I had one of the most interesting conversations with a potential buyer client yesterday afternoon and it didn't
involve his wish list or want list for a new home.   At the end of the conversation I asked him for his permission
to write about our talk and as he found me via my blog posts he agreed. 

The young man I spoke with has been interviewing agents online for several months without the
agents being aware of it.  His interviewing has involved reading as much as he can on various agents websites, and recently he found ActiveRain.  One thing that he said made me stop in my tracks and nod
my head in agreement as I've had the same gut feeling when I am in his shoes as a consumer:  Don't tell
me you're honest, hardworking or trustworthy. 

In his words:  "If I read from someone that they are honest or they're hardworking or trust me I've just put a stone wall in front of them.  I'll walk around the wall and read someone else.  I won't take the time to walk through the wall."


                           

I asked him why those words put him off, anticipating the answer because I've felt the same gut
churning when someone has said those words to me.

His short and sweet reply?   Prove it, don't say it.

I wonder how many of us in trying to convey our value to consumers and peers have used those words and phrases in our marketing not knowing that we were building an imaginary stone wall in front of us?  A wall that the consumer won't walk through but rather walk leisurely around?

Mr Caller:  I look forward to talking to you again.  You gave me one of those eye opening moments that only someone on the outside of our profession can and I am grateful for it.  Perhaps next time we talk we'll get around to talking about your real estate needs.  I would be honored to prove myself to you.



© 2008 Kris Wales a Macomb County real estate agent

Photo courtesy of Fractal Artists photos on Flickr