Are YOU Boring your clients with stats and numbers? STOP!

By
Real Estate Sales Representative

A few days ago, a guy walked into my office with his wife and a friend.  I didn't have the opportunity to spend much time with him as I was writing another contract at the time.  However, I did politely excuse myself from the contract to introduce myself, as I went to leave my office to greet them, my assistant had already been speaking with them and was on her way to show them some homes.

As I walked out into the lobby area..before I could say a word, the guy said, "Did you used to work for (insert home builder name) homes?"  This guy had remembered a brief encounter we had almost 5 years ago when they were purchasing their first home.

Back then, they did not buy a home from me because I did not have the right home to meet their needs at the time, but he never forgot the encounter we had. 

Why is that?

I was a memory point for him.  I provided value, made it fun,  and did not try and sell him the "wrong" home in the wrong location for his family.

He is buying a home from me this week.

Do people remember you when you meet them?

In today's world it is more important than ever to "STAND OUT!"  Get your clients and FUTURE clients laughing and smiling and having fun!  Don't be ALL Business, that's BORING!

People expect boring from their Accountant or lawyer.

People WANT to have FUN when they are BUYING a home!!  It is a fun time!! Make it FUN!!

I walk into so many offices and talk to TONS of Real Estate Professionals each week and MOST of them have the same thing in common....THEY ARE BORING!!  Their clients look bored!!  They make it about the numbers and not about the memories.

Several times each week, my clients, existing home buyers, and future clients call me or come and visit me thanking me for be being so helpful and making our time together FUN and Memorable!!

What do you do to Stand out?

Are you a Memory Point?

Curt Fletcher aka The Likeability Guy

Author of How To Sell More Homes and Increase Your Income

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Show All Comments
Rainer
15,586
Max de Vries
The Schubb Group - Livermore, CA
Great point. The number one quality my clients appreciate about working with me is my sense of humor.
January 15, 2008 09:30 PM #1
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Max, Thanks for the feedback!  I hear the same thing from most of my clients!!  It has to be fun!  I will go and check out your Blog.
January 15, 2008 09:37 PM #2
Rainer
102,732
Robert Huntsinger
Empire Realty - Upland, CA
Empire Realty Upland, CA - Full Service at a Discount

Curt,

Your right, I once in a previous time and place sold another product, Cars, and as a greenie I followed around the best salesman.  He tried to shake me many times and thought I was a pain in the buttocks, to quote Forest Gump, but then one day he filled me in.

Make then laugh, make it fun, shake it up a little, he said everyone is stressed out when they buy or look to buy, laughter is the easiest way to loosen them up.

In a short while I ended up being salesman of the month and did so three times that year.

Take care!

RJH

January 15, 2008 09:41 PM #3
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"

That is great story Robert!  So very true in my experience as well!  I think so often, people take themselves too serious, thinking laughing is not professional.  I think the term professional simply defines your level of value provided to the client and has nothing to do with laughing and smiling.

Thank you very much for the comments!

January 15, 2008 09:53 PM #4
Rainmaker
432,262
Jennifer Allan-Hagedorn
Sell with Soul - Pensacola Beach, FL
Author of Sell with Soul
I proclaim... The More Fun You Have Selling Real Estate... the More Real Estate You Will Sell! Don't be boring! Be FUN!
January 16, 2008 12:48 AM #5
Rainer
169,002
Terry Rasner-Yacenda
Broker,Owner - Dreams Realty - Reno, NV
"Dreams Realty"
Hmmm -- fun is important (but not to everyone), facts are important (but not to everyone), companionship is important (but not to everyone), AND BUYING A HOUSE IS NOT LIKE BUYING A CAR, unless you first kick the foundation vents (of which I once shared a family patent for the Raz-Air foundation vent).  I think that about covers it.
January 16, 2008 01:07 AM #6
Rainmaker
499,170
Susan Haughton, REALTOR
Alexandria, VA
Helping You Buy or Sell Alexandria Real Estate
In addition to having fun, I find that delivering a difficult message can often be softened if the right touch of humor is involved.  I always have fun with my clients;  but the trick is making sure you are astute enough in assessing how far to go with it. If they're not having fun, I'm not having fun!  And that's no way to live!  (Or work).  ;-)
January 16, 2008 07:59 AM #7
Rainer
77,641
Latonia Parks
Top Bragg Realty, Fayetteville NC, Home of the 82d ABN DIV - Fayetteville, NC
Military Relocation Expert
I thought the idea was to be professional.  I remember my husband telling me once to give them less me and more professional.  I think I have the right mixture but the scale tips in my favor to just be myself, regardless.
January 16, 2008 08:37 AM #8
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Jennifer, Thanks for the comment!  I have a strong feeling ALL your clients remember you.  I look forward to hearing about your SOI rebuilding challenge.  That sounds like a lot of fun!
January 16, 2008 09:10 AM #9
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Terry, You are very right about that.  There are no absolutes with everyone.  However. if you can make a scowl type person smile, I promise you will standout to them.  Thanks for the feedback!
January 16, 2008 09:13 AM #10
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"

Susan, that is a perfect example!  How people accept news in many ways is reflected on how the news is delivered.  Thanks!

Latonia,  Your right!  You should always be professional, but that does not mean that you can't laugh, smile and have a great time with your clients.  I believe that being professional is about the level of value and service that you provide. 

I bet you do have the right mixture.  Allowing your clients to see "YOU" is what will make you be different than the rest.  Everyone can do the stats and numbers, but nobody else can be YOU!

January 16, 2008 09:23 AM #11
Rainer
83,312
Matthew Zgonc
Aksland Real Estate - Modesto, CA
Realtor, CFS, CVS
I agree it is important for people to remember you and for you to remember them. Otherwise you are just a face in a crowd.
January 16, 2008 09:23 AM #12
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"
Matthew, that is exactly the way I see it.  Think of how many people that our clients talk to before making a selection....if we all sound the same without showing passion, positivity, and emotion, then everyone blends together into blah land.  Good Comment!
January 16, 2008 09:27 AM #13
Rainmaker
1,448,028
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Authentic Feng Shui Expert
Curt, This post really stood out for me.  I like to lighten the mood and often find myself laughing and joking with my clients and they enjoy it very much!  It's not all business all the time...wonderful thoughts you have!
January 16, 2008 10:08 AM #14
Rainer
194,096
Elizabeth Nieves
The Elizabeth Nieves Realty Group - Durham, NC
Bilingual Raleigh - Durham North Carolina Real Estate Team
BRAVO!!! I LOVE to read things like this! As I was reading, I was thinking back to some of the agents I've met in this business...who are just so stiff and unapproachable. I always ask myself, "Why would anyone choose to work with them?" Interesting, huh? GREAT STUFF!! GBU!
January 16, 2008 10:11 AM #15
Rainmaker
284,133
Sandy Nelson
Riley Jackson Real Estate Inc. - Olympia, WA
your Olympia area Realtor

Curt, to some people, numbers and statistics are fun and exciting.

Sandy

January 16, 2008 10:12 AM #16
Rainer
15,602
Curt Fletcher
Fort Worth, TX
aka "The Likeability Guy"

Carole, It is clear from your writing that you will always stand out to your clients.  Thanks for the comments!

Elizabeth, Thanks for the nice words.  I ask myself the same question everyday!  That's funny!

Sandy,  Good Point!  In a former life I was exactly that guy.  I worked for a large Aeronautics company called Lockheed Martin and was a HUGE Numbers Nerd!  Still am to some degree.  The analytic types like Engineers do enjoy the numbers and stats.

January 16, 2008 10:40 AM #17
Anonymous
Anonymous
Maegan
I love this story! I just wanted to say that I was present when this happened to Curt...and we were both dumbfounded for a couple of seconds. Must be nice to be ingrained in someone's mind like that.
February 27, 2008 06:03 PM #18
Rainer
2,420
Maegan Small
Meritage Homes - Fort Worth, TX
I love this story! I just wanted to say that I was present when this happened to Curt...and we were both dumbfounded for a couple of seconds. Must be nice to be ingrained in someone's mind like that.
February 27, 2008 06:05 PM #19
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