Likability in the workplace is important. Likability trumps a lot of other traits. Feeling comfortable with something or someone goes along way in determining the success of the business relationship.
A Daily Experience
I often buy my lunch at a particular store in town. Sure the food is good, but the food is good at some of the other locals also. The prices are commensurate with the other options too. The biggest difference among them all is my comfort level walking in. They stage it with the same concept in mind as we stage our homes. The space is void of clutter, light, bright and clean. It even smells good, and in a psychological sense, the space itself somehow suggests that the food is fresher and healthier.
The Office
If the economy begins to head in a positive direction, small businesses will likely expand their workforce. When we’ve hired employees over the years, we’ve often been fortunate enough to find at least two candidates that we thought were particularly well suited for the vacancy. What it often boils down to in our mind is, “Which candidate is going to be the easiest to work with, the most adaptable and will fit in best with our culture?”
Real Estate Prospects Are No Different
Certainly food for thought the next time you are soliciting business from a potential client. If I get an estimate from a painter, the painter’s reputation and cost are certainly important considerations. But I will likely find at least two who are similarly priced and have impeccable testimonials. The difference, in the end, will be determined by with whom I think that I can work more comfortably.
A prospect in real estate, whether a buyer or seller, will do the same thing. Be mindful of how you relate with them. Likability and comfort level will go a long way in shaping their perception of whom would be the best fit and whose vision is best aligned with theirs.
What do you consider to be an integral part of your relationship with a client?
How do you respond if you sense that the prospect’s vision doesn’t align with yours?
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