Thanks to Jim Muttram for pointing me in the direction of this article in business week.
The bit I really like is this:
The old rules taught you to ask, "What is my product or service, and how can I sell it to you?" With that question, adversarialism was baked into the DNA of the buyer-seller transaction.
The new rules ask, "Who are you? What do you need? How can I help?" This creates a dynamic of advocacy and mutual accountability. The more trust you build, the more value you release, and the more wealth you create.
This is exactly how I feel about my business. Traditional estate agents say & think "I have these houses on my books, which one would you like to buy".
My business model is all about communication. Finding out what my clients dreams are and helping turn them into reality. Interpreting the brief, doing the legwork and working together to find the ideal property for them.
It sounds grand for a small business finding property in the charente but it's true and the fact that many of my clients have also turned into friends seems to bear testimony to it!
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