The Secret Sauce Ingredient...

By
Real Estate Agent with Keller Williams of Central PA RS334568

How does one sell something...??
Why does one buy something...??

 

The answers vary based on the perspective of each individual coupled with their personal experience.  The pendulum swings from the 'strong arm' to the passive 'puppy dog' approach and to a wide array of 'techniques' in-between.
Books have been written, seminars are conducted, and huge marketing firms are forever trying to unravel the thought process behind a sale.

Most purchases are a mixture of NEED - marinated in DESIRE - and seasoned well with EMOTION - And A Secret Sauce Ingredient...


It is my personal opinion that I may truly NEED something, DESIRE it and be EMOTIONALLY invested in the purchase - YET - WALK AWAY when my internal alarm bells are ringing due to MISTRUST...


Have you ever watched a TV commercial that tugged on your heartstrings? 
Or have you ever seen a billboard that lured you into a particular restaurant because it is familiar and comfortable to you?  
The basis of such advertising is TRUST...


I think most successful sales professionals have discovered that NEED, DESIRE and EMOTION are important to move a buyer forward into the 'consideration phase' - and the secret sauce ingredient is - TRUST.
Trusting that their agent has their best interest at heart will propel the buyer from uncertainty into                                                       SOLD.

Remember, Maria Sapio For All Your Real Estate Needs
(717) 226-6857
msapio@homesale.com

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Re-Blogged 2 times:

Re-Blogged By Re-Blogged At
  1. Roy Kelley 11/01/2016 08:00 PM
  2. Gabe Sanders 09/23/2016 04:12 PM
Topic:
Real Estate Sales and Marketing
Location:
Pennsylvania Cumberland County Carlisle

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Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Marte Cliff -Yes, responsiveness is a great way to build trust.  
Thank you for offering your thoughts.
With Appreciation, 
Maria 

Sep 16, 2016 04:07 AM #30
Rainmaker
3,253,188
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Maria

Great post . . . . Your insight is right on point.

Good luck and success.

Lou Ludwig

Sep 16, 2016 12:59 PM #31
Rainmaker
1,049,821
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Great analogy  of sauce and ingredients!

Sep 18, 2016 12:05 PM #32
Rainmaker
603,298
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Getting a potential client to trust you is the essential first step to working with them in a successful business relationship.

Sep 18, 2016 11:33 PM #33
Rainmaker
401,635
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Maria, you have a great recipe for success.

Studies show that the NUMBER 1 ingredient people look for when selecting an agent is TRUST!

Sep 19, 2016 12:01 AM #34
Rainmaker
3,253,188
Lou Ludwig
Ludwig & Associates - Boca Raton, FL
Designations Earned CRB, CRS, CIPS, GRI, SRES, TRC

Maria

Looks like everyone wants to know the ingredients in the secret sauce.

Good luck and success.

Lou Ludwig

Sep 19, 2016 11:45 AM #35
Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Lou Ludwig - I guess it's no longer a secret ...

Sep 19, 2016 11:56 AM #36
Rainmaker
4,094,106
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Maria Sapio ,

I came back to comment again when I saw Gabe Sanders  reblog your post. You nailed it on this one!

Sep 23, 2016 09:24 PM #37
Rainmaker
1,952,355
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

I am glad that Patricia Kennedy included this one in her list of weekly posts - You had a great explanation of the secret sauce!

Sep 24, 2016 09:50 PM #38
Ambassador
3,267,063
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Trust is a biggie.  If a client feels you have your own financial interests front and center above what is best for them, it is lost.  

Sep 25, 2016 02:52 AM #39
Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Thank you all for the generous comments regarding this post -
Thank you too Gabe Sanders  and Patricia Kennedy  for sharing this blog as well... 
Cheers to an Outstanding Week seasoned with extraordinary moments...!!

Sep 25, 2016 03:02 AM #40
Ambassador
3,722,076
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Hey, Maria!  This post made it to the list this week for Last Weeks Favorites. Keep them coming!

Sep 25, 2016 03:57 AM #41
Rainmaker
1,636,379
Mike Cooper, Broker VA,WV, MD
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Nice job, Maria. Those ingredients are a winning recipe for sales success. 

Sep 25, 2016 08:40 AM #42
Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Thank you Mike Cooper  - Hope you're enjoying your weekend!

Sep 25, 2016 09:05 AM #43
Ambassador
5,089,205
Bob Crane
Woodland Management Service / Woodland Real Estate, Keller Williams Fox Cities - Stevens Point, WI
Forestland Experts! 715-204-9671

You have a great point with your secret sauce Maria, I have always found trust to be a key ingredient too.

Sep 25, 2016 01:10 PM #44
Ambassador
4,310,612
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Maria Sapio - indeed trust is the key! And that trust builds the relationship - for more referrals.

Sep 25, 2016 03:46 PM #45
Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Bob Crane  and Praful Thakkar - The 'secret sauce' is no longer a secret ...
Cheers to an outstanding day!

Sep 25, 2016 09:42 PM #46
Rainmaker
1,280,298
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

I agree. Trust goes a long way. Unfortunately, some folks have just been burned too many times, or they poor expectations so they are looking for trouble and we can never gain their trust.

Oct 01, 2016 07:45 AM #47
Rainmaker
563,279
Maria Sapio
Keller Williams of Central PA - Carlisle, PA
Real Estate Agent- Carlisle, PA. Mariasapio.com

Donna Foerster - You make an excellent point that sometimes the fibers of trust have been burned so deeply that it takes extra time and patience to even begin the process of building a trust - but both parties must be willing - !!

Oct 01, 2016 07:48 AM #48
Ambassador
3,556,486
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

I really do feel like a chef from timt to time Maria Sapio 

May 16, 2018 06:21 PM #49
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Maria Sapio

Real Estate Agent- Carlisle, PA. Mariasapio.com
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