The Stephen Christie Group

As we head into the last month of the 2nd quarter of 2011, we review our goals, realign our targets, and refine any systems that need tweaking.  We find ways to strengthen our strengths, and ask for support from our team members on our weaknesses.  The goal of year end 2011 is of utmost importance. 

Leads are reviewed, needs are reassessed, processes are completed.  Every document is checked, double checked, then checked again.

Monthly goals are broken down to weekly goals, and then chunked down again into daily activities and goals. Accountability partners are paired.

What do we need, what is missing, what would streamline our daily business?  Thoughts are discussed, and an implementation checklist is created. 

And yet, ulimately, though, it's really all about our clients.  What we do every day, is about the end result of solving our clients' real estates needs. 

MISSION STATEMENT

Our business is built on bridging our clients to their dreams and goals.  We are committed to providing a level of service that is second to none for our clients, their families, and their generations to come.

We believe in using non-traditional methods in order to achieve our extraordinary results.  Professionalism, Integrity, Strong Work Ethic and High Skills create the foundation of our company.

Our vision is to lead the real estate industry.  The commitment to learn and grow enables us to adapt to the current climate of the industry and lead the upcoming changes of the future.

We are committed to providing an unmatched office environment enriched with positive affirmations that create a better quality in life and in the workplace for our team, our families and ourselves.

The Stephen Christie Group

www.cghomes.com     805-582-9500

Every client we come into contact with has a set of hot buttons.  Hot buttons are the problems, frustrations, and concerns that most clients consider when they do business, buy a product, choose a professional, or select a service.   

It is crucial that you keep the hot buttons in the order of the client's priority, so that you connect, relate, and give the client what they truly want.  It is important to note, that the main hot button almost never has to do with the price, even if the client says it is.  Here is where you need to dig deeper as to what the underlying reason is, beyond price.  We have all known clients who will pay a higher price when they see the value.  And, the value, to the client, is their hot button.

Once you know the hot buttons, the next step is differentiating yourself from the others in your industry, to show the client how you actually "get them", will get the job completed, and are clearly the best and only choice for them.   Intertwined with this, is knowing the difference between an objection and a condition, and us buying into "their story".  Our job is to assist them in achieving their goal, so ask enough questions so that you can fulfill what they really want.  Do not assume you know!  Ask them.

Be confident, ask questions, and listen. Then confidently answer, ask more questions, and listen again.  Repeat.  Then prioritize their hot buttons, ask more questions, and do what they hired you to do, and take care of their real estate needs!