Step 1: Create a document that sets expectations and details what’s ahead. Make sure to remind your clients that there may be turbulence during the transaction and demonstrate a commitment to world-class service during the transaction.

How To Best Utilize This Pre-Framing Approach

Step 1: Have a well-thought-out Initial Consultation Presentation and utilize a written handout that sets expectations and prepares clients for what can arise. This does a number of things: 

• Helps clients stay calm and focused by reminding them that turbulence is a normal part of the buying, selling, and borrowing process.
• Encourages clients to look to you for leadership in the event of turbulence.
• Exhibits consultant behavior, making you more referable.

Step 2: Have the client put this “Turbulence” document on their fridge so that when any issue arises you know they have the document handy.

Step 3: Ask the client to circle the issue at hand on their sheet and explain the situation and what you will be doing to work through this issue.

When you set expectations from the very start, you eliminate surprises and set the client up to have a mindset that is prepared to seek solutions and not become overwhelmed. You establish trust and your position as their biggest advocate and protector through the process of buying, selling, or borrowing.

Get A Free Copy Of The By Referral Only Turbulence Letter

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