Education vs. Exasperation: Time to Move On

Services for Real Estate Pros with The Scene Lab
I am a firm believer in educating potential & current clients. This is especially necessary when the service you are offering is new to the real estate industry or perhaps not fully understood by real estate professionals. We spend time educating brokers and agents when it comes to:

  • features of our service
  • potential benefits for the agent and their client
  • ROI
  • how to make preparations for our visit
  • how to utilize the finished product in the most effective way

Many times this means making an office visit, providing a presentation, and usually a follow up phone call or email. When a client is genuinely curious, and just needs more information this is time well spent. Just be aware that you will come across individuals who just do not get it.

The best thing to do when this happens is move on. There is no need to be rude or petty, just politely inform the client that the service you offer is most likely not the best suited to their needs. Early signs that an individual or office may not make a good potential client:

1. Asking for volume pricing before you have finished your presentation

2. Unfavorable comparisons between your service and something that is not remotely similar

3. Looking for you to remove key components of your service for a discount

By themselves, any of those three points may not be an unreasonale request. But if a client is stuck on price and has no interest in discussing the return on investment or benefits they will reap, it is best not to waste either of your time. Spend time with individuals who want to understand what you are offering. Looking for clients who are willing to be educated will keep you from constantly being exasperated.

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Margaret Ann Innis
Decorate To Sell - Merrimack Valley Real Estate Staging - Andover, MA
Real Estate Staging - MA & NH
Eric - well stated.  Not every presentation will offer immediate opportunities for us.  We are always building bridges.  When you do come across a client who is stuck and just doesn't get it - that's ok!  We use the following script:  "Our services may not suit your needs at this time.  We look forward to working with you in the future."  This script builds a bridge and keeps the negativity out.  It is a challenge - for sure!  
May 11, 2007 02:02 PM #1
Eric Carlsen
The Scene Lab - New York, NY
Thanks Margaret,
I 100% agree with you. There's no need to get all bent out of shape over lack of interest or a critical reaction. By the same token, moving on in an expeditious fashion is a good idea.
May 11, 2007 02:37 PM #2
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