Monday Motivation: Selling VS Listening
Monday Motivation, 10.7.19
Written by: Kaitlyn Gwaltney
Every Monday, The Rogers-Long Team meets for one of its two weekly meetings. The Monday meeting always ends with “Monday Motivation” in which a few minutes are spent listening to one team member presenting a quote, a quick reading from a book, a scene from a movie, or anything else they find motivating to provide a “spark” to the whole team on a Monday morning.
I started listening to a new podcast on my way to work to see if there is something new I can pick up from it. One of the previous guests on the podcast was talking about the difference between selling and serving. While I know this can be applied to those in sales the easiest, you could still spin the perspective on everyday life.
People do not want to work with someone who they feel is going to do whatever it takes to sell them something or to close the deal. Instead, they prefer to work with someone who will truly help find what is best for them. Someone who will take the time to focus and listen to their likes and dislikes so they can use that information to better serve their client. Do not sell someone a book. Instead, serve them by getting the information inside of the book and provide it to them. Those who sell their product to their clients do not do well, those who serve their clients do. While the end result may be the same in the short term, you will have a greater gain from the long-term perspective. This is something I think the #RLT truly embodies with our core value: Relationships are more important than transactions. If we were to only focus on closing the transaction, whether buying or selling, we would still have the same end result of closing the deal. However, we focus on building a relationship with our clients in order to ‘build the army’. This is what allows us to have repeat clients and to work mainly by referral.
So, the next time you find yourself helping someone else, don’t try to sell them on an idea. Be genuinely interested in their wants and needs, actively listen to what they think is important, and serve them by having a goal of truly understanding and finding their best fit.
Kaitlyn Gwaltney, a Realtor with The Rogers-Long Team since 2016, previously worked in the medical field for 6 years before deciding to shift her compassion and dedication toward helping others in a different direction. The RLT excitedly brought Kaitlyn on to work with buyers and sellers due to her humility, inner drive to succeed, and her fun-loving attitude. Kaitlyn and her husband Matthew welcomed a new baby girl in April of 2019.