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

The Changing Face of Adult Education

As an educator in the real estate sector, I have seen the face of adult education change radically. Agency leaders should change their view of trainin...

Keep The Team Busy

Idle hands, idle mind, so the saying goes. School children who are kept busy with sport and similar extra-curricular activities are less likely to...

Can Booming Markets Conceal Mediocrity?

The real estate agent's prayer goes like this: "God grant me another boom and I promise I won't stuff it up this time". Such is the prayer of...

Group Your Tasks

'Task Hopping' is a time management trap that causes huge productivity losses. Real estate profit consultant, Gary Pittard, says that multitasking...

Buying a Name

Some real estate agency owners believe you need a big name to survive in the marketplace but this is not necessarily so. In the 25 years that I ha...

Should Leaders Sell

Owning a real estate agency and being a selling principal can be profitable, but what point is money if you have little free time to enjoy it? Rea...

Useless Notes

As a presenter, I often see attendees furiously taking notes, which may be flattering, but often leaves me wondering what they do with those notes. I ...

Ask For A Review

There is an old marketing saying that says: "Don't tell people how good you are. Get happy clients to tell people how good you are". References fr...

Forwards or Backwards: there is no standing still

A question I often ask leaders is "Where are you taking your...

Point Of Difference

Smart real estate agency leaders seek multiple Points of Difference for their agencies. When a seller says to your salesperson, "Why should I list...

Personality Matters

Meet Brendan and Adam, chefs and proprietors of a new restaurant called 34bia in Redfern in Sydney. Before this venture, Brendan and Adam owned a s...

Willpower Exercises

When it comes to forming new habits, willpower is what you need. With willpower you can say 'yes' or 'no' to yourself and mean it. In this short s...

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