Ever been in scouting? If so, you probably still remember the Oath: “A scout is trustworthy, loyal, helpful, friendly, etc.” These are wonderful traits. Your prospects have a mental list of what they are looking for in an agent or advisor.
If you can identify and advertise these traits, you are one step closer to getting them as clients. This is especially true if they are friends you want to win over.
(Related: 7 Ways to Stay on Your Prospect’s Radar)
What are these traits? In the ideal agent or advisor, your prospect is probably looking for honesty, integrity, confidentiality, communication, knowledge, experience and performance. You tick all those boxes, but how do you advertise them? Here are a few examples:
You’ve been out all day. It’s 4 p.m. Your next stop is the local museum for an event running 6 p.m. to 8 p.m. You see a stack of phone messages on your desk. One thing leads to another. You arrive at the museum at 7 p.m. You run into a friend and start a conversation: “I almost didn’t make it tonight. I was out at appointments all day, didn’t get back until 4 p.m. I had 10 client messages on my desk. I make it a point to return all calls from clients before I leave the office.”
Message you advertised: Your prospect hears “If this guy was my agent, my calls would be returned.”