I’m not going to tell you that your buyers, sellers and borrowers feel fear from time to time, because you already know that, but I will suggest that you better learn to ask profound, insightful questions that help them get out of their fear.
After all, that is what a skilled consultant would do!
Now, imagine what it would feel like to have two powerful questions in your arsenal of Magic Words that you could ask anytime you sense your client is in fear.
Imagine having two questions that instantly get your client to change their perspective from one of limited options to unlimited opportunity; fear to fearless!
I first learned these questions from my friend and mentor Brian Tracy.
Here is my story.
Back in 1985, I was promoting seminars for Brian Tracy. After a few years of working for Brian, I decided that I wanted to be the speaker more than I wanted to be the promoter.
I had to tell Brian what I was planning.
Because I admire and love Brian, I wanted his advice and his blessing.
I called Brian and asked him if he would give me some much-needed advice.
We met in the backyard of his mansion in Solana Beach.
I told Brian that I was ready to move on from being a promoter to being a speaker/trainer like him. He smiled and said, “Well, what is stopping you from doing what you dream of doing?”
I said, “Fear!”
Brian asked me this very profound question. He asked, “Joe, what would you do if you knew you could not fail?”
The question put me into a trance.
I stalled for a minute and he asked me the question again in a different way. Brian said, “What would you do if it was OK if you fail?”
It was these two questions that opened up my mind to possibilities. For the next hour, I described to Brian that my intention was to teach real estate and mortgage lenders how to build referral business.
Brian smiled after listening vigilantly to me for over an hour and said, “Joe, go for it. I totally support and encourage you to live your dream.”
As I reflect back on that critical moment, it was these two questions Brian asked me that gave me freedom to dream bigger then ever before.
Sometimes all we need is someone permission to dream big!
1. What would you do if you knew you could not fail?
2. What would you do if it was OK to fail?
I now give you permission to ask your clients the same question when they are in fear or confused about what to do next.