Relationship Selling

I work FSBO's in my market and if i don't catch them at home, I leave them a letter explaining what I do etc. If I can, I leave my letter stuck in a coffee mug filled with candy and two pens. Note to self: check on prices for new pens and mugs!

I got a call from an elderly couple last week. They had received my letter and the wife asked me to come over for a talk. I do not like being a salesperson but I like being a consultant. That's my mindset when I approach sellers. I will not talk them into something. I will listen and figure out what they want and if I believe I can get them what they want, I tell them.

I didn't show up with a filled out listing agreement, I didn't even have my beloved black leather binder with me (I can's sleep if I don't have this thing within arm's reach). I spent 3 hours listening to them. We quickly found out that the husband had been stationed with the US military in my hometown in Germany. I listened as they described the German foods they liked best, I listened to several Vietnam stories and how the wife once kicked a customer ouf of a restaurant when she worked as a waitress. No sales talk. No real estate talk.

I noticed the wife watched me closely. I didn't look at my watch once. I had made sure that I didnt' have any other appointments afterwards, I had all the time in the world. After a good three hours, she finally said "Well, we would like for you to list our property." When I told her I didn't have a listing agreement with me, she made an appointment with me for the next day.

When i arrived, there were two old magazines spread out on the table in the spot where I had sat the day before. The articles were about my hometown in Germany. We had not talked about the listing price or my professional fee or any other terms but I knew I wouldn't have to lower my fee and I also knew they would list at a reasonable price. Why did they do that? Because I had earned their trust. They know I have their very best interest in mind. I didn't have to tell them that, they knew because they never heard a sales pitch from me, I never told them how great I was and how many awards I received.

I can't list homes any other way. My husband would pass out over me saying this but earning their trust and giving them all I got means more to me than a commission check.