How often have you heard "Buyers WANT to buy.....but they HATE to be SOLD to..." How true, how true. I hate it when I am the target of someone selling something. Recently I have had an uptick in phone calls from West Coast Area Codes, people who are going to sell me the solution to every web-presence issue you can imagine. Those phone calls just make me grit my teeth.
In the last several weeks I have gotten down-right obnoxious. In the last day or so, I have started being right on the edge of rude. Sometimes, if I actually listen to what they are selling, it develops that I actually might be able to use what they have to sell. Usually I just get off the phone once it is clear that someone is Cold Calling.
In our business, I think that what we sell aren't houses but ourselves. Most of selling takes place very early in my relationship with someone new when I am working on getting them to understand that they generally need the services of an agent and specifically I am the agent that will fill that need. Almost all the work that real estate agents do that "markets" a property is actually a marketing piece for the agent. Think about the roll that all those postcards and business-card magnets serve. They are marketing the agent!
I don't "sell" houses. However, I do help clients work toward clarifying their thoughts about a property. I don't ask traditional "closing" questions, such as "if we could cure that one objection you have to this property....." Instead, I help people understand that buying a home is a right-brained, intuitive decision. I give them permission to honor the feelings that percolate up as they walk into a property. What "feels like home" to a person isn't anything I can make happen for someone. However, having seen it happen to hundreds of people over the years, I can help people recognize how they are responding to a house. It is all about body language. There isn't anything there to be Sold.
***image courtesy of pinkmoosepearl via Flickr.com Creative Commons