Have you ever noticed a correlation between winning, market performance, and being a “solutionist?”
- How do I add more value?
- How do I contribute more?
- What problems can I help solve?
- When I place the client’s needs above my sales objectives it leads to more referrals and more business.
That’s a growth mindset for winning in any endeavor, yes?!
“Solutionist!”
Becoming a Solutionist
A solutionist doesn’t lead with the pitch. They lead with the problem the other person is trying to solve.
- For agents: ask what keeps the seller up at night before you talk about your marketing plan.
- For recruiters: ask what’s getting in the way of an agent’s growth before you talk about splits.
- For leaders: ask your team where they’re stuck before you announce the next initiative.
Questions a Solutionist Asks
Solutionists listen more than they talk. A few questions that open the conversation:
- What would need to happen for this to be a win for you?
- What’s gotten in the way so far?
- What have you already tried?
Then do the harder part: stay quiet and let the person answer. The real issue often comes out in the second or third sentence, after the polite first answer.
This applies to retention as much as sales. Many agents don’t leave over one big problem. They leave over small ones nobody asked about. A manager who regularly asks “what’s getting in the way?” catches those early.
Solve the problem, and the business tends to follow.
Framework: This post is part of Action Produces Data, the coaching framework for consistent production: take the next right action, track it and let the results, not opinions, guide what you do next.
Want help applying this in your brokerage? Book a 30-minute conversation with Mark at calendly.com/mjsession.
