Kenny Baldo

IME know your client. What’s their motivations, goals and expectations. Ask them what does a good realtor look like? Then what does a great one look like? And How would you know you chose the wrong realtor selling your home? With those question answered by the seller they hear themselves tell themselves what’s important and what to look out for and this gives you the intel to acknowledge validate and clarify how you will (or not) meet those requirements. People want to know you trust you and like you and a quick way is to build that rapport at the onset of a meeting.

Set non-negotiables. This a bit more concrete than expectations. These are set responsibilities in pen. Many times these are recurring, on a consistent basis. Have them sign off it.

This is where many fall short and take the fall for it. It’s self-inflicted burnout. There’s 4 types of clients A - absolutely worth taking. B - best to take them. And then there’s the Cs and Ds. The Cancers and the destroyers. These are the ones you absolutely should say no to. Now go and define each one for yourself and stick to it. And most don’t want to do this because they fear they will lose deals upset people or simply are acting in desperation vs appreciation of their Own time and their potential client. My rule! I’m not a fit for you I’ll tell you. And if you’re not a fit for me I’ll tell you that

Premise reps is a disguised name for the real trailblazers out there doing what other reps can’t or won’t do! They know where to find customers not just prospects. They’ll build the whole sales motion for you, intuitively. And They not only get the sale by F2F in the field, they build the relationships and are the eyes and ears for product, and customer success.

If the why ain’t strong enough, kiss goodbye the motivation. The why can be something positive one desires almost needs to achieve or something one desires or needs to not happen.

Define together as a partnership what the win for each other is and come to the conversation with the attitude of how do I help make the win for them happen and vice versa. It’s a “we all win, or we don’t play” attitude. Think of it like with baseball. The pitcher and the catcher work together and the win for one is the win for the other.