Sometimes we can get in our own way and our client's way. We have a new agent on our team that was inadvertently sabotaging his showings. He was saying his opinion right off the bat when opening the front door. The other day he tried a different tactic.
When they walked in, he immediately thought the home was outdated...but he waited to see his clients' first impression. And they loved the home! If he had voiced his initial thought first it could have swayed their opinion of the home before they'd even had a chance. There is power in silence and letting the client speak.
Here's another example. You've just given your value proposition and put everything on the table. The client is ready to sign with you but you keep going with your sales pitch. There comes a point when you can stop selling. Don't sell yourself out of a deal. Learn to recognize when that turning point is.
