McCourt Real Estate Blog

Old sales training used to refer to ABC as “Always be closing”. What that meant is that you were constantly trying to close your clients, assuming the close or asking if they were ready to sign along the dotted line.

If you’ve bought anything in your lifetime, you’ve had some sage salesperson practice the ABC – Always be closing method. It feels horrible doesn’t it? Down right…insulting, too? It’s as if conversation didn’t matter but instead we are going to work down our checklist and get to the close…regardless of the other person.

I am more focused on the ABC that means Always Be Connecting. There is always someone who can be helped or blessed by someone else that you know! And, how much better is it if you are the link between the two of them, the three of them or even more. When you are the hub of great connections, people are joy-filled to speak with you. They look forward to your calls and they feel graced by you instead of chased by you.

For us, we are always looking for those opportunities to help our buyers and sellers experience more, better and greater from their connection to each other, the people that we know, the people that we associate with and those we care for.

Always Be Connecting…

• Look for opportunities to help someone achieve something that’s important to them.
• Have information readily available of people that you feel comfortable recommending and referring
• Listen always. Often they may start with one statement and quickly move to another, revealing the “root cause” of their question or pain. When you find the root cause, that’s where you can help.
• Stay positive. Just because someone seem down or aloof doesn’t mean it’s towards you. Life is traveling so fast for so many that we have no idea what conversation they just had before we saw them nor do we know the thought that is weighing heavy on their mind.