Rules Of Engagement

Real Estate Agent with Keller Williams Realty

Rules Of Engagement

Let's remember who we are dealing with here -the Internet Empowered Consumer (IEC).  They are smarter, better informed, can maintain anonymity, and most importantly are in controlof the inquiry process.  This makes them quite different from the traditional real estate consumer.  Working With The IEC, which suggested certain Rules Of EngagementTM when interacting with them.

RULE #1: Don't "push" the IEC to move faster or reveal themselves sooner than they are ready, otherwise you are likely never to hear from them again 

RULE #2: You build trust by explicitlyreassuring the IEC that you will respect their privacy 

RULE #3: Be flexible and ready to tailor your services to meet the needs of the IEC rather than force them into a "one model fits all" situation 

RULE #4: You build relationshipby giving the IEC what they want (i.e. information, advice, etc.), without requiring them to reveal themselves and in a way that let's them know you are the expert

Please let me know what you think or if you want to add or change any of these . I would like to know what the rest of you think.

Thank you


Comments (1)

Frank Schulte-Ladbeck
Frank Schulte-Ladbeck Professional Real Estate Inspections - Houston, TX
I think that you have an interesting set of rules here, but I would slightly change one of your premises. The IEC is not better informed from the get-go, but they have the ability to be well versed by the time that they do reveal themselves to us. I write this because I think that we need to consider that they are coming to us for knowledge, which we have and can provide. If we do this well, I hope that they would reveal themselves to us by using our services.
Feb 25, 2008 09:04 PM