Window of Opportunity

Abraham Lincoln said "If I had eight hours to cut down a tree, I'd spend six of them sharpening my saw."

Thomas Edison said "Success is 10% inspiration and 90% perspiration."  

Many salespeople think that their key skill is an ability to relate to people, or an understanding or the market, or a vast network of contacts. Your most important skill is being prepared. Nothing turns a prospect off faster than offering someone an opportunity and receiving an inappropriate response.  

Your marketing efforts set the table for your windows of opportunity. Your networking, postcards, calendars and signs exist to put you at the "top of mind" for someone who is looking to make a purchase decision. That window opens once, and usually only once. Unless you are prepared to recognize the opportunity and address it, it's is unlikely to com around again.  

You know what the windows of opportunity look and sound like. "My brother in law just got transferred." "It's time to place my aunt in assisted living." "My daughter got engaged."  

Are you prepared to show your value in the next 30 seconds after the window opens? Too many of these opportunities are simply addressed with "Here's my card. Please have them call me if they need any help." Or "That's great! Do you think they need any help with their house?"  

You need to jump through that window by giving someone a reason to sell you as the solution. "Did you know that I'm part of a full corporate team that handles thousands of relocations a year?" "When elders sell their homes, they often need cosmetic repair. Would you like me to look at it and see what I would recommend?" "I saw several great houses last week that would be very affordable for a young couple."  

Sit down and write out all the reasons people need a Realtor, with your specific response to each situation. Be prepared for the window of opportunity when it opens.