The Covenant

The Covenant

Definition of covenant:

1.
1:  a usually formal, solemn, and binding agreement:  compact… international law, which depends upon the sanctity of covenants between rulers. — George H. Sabine

2.
2a:  a written agreement or promise usually under seal between two or more parties especially for the performance of some action the deed conveying the land contained restrictive covenants:  the common-law action to recover damages for breach of such a contract

Covenant? What does this term mean to you?  It may hold significant spiritual meaning or personal commitment of another sacred meaning.   Whatever the emotion, memory or significance it brings forth for you, it is a word to be taken seriously and respectfully.  Agreed?

As we move forward to exhaust Q4, let’s look at the powerful meaning of “covenant” and how we might incorporate and infuse it into our professional perspective to provide an extraordinary experience for those we serve.

First things first, let’s rewind to take a historical view of how many of us were trained to capture referrals from Buyer and Sellers.

If you and I share similar real estate DNA, we were told to ask for the referral at the closing table, right?   Well, just what IF…what if we turn that around?

Here’s your “Perspective Shift Challenge” …

Rather than asking for the referral at the closing table, what IF we ask at the kitchen table?  What if we ask for the referral when the listing is signed rather than closing?  Now I am aware of how technology has changed the physical dynamics of the transaction; yet may I offer an illustration of the prospective process….

After all, at the end of the transaction, i.e.; closing, let’s face it…your seller or buyer is exhausted! Most likely, they hate the moving process!  They are totally over the process of conveying property, the protocol, the players and most specifically…YOU!

So, we are challenging the norm and asking you to ask for the referral during the “honeymoon” season of your relationship rather than when the transaction closes!

Below is the recommended script/dialog for success:

The Covenant

Our Goal and Promise for Success:

When you think about selling your home, do you think the experience will be that of an event or a process?

Most people think that selling their home is an event.  Sign the listing agreement, place a sign in the yard, put the listing in MLS and sell the home.  Right?

Well, it’s not.  Selling your home is a process.  And as with all other processes…there will be good times and bad.  There will be times of ease and elegance and times of blood and guts…and perhaps a few tears.  Tears of joy and tears of relief!

My job as your REALTOR® is to make the process as effective and efficient as possible.  My role is to lead you through the process…to get the highest price, in the shortest time with the least amount of disruption and frustration possible.  How does that sound?

Great!  Now may we discuss your role?

What I need for you to do is to provide a minimum of one referral to me during the process of selling your home.  So, I (and my staff) may ask you frequently, “Who do know that I should be talking to?” …at that time, you may share with me all that you know who may be interested in buying or selling a home.  Now, in the event you can provide more than one referral…well, that will be great too!

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This is a professional Covenant.  Think about it…as per definition, a covenant has multiple participants.  Allow your Sellers to play a significant role in the “process” and there make them a vital part of the success!

We are confident this shift will generate a huge increase in your inventory.  Perhaps even doubling with no additional expenditures in time, talent or finances.  It’s just a matter of mastering your scripts and dialog.

Go!  Be a resource and not a sales pitch and double your inventory and income!