In a recent survey of CEOs, more than 80 percent said that empathy in business is critical to success, both in terms of building a great culture and o...
In a recent survey of CEOs, more than 80 percent said that empathy in business is critical to success, both in terms of building a great culture and outreach to prospects.More than a dozen years ago, the Harvard Business Review published a report saying that empathy in sales was the most critical element for success.
We’ve touched upon empathy and real estate in previous posts but thought we’d take a deeper dive today to give you a better understanding of how empathy can drive your real estate business.In a strange way, there has been a resurgence in attention to empathy because of the pandemic. Because so many of us were impacted by the pandemic, especially in the early “lock down” months, it was easier to relate to what another person was going through.But what’s interesting is that sellers rarely make the connection between empathy in real estate and their performance. Fear often drives sellers to be overly aggressive because they don’t want to miss any opportunities that come their way. They fail to recognize that their well-meaning attempts to create rapport often results in the famous “fight or flight” response from their prospects. “Stop selling me!”Let’s walk through a few tips on how you can harness the power of empathy in real estate to be a better agent.
Empathy is the ability to understand what another person is experiencing and feeling. Or, put more simply: you put yourself in another person’s shoes.
But, why is empathy important in business? Here are a few tips on how empathy plays out in the world of sales:
It takes work to cultivate empathy; it’s much easier to be sympathetic because you don’t have to “put yourself in their shoes.” Learn how to interject empathy into your prospecting efforts, but carefully, and not aggressively. Use empathy to build rapport and, more importantly, trust with your prospects.
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