Someone once said, “people don’t like to be sold, but they love to buy.” There’s a tremendous wisdom to that short sentence as well as numerous far reaching aspects that cover many facets of many businesses. More on those, another time. Left to their own resources, people will buy. They will buy technology gear, life insurance, lawn mowers, Chevys, Toyotas and Fords. They will buy houses. So how do you… Read More »Find Their Why and Let Them Buy!
Loyal Tiger Fans! Anywhere I teach, real estate agents share a common obstacle they face when working with buyers… LOYALTY! They say there is no problem getting sellers to be loyal, but those buyers… they are tougher. My answer is always the same: Maybe you should treat your buyers more like you treat your sellers. Our sellers are loyal because we lavish attention upon them. We send them info in… Read More »Looking for Buyer Loyalty?
At the National Association of Realtors Convention in Orlando several years ago, Daniel Pink (author of “A Whole New Mind”) had the members of his audience do an experiment. We placed our index finger on our foreheads and drew a capital letter E. Whether we drew it to read ourselves or to be read by others said something about our ability to empathize with others. Two-thirds of the audience showed… Read More »Got Empathy?
Smartphones aren’t so smart. I mean, they couldn’t just walk (or run) around and actually survive without….. yes, you guessed it….. people. The problem is, people are people. I teach sales people for a living. Some of them are tech savvy, some, not so much. They pretty much all agree, however, that while technology has changed some of the ways we do business and the equipment we utilize for doing… Read More »It’s A People Problem
After a meeting today at the Colorado Association of Realtors, I trekked over to the Park Meadows Mall for a few minutes. As per usual when I make a mall appearance, I cruised my way over to the Apple store to poke around. Two observations: 1) While most of the stores at the mall were desperate for traffic, the Apple store was PACKED! The reasons for this are moderately obvious:… Read More »It’s So Good We Use it Ourselves!
I was three-quarters of the way through my core exercises yesterday morning when the phone rang. Reluctantly as you can imagine, I lifted my carcass from the floor and crankily gathered my phone. “Hello?” I said. Then the voice…. It was Martin Price from somethingsomethingsomething.org who was letting me know that as a CRS, I was entitled to 100 late mortgage payer leads. The problem was it wasn’t Martin Price,… Read More »Ham, Eggs and Martin Price