Do you want to be your client’s real-life Wizard of Oz and give them what they never even thought possible? Steve Sims, a speaker, coach, author and master of making things happen, has some invaluable advice for REALTORS® who really want to WOW their clients in today’s solution-based economy. Listen in to learn how you can give people more than what they want – even before they know it’s possible. Please subscribe to this podcast in iTunes or in the Podcasts App on your phone. Never miss a beat from Leigh by visiting leighbrown.com. Time Stamped Show Notes: 00:50 – Introducing Steve, a speaker, coach and author of Bluefishing 02:50 – He believes people overthink marketing; he helps people market effectively, especially those in real estate 04:40 – Communication fixes things that otherwise look complicated 04:50 – People don’t clearly ask for what they want; they ask for what they think is possible 06:06 – On giving people more than what they want 06:20 – Think, dream and vision for your clients to go beyond being a service provider 11:00 – We settle because we’re afraid of failing and being seen as a failure; our greatest achievements come from our greatest failures 15:45 – On his book and work 16:00 – He speaks globally, likes to grow, and loves to help people get out of their own way 17:00 – A second book is in the works 17:20 – On what he wants from a REALTOR® 18:15 – He wants someone to solve a problem and tell him what he needs to know 19:50 – Give answers to questions people don’t know to ask 20:35 – On his tag-team relationship with his wife 21:20 – His wife knows how to ask questions and communicate 22:20 – His wife didn’t like their current property at first; they made a pros and cons list and eliminated the problems she didn’t like 25:00 – On listening to both sides 25:05 – Usually one person in the relationship makes the ultimate decision; determine that person but keep both sides in mind 26:40 – Steve’s wife has ultimate veto power because she needs to be happy in the home 27:15 – We’re in a solution-based economy 28:00 – How to hear more from Steve – Read Bluefishing, listen to his podcast The Art of Making Things Happen, check out his website, and find him on all social media channels 3 Key Points Go beyond providing a service by giving more than what you’re asked for. Don’t settle. Don’t be afraid to fail.  Solve more and be the “who” people need. Credits Audio Production by Chris Mottram Show Notes provided by Melissa Valder