If you’ve ever been through a hurricane, then you understand that the eye of the storm is a place of complete calm. Being from Florida, I know a thing or two about storms. There is an intense amount of storm around the eye – wind, rain, hail, thunder, lightning. There is a lot of damage that can be done, but in the eye of the storm, just calm.
As a salesperson, my job is to sell. But as a person, my job is to connect, to bring a sense of calm to an otherwise overwhelming process. I am the expert in the room and the guide for a buyer to get to what they need and want. And whether that’s with me or with someone else, if I’ve helped them block out the noise long enough to make a decision, then I’ve done my job.
There is a lot of emotion around buying a house. Not only is there a huge financial aspect that has to make sense, but it also needs to feel like home. There is a lot of noise, a lot of option, lots of people with opinions. And let’s be honest – people buy on emotion. But there needs to be a sense of calm in the process in order for it to feel right.
Be the calm presence a buyer needs; create a space of peace and allow trust to build. Only then can you move forward in a sales process. Be patient and persistent. Do the work, make the call, send the email. The magic happens in the journey. It’s subtle – the shift that happens in a buyer, but you’ll know it in a moment. And that’s when have the privilege to witness the beauty of a sale that happens in the eye of the storm.
The E.I. Insider 