Can You Learn A Lesson From Car Salesmen?

By
Real Estate Agent with RE/MAX Elite 513.265.3004 www.LizTour.com SAL.2002007747

CarCan You Learn A Lesson From Car Salesmen?

We know, WE know, our favorite profession to NOT be compared to!  But often in life we've learned that you can gain two types of lessons:  how to do it right, and how to do it wrong!  Just don't make a mistake as to WHICH lesson you're learning!

The most recent issue of Fortune magazine has an article by Becky Quick regarding her recent experiences buying a minivan.  The consistent theme through her dealings with three different auto dealerships was one of dismissal because of her gender.  "The guys" kept wanting to talk to a guy about the purchase, even once mistaking another man as her husband.  BIG D'OH moment!!  And she wasn't alone in her experience, telling the story of a female CEO wanting to buy a Porsche sports car and the salesman thinking someone else would need to "okay" the sale.  The CEO probably has more Irritatedmoney than all of reading this put together!

Now have you learned this lesson from the car salesmen or have you been shooting yourself in the foot when dealing with your prospective buyers and sellers?  You blow this part of the relationship and your tenure as their agent may be really short-lived!

Now in our business we encounter the full range of how couples relate and interact with each other, and with us.  Which half of the couple that is "in charge" varies, as does which of us they prefer to contact.  Most clients know to contact me and do so, while some guys just have to have a guy to deal with, so Bill gets called.  We flex with what makes the clients comfortable. 

CavemanWhat we know NOT to do is assume a role based on stereotypes or tradition.  Do that and some folks might think you're from the Neanderthal Period! 

Almost 100% of the time we do our prelist appointments together.  We have certain segments we each cover, but make subtle changes based on who asks the questions and how they're asked.  Eye contact goes back and forth to keep both people engaged and hopefully build that bond that leads to a "List our home" at the end of the appointment.  What we don't want to do is leave the appointment with one party feeling like they weren't part of the conversation.  You never know when the quiet one is the true decision maker that controls your hiring and firing!

So yes, we can all learn a thing or two from the car salesmen!  So are you keeping EVERYONE engaged?

Serving Warren County's residential real estate needs,
Liz and Bill aka BLiz

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REALTORS(S) Serving Warren County Ohio & Adjacent Areas

The Liz Spear Team of RE/MAX Elite
Elizabeth & William Spear
Ask for us by name if you visit the office!

EHO Two locations: Lebanon & Mason, OH
Liz direct:  513-265-3004
Bill direct: 513-520-5305     
Fax: 866-302-8418

MailTo:  LizSpear@Go-Concepts.com

Our Website:  www.LizTour.com

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Comments 97 New Comment

Ambassador
1,360,446
Liz and Bill Spear
RE/MAX Elite Warren County Ohio
RE/MAX Elite 513.265.3004 www.LizTour.com

Gene, There's good and bad everywhere, we just have to pick out the good stuff :)

March 01, 2012 07:07 PM
Rainmaker
277,979
Marnie Matarese
Showing you the best of Sarasota!
J Wood Realty

99% of my sales have been steered by the woman - I don't see that changing.  Men think they are in the driver's seat but women call them chauffeurs.  That's my story and I am sticking to it!

March 02, 2012 09:30 AM
Ambassador
1,360,446
Liz and Bill Spear
RE/MAX Elite Warren County Ohio
RE/MAX Elite 513.265.3004 www.LizTour.com

Marnie, I suspect you subscribe to the "If momma ain't happy, ain't nobody happy" philosophy! :)

March 02, 2012 01:21 PM
Rainmaker
267,982
Kasey & John Boles - Jon Gosche Real Estate
Boise, Meridian, Ada/Canyon/Gem/Boise Counties
Jon Gosche Real Estate, Boise ID

Such a great point BLiz!  In real estate (as in everything these days) it definitely does vary on who is the real decision maker and I love that you both go to the appointments and make sure to try to read them and include both of them appropriately.  I love that about the CEO trying to buy a Porsche.  oops.  Bad move car salesman :-) Kasey

April 12, 2012 02:10 PM
Ambassador
1,360,446
Liz and Bill Spear
RE/MAX Elite Warren County Ohio
RE/MAX Elite 513.265.3004 www.LizTour.com

Kasey, We've found with both of us there we can key off the sellers and slide our roles in the presentation as needed to make that bond with the sellers.  And definitely, that car salesman blew a big deal with someone who probably could have bought every car on the lot if she wanted!

April 12, 2012 02:16 PM
Ambassador
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Liz and Bill Spear

RE/MAX Elite Warren County Ohio
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Additional Information

REALTORS(R) serving Warren County Ohio and surrounding areas. Observing and reporting on real estate and related topics to help your quality of life! And if you're asking where is Warren County Ohio? We fill the space between Cincinnati and Dayton. Perfect for enjoying the bigger cities without living in them. Places like Mason, Lebanon, Springboro, Waynesville, Franklin and more. Plus lots of rural properties available too. We work with both residential homes buyers and sellers.