Mind Your Manners

You don’t hear about manners much these days, but in addition to other benefits, good manners are a great selling tool. And they are a selling tool that cost nothing. They don’t say ‘mind your manners’ for nothing!

Don’t Get It

If you are a member of an online chat group, it won’t take long before bad manners and insensitivity becomes obvious to you. It usually begins with the line, “You don’t get it…

I was a member of a group where an agent posted a comment, to which somebody else opened with the “You don’t get it” line, followed by paragraphs of ego-bloated diatribe about what the person who posted first didn’t ‘get’.

What followed was four days of back-and-forth insults. On the morning of the fourth day I saw that these two were still at it and so I added a post of my own:

Children, while you two have been insulting each other for what is now four days, somebody is out there prospecting, attracting clients that you could have had. What have you added to the original question posted by [name]? Nothing – you’d rather insult each other than add anything constructive. Don’t bother responding to this as I will have already left the group. Goodbye.

Then there was a group in Singapore where the moderator posted what I thought was a reasonable question. I responded as did others, including a guy who started his post with “Wake up! The only way to…” I responded to this person by pointing out that his post could be interpreted as insulting.

I was flying from Perth to Adelaide and checked the comments when I landed three hours later. Hell had broken loose. There were no less than ten posts from this guy demanding that I apologise. Not once did he acknowledge that he may have inadvertently insulted the person who posted first.

Many other people responded too, all telling him that his post could be interpreted as insulting. I made one more post saying that I have no intention of escalating this issue – I was sorry that he didn’t like it, but I stood by my comment. Another twenty enraged posts later he was kicked out of the group and blocked.

Low Cost, High Return

What does courtesy and sensitivity to others’ feelings cost us? Nothing, but the return is enormous. There is a saying that says, “All things being equal, people will do business with people they like. All things being not-so-equal, people will still do business with people they like”. I believe it. People like people with good manners.

In Sales, little things make a big difference, and most are simply a case of good manners. Here are a few:

  • Arrive on time
  • If running late, call ahead to inform the person
  • Ask permission to take notes
  • Call the sellers promptly with buyer feedback
  • Thank clients for seeing you
  • Say ‘Thank you’ regularly
  • Say ‘Please’ regularly
  • Treat people how you would like to be treated

These might seem like old-fashioned values, but I have seen agents collectively lose hundreds of thousands in commission because of lapses in good manners.
It pays to mind your manners.

Gary Pittard
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