In this episode, I encourage you to consider if you are on the offense or on the defense. Lean in and go on the offense to anticipate and communicate with clients! It will help you create a great customer experience.
[:28] Jennifer’s topic today is about offense versus defense.
[1:05] Jennifer shares the sales tactic “The Alternative First.”
[1:15] What does it mean to be on defense?
[2:05] What are some actions you can take to be on the offense?
[4:20] Jennifer shares a personal anecdote of how being on the defense hindered her ability to do her job.
[6:04] Getting a call or text from a Realtor® asking for information is a sign that they have not been communicated with and their needs are not being met.
[7:06] Being on the offense is making your client smile.
[9:00] Go back to your Perfect Loan Process and look for the holes in communication. Where are you missing a step to convey some information to your client?
[11:05] Offense versus defense is really about being present, paying attention and anticipating what your clients’ needs are, instead of waiting for them to reach out to you.
Mentioned in This Episode: