Broker Tips: Round Two Of Our Short Sharp Advice
NAI Global is underpinned by the largest independent broker organization in the world, literally hundreds of cumulative years of experience in our network. The commercial real estate (CRE) experts, market leaders, and – frankly – legends in our midst have gleaned a lot of insight on their way up the ladder, and this is what we are tapping into for our series on “broker tips”.
This is the second blog in the series, and interestingly both tipsters have focused on elements of soft skills and emotional intelligence (EQ) within the discussions you’re having with clients.
Shelve your ego
Jeff Ludwig is a senior vice president at NAI Michael which operates in the Maryland, Washington DC, and Northern Virginia region. His tip for brokers focuses on putting the goal ahead of our own need for recognition.
Jeff says: “If one can remember to subordinate our egos to the objective, we will meet with greater success in building our business and relationships. This is especially important if we plan to pull referrals from clients because they respect our excellent service.”
Rudy Puente is an associate at NAI Elliot, in Portland, Oregon. He says it is essential to access your sense of empathy, putting yourself in a client’s shoes so to speak.
“Put yourself in their position; they want the best outcome in value and price,” he says. “Listen to their story, and repeat back what you have heard to be sure you’ve understood their need. Then, listen to yourself – are you pushing your agenda for your own listing needs?”
It is important to check yourself, he says: “Are you focused on them or thinking about your next call? And what about your tone? How are you talking to your client? Are you patient and interested, or rude and hurried?”
Finally, he says, keep your word. “If you say you will do something, do it and do it on time. Do not over-commit, clients know when you are leading them on.” If you have to go in another direction, be truthful then too. “If you do not want to work with or are unable to work with the client, tell them and refer them to another source, you can make big points with this single truth.”
These principles, he says, have kept business from referrals and repeat business coming his way.
This is the second blog in the ongoing ‘broker tips’ series, so be sure to check back for more insightful advice.