Are you Boring Your Clients into NOT Buying a Home?
January 30th, 2008 Posted in How To Sell Homes, Curt's ArticlesA few days ago, a guy walked into my office with his wife and a friend. I didn’t have the opportunity to spend much time with him as I was writing another contract at the time. However, I did politely excuse myself from the contract to introduce myself, as I went to leave my office to greet them, my assistant had already been speaking with them and was on her way to show them some homes.
As I walked out into the lobby area..before I could say a word, the guy said, “Did you used to work for (insert home builder name) homes?” This guy had remembered a brief encounter we had almost 5 years ago when they were purchasing their first home.
Back then, they did not buy a home from me because I did not have the right home to meet their needs at the time, but he never forgot the encounter we had.
Why is that?
I was a memory point for him. I provided value, made it fun, and did not try and sell him the “wrong” home in the wrong location for his family.
He is buying a home from me this week.
Do people remember you when you meet them?
In today’s world it is more important than ever to “STAND OUT!” Get your clients and FUTURE clients laughing and smiling and having fun! Don’t be ALL Business, that’s BORING!
People expect boring from their Accountant or lawyer.
People WANT to have FUN when they are BUYING a home!! It is a fun time!! Make it FUN!!
I walk into so many offices and talk to TONS of Real Estate Professionals each week and MOST of them have the same thing in common….THEY ARE BORING!! Their clients look bored!! They make it about the numbers and not about the memories.
Several times each week, my clients, existing home buyers, and future clients call me or come and visit me thanking me for be being so helpful and making our time together FUN and Memorable!!
What do you do to Stand out?
Are you a Memory Point?
Curt Fletcher aka The Likeability Guy
Author of How To Sell More Homes and Increase Your Income
