Courtesy Costs Nothing

Give all clients your time, attention, and courtesy
Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those agents who treated them well when they were purchasers.

No salesperson will admit to treating people badly, but you do see it all the time.

A classic example can be seen around auctions, where agents happily allow buyers to do pre-auction pest and building reports – spending hundreds, if not thousands, of dollars – even though those purchasers have no chance of buying the property.

I bid at auctions for my niece and her husband a few years ago. They paid for two sets of reports on two separate properties and we never got a bid in. The agents led them to believe they had a good chance of securing each property on their budget.

Both agents blamed the ‘hot market’ when my niece missed out. When those agents said they had no idea that these buyers were out of the market on their budget, the agents were either lying or incompetent.

Today, my niece and her husband are homeowners and will upgrade in the foreseeable future. I know two agents that won’t be invited to do a listing presentation.

Clients are not a limitless resource.

It is foolish to treat people as though there are plenty of others to take their place. Treat clients well and it will pay dividends, in both job satisfaction and in results.

Geoff Burch, in Writing On The Wall, said that before you say “No” to a client, or are about to treat them with indifference, imagine them standing in front of you with a huge purse. This purse is full of money and they want to give it to you.

Buyers and sellers want to give you their money. All you have to do is find out what they want, help them get what they want and they will gladly hand it over to you.

Agents who are too busy to return calls, too important to arrive at the appointment on time, and who won’t give buyers and sellers honest information and feedback, are a blight on our industry. They have no long term future in real estate.

Give all clients your time, attention, and courtesy. Do this whether or not you have much chance of doing business with them.

Courtesy costs nothing, but pays huge dividends over the life of your real estate career.

Recent Articles

Profit Systems

In the eighties, management expert Michael Gerber coined a phrase that became popular across the world: "Work on your business, not in you...

Whose Bright Idea Is This?

It is no secret that far too many business people, salespeople and leaders, hold training in low regard. In this short leadership session, real es...

Why You?

Salespeople spend a lot of time trying to convince sellers how good they are. They talk about the advertising they do, the awards they've won, the res...

Smart Goals Aren't Enough

If you have received even a modicum of real estate training, you know about SMART Goals: specific, measurable, achievable, realistic, and achievab...

When Salespeople Won't Do the Actions

In my work as a real estate agency profit consultant, I have heard all the excuses. It's twenty years since I heard a new one. The com...

Break Even Early

"If you want to boost your real estate agency's profit, put more focus on your agency's Break Even Point", says real estate agency profit consulta...

Studying in the 21st Century

Any person who wants to succeed in their career must study their craft. Self-improvement isn't a luxury. Winners realise that every dollar they inv...

How To Enjoy Your Work

Sales can be a tough career. We face rejection daily, doing most of our presenting in unfamiliar territory. We know that we are only as good as ou...

Less Selling, More Leading

Multi-tasking is a myth. While performing two straightforward chores at the same time is easy - you can stir the custard while talking on the...

What is a Result

The best leaders Pittard works with NEVER allow their offices to close unless their agencies have at least one real result for the day. But what i...

There's More To a Good Sale Than Just Closing

Everybody wants to be a better closer. Of all the skills salespeople say they want to improve, it's closing. But there is more to a GOOD sale than...

No Bad Days

In this short sales session real estate agency profit consultant, Gary Pittard, says that, for most salespeople, a typical month is a string of ba...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us