What are we tour guides? Social directors? City historians? I thought we were salespeople.
Just because someone calls or stops in and says they want to see some properties doesn't mean that we have to show them anything. We don't have to waste a half-tank of gas at $4.00+ a gallon, several hours, and maybe a lunch unless we feel reasonably certain that they are serious.
It doesn't mean that they will buy a home that day or even within a couple of weeks, but if they have no motivation at all, what's the point. Let another Realtor tour them around.
While they are fewer customers in general, this doesn't mean that we have to latch on to each one as if it's our only opportunity to make a sale. Discovery! Let's make it a point to learn just how serious they are before investing a lot of time in them.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
