“When you start from a position of empathy, you truly ‘feel’ the pain or challenge that the buyers and sellers feel and are bettered positioned to be tuned into their needs and not your own.”
WHAT IS EMPATHY?
Empathy is more than just sympathizing with someone. It means you can feel what someone else feels. Empathy is easy if you share a similar experience with someone, but what if that’s not the case — especially in the context of business? Realtors are dealing with home buyers and sellers who are often REALLY emotional about the process. People sometimes move because of divorce, a death in the family and a variety of other very emotional experiences. It’s important to try to be empathetic with these clients.
HOW EMPATHY CHANGES YOUR POSITIONING
Why not start from a position of empathy? Because when you take a position of empathy, it becomes easier for YOU as well. Take a beat before you call a lead and think, “I’m going to feel for this person.” It’s so simple to be empathetic with a lead or prospect’s thinking, what’s the harm in doing it? You might get beat up during a cold call, but the chances are less likely if you have empathy for their situation. In fact, you can even turn a call that’s going poorly around, simply by being understanding of what that person is going through. It doesn’t cost you anything to be empathetic.
EMPATHETIC CARING LINES UP WITH GIVE-GIVE-GIVE ASK
Empathetic caring lines up perfectly with what we talked about on the previous episode, the Give-Give-Give Ask formula. Start with empathy, give them what they want, provide them with a lot free information that they need and don’t expect anything in return. Instead of being confrontational and working to overcome objections, be empathetic. Give-Give-Give Ask, and expect nothing in return. That is really effective.
TRUSTING THAT EMPATHY IS A VALID BUSINESS MODEL
My systematic approach is to always and constantly be giving. It works. You can trust that empathy is a valid business model. When you ‘feel’ the pain of a buyer or seller, you position yourself to be tuned into their needs instead of your own.
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