I was putting up our Christmas lights a few weekends ago when my wife noticed a pickup truck stopped at one of flyer boxes on a vacant lot up the street from our home.

They came on down to the clubhouse and boat ramp just across the street from us and parked.  I had noticed the box was empty of flyers the day before, but the opportunity to tell the agent had yet to happen.

Being the shy type that I am, I walked over to the couple in the pickup, told them I was a real estate agent, and asked if I could answer any questions.

It was a little like breaking a hole in a dam.  They had been looking for property for a couple of years.  They had narrowed their search from 75 properties to about under ten.  I was the first real estate agent that they had talked to during their search.

We went on to have an email dialog and recently I spent a couple of days showing them property.

They were undoubtedly the most educated real estate consumers that I have worked with yet.  They knew practically every property in the county that was on the water.

Much of the research that I often do for clients was already done.  Still I found that the local insider information that I provided to them was very helpful.

It has made it easier for them to narrow their choice of properties to two.

This couple reminded me how important timing is in sales.  I have endured more sales training in my corporate life than I care to remember.

Much of the training that I took has the unspoken premise that you can take someone who doesn't want to buy something and sell them that something.  I doubt that works in houses.

I have a whole wall full of sales achievement awards, and I have never done sold anyone something before they were ready to buy.  I have always operated on the idea that you provide real value to people, stay in touch with them, and when they are ready to buy, you will have the best shot at them.

It has worked for me in my other careers, and I think it will work in real estate.