Friday's BOLD LAW from KW MAPS NLP Coach George Gillas.... " Come from contribution "

Come from contribution

Do you see yourself as a valued resource? Do you know your market stats? Are you the local market expert? Do you see the trends of your local market? Do you have LORE to back up your claims?

Have you role played with you partners as many push-backs, fears, and objections that your prospects may throw at you?

In other words, have you put enough into your “bank of knowledge” that you can come from contribution? Broke people don’t make donations, do they?

Contribution – noun:

a gift or payment to a common fund or collection.

"charitable contributions"

synonyms: donation, gift, offering, present, handout, grant, subsidy, allowance, endowment 

the part played by a person or thing in bringing about a result or helping something to advance.

Do you come from contribution or do you “dump” your knowledge on your prospects to sound smart? Does giving someone an answer to a question they didn’t ask always work in your favor? What would happen if, as a part of “coming from contribution” you also came from a state of curiosity?

What questions could you ask that, perhaps your prospect hasn’t thought of, that will lead you to giving them valuable information which will move the deal forward? How can you structure your conversation in such a way that they ask you the exact question you want them to ask? And now it’s even more powerful because they asked it and you, of course, have the answer…

So much of your contribution can be in the way of asking the right questions to get people to see things a little differently. And, isn’t it fair to say, in the real estate sales cycle, that most of your contribution to the process (for your clients) is your work, integrity, and ideas?

Albert Einstein said, “If I give you a pfennig, you will be one pfennig richer and I'll be one pfennig poorer. But if I give you an idea, you will have a new idea, but I shall still have it, too.”

Contributed by KCN leader Don Aldrich & KW MAPS NLP Coach George Gillas