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10 October 2008

Let’s Get Personal

“I want to know you’re successful and that you work with lots of buyers and sellers, and I want to be treated like I’m your only client.”

Nearly 25 years ago, those words from a seller helped mold my professional future.

We work in a fee-for-service business. “I … I … I …” doesn’t work. Frankly, a seller doesn’t care that I was agent of the month for three months this year. They’re not listening when I tell them about my long list of awards or designations, and they certainly don’t want to hear about the wonderful, exotic trips I attended as a result. They only care about getting their house sold. And while our awards, designations, and accolades are products of our accomplishments, sellers don’t make the connection.

Whether upsizing, downsizing, decreasing debt or relocating, selling a home is a very personal means to an end. We have a responsibility to our clients to help them reach this goal so that they can move on with their lives. In Delivering Knock Your Socks Off Service, Ron Zemke says, “Seeing and treating each customer as an individual helps you meet the needs of each on their own unique level.” Before you head out to your next listing appointment, ask yourself these three questions:

  • What do I know about the seller and their situation?
  • How can I help them reach their goal?
  • How will I demonstrate my value?

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