Real Estate Agent with RE/MAX Shoreline New Hampshire & Maine
I just got off the phone with a very nice lady selling advertising specialty know, the imprinted pens, key fobs, refrigerator magnets, etc., etc.; all designed to make you tons of money. ;-)

This very nice lady calls me about once a month and has for the past couple of years. I did buy some great pens from her a year or so ago but I'm not what you would call one of her best customers. 

This time she was selling keychain flashlights.

keychain flashlights


"Jim, these flashlights are great and your customers will love them." "You can put 4 lines on them, a lot of my Realtors are putting something like: 'in the dark about buying, call Jim @........', or, 'let Jim light the way to your new........'., you get the idea.

She then went on to say that; "they sell retail in stores for $4.95 but wait, Jim, that's not your price." Your price today is only $2.99 for a minimum order of 75."

I said no.

She then goes on to say if I buy the 75 she'll throw in another 25 FREE bringing my unit cost down to only $2.99 each. 

I say no again.

"OK Jim, final offer", she says; "today I do them for only $247.50 including shipping and tax, that's the best I can do."

I say no.

She then says, "OK, you have a  great day; I'll talk to you again soon."

Three closes; three "nos", it's time to move on. 

The point of me telling you this whole spiel is to demonstrate what a great salesperson this lady is.

Persistent.....yep. Upbeat.......always. Selling.........yep. Presentation........yep, I could visualize the flashlights from her description.

But the best (and most educational) part of her call what that she knew when she wasn't getting the order and disengaged to move on to the next call.

Essentially she said, "Next" and moved on because she realized my business wasn't gettable at that time.

I wonder how much our personal business would benefit if we spent more time developing our "NEXT" skills and learning when to move on because a person we call a buyer will never buy and a seller we thought wanted to sell their house does want to sell but for far more than the market is willing to to pay? 

Do you have great "NEXT" skills? 

Posted by

Jim Lee , REALTOR®, Certified Residential Specialist (CRS)  RE/MAX Shoreline

100 Market St., Suite #200, , Portsmouth, NH 03801 Phone: (603) 431-1111 x3801

Visit New Hampshire Maine Real to search homes, get Seacoast area information, and find out how great living on the New Hampshire and southern Maine Seacoast really is.


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Erik Elsea
Erik Elsea-Jones & Co. Realty - Fort Myers, FL

Good post. It is important to make the best use of your time and not keep beating a dead horse.

Apr 22, 2008 03:53 AM #1
Charles Terrell
Trigg County Realty - Cadiz, KY

Our business and personal lives would be much more effective if we we able to get to the "next" with out tripping over the "now"

Apr 22, 2008 03:54 AM #2
Jimmy McCall - Cunningham, TN
The Ex-Mortgage Consultant
Jim,  That is an excellant story.  I don't know how many times I flat out tell a sales person or telemarketer that their time would be better spent moving on to the next call and they don't get it.  I try to extend professional courtesy and listen, because that is how I make my living.  However, when I am not a buyer I expect the sales person to be just as professional.  Great post.
Apr 22, 2008 03:58 AM #3
Joe Virnig
RE/MAX Gold Coast REALTORS, Ventura County, California - Ventura, CA
No Ordinary Joe
Trouble is, most of us do have "next" skills we just say next too soon. 
Apr 22, 2008 04:05 AM #4
Valerie Osterhoudt
Johnson Real Estate, Inc. - Cromwell, CT
ABR, Cromwell, CT Real Estate ~ 860.883.8889

Jim, this post was educational... and we must realize that we are also in the selling business to.  You acted professional, and courteous.  However, these are just gimmicks she is trying to sell, and since you haven't bought anything from her in a while, I'm surprised she didn't get it after the first "NO".  You have to give her a A for effort.

Apr 22, 2008 04:05 AM #5
Jim Lee
RE/MAX Shoreline - Portsmouth, NH
Portsmouth NH Realtor, Portsmouth, NH

Valerie, I admire her persistance and sales skills. It was a great learning experience just listening to her and I will buy something, someday in the future. She merely realized that today wasn't that day and continued looking for someone to say "YES" to her.

Joe, it is possible to say "next" too soon, but she did try 3 different closes. I don't know what else she could have done. I'll bet she has found at least two other buyers by now. 

Apr 22, 2008 04:12 AM #6
Jeff Belonger
Social Media - Infinity Home Mortgage Company, Inc - Cherry Hill, NJ
The FHA Expert - FHA Loans - FHA mortgages - USDA loans - VA Loans

Jim... I agree... good post.  I received a call from a consumer a few nights ago.  I said, could I call you back in an hour, because I was in the middle of a file.  I forgot... I called the next day and left a message.  No response... I called the day after that and left a message..  no response.  Now, it's time to move on. As you said... "next"   this is sometimes tough to do, but can make your business very productive if you do it right.  And yes, you need to know when to stop selling.  Over selling could turn someone off for good. Again, good reminder.

jeff belonger
Apr 22, 2008 03:44 PM #7
Randy Prothero
eXp Realty - Mililani, HI
Hawaii REALTOR, (808) 384-5645

I just ran into the opposite of that salesperson.  I had a guy come to my office the other day wanting to sell me an ad at the golf course.  I told him I wanted to go and check it out and would call him the next day.  He got angry and said he is only going to have one REALTOR® on the sign and will have it sold that day.  I said I would take that chance.  He huffed out and I haven't heard back from him.  I did check out the sign at the other course he had.  It was filled with REALTORS® and loan officers ads.

Apr 22, 2008 09:28 PM #8
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Jim Lee

Portsmouth NH Realtor, Portsmouth, NH
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