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Lead A Day 9.17.2020

lead a day Sep 17, 2020
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Fundamental Mindset Shift

 

What are your Standards of Integrity?

 

LAD 28 Minute ACTION

If you do not know how to identify your standards, we have an exercise you can do. Ask and I'll email you the details. Takes you about 30-45 minutes to complete.

Your Action today is to have the courage to sell someone the truth.

It could be a buyer that is not realistic. Or a seller.

It could be yourself.

What truth will you tell today, with compassion, that changes everything?

True Story of the Day:

I had a Seller that was overpriced. It was a tough place to price and the seller listed it by mail before I could get inside to see it. (uncooperative tenants). Once I had the listing I went out and saw the condition, which the seller had estimated a 7 on a scale of 10 and it was maybe a 1 or 2. I told him it was overpriced and we needed it vacant too. It was the truth.

He flew out to meet with me, at the property and he said after we toured it, I don't think it's that bad and I'm not reducing the price. He said perhaps it would be better to withdraw the listing and keep it as a rental. He was very upset.

To his surprise, my reply was "That may be the very best thing for you. Why don't we go back to the office and crunch the numbers and you can decide then."

It was the truth. He was speechless at first. Then he said, "You aren't going to argue with me? Negotiate with me?"

I said "I'm not buying the unit. I'm here to advise you. And if coming back off-market is best for you, that's what we'll do."

He said, "But you've spent the last 3 months getting to this point... don't you want to earn a commission?"

I explained "Of course I'd like to... IF it's right for you."

We went back to the office, ran the numbers, he reduced the price and we sold it.

Remember this phrase when people are upset and spouting off about canceling:

"That may be the very best thing for you. Why don't we go back to the office and crunch the numbers and you can decide then."

They cannot be mad when you want the best thing for THEM.

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