Infusing Your Story into Your Sales Conversations

Real Estate Agent with Dirt Road Real Estate SA676002000

So often we fail to utilize the obvious in our sales conversations. If we believe sales is the transference of feelings, then stories build and strengthen the relationship selling bridge between the Realtor and the client.


Now with some free time, why not develop your personal story? Of course, as your have sales conversations, you infuse your story into the communication. This infusion is not the entire story, but rather snippets of your story relative to what is being shared between you and your client.


For example, here is my story which answers the main questions I have received during my numerous real estate sales conversations.


Why did you move from NW IN?

With the birth of our youngest grandchild and having no living elder relatives, my husband and I decided to relocate from Valparaiso, IN (NW IN, about 60 miles southeast of Chicago, IL) to be closer to the newest addition to our family. Also, as much as we loved winter, we recognized it was taking longer to clear snow.


Why did you move to Golden Valley, Mohave County?

We did the research and came to the Kingman area. My husband’s criteria were at least 5 acres and he didn’t want to see his neighbors. Given our buyer’s agent, Elise Harron, who is one of the founders of Dirt Road Real Estate, mentioned a gun range was 5 minutes from what my husband called the block house which was the only property that met most of his preferences, we made an offer and it was accepted. Our house in Indiana was under contract and thanks to the hard work of all, I learned a lot about buying real estate nearly 2,000 miles away.


Why are you selling real estate?

Shortly after we relocated my husband had emergency cancer surgery. Now three years later he remains cancer free. His health emergency had me changing my plans of continuing my executive leadership consulting and sales coaching practice in Las Vegas. Never being one to fear change or course corrections, I took Elise up on her offer to contact her if I wanted to sell real estate for Dirt Road Real Estate.


How do you like living here in Kingman, Golden Valley, Mohave County?

Being here in Golden Valley outside of Kingman, is probably the best decision my husband and I have made. We love where we live with views of the Black Mountain from our veranda. Our nearest neighbor is quarter of a mile away and they have become our AC/Heating vendor. The people here are friendly and very helpful. We made some great friendships. Yes, living here in AZ, we thoroughly appreciate the “wild west” where burros, open range cattle and open carry.


Do you enjoy selling real estate?

Real estate has allowed me to travel many of the dirt roads here in Mohave County. I continue to expand my knowledge of real estate from living off grid to understanding plat maps. With over 40 years of sales, I still enjoy meeting people and supporting them in their buying decision. And most importantly working with a very ethical team at Dirt Road Real Estate reaffirms my own personal values.


By investing the time to put your story down and then committing it to memory to infuse into your sales conversations will build your sales relationships and potentially increase sales.


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Posted by

Leanne M. Smith, MS, GRI, rCRMS

2018 KGVAR Rookie Realtor of the Year-55+
219.508.2859 MST
Life Begins Where the Pavement Ends
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Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Leanne - I like the message you presented and how your post put that advice into its practical application.  Logical and friendly in tone.  A good combination.  

Apr 07, 2020 09:27 AM #1
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Wise words here...real estate is a  very personal sales is about people to people, and consumers do like to know something about those they deal with.

Apr 07, 2020 10:06 AM #2
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Leanne Smith

Relocation to NW AZ with elbow room & more freedom
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