This morning I called an agent to find out the listing price of a condo in my condo complex. The longtime resident is a good guy and I wanted to compare prices with some of the other properties as a measure for our market. When I called the agent I asked the question: “Hi, Tom can you tell me the list price on 123 Main St?”
The answer I received made me think of a few things I want to share with you since I am a consumer and NOT an agent.
Questions Are Not Buying Signals
1. Asking a question about a property is NOT a buying signal. Check out Mark Dembo’s article on buying signals for practical advice. When I asked for the price, I followed up that question with “What is the square footage of this condo?” Tom the agent answered the square footage is “1,408” but then. . .
Hard Sell Launch
1. Agent Tom, thinking he had permission to slam me with a sales pitch launched into the following ramble:
Tom: “This is one of the biggest units in the complex (that’s not true-I know for a fact it is avg); this unit has one of the biggest garages in the complex (that is also false); you have private use of your own boat dock (that’s true); you have plenty of parking; two bedrooms 2 1/2 baths; community pool” and the list of features continued.
Note: During this Features “Puke” Tom was on a roll, never stopped to measure my interest, and continued at a speed where I could not ask another question. His attitude was just sit back and listen to how great this property is and how great it would be for you.
My Reaction
1. Run, run fast, run away immediately. So that is what I did to Tom. I told him: “Thank you I appreciate the information have a good day.” I hung up before Tom could react with ANOTHER DOZEN FEATURES I COULD NOT LIVE WITHOUT.
2. My perception of Tom:
a.) Tom knows the Hard Sell
b.) Tom does not know how to engage on a personal level and create a connection
c.) Tom is desperate, he is selfish
d.) Tom is unprofessional
e.) Tom did not attempt to brand himself
f.) Tom did not give me a feel for the buyer’s situation
g.) Tom did not ask one probing question
h.) Tom did not care for anything but puking his information all over me.
i.) Tom does not know how to give value in order to connect
If I Were a Betting Man: Tom’s Reaction To My Call
1. I was just another tire kicking clown
2. I was not serious
3. That call was a waste of time
4. That guy was rude as he did not let me continue my mindless info puke
5. Floor duty sucks!
Opportunities Tom Missed and Things He will Never Understand
1. I could be somebody who could help his career- I would write about him and help him with Web 2.0 transition or sales transition if he had just engaged with me
2. He doesn’t know who I know- I know lots of friendly people here on Active Rain. He needs to be here and I will bet (sorry I would make this bet) my house he is not aware of Active Rain or the power here
3. He did not try to befriend, engage, or create a personal relationship-again I do know the county as I grew up in Marin County when the market for starter homes was $19,500-I know lots of people even today
4. He did not ask permission to provide more information– this would have shown respect and I would have gladly accepted his info puke
5. He did not brand himself and offer a glimpse of his differentiating factor
6. He did not offer any value give, any value information, any value advice
The Secret That Is NO Secret
Every call is an opportunity to show why a person should be interested in you. The method to gaining access to people, their confidence, and their group of friends is to provide free information that people value.
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