Familiarity breeds contempt is an ancient phrase said to have it origins in Aesop’s Fables in the story of the Fox and Lion. It goes like this:
“When first the Fox saw the Lion he was terribly frightened, and ran away and hid himself in the wood. Next time however he came near the King of Beasts he stopped at a safe distance and watched him pass by. The third time they came near one another the Fox went straight up to the Lion and passed the time of day with him, asking him how his family were, and when he should have the pleasure of seeing him again; then turning his tail, he parted from the Lion without much ceremony.”
A gentleman I worked for many years ago had a story for everything. Dick’s version of this story emphasized that when introduced to a person of eminence, one’s highest level of respect is likely to be at that moment when a sense of awe is the first reaction. There is no doubt that seeing that same person every day would diminish that awe.
Now I’m not implying our Sellers have much awe at meeting us nor do I find they do. But I do find that my greatest influence with any new homeowner Client is at the beginning of the home's listing. That is when they listen the most intently to my suggestions and analysis.
And, I’ve learned that, if they aren’t listening in the beginning, it won’t be long before our relationship will have much in common with the lion and the fox.
I always work toward a good solid start with each Client and my objective is to sell their home while they are still listening to me!
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