We build our businesses with people. We like being around people and helping them. However, some people don't want our help.
Some people just enjoy our company. They come to the office to drink coffee with us. They call us when they want someone to talk to. They text or email us with questions. They ask us to show them property. They seem like they are really interested, but the truth is they really aren't.
Sometimes we meet people that we just know are going to list their home with us or buy with us, and they never do. We chase them and chase them to no avail.
Know what happens when we chase someone or something that doesn't want to be caught? They run from us faster and faster. We never get any closer.
Therefore, the best advice I can give any salesperson is to know when to let go.
We have been taught the value of a sales lead or a customer. Treat them like gold.
We have been taught to follow up and never let go of a customer until they buy (from us or someone else) or die.
This just isn't a great strategy - especially when they aren't willing to work with us. We can't force them to like us.
Anyone who has an interest in buying a property, or other product or service that we represent, and likes us, our company or our marketing approach is someone who should latch onto and do everything within our power to help a transaction come together.
Anyone who only pretends to have an interest or clearly does not like our approach to listing and marketing their current home and helping them find another is someone we should let go. Of course, try for a referral, be cordial, and keep it professional. It's just that this person is not being serious with themself of with us, and we don't have time for it.
Knowing when to let go and move on is a fantastic accomplishment and will really help with our business model, our time managements, our emotional stability, and our overall production. We will stop spinning our wheels with people that just are never going to do business with us - no matter what we do. It's not us. It's them.
First learn, and then know when to let go.
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My book for Realtors "Knowing The Score: The A-B-C's Of Rating Your Realty Customers" provides tremendous insight into this subject and will give you the tools you need to make the correct assessment on whether to work with someone or not. Another book "Building The Sale: Who, What, When, Where, & More In Realty Sales" provides questions and scenarios for helping you to dermine how serious someone is about working with you or finding property.
Click on the name of the book for more information or go to Amazon.
If you're not a Realtor, I have similar books for New Home Sales and for General Sales.
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For more information on my coaching and educational programs and services, visit my website or go to my other blog "" for additional sales tips, insights, and commentary. Listen to my free podcast messages at "."
Steve Hoffacker - Consultant, Coach, Author, Blogger, Photographer, Motivator, Podcaster, Teacher, & Strategist - for Realtors, Real Estate Sales Professionals, Home Builders, New Home Salespeople, Entrepreneurs, Small Business Owners, and Independent Sales Representatives.
© Steve Hoffacker, 2011. All Rights Reserved.
