Real Estate Blog - Using Hookers to Attract More Business

Home : Blogs : Gary Woltal - Associate Broker REALTOR® Dallas Ft. Worth : Gary Woltal's Blog

Using Hookers to Attract More Business

Hooker In attracting more business to your Real Estate, Staging, Appraisal, or Inspector business these days, you not only need to be creative but you need to go back to the basics. You need some hookers. No not the ladies of the night parading back and forth outside the realty office but a "hook."

Pardon my little twist in the story there, and calming down the excitement for a juicy plot. But did you know that

We remember 33% of what we read. We remember 50% of what people tell us. BUT

We remember 100% of what we feel.

It is true that we remember what we feel. Think of the aftermath from 9/11. You remember where you were that day.

It's called an "emotional connection" and it is what will assist you in the growth of your business vs. making people read about you or you telling them about your service.

So how do we "connect?" How do we set the "hook"? You make your customer a top priority. You love and care about their needs. You be the connection, the bridge to them, the "hook" between their needs and that home they want to buy or sell or stage for sale.

The payoff? They will like and trust you and reward you with more loyalty, referrals and more business.

So bring a hooker, (ahem) a hook into your strategy to grow your business. That emotional connection that will tie you to your clients' hearts. They will never forget you. Isn't that what you want for the great service you are providing them.

Remember, they may forget what you said, but they WILL NEVER forget how you made them feel.

Posted by Gary Woltal - Associate Broker REALTOR® Dallas Ft. Worth on 06/10/2008 11:02 AM

Comments (135)

emotional connection

Originally posted at: Gary Woltal's Blog: Using Hookers to Attract More Business

Post is included in group: Realtors®
Post is included in group: Stage It Forward...
Post is included in group: The Art Of Marketing You
Post is included in group: Almost Anything Goes
Post is included in group: The Optimist

135 Comments on Using Hookers to Attract More Business

JUN

2008

Gary...good comparison. It is suprising how mauch and what we will believe. I believe having a Pretty Lady around never hurt!

Gary - I'm a hooker. I do talks on staging and interior redesign all the time. People always come up to me asking advice on how to sell their home. I have a few agents that I love to work with that pay for a staging consultation. It is easy to 'hook' clients because I'm a neutral third party who is somewhat of an insider in the real estate industry. Last year I referred 5 listings to my favorite agent. All sold within the first month.

You want a hook - go buddy up with your local stager. :)

Gary: Geeeezzzzz, I've been trying to comment ... it's the upstream proxy server preventing me.

I've never been a very good hooker, but I'm trying to do better. I've been investing all my time in the gadgets that go along with the job... that's about as far as I've gotten.

William: There are many ways to hook those clients : )

Maureen: I think a partnership between a Stager and a REALTOR is a great hookup.

Jan: Active Rain has been maddening for me today. They seem to never get their technical problems worked out. I think we need to "connect" and hook quite a bit of the time beyond the gadgetry and do that offline.

Well, you know how to hook your audience.

Gary-----nice car:)

Gary you sure know how to reel 'em in with your catchy titles! Be a "fisher of men & women" with those hooks! Make sure the bait you use is the real deal though, nothing fishy... couldn't help myself..

Gary, I have to say those are interesting stats, I had no idea I remembered so little of what I read or was told. But you are very right about emotional connections, they don't go away and aren't forgoten---and are certainly priceless.

Well, Gary, my own philosophy is leave them wanting more. If that makes me a hooker (and it does sound that way!) then we should all be hookers! Staging hookers! We should form a new group! Anyone want to be moderator.....I didn't think so. ;)

Gary, Thanks for re-enforcing what I was explaining to my agents earlier today! Realtors are forever trying to impress people with their knowledge and forgetting the part about making a friend! People want to do business with people that they like!

Mike Kelly

Kevin: I bring them in.

Charles: What car? : )

Carole: Strong memories never leave us and the good ones are indeed priceless.

Elaine: That would be a great group - Staging Hookers. You should be the moderator Elaine. You would need a strong sense of humor for that group ; )

Sellstate: An essential in doing business. They like you.

Gary - I am feeling all the love in this blog. Catchy title, too - reeled them right in.

Gary, another catchy title! You are so right, as your title will draw more people in to your message, so will having a hook will get your clients attention and get them to do business with you. Real Estate business, that is. Ahem...

Hi Gary, We are emotional beings. Music, art, movies and stories connect with people. We must connect with the heart before we can connect with the head!

Kathleen: Feel the love : )

One Other: We are talking Real Estate "business" right?; )

Dan: That connection you are right, comes from within.

Gary, How did you get this picture of Jesse Betty Blogger?

Gary - Shame on you! But what a great idea - just hire a few hookers to host an open house and then just see what kind of activity happens then! When I was a new agent I use to feel like a hooker when I had to beg for the business!

Seriously, I understand - the best hook I ever saw was an agent who posed with his lab retriever and the caption reads "Voted Best Realtor By An Independant Lab"

Gary! You got me. I received a call tonight from a Realtor who felt so bad because she called to tell me that the clients went with another stager who is a hobby stager and therefore her price was very low. They received 5 bids and mine was in the middle, but the Realtor worked very hard to get them to choose me. They are revamping everything and every penny is important (as always) so they felt they had no choice but to pick the hobby stager with no insurance etc. My point being is that the Realtor kept me on the phone for 45 minutes because she felt so bad that I didn't get the job because she loved me, my presentation, my proposal and my work. She was hooked and feels worse than me that I didn't get the job :) I know exactly what you mean! Good/entertaining post! Kym

Gary,

And you know what they say about stats...87% of them are made up. (LOL)

Susan: So you know this hooker woman?? You have the bestest of friends ; ) I take photos everywhere I go. Obviously, innocent me, drove down the wrong block with this one.

Carol: You know I get a little creative with a post and people start throwing tomatoes at me. Hiring hookers to host an open house? Wow, talk about driving up activity. Best Realtor by an Independent Lab. That was a very good one :)

Kym: Keep being the BEST you, and you'll get more of your share of the deals in the long run. I would feel the same as the other Realtor working hard for you. You can't win them all. Just move on. But I'm glad you have a good partner with a Realtor. You two will go far, I just feel it. This will be something you laugh at some day about the hobby Stager.

Lynda: I found these stats but I am sure there is some variance to them.

Gary, I have been accusted of prostituting myself, but have never been called a hooker! Go figure! This is a good post... thanks for sharing it.

Gary: You had me at the title. The picture was pretty good too (she sure has some fine legs!).

The blog was excellent. What a great point you are making here!

I would love to have you join our Optimist Group and post this one there! It is an excellent blog, perfect for our excellent group of extraordinary thinkers like you, Gary!

Gary... I have to admit my husband just roared about your post and loved to idea of "Hookers"....creative post, definitely the best blog I've read in a while.

C. Lange

Invite us to LinkedIn: Michael & Cheron Lange

Steve: What we will do for business and exposure LOL.

Mirela: Thanks for your comments. I'll post it over there.

Cheron: Glad you thought it was a hoot. Carol Culkin above is getting wild beyond me, wanting to bring the hookers over to her Open House. Wouldn't that be a scene for a comedy movie? : )

What an anology to make a point Gary! I won't forget this for quite awhile!

Wayne: Glad it got your attention.

Gary: I can see why you are so successful. As they say in the South: "There is no grass growing under your feet!"

You are a man of action.

Thank you very much!

Gary: Your blog is now a featured post on our Optimist Board.

Mirela: Don't delay in life. It is too short. Thanks for letting me know about the group. And you are too kind with the feature over there. I'll have to take time and read more from the contributors.

JUN

2008

Well said as always Gary. Have a great week. T

Gary, Gary, Gary... nothing hooks 'em like a great title, does it? haha. For a second I thougth Slaybaugh and the crew had hijacked your brain. Whew!

For all the tech tools we surround ourselves with, at the end of the day this is still a people business. Off to find a hooker. :)

Gary, the title was just to good to pass up! You finished it up with class and substance. You are apparently more than just a pretty face! ; )

Gary, you did it. You "hooked" me. But then again you hooked me quite a while ago. You are one of the people that I always enjoy reading.

Gary

I thought this was very clever.... completely enjoyed it.

Gary, I have heard that you recall only 10% of what you are read, 30% of what read and hear, but 90% of what your see, hear, and feel. That's why great stories and movies really get to us. Thanks for the great post.

Hhmmm, catchy title there, Gary! Point well made - it is the emotional tie that will be remembered!

Some great points Gary. I would also like to piont out that the type of bait you use on that hook also determines what you catch.

... and we buy with emotions and then justify the price. Having the ability to connect with buyers and sellers is the difference in a average Realtor and a great Realtor. Nice hook !

I was "hooked" by the title and couldn't resist reading. Thanks for the post. Well said. I was taught from the beginning that buying property (whether it's your 1st or 21st) is an emotional happening. Must be true!

Terrylynn: Hope you have a good week too.

Jesse: With a properly set hook you are linked. That is what it is all about.

Pam: I had to go fishing for readers today : )

Kris: Another one reeled in. Thanks for your kind words and stopping by as always.

Allison: We have to have fun with these things.

Amy: Good point on how we progressively absorb more as we get more involved. I agree how the great movies and stories stick with us.

Leesa: I know you are GREAT with emotional ties.

OurMonmouth: The proper bait is critical I agree.

Missy: I have seen that time and again. People find their house by the feel and then justify a price logically. You are right about the average and great Realtors knowing about the emotional connection.

Excellent post, Gary! Great reminder that we still have to deal with humans and that humans have emotions.

Jan: When you work with buyers you definitely see that emotional connection.

Clint: Humans will show you those emotions, that's for sure.

Gary, I'm glad I don't drive a little white car.. imagine all the people that do having their wives looking VERY carefully at that pic!!!!

Mike: Isn't that your car??? : ) Oh no, the Internet is worldwide. Someone is in big trouble now, you are right.

You sure caught my attention with this one Gary. What a great post. Interesting stats too.

Charlene: You have to check things out with titles like that I agree. A tame one on the inside though. Thank you for commenting.

If you really want to hook'er yuo've gotta get'er attention first, right Gary?

Gary--Look at all those comments with your "hook"! Surprising photo from you but you have to mix things up once in awhile to make a point. The emotional connection is very memorable...As is your post! :)

Kevin: Attention is a first step for sure.

Teri: Glad you gave me license to mix it up a bit. A hook with our clients definitely helps us have that more solid bond for a long lasting relationship.

Gary,

Great post and you are right we have to make an impression that our clients will never forget.

Mike: A good impression definitely helps!

Gary - You had me at Hooker! Talk about using a hook to draw us in.

I don't think I fit into your memory stats, I remember much less. I have a serious disease called CRS.

(Can't Remember Sh__.)

Gary, great post and great title. Thanks for sharing the stats and your creativity. It's easy to see why you've been featured within the Optimist group. Way to Go!

Hi Gary,

Excellent post. So, so true, especially here in Montana. People either like you or they don't . The emotional connection is essential.

Thank you again,

Kelly Parks

Virginia: Very funny from the lady from the state where parts of it have legalized this activity. I have those memory gaps too.

LaShawn: Have to have a little fun with these posts now and then. Love your signature file.

Kelly: Liking is so important you are right.

Great way to attract attention to your Blog, Gary. How can anyone resist taking a look at what you have to say after you've used such a provacative Blog title?!

Great article!

You hooked me in with that title. Good point though.

Great job - Great post - Great hook! Thanks for the reminder that this is a people to people business. Teri

I was hooked; and I though you were going to talk about fishing ... but it was really about hook(er)s... LOL :)
Great point - great post, as usual.

So true! So true! I like to think of everyone I meet having a sign over there heads that says "Make me feel special." Everyone desires to feel special. Thanks!

Pamela: That's the attention grabbing hook for this one.

Georgina: Glad you stopped by.

Teri: It is a people business.

Sylvie: I'll do a fish picture next time, but it probably wouldn't have been as exciting ; )

Laura: I love that sign over the head idea.

Well done Gary! We can't continue to do business the same way if our market has changed....and well...there's always a couple of Hooter's girls who may probably be inticed to do a few open houses! :)

Shannon: That's the spirit. Your Open Houses would be the best!! ; )

What a great blog title! Kudos for you for such an eye-grabbing title. It made me laugh and I absolutely needed that today. Thanks too for the reminder to get back to the basics.

Kathy

What a great blog title! Kudos for you for such an eye-grabbing title. It made me laugh and I absolutely needed that today. Thanks too for the reminder to get back to the basics.

Kathy

Okay, Gary, you hooked me. LOL

Hey Gary, Great post! Great "Hook" line and sinker. Good points too.

After I read the post I checked out where you were from and saw "Flower Mound" Texas. And I thought my buddy Jim Striegal was the only person on the planet that lived there...had never even heard about it prior to a couple years ago!

Thanks for sharing some good stuff!

Tamara D.

Well you certainly hooked your audience here....nice post. Thanks for the humor ad a lil' bit of wisdom too!

Gary, with that provocative title you outdid me with the Ladies only blog. No telling how many men went pell-mell to this post!! Who'da thunk it of you? : )

LOL I was like "Hooker?" and I clicked on the post, and what do you know? A photo of a hooker! :D Great blog content. I love that 100% of people will remember what they feel. That is just genius.

Cheers,

Cindy

Gary - hilarious! i didn't even read past the first paragraph...haha...great job on attracting the attentsion (and comments!)

Great post! Thanks Gary

Well Gary, you've got me hooked...don't ya know? I agree with you all down the line. I'm a little surprised at your hooker though!

Later in the rain~Deb

Fabulous! I try hard to create the connections with my clients. It makes all the difference between an okay transaction and a client for life.

Gary,

Your comments were great! Just the heading for the blog brought interest, I am sure! It was a great blog!

I like Carol's comment the best - "Independent Lab" hahahaha

Emotional connection=great friends and sustenance - feeling like a "salesperson"

Great equation and nice post!

I got a little chuckle from your title but knew you were up to something legit. Enjoyed the post.

Gary - Fantastic 'hook' to this post. I haven't read through the comments but I'm sure I'm not unique in my addition to this thread. This is probably one of the more clever posts and subsequent contexts I've come across. You are exactly write right and there is an articulation that is spell bounding and quite beautiful when we can connect with clients people on feelings. Wonderful work Gary, I'm very glad I found ya!

Bravo Gary!! I had really good feelings reading this post!! The title really grabbed me too!! Thank you for sharing this post. Have a wonderful rest of the week!

VERY FUNNY

(the blank comment was me...)

Gary - This post gives me a warm (yet slightly dirty) feeling. >:-)

I love it! Thanks for the statistics.

You're right everyone needs a hook, and the most successful people usually do!

JUN

2008

Great headline...you got me hooked! :)

Gary, And here I thought you where writing about.. well.. you know. Funny thing is in Florida their used to be a Lender (I won't go into details because all of the other mortgage people will know who I am talking about.. ) at the Florida Mortgage trade shows who would bring.. will their own form shall we say..

Gary, you hooked me at the title! Great post.

Hey Gary, That got my attention. I had to read more to find out what you were really talking about. Emotional connections in relationships mean everything!

Gary, the hook is different for different personalities. Analytical people won't care about the feely stuff as much as facts, they will remember the facts, and Driven people also won't care about how they feel as much as what is in it for them, there are 4 types of basic personality and they all remember differently and make decisions differently. I agree you need to hook, but you have to both know your audience and give them what they will need. Good post.

nice hook. I think the picture you used speaks for itself as well!!!

You got me to click, great Title and greater BLOG. Thanks for the info

Gary way to bring us in!

Great title! You always hear the stats about how much we remember that we read or hear but I've never thought about or heard that we remember 100% of what we feel.

Ross made a great point about personality styles. I so agree...tailor your marketing to your target audience!

You have done a great job of demonstrating...not just telling. Bravo!

Great post and a wonderful reminder to create an emotional connection with your audience.

Nice Hook to grab our attention. Good Post!

John Powers

www.restaurants4saleonline.com

Gary! Gary! Gary! You are such a tease brother. For a half a second there,you got me all excited. I though you meant that can of hooker. Okay. Let me stop before people think that I am really serious. But you are absolutely right. Great post.

Gary, great post! I had to laugh when I saw the attached photo to your post.

This is so true, I have a client that has requested I come to another state and help them stage their new home, because an emotional connection was made in the beginning. Thanks for the reminder!!!

Congrats on the feature... this is too cute my friend. Yes... I am a hooker too, been called that actually in another blog.. whoops, won't go there ;) Sending a hooker means that you say just a bit of what people want, you hook them... you set the bait out.... you give only a little....they want to know more. Isn't this just advertising? Or am I miss informed ;)

JUN

2008

The funny thing, when I started int the Mortgage side of the business our Manager called us her "loan Whores"... after more than 20 years I finally understand it!!!! :)

it is always about the client and the connection with the client in our business. If they like us they will do business with us!

Looks like you can use "hookers" to get more blog posts too... way to go!

Aloha Gary,

Shocking so many 'Hookers' responded to your call. A titilating tale of merchandising magic. Thanks for the post.

peace,

I want to thank everyone who has commented and continues to comment on this blog. With the "catchy" title I thought since I was talking about building those emotional hooks with others I might hook in a few more readers. Apparently so. I hope you got the point that the "feeling" you have with another is so important in both our business and personal relationships. We remember that feeling. I have read each of the comments and have enjoyed them ALL. I was overwhelmed with the number and couldn't get back and respond to each one. I already gave up sleeping : )

JUN

2008

GARY - I think that you used a hook here to describe your point that really brought it all home, at least for me. The 9/11 reference about how you can emotionally connect to a situation. This is an interesting take on appealing to the emotions of people.

Using the target attractionsof a home or area always helps. It has been reinforce many times over. Often the fear of losing something is more motivating than the expectation of gaining.

Bonner

Your title got me to read your blog and the content got me reading the rest of it. Very good post.

Great Post. So what emotional Hooks do you use? I would love to hear some of the readers ideas. Different people respond in a variety of ways to "emotions"

Karen: Some emotional hooks to develop with people start with compliments. Find something genuinely nice to say about them to get a good "feeling" going. Find common ground and interests that you and they have. Build rapport by discussing and learning what they care about like their family, work, hobbies, etc. By building that "inside connection" that is emotional you are tightly weaving into their life. You know you are building in that direction when you think what you are saying to them or asking them and looking at it from how does it make them feel? For example if they dote on their grandkids, and that's what you talk with them about, they connect with you that you care about that part of their life. You are bonded then.

JUN

2008

Oh now there's some easy money! I've just never had the energy for night shifts LOL! Many years ago, I lived in a little Colorado mountain town and worked at a restaurant called THE HAPPY COOKER. That was as close as I ever got to big nighttime tips!

Thanks for the interesting info. The headline is very catchy and I look forward to reading more of yours! Im out to find me a "hooker" Thanks again!

Mara: The Happy Cooker. Now that restaurant will get some attention. We have Fuddruckers as a restaurant here, and that name has always made me pause. Easy money. You made me laugh : )

Connie: Make "hookers" part of your business plan.

JUN

2008

Gary you cheeky fellow you with that blog title. 3320 views says it all.

As always, thanks again for the education w/ your writtings, keep them coming!

JUN

2008

Great post, your headline definitely hooked me in. LOL

Cynthia: I wonder why everyone is viewing this one? ; )

Larry: Reeling them in : )

Catchy Headline but nice comparison.

Earn Extra Income: Free List of Broker Price Opinion Companies

Did anyone else notice the most widely viewed and commented blogs had the words SEX and HOOKER in the title? Okay, so the content was great too, but the "hook" definitely works to reel you in.

Gary: Thanks for stopping by.

Angela: The hook works, you are so right.

JUN

2008

With a title like that how could anyone NOT stop to take a look. Kudos.

Title might classify as a hook. Not a emotional one but definitely gets you attention. Short simple but very good.

Stephanie: The attention hook reels them in you are right.

Jeff: Thanks.

JUL

2008

Very catchy title.....I liked it and also very true....

LOL!!! I actually thought you know what... Funny comparison, but great information. Very nice blog

JUL

2008

What a great point. I am always amazed at how many times I tell people the same thing over and over again, because they don't remember that we already talked about that once. I definately need to start working on making everyone around me feel like I am there for them, and really do care about them and their future. Thanks for the reminder of why I got into this industry.

Troy: Once they know you on that emotional connection level, they will remember you. It just works that way.

Well said....sorta. I can't help but notice the number of comments you've gotten on this post. It reminds of one last week with the headline about losing a listing to a big boobed agent. (((sigh)) boys, boys, boys. Is that what it takes to get everyone's attention these days??? I guess the old adage remains the same..."Sex Sells". Or in this case "There's a sucker born every minute."

Cute post....

JUL

2008

He he he. I love a well thought out analogy. I'm subscribing to you Mr.

Tracy: Welcome to the club.

Great post! It certainly caught my attention. lol

Jon: As you can see by the number of comments this topic received since originally being posted in June, there are a lot of curiosity seekers out there (naturally, so don't feel bad). There is a message behind the madness, with the "hook" theme though.

JUL

2008

Carol: Going back to your comment a couple of weeks ago, some say the catchy title draws you in. If anything, this post is supreme evidence of that. Everyone wants a little peek inside to see what's going on and if just maybe, they are missing out on something.

JUL

2008

Great Post..We all need our own "hook"..it's aslo the catchy part of a song..the part that makes people hum it long after it's over.good luck with your hookers,,,I mean Hooks

This blog does not allow anonymous comments