Real Estate Agents: More Customers Is Not Better
When it comes to deciding whether or not you want to work with a prospective customer, you have to determine whether that prospect actually fits your definition of your ideal customer. Remember, if it’s not a “Hell yeah!”, then it’s a no. If you’re not excited to work with that customer & that customer isn’t equally as excited to work with you, then it needs to be a hard pass.
That’s going to be difficult, especially at first, because we’re made to believe, especially in a highly competitive business, like real estate, that the more customers, the better; that the fewer prospects that we upset by telling them no, the better. In reality, what happens is we stretch ourselves too thin.
We don’t provide maximum value to our target customers because we’re wasting a lot of time worrying about less-valuable customers. We lose out on potential business, because we’re not fully satisfying our target customers to the point at which they want to refer business to us.
It’s critical that you differentiate yourself, that you define that target customer, & that you only accept prospective customers that, when you look at that prospect compared to your definition of a target customer, it’s a “Hell yeah!”
If it’s not a “Hell yeah!”, then it’s a no.
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