When I first started my career in real estate, I was talking with a friend who's daughter was in sales. No set paycheck or schedule, with sales goals for each month. I remarked that I didn't think I could work in sales, which elicited an enormous laugh from my friend. "What is it that you think you do?" I remember being shocked to realize that I am in sales, because I had never looked at it that way before. I had always considered myself as more of a matchmaker: pairing of people's interests, lifestyle, and budget with the right property. Here in the Kapalua Resort, it's fairly easy to feel that way...as if, in some regards, we help our clients fulfill their dreams.
In our weekly staff meetings, we discuss market conditions, new listings, our latest showing activity, and the underlying interests of our respective clients. And once in a while, we have sales trainings or updates on the latest developments.
Today we were given an exercise that I believe has a Universal Truth, crossing cultures, classes, and ages. It reminded me of that day when I realized that the way I can enjoy sales is to develop a connection or personal relationship with people. Everyone in our office listed their top five "Life Motivations," what we considered to be the most important things in our lives. It was surprising how similar they are:
Family, Health, Friendships/Relationships, Financial Well-Being/Business Success, Spiritual Growth/Balance, Travel, Contributing to the Community, Beauty in our Experiences, Education, Creative Pursuit, Legacy, Passion, Fun/Happiness.
It was also interesting to learn that for Luxury Property Buyers, that it is the Quest: for eduction and experience that is often in their top five.
I encourage you to do this with your friends or colleagues. If Buying or Selling real estate is not in your top five, it's likely it isn't in your clients top priorities either. It's the effect that that new home will have on their lives that is important, whether it's a step toward building financial security, a place to relax, or a place to create memories with their family.
Develop a list of your life motivations, and then ask your clients about theirs. If they tell you about their life, you can see if you have a way to enhance it, if you know of something that will work for them.
Please feel free to post your top five--I'd love to hear from you!