It was the late 80’s and I scheduled an appointment to show condominiums to a soon to be divorced man. I met him at an open house and he told me that he probably wouldn’t be buying for about six months or so. It was the fall, and some of the agents in the office questioned the wisdom of attempting to service the needs of someone who wouldn’t be a serious buyer until months into the new year. Personally I didn’t feel that I had much to lose. I was a new agent, wasn’t yet conducting much business and thought I could at least learn something.
More Than I Bargained For
What I learned is that it’s difficult to judge a client’s motivation until you actually meet them and show them the inventory. So much emotion factors into a decision to purchase real estate. I suppose that those emotions are only exacerbated when a traumatic experience such as divorce is involved. The gentleman made an offer on a waterfront unit within the first hour of meeting him.
Salesmanship vs. Follow-Up
Recently I posted a blog about my exposure to an excellent closing technique implemented by a young salesperson who was measuring me for a custom shirt. That was over a month ago and I haven’t heard from her since. Having a shirt made to order is a new experience for me and, to be fair to her, that could be typical. I did wonder one day, though, if the lack of communication is at all related to me commenting to her that having a shirt custom made is something that I rarely do. Could it possibly be that she has decided I won’t be bringing her business in the future and therefore has turned her attention elsewhere?
Back to the Basics
It seems to me that the similarities to both situations are not subtle. If I had assumed that spending a Saturday afternoon twenty-five years ago was going to be a disservice to both the client and myself, we would have both missed an opportunity. As it turned out it was an enriching day for both of us. How do we make a determination about one’s motivation to buy or sell? There are many opinions, but one thing is crystal clear. There is potential and opportunity in all that you meet.
How about you? Have you ever had a client take action that was contradictory to their plan?
Expand your mind, increase your business and receive your dose of “The Daily Tonic” everyday.* It’s always brief, informational and thought provoking.
Simply go to the top of this page or the home page of thedailytonic.com, enter your email in the navigation bar to the right and click “subscribe.” Of course your email address will be kept private.
*The Daily Tonic is published every weekday, M-F.
Such sage advice! Treat everyone well is the bottom line.
Couldn’t agree more Laura.