Does Being "Friendly" Lead to More Smiling Faces at the Closing Table?

Services for Real Estate Pros with New Horizon

Does Being "Friendly" Lead to More Smiling Faces at the Closing Table?

Take your "Sales" hat off for a minute and put your "Friend" cap on.  Who would you rather do business with a friend or stranger? A stranger is who you are when you arrive to an appointment to meet a prospect. Your prospect is a stranger to you as well. Opening your world to prospects speeds up the getting to "know, like and trust" process. Which ultimately helps you get to the closing table faster.

Have you ever thought you "Knocked Out!" a listing presentation only to never receive a return phone call or email from your prospect? It probably wasn't due to your lack of real estate expertise. Perhaps, it was due to your lack of REAL people skills? Prospects expect you to know the market. Who they are really looking for is someone they "like!" Plain and simple! From politics to popsicles, most of our decisions as human beings is based on "who" or "what" WE like.


dad and son


Allow your prospects to get to know you by sharing what you like. From tips on saving money, cooking recipes, inexpensive interior design tips to local family events. Let your prospects into your life and it will expedite the "know, like and trust" phase every relationship goes through, both personal and business.


interior design


Being "friendly" doesn't require money. Simply think of your prospects as friends. Ask "How are you doing today?" when answering their call. Inquire about their family before diving into their choice for an offer. Share interesting magazine articles or "Ah ha" moments you experience while reading. Make a personal visit after closing instead of sending a text.




Remember to put your "Sales" hat to the side and become a REAL estate agent. People don't remember what you say, they remember how you make them "feel."

What do you think?  Leave your "friend" cap at home or never leave home without it?

Please share your thoughts below.

That's #RealtorSuccess !


Michael Oden

Visit for more creative and unique marketing strategies for your real estate business.  

Posted by

Michael Oden

New Horizon Financial Services, LLC

Comments (2)

Nicole Doty - Gilbert Real Estate Expert
Zion Realty - Gilbert, AZ
Broker/Owner of Zion Realty

I not only try and let my personality shine through in my listing appointments but that's also what I use my social media outlets for. They aren't just for business. They are to be social. It lets your audience learn about you. 

Sep 16, 2015 02:40 AM
Michael Oden
New Horizon - Marietta, GA
Marketing Coach & Accountant for real estate agent

So true Nicole Doty!


Sep 16, 2015 02:50 AM