Can You Learn A Lesson From Car Salesmen?
We know, WE know, our favorite profession to NOT be compared to! But often in life we've learned that you can gain two types of lessons: how to do it right, and how to do it wrong! Just don't make a mistake as to WHICH lesson you're learning!
The most recent issue of Fortune magazine has an article by Becky Quick regarding her recent experiences buying a minivan. The consistent theme through her dealings with three different auto dealerships was one of dismissal because of her gender. "The guys" kept wanting to talk to a guy about the purchase, even once mistaking another man as her husband. BIG D'OH moment!! And she wasn't alone in her experience, telling the story of a female CEO wanting to buy a Porsche sports car and the salesman thinking someone else would need to "okay" the sale. The CEO probably has more money than all of reading this put together!
Now have you learned this lesson from the car salesmen or have you been shooting yourself in the foot when dealing with your prospective buyers and sellers? You blow this part of the relationship and your tenure as their agent may be really short-lived!
Now in our business we encounter the full range of how couples relate and interact with each other, and with us. Which half of the couple that is "in charge" varies, as does which of us they prefer to contact. Most clients know to contact me and do so, while some guys just have to have a guy to deal with, so Bill gets called. We flex with what makes the clients comfortable.
What we know NOT to do is assume a role based on stereotypes or tradition. Do that and some folks might think you're from the Neanderthal Period!
Almost 100% of the time we do our prelist appointments together. We have certain segments we each cover, but make subtle changes based on who asks the questions and how they're asked. Eye contact goes back and forth to keep both people engaged and hopefully build that bond that leads to a "List our home" at the end of the appointment. What we don't want to do is leave the appointment with one party feeling like they weren't part of the conversation. You never know when the quiet one is the true decision maker that controls your hiring and firing!
So yes, we can all learn a thing or two from the car salesmen! So are you keeping EVERYONE engaged?
Serving Warren County's residential real estate needs,
Liz and Bill aka BLiz