There is a sales trainer who I hold in high regard. His name is David Knox. His website is "Opportunity Knox". Years ago, David spoke here locally and asked the question:"How many of you have bought something from a bad salesperson?" Everyone in the room raised their hands. His point was, the reason that we had all bought something from a person who was not top in their league, is that they were "There".
I had just finished a walk through in a small house subdivision, when I was approached by a family in a minivan with Texas plates. Seeing the Realtor signs on my car, the man pulled over to ask me what size homes were in that subdivision. It seems that they had an unpleasant experience with a local Realtor and they were just driving around and looking. I told them that these homes were about 1500 sq ft to 1750 sq ft.. (Seeing a van load of kids, I knew that that was not what they were looking for )
" Sir, what size and price range are you looking for?" He replied "4 bedrooms, 3 baths, around 2500 sq ft" I told him that there were 4 subdivisions in that area and school system that he wished to be in and I would be happy to show them their options. He produced a printout with a home on it. He said that they would be interested in seeing this one. It happened to be my listing! I showed them 4 other homes and they came back to buy my listing.
The point is that I just happened to be "There" when they wanted info. Now you may not always have to be physicality there, but when a phone call or email comes in, you have to respond ASAP, if you want them for a client.
They gave me the address of the home that they almost bought through their previous Realtor. When I saw the address, I told them that it was not in the school system that they wanted. "I know that, but my previous Realtor did not".
Guys, you'd better be very familiar with the areas that you are showing. A mistake like that could be devastating!
I did learn from this experience and I thank David Knox every time that I put myself at the right place at the right time.
Once again, Thanks for reading, Steve Houck