- Staff
- #11
Dangerous Body Language
- Thread starter Mark
- Start date
- 4,875
I don't "thank them for their business" either. I DO thank them "for allowing me to earn their trust and confidence" and "I am honored to be their insurance man".
- 582
I don't thank my clients. Real professionals don't thank their clients (think surgeons, attorneys) . Their clients thank them.
I'm a problem solver and I'm the best at what I do. I don't need to thank anyone for their business. Thanking someone is like butt kissing and no one likes a butt kisser.
You know who sends you a thank you cards? An annoying incompetent real estate agent. A self serving mortgage broker. If you want to be among that crowd then have at it.
Clients want a job well done not a thank you...
liquidglass
Expert
- 87
Personally I don't thank clients for talking to me very often unless it's just that kind of relationship. But I find one of the most effective ways to end the conversation and make them feel like it's business-friendly (remember, I'm in the south). I just say "Ms. Mary, I really enjoyed spending time with you, if you have any questions, I'm just a phone call away whenever you need me."
Again that may not work for everyone's type of approach, but it does for me thus far.
Again that may not work for everyone's type of approach, but it does for me thus far.
With the lady I enrolled yesterday in a MAPD, I told her I was glad we could get this taken care of for her. She said she was, too and hugged me when she left. Yes, I am in the South!
- 1,926
I'm with Frank, most clients thank me. I rarely say thank you to a client for their business.
- 15,041
I believe Frank said he says thank you. I always try to say thank you, and while I've never bothered to remember, I believe most of my clients thank me as well.
People want to compare ourselves to doctors and attorneys, but we're not. We are polite and civil beings. Most "professionals", doctors, attorneys, CPAs, engineers, etc. are rude, senseless and uncaring jerks. The few that aren't, they make it clear they appreciate your business, just as anyone should.
If you can frequent two businesses that both deliver the same quality for the same price, which are you going to use? The one that makes it clear they appreciate you and your patronage, or the one that treats you like dirt on the bottom of their shoe?
- 1,926
If you can frequent two businesses that both deliver the same quality for the same price, which are you going to use? The one that makes it clear they appreciate you and your patronage, or the one that treats you like dirt on the bottom of their shoe?
Just because one may not say thank you for your business certainly doesn't mean that you treat them like dirt on the bottom of your shoe. If so, one wouldn't be in business long. I have a very successful agent that I do my P&C business with and they don't thank me, they just do good work and I thank them, doesn't bother me at all that they don't thank me.
Just because one may not say thank you for your business certainly doesn't mean that you treat them like dirt on the bottom of your shoe. If so, one wouldn't be in business long. I have a very successful agent that I do my P&C business with and they don't thank me, they just do good work and I thank them, doesn't bother me at all that they don't thank me.
- 10,853
The "not saying thank you" is mentioned as more of a mindset than anything from what I got from the article.
It helps to get you in the mindset of "I am doing a valuable service for this prospect".
To say "thank you" is to express gratitude.
And agents should express gratitude towards clients whos business has benefited them; there is no question about that.
There are many ways to express gratitude.
But the actual phrase "thank you" has almost a connotation of indebtedness to it; especially in the context of thanking a person for their time.
This is where your mindset towards a prospect (especially newer agents) needs to be that you are providing them a valuable service by meeting with them and offering your services.
-To "thank them for their time" would subconsciously infer that their time was more valuable than the information and services provided by you during that time.
An agent should be in the mindset that the prospects time spent engaged with the agent is a valuable experience that is well worth the time spent.
That doesnt mean that you dont thank clients for doing business with you.
But it helps an agent stay in the mindset that they are providing a valuable and time worthy service.
I know that when I first started I would thank anybody and everybody for meeting with me or speaking to me.
Now I tell most prospects (especially after first contact) that I look forward to speaking with them again (or something to that extent).
I dont thank any prospects for their time!! My time is much more valuable and important.
-But when prospecting, there are three different outcomes to the conversation:
1. We plan a time to meet or speak more over the phone
2. They decline to meet and I ask permission to call and check with them again at a later date; and they say yes.
3. ""; they decline me calling them at a later date (or its clear they dont want me to)
To that I say:
1. "I look forward to meeting/speaking again next time"
2. "I look forward to speaking again in (when they gave me permission to call again)"
3. "Ok, have a nice day"
It may seem like splitting hairs, but their is a psychological effect to it.
But you should always thank clients for doing business with you; or express gratitude in some way.
On another note; I like how the article says to be in the mindset of being an advocate for the prospects loved ones. And not to be afraid to challenge a clients position (just do it professionally)
It helps to get you in the mindset of "I am doing a valuable service for this prospect".
To say "thank you" is to express gratitude.
And agents should express gratitude towards clients whos business has benefited them; there is no question about that.
There are many ways to express gratitude.
But the actual phrase "thank you" has almost a connotation of indebtedness to it; especially in the context of thanking a person for their time.
This is where your mindset towards a prospect (especially newer agents) needs to be that you are providing them a valuable service by meeting with them and offering your services.
-To "thank them for their time" would subconsciously infer that their time was more valuable than the information and services provided by you during that time.
An agent should be in the mindset that the prospects time spent engaged with the agent is a valuable experience that is well worth the time spent.
That doesnt mean that you dont thank clients for doing business with you.
But it helps an agent stay in the mindset that they are providing a valuable and time worthy service.
I know that when I first started I would thank anybody and everybody for meeting with me or speaking to me.
Now I tell most prospects (especially after first contact) that I look forward to speaking with them again (or something to that extent).
I dont thank any prospects for their time!! My time is much more valuable and important.
-But when prospecting, there are three different outcomes to the conversation:
1. We plan a time to meet or speak more over the phone
2. They decline to meet and I ask permission to call and check with them again at a later date; and they say yes.
3. ""; they decline me calling them at a later date (or its clear they dont want me to)
To that I say:
1. "I look forward to meeting/speaking again next time"
2. "I look forward to speaking again in (when they gave me permission to call again)"
3. "Ok, have a nice day"
It may seem like splitting hairs, but their is a psychological effect to it.
But you should always thank clients for doing business with you; or express gratitude in some way.
On another note; I like how the article says to be in the mindset of being an advocate for the prospects loved ones. And not to be afraid to challenge a clients position (just do it professionally)
- 10,275
I don't remember too much about my initial training in 1980. But the three things I do remember...
* Don't ever ask the married wife if she works. Ask if she "works outside of the home."
*Don't ever ask a client to buy anything or if they are "ready to buy."
*Don't thank a client for their business.
It doesn't work for everybody, but I guess I'm used to it. And of course, now, you can use the first point on male spouses as well.
WebNanny was not used in this post
WebMauriceClarett was not used in this post
* Don't ever ask the married wife if she works. Ask if she "works outside of the home."
*Don't ever ask a client to buy anything or if they are "ready to buy."
*Don't thank a client for their business.
It doesn't work for everybody, but I guess I'm used to it. And of course, now, you can use the first point on male spouses as well.
WebNanny was not used in this post
WebMauriceClarett was not used in this post
