or challenges we react emotionally and get caught up in the negativity of the moment. The emotional negative reaction is not our only choice though. We can choose to be either a part of the problem or the solution. I'm reminded of a great quote from John Maxwell:
"The choice you make...makes you"
Yesterday I made the wrong choice and I missed an opportunity to demonstrate to my clients that I am a leader and their trusted advisor. Here is what happened. A sale I was working on had to terminate because the buyer lost his job. I called the home owner to give them the bad news and found myself focusing on all the negatives associated with a sale terminating (the loss of time on the market, potentially missing another interested buyer, the emotional roller coaster of thinking we had the house sold).
When I hung up the phone and drove to another appointment I replayed the conversation in my head (strange, I know, but something I always seem to do). I started thinking about the lack of sales leadership I demonstrated to my client in that situation. Instead of focusing on the negatives I should demonstrated a renewed passion for marketing their home and my commitment to find another buyer. If I had the chance to do it over again here is what I would have said to my seller.
"I know this is difficult news to hear today but let's not let this derail us any longer than it has to. You have a great home at an excellent price and we need to focus our efforts and energy on getting it sold again. Here is what I am going to do over the next week so we can resume showings on the home and attract our next buyer":
- A new market analysis to make sure we are still priced right compared to the competition
- Schedule and open house within the next three weeks
- Send my e-flyer to the local real estate companies and brokers that specifically work in this market area
- Re-Activate your home on MLS after we have completed our updated market analysis
This might not be an exhausted list but it sure would have been more encouraging and demonstrated leadership versus the approach I did take with them. I got caught focusing on the problem instead of the solution. I hope you will not make the same mistake.
Make it a great day!