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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Show All Comments
Rainer
283,495
Kimo Jarrett
WikiWiki Realty - Huntington Beach, CA
Kimo's Lifestyle Solutions

The art of the sale, regardless of the item or service is the questions you ask the buyer. Some sales people have that skill, yet most don't and simply end up winging it.

Feb 29, 2012 09:15 AM #78
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Kimo, And those that learn will be infinitely more successful.

Feb 29, 2012 09:26 AM #79
Rainer
106,976
Ric Mills
Keller Williams Southern Az - Tucson, AZ
Integrity, Honesty, and Vast Real Estate Knowledge

I know that we hate being compared to car salesmen.  However, working for Ford Motor Company for 36 years and taking all of their sales training it is the same!  Sales training, presentation, followup, correspondence, they are all VERY similar and translate very well.  Homes and vehicles are the two most expensive items our clients will buy and the process is very similar.  I am talking about new vehicle sales at a franchised dealership.  Used car sales are a totally different animal.

Feb 29, 2012 10:41 AM #80
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Ric, Making any big ticket item purchase is going to put a knot in my stomach!  Even when you know you're making the totally right choice, it's a huge commitment.

Feb 29, 2012 10:53 AM #81
Rainmaker
170,182
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Liz and Bill, I am still learning to balance being open minded and trusting my instincts.    People's appearance can be so out of sync with their financial status!  

For example, a scruffy looking person shows up at an open house.   Who are they and why do they look like this?  

Did they just get  back from a long vacation, a day working in their yard or on a rental property investment, or do they simply not value society's rules about how we "should" look?    Or, are they an articulate transient looking for food and conversation?     In my market, potential clients usually aren't "dressed for success!"

Feb 29, 2012 11:15 AM #82
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

M.C., It can be a tough call, especially with something like an Open House.  Better to trust your gut and be safe above all else.

Feb 29, 2012 11:27 AM #83
Rainmaker
193,109
Mary Sheridan
Keller Willliams - NE TN,Johnson City,Kingsport,Jonesboro - Johnson City, TN
Creative Marketing, Buyer Agency 423-943-7655

My son-in-law who sells Toyotas would never make mistakes like that.  He's a really great "people person", endlessly patient and very knowledgeable.    I am working now with a couple who don't seem to be on the same page when it comes to where they want to live, how much they want ot spend, etc.   The husband wants to be the one who sees the houses and decides which to show the wife.   One of my rules, which I told them very early, is "You both have to want the same house."   

Feb 29, 2012 11:29 AM #84
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Mary, It's almost impossible for us to be successful when the couple can't even agree on what they want.  Good luck, hope they can come to agreement soon so you can match them with the right home!

Feb 29, 2012 11:46 AM #85
Rainmaker
212,362
Judy Orr
Classic Realty Group - Orland Park, IL
SW & Near West Chicago suburbs

As a woman I know we can be "dismissed."  Funny thing is, I've purchased cars and homes on my own.  I remember purchasing my first home and people actually telling me that as a woman alone I wouldn't get a mortgage.  Proved them wrong.

Because of this, I always make eye contact with the woman in a couple, possibly more than the man, although I try to "talk to them" evenly.  I actually prefer women salespeople because I feel they understand how we women can get treated.

On the other hand, I do make my husband accompany me for car purchases and we both go real estate shopping together.  I make him take the cars in to the automotive places because I don't like doing it to begin with and I feel that's one of the places that women can get taken advantage of (although it seems like they can take advantage of most anyone).  I also want him to be present with service people for our home.

Feb 29, 2012 11:53 AM #86
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Judy, Crazy how folks would think gender should keep you from purchasing a home.  It's all about the benjamins, and not much else :)  The automotive repair world is nuts, you never know if what they're asking for is accurate, nor the pricing.  We've got a great mechanic shop we trust and use regularly.

Feb 29, 2012 12:50 PM #87
Rainer
229,855
Karen Bernetti
Staging4Smooth Transitions Connecticut Home Staging - Southington, CT

Great post - it blows my mind that this nonsense is still happening.  I thought we were making progress.

Feb 29, 2012 07:35 PM #88
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Karen, I think progress IS being made, but a few isolated folks here and there are still slow to learn the lessons.  Anyone can have control of the pocketbook at this point, best to recognize and adapt.

Feb 29, 2012 07:42 PM #89
Rainmaker
24,115
Brenda Van Fossen
Dawson Ford Garbee & Co., Realtors, Lynchburg VA - Lynchburg, VA

Two comments:  I dread with a passion shopping for a new car.  I drive in with a fairly nice car but with more miles than I want on a car, and because I'm a woman (or at least that's my take on the situation), the salesmen try to find me a deal--not a car that I would want but a cheap car that they assume I can afford.  I hope no one dreads shopping for a home with me.  I will get them qualified so we know what price home they can afford, make eye contact with both if there are two buyers involved, and try to keep all parties engaged.  I don't want them to feel as I have felt in purchasing a car.  Secondly, not all car salesman are to be avoided.  I am working with a buyer who used to be a sales manager at a car dealership and he gives me pointers on selling.  He has been helpful and I appreciate his taking an interest.  Maybe he can give lessons to other car salesman also.

Feb 29, 2012 09:51 PM #90
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

Brenda, I think that dreading shopping for a new car has contributed to the online shopping services success.  Most people recognize they're not an expert in the process and look for someone else to have the expertise to help them....sounds kind of familiar doesn't it? :)  And agreed, most car salespeople are probably great at what they do.  Unfortunately Becky Quick had a run of misfortune in her encounters, and those guys had the misfortunate of poor service to a national writer.  I've yet to run across any profession that has nothing but perfect members on the top of their game, that's just part of life and the human condition.

Mar 01, 2012 03:26 AM #91
Rainmaker
1,263,449
Gene Riemenschneider
Home Point Real Estate - Brentwood, CA
Turning Houses into Homes

If I am going to learn from a car salesman I guess I would prefer to learn from their mistakes.  Thanks for the post.

Mar 01, 2012 06:57 PM #92
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

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

Mar 01, 2012 07:07 PM #93
Rainmaker
280,101
Marnie Matarese
J Wood Realty - Sarasota, FL
Showing you the best of Sarasota!

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!

Mar 02, 2012 09:30 AM #94
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

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

Mar 02, 2012 01:21 PM #95
Rainmaker
280,446
Kasey & John Boles - Jon Gosche Real Estate
Jon Gosche Real Estate, Boise ID - Boise, ID
Boise, Meridian, Ada/Canyon/Gem/Boise Counties

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

Apr 12, 2012 02:10 PM #96
Ambassador
1,488,904
Liz and Bill Spear
RE/MAX Elite 513.265.3004 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

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!

Apr 12, 2012 02:16 PM #97
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