Can you get more real estate sales if people like you?
Nov 5th, 2007 by Johan
I am sure you’ll say yes. But do you truly understand the principle behind this? Or should I rather ask; are you abundantly wealthy because enough people like you?
According to Joe Girard, you need to offer people just two things: a fair price and someone they like to buy from. Joe has been called the greatest car salesman by the Guinness Book of World Records.
According to Joe:
“Finding the salesman they like, plus the price; put them both together, and you get the deal.”
Joe sold on average more than five cars and trucks a day for twelve years. And all he did was to send out 13 post cards to every person, he met in the show room. He would send everybody a unique greeting card every single month! These weren’t sales letters, just friendly notes reminding people that he was thinking about them.
I am not suggesting you do it because your blog and newsletter can do the same and more for you but if you want to compliment your newsletter then you can also send out postcards.
Sending out postcards or a newsletter are not enough if we must know why his customers liked him?
According to Robert B. Caialdini, who wrote The Psychology of Persuasion: Influence:
- Attractive people are liked more. We tend to think that they are talented, kind, honest and intelligent. If you are one of the few attractive people then you need to use it to your advantage.
- But what if you, like the rest of us only have average looks? Your most important influence is similarity. Because we like people who are similar to us. Robert tells us that, to be liked, we need appear similar to these people.
You can do the following to appear similar:
- Dress like your customers.
- Find common ground with regards to background and interests. For example if you walk into a home take note of the sellers interests. A good place to start is photos or toys. If you can discuss their interests and relate it to your own they will like you more.
- Many sales programs also tell you to copy the body posture and the verbal style of the other person.
My suggestion is that you get yourself a blog and integrate it with free newsletter software and start cultivating relationships with your listing area.
To study these in more detail you can do a course in Neuro Ninguistic Programming.
My you have fun
P.S. Real estate problems can not be resolved at the same level of awareness that created them.