In today's hectic world, it seems that we are all too often faced with a shortage of time.  The concept of time has changed over the past 20 years.  There seems to be less "free" time.  More importantly, time has changed in the sense that clients demand more instantaneous communication.  In this environment, it is increasingly important that we show respect our customer's time.  So how can we show respect for our customer's time? 

For Traditional Agents:

•  Preview properties prior to showing, where possible.

•  Send MLS sheets, photographs and other information to client prior to the showing.

•  Send a showing reminder or confirmation to the client the day before the showing.

•  Confirm access - such as preset appointments - prior to the start of the tour. 

•  Arrive promptly for a showing or scheduled appointment. 

•  Create a plan for what you are going to show.  Provide driving directions for your client.  Set the agenda for the tour.

•  Provide copies of MLS sheets, marketing materials, etc. to the client.

•  Know the facts of each property.

•  Be sales ready.  Retain a sales contract and addendum so you are ready to write.

 For New Home Salespersons:

•  Same general rules as above.

•  Ask opening questions like "What do you want to accomplish today?" and "How much time do you have to spend with me?"

•  Adjust your sales presentation to match the time requirements of the prospect. 

You may encounter the "hurry up" customers who seem to have no time.  They want a price list and floor plan and want to view the home or display without a guided tour.  The best approach is to give them some space.  You should simply provide the requested information and give them some time to view the home or display unaccompanied by you.  You then can re-approach them and attempt to reconnect with them to start the discovery process.

By being prepared and by asking lead-in questions regarding time, you have shown respect for their time.  Time can work for you or against you.  But, the key is to understand that time must always be respected.

Note:  The opinions and statements contained herein represent my personal opinions and observations.  These blog entries are not reviewed, endorsed or approved for publication by Gilded Age Sales, LLC.