Chris Knighton, an agent with Keller Williams, ascribes to the IVIB method for winning clients: Introduction, Value, Information, Business.
He explains the method using an interesting – and useful – analogy.
“Have you ever picked up a girl at the bar? When you see a cute girl at the bar, what’s the first thing you do? Break the ice. You introduce yourself. Hey, my name is Chris, what’s yours? There’s your I, the introduction,” Knighton explained. “You offer her a drink, there’s your V. There’s your value. Then, what’s your I – information – what do you ask for? Her phone number. And then you start to have a great time with her and what’s the B, the business? You ask if she wants to come home with you.”
However, that sort of relationship is strictly transactional, according to Knighton.
To develop a more fulfilling relationship – whether it’s with a love interest or a client – requires a meaningful relationship.
“If you look at it this way, you can always go to the bar and pick someone up. You can go and have a one-night stand but that’s not fulfilling,” he said. “A one-night stand is transactional. If you want to have a meaningful relationship, you want to build it over time by building trust. When you do get into that business aspect of it, they trust you, they’re more open, and it’s a more fulfilling relationship for both.”
Knighton, who has over 10 years of real estate experience, is currently working on a book entitled The Perfect Real Estate Sales Script … is not a Script at all: Building relationships through conversation and value to create lifelong clients and a never-ending referral source.
“My premise of the book is the perfect real estate script: Building relationships through conversation and building a never-ending referral source through your database. You have to feed it and you have to nurture it and that comes from scripting,” Knighton said. “It’s going to have a lot to do with mindset. In our realm of things your business grows at the extent you do.”
Knighton is aiming to publish by the end of the year.
And if his bar allegory is any indication, it’ll be an entertaining read.
Earning clients is similar to meeting people at the bar, argues one agent who is currently working on his first book: You can either have a transactional relationship or one that’s built on trust.