Hunting vs. Fishing
This article was originally written at the beginning of 2010 when a Happy New Year is most appropriate.
Happy New Year! At the beginning of each New Year we seem to have a need to redress how things are going in our life. We review the results of our previous year and move forward to a cheerier and better year ahead. With this in mind, I repeat, Happy New Year I pray that you had the Merriest Christmas ever and are looking forward to the most amazing year of your life! Take Action on your commitments and make it so!
In my personal review of the previous year and planning for a better New Year, I reviewed some material by Chris Widener. The title of this article came directly from one of the topics Chris covered.
Hunting vs. Fishing. What’s the difference? In any situation where leads are being generated and processed, there are two ways to approach people. Hunting for a deal or a prospect to present your opportunity, even the best deal in the whole world, leaves the person feeling pursued. Hunted animals are being killed. Hunted people also feel like they are going to be killed. You might have the best opportunity in the whole world. It might solve all of their problems. It might give them unlimited potential for income, completely repair their credit or stop the foreclosure; but if they feel hunted, they will not be interested. Their goal is to stop feeling hunted, so they dismiss you and your presentation quickly and coldly and continue on without your assistance; perhaps to their own ruin.
When you’re fishing, the fish is brought into the boat after being attracted to your bait. You have the opportunity to catch and release when it’s appropriate, you aren’t shooting and killing.
When you’re hunting people run. When you’re fishing people come.
The key to success in working with people depends on four things.
- There are lots of fish (people)
- The fish are hungry. They might not be hungry right now, but later they will be hungry, possibly for exactly what you offer and can do for them.
- Certain fish require specific kinds of bait. When you’re trying to sell something, YOU are the bait. If you are not the right kind of bait, they won’t bite.
- You have to make the right kind of presentation. Are you polished? Are you low pressure instead of high pressure? Is the presentation credible and compelling?
This partly explains why hungry investors and marketers struggle more than successful presenters. When the person you’re working with feels hunted, they do not want what you have to offer. When you are hungriest, you’re most likely hunting rather than fishing. Give people what they need in the way they need to hear it and they will be more than happy to hear you and work with you…if you’re the right person to help them.
Real Estate Tip: Marketing
There are millions of real estate opportunities available. This makes the first criteria above simple. Lots of opportunities are available. Many of those millions of opportunities come from people who are having a great deal of stress in their lives right now. This satisfies the second criteria – they’re hungry and need a solution. All that remains are the third and fourth criteria. Do you have the right kind of bait to help these people? If they are facing foreclosure, can you help them? If they need a job, can you offer one? Maybe it’s not a job you offer, but a different kind of income opportunity. And the fourth criteria; are you credible and compelling? Do you use high pressure tactics when much lower would work? If you need help with a problem contact me so I can help you work through the situation.
Check out some cool stuff at my blog www.ByronWatts.com/blog and website www.ByronWatts.com. Also check out www.ByronLeads.com.
