Chess is a game of strategy and tactics. So is real estate. One of the basic skills a good chess player has intuitively or will develop as they gain “game experience” is the ability to anticipate their opponents next move. Many times, a game of chess is lost by jumping to conclusions or not taking the time to clearly review the board and determine all options in front of you.
The chess analogy is perfect for this week’s Business Principle. It’s number #3 on our list of 14 and it’s one of the most important to master in order to achieve our “truly remarkable service” Mission.
- A waiter promptly fills your glass of water before you can even turn to look for her.
- The hostess brings a booster seat with her as she seats a family with a small child.
- The car dealer has pre-arranged for a rental car when you drop off your automobile for service.
4. Successful sales can probably be boiled down into three simple rules: Give the customer what they want, when they want it and at a price they are willing to pay. Now please re-read that statement. I didn’t say at the lowest price or the “price you think they want to pay of they could get it at the lowest price possible.” We must always be showing the “value” we bring to the transaction because in the absence of value, price will always be a determining factor.