Mark’s Daily Dialogue – February 26, 2010

Your potential client knows someone in real estate and feels obligated……..

“Your (sister/friend/other family member) is a real estate agent. I understand that you feel an obligation to that person. However, help me to understand. Is it the obligation that you have that keeps you from moving forward with me and my company, or is it that you feel (he/she) would do a better job achieving your goals?” If they say it is the obligation and not their service, follow up with, “If I could show you a way to handle that obligation and still list with me, would you consider doing so tonight?” Offer to pay the other person a referral fee.