When Your Motivation Works Against You

I just got off a coaching call with another agent about this topic, and I thought it was a really good one!

When we're talking with our sales leads and clients, it doesn't matter what business you're in, you need to make sure that your motivation level matches theirs.

Here's how this plays out... If you are more motivated for them than they are, you are going to come across as pushy. You're then the pushy, salesy agent, salesperson, etc.

Conversely, if their motivation is more than yours is for them, then you come off as aloof.  They will end up having an opinion of you of, "Gosh, he's just out of touch. He doesn't really seem to care about us."

So, it's critically important that if somebody says, "Hey, we're not looking to buy a house for another year," that means that we shouldn't be super pushy about follow up, follow up, follow up over the course of the next two or three days.  That would be seen as pushy!

Make sure your motivation matches theirs. It's not that they're saying that they don't want to do business with you. They're simply saying they're not ready to jump head first into it yet, and that's totally cool! There's nothing wrong with that. Just make sure your motivation matches theirs for their situation.

If you're giving too much - if you're too motivated - you're going to be perceived as pushy. If you're not motivated enough, you're going to be aloof or out of touch. Be sure motivation levels are congruent!