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

TTP That's Our Job

Despite all the automation available to today's salespeople, how could anybody think that removing a reason for salespeople and Property Managers ...

Is Excellence Compulsory In Your Agency?


As leaders, we should be the ones setting the standards in our businesses. One standard that should be compulsory is Excellence

The Leader As Coach

Salespeople need far more coaching than typical salespeople receive. In this short leadership session, real estate agency profit consultant, Gary ...

The Enemy of Success

There can be many barriers to success, but one of the greatest challenges for some people is perfectionism. Perfectionism is the enemy of succe...

Courtesy Costs Nothing

Salespeople who treat buyers with disdain would do well to remember that those buyers will become sellers one day. And they will remember those ag...

You Cannot Motivate People

In almost three decades as a real estate agency profit consultant, I have worked with many leaders and interviewed many more. Over this time, I have ...

It's Time To Hire

Shrinking your sales team when your market is tough can shrink your business into oblivion. Join me for this short Leadership Session in which I h...

A Repeat of Last Year

Here we are at the beginning of a new year. But before we get too far into this new year, how were your results last year?Were you happy ...

Think the Best

No doubt you have heard real estate agents blame the market, or clients, for their poor results. "Buyers are liars", or, "Sellers won't see reason...

A Leader's 'Non-Negotiables'

In my 25 years as a real estate agency profit consultant, I have often heard leaders complain that they can't find good people. A second complaint...

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

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