148: You Miss 100% of the Shots You Don’t Take – PART 2

If you have listened to the show for a while, you heard the episode titled “You Miss 100% of the Shots You Don’t Take.” If you did not hear that, please go back and listen to that episode.

Opportunities

• A friend had listed a million-dollar-plus home in the Philadelphia area and was asking me questions over the course of a few months. Because I was too scared, I never asked for the listing. I missed that shot because I didn’t take it.

• Then an amazing friend referred me to a client who was listing a home in the $1.4 million range. That would be a game changer for my business. If I was ever going to earn more while working less, I’d have to get listings in the million-dollar range. This one is worth probably five to seven listings in the Lancaster area.

Building trust with a prospective client

The seller interviewed multiple agents. I did what I could to build trust with them.

• I talked about all of the things I would do to sell their home.

• I showed them how I would go above and beyond.

• I sent them videos Steve Glick and Matt Peet shot of my clients saying things like, “John’s a bulldog. He’ll work hard for you.”

Then the client asked me a fair question: “Are you going to do a great job or just collect your commission check?”

I told them that the commission would be nice but wouldn’t change my life. What would change my life and my business is doing such a great job that they refer me to 10 friends in the area and scream my name from the rooftops.

Remember, you miss 100% of the shots you don’t take.

The verdict

They hired me, and the property listed a couple of weeks ago. I took the shot. I’m very thankful and happy with the results so far.

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John Schuchman is a licensed REALTOR® in Lancaster, PA with Berkshire Hathaway HomeServices Homesale Realty and a part of the Andrew Welk Group. The opinions shared on this show represent the opinions & values of John Schuchman and do not necessarily represent the opinions & values of Berkshire Hathaway HomeServices Homesale Realty. The opinions & ideas shared in this podcast do not guarantee or promise any results of success to the listener.