I got a call yesterday from an elderly lady who is thinking about selling her house. She said that I had been recommended by a close friend of hers and a former client of mine. When I asked her where she lived, she gave me her address, 1234 Main Street, and I said, "Oh, I know that street pretty well", and I described to her what I thought her house looked like, but with one very important detail: her bright red rose bush out front.
I've noticed this because I'm familiar with the neighborhood, but also because it stands out. She was pleased that I had seen it and we went on to discuss her love of gardening. It was the first step in a great conversation about what is most important to her.
When we had finished the phone call, my potential new client was certain of a few important things about me:
- I know the neighborhoods I serve inside and out
- I pay attention to the details of people's properties, whether I represent them or not
- I am a good listener, and I now know that she enjoys gardening and working outside
All these things make a difference when you are going to represent someone because when you know what's most important to someone, you know how to best serve them.
When you call someone to provide service, do they ask what's most important to you?
Tim McIntyre, GRI
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Visit my website at www.timsellshomes.com.
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