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Children as Prospects? How about as Rain-Makers?

By Rich Schiffer

Real Estate Agent

January 17, 2007 04:12 AM

A recent post talked about Showing with Kids in Tow and some of the pitfalls of providing service to buyers with children. I have a slightly different perspective.

Sometimes children, especially young ones, who have a never given up the habit of saying exactly what they mean, can actually help your buyers fall in love with a house.

I have heard comments like:

"Mommy, I want the pink room to be mine."
"Look! I can reach the light switch!"
"If we lived here, I could keep my room clean. Look how big the closet is!"
"Wow, Mommy, think of how many cookies you could make in that oven!"

While it is true that kids can be a handful, they can be a blessing, too. Here are some tips for mining the gold that children represent:

I like to take some baloons (the same ones I use for open houses) if I am showing a furnished home. This keeps the kids hands occupied, and off the sellers stuff.
I also give the kids a business card, and tell them, "If you ever want to buy a house, be sure to call me." The kids (from 3yrs old and up) really seem to get a kick out of it, and it also sets you appart in the minds of the adults, too.
As you tour a property, interact with the children, as well as the adults. "So, Bobby, (assuming that is the childs' name!) what do you think of this big basement?" or "Which room do you like the best, Bobby?"

Show respect for their family, and they may be more apt to refer their (grown-up) family members to you.

I have also seen value in talking to my own children (twin 3yr olds) about what I do. They tell people I am a Realtor, and that I "Help people buy houses." They keep my business card, which has my photo on it in their school bag, and they bring it out when they "get sad" and want to "blow me kisses." As a result, I have had one teacher at their daycare, and one of the other parents talk to me about Real Estate. Both of the boys have told their teachers that when they grow up, they want to build houses, so their daddy can sell them. That could be the start of a very nice family business, in about 18 years or so...

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Debi Braulik

www.roundrealestate.com - Maple Valley, WA

Selling Maple Valley to Fife WA Homes For Sale

Rich- I like interacting with the children too. I get a kick out of when the children start picking rooms. Your idea about handing the child a business card is brilliant. It definately shows you respect the family unit.

Jan 17, 2007 04:43 AM

Lysa Napolitano

Daytona Beach, FL

Rich, great idea's! You seem to be great daddy material! You've got a super lucky family!

Lysa

Jan 17, 2007 05:18 AM

Allison Stewart

St.Cloud Homes - Saint Cloud, FL

St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

Rich I enjoyed the post. Kids are people too (Thanks Art Linkletter) and as a mother of TWINS myself, I cann attest to the fact that they network almost as well as the grown ups do. Making new friends almost instantly. I ended up being President of the PTO last year when my kids volunteered me. I like the business card idea. It makes them feel like real people not ignored or tag alongs. And yes, you have hit on a key issue-their input could be a deciding factor for the the parents as well. Very well done!

Jan 17, 2007 05:34 AM

Ann Guy

NA - Allentown, PA

I find myself nore apt to do business with someone who includes my son rather then pretending tht he doesn't exist. You have some great ideas.

Jan 17, 2007 05:41 AM

Dawn Stephenson

Coldwell Banker Wallace & Wallace - Andersonville, TN

Great Ideas! I am a mother of 3 and always interact with my clients children and think ahead to bring coloring pages or something special for them. My kids love to tell people that I am a real estate agent. They love to "help" me by creating ads urging others to "buy a house from my mom because she is great" The ads are usually drawn on paper using crayons and markers with pictures of a happy home and a stick family. One time I actually used one of them in an ad for my local newspaper.

Jan 17, 2007 07:05 AM

Chrissy Harrison

Referral Only Realty - Longmont, CO

Rich - I loved your ideas - the business card idea is great as it gives the kids a real sense of independence and importance. Last summer at a community fair, I handed out bottles of bubbles with my information stuck on the bottle (we left the warnings, ingredients and important info. from the manufacturer available to see). The kids loved running around the fairgrounds blowing bubbles and the parents appreciated the gift for the kids.

Thanks for mentioning my blog - "Showing with Kids in Tow" and for your great comments. You seem like a real family friendly agent and all around nice guy!

Jan 17, 2007 07:25 AM

Rick & Ines - Miami Beach Real Estate

Majestic Properties - Miami Beach, FL

That was a great post Rich - Rick and I always play with prospects kids and let the parents look at the house....and you are right, they say the most clever things like....this is the biggest house I have ever seen!!! (and there the parents are saying they think it's too small). Or how about...."wow, this house has to cost a lot! like 1000 dollars!). Instead of finding yourself in an uncomfortable situation, be creative with them - love the business card idea.

Ines

Jan 17, 2007 11:23 AM

Rich Schiffer

Swarthmore, PA

Referral Agent, e-PRO

I just discovered the Marketing & Children group, and included this post in it. I hope you all like it, too.

May 30, 2007 04:51 PM

Laura Reed

RE/MAX NorthStar - Clarksville, TN

Rich, You are so right. I think that sometimes when we get caught up in our "JOB" we tend to forget about the children. I have noticed that its the people that don't have children who seem to be more bothered by children than those of us who do have them. I also try to keep things stocked in my car and office to give to children so they feel like they are a part of whats going. My children love the fact that I am a Realtor and tell everyone they come into contact with, this has actually turned into a few closed deals for me.

Jun 04, 2007 03:35 AM

Brian Papaccio

Wells Fargo Home Loans - Newark, DE

The real trick is when you are interacting with the family and children in cases like [As you tour a property, interact with the children, as well as the adults. "So, Bobby, (assuming that is the childs' name!) what do you think of this big basement?" or "Which room do you like the best, Bobby?"] is to do it with out sounding like a used car sales man.

Do interact but as always be genuine.

Jun 04, 2007 04:51 AM

Gary J. Rocks

Juba Team Realty - Jefferson Township, NJ

Rich

I loved the story of your twin boys, I have twin girls they will soon be 9 when they were around 7 one of them found me a seller who I sold their house the owners kids participated in T-ball and my girl found out their friend was moving and she went up to the parent and told them my Daddy is the best Realtor in the area. After the closing I awarded each kid 300.00 to do what ever they wanted so naturally we went to Toys R Us, the check out lady asked my daughter where did you girls get so much money?, and their response was I help my Daddy sell houses do you know of anyone who needs him?

Sep 27, 2007 07:10 AM

Part of what leads to success in this business, and I am sure that nearly all successful agents will agree, is you have to love interacting with people. I hope that what people will take away from this discussion is that children are people too. As a parent, I am intimately aware of that. Not all agents are parents themselves, of course, but take it from me -- taking the time to treat my children as people is a great way to win points with me. I treat the children of my guests and clients with the same respect that I would apply to my clients. To me, it is not about some slick-used-care-salesman technique to impress the parents. It is just the right thing to do. At least, it is the way I would want to be treated (and my children treated) if the roles were reversed.

Sep 27, 2007 07:53 PM

Children as Prospects? How about as Rain-Makers?

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