Imagine this scenario... you're sitting in your office and the receptionist forwards you a floor call from a potential buyer. The caller says something like this: "I'm lookin' fer a little piece of land on the outskirts of town to move my double-wide to. Just a nice little place fer me and the missus to retire on. Kin you hep me?"
Okay, so you're probably not overly excited about hep'ing this particular buyer, unless little pieces of land on the outskirts of town are your thing. You might be tempted to politely brush off this particular caller or, if you're in a particularly generous frame of mind, find someone a little hungrier than you are to refer him to (and get that juicy 25% referral!).
But what if he followed up by saying, "Oh, ‘n my uncle will be movin' up this-a-away in a few months and he'll be looking fer a place to keep his collection of vintage Ferrari's - mebbe something with a view and a pool, with a nice pasture fer his thoroughbreds."
Hmmmmmm.... Suddenly you see Mr. Double-Wide in a whole new light, might you not?
Here's the thing. Everyone you encounter during the course of doing business has friends, family and mebbe even a rich uncle or two. Whether or not Mr. DW ever buys his little piece of heaven outside of town really isn't the point. Whether Rich Uncle DW ever shows up or even exists isn't the point, either.
What IS the point? That it won't hurt any of us to take that extra hour (maybe even two!) to make an effort to impress any warm body who voluntarily puts him or herself in our presence. Even if he's not-yet-qualified. Even if she doesn't plan to buy or sell til 2010. Even if they're looking for a little piece of land in the flood plain.
Every person who crosses your path is a potential gold mine of business for you, if you treat them respectfully and competently. Treat every buyer like he has a rich uncle waiting in the wings and you may be surprised how many of them do!
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