Salesmanship – A Positive Impact Will Build Lasting Relationships
When I was in college, I was in the market to buy a car. I was leaning heavily towards the Trans-Am, which had been made popular by the movie, “Smokey and the Bandit.” As part of my research, I stopped in to a Triumph dealership to look at TR7. The TR7 had a beautiful and unique wedge shape that I found intriguing, but the car had no backseat or trunk, and was completely impractical for me.
As I walked into the show room I was greeted by a distinguished elderly English gentleman who offered his assistance. His name was Noel Lofton. Noel was soft spoken, extremely knowledgeable, patient with my questions, and an absolute pleasure to work with. I liked him so much, that not surprisingly, I purchased the impractical wedge-shaped car with no space. I often think of Noel. He was one of those special people that you come across and always remember with a smile.
The most surprising part of this story was what happened after I purchased the car. Despite the fact that it wasn’t really the car for me, I absolutely loved it! Looking back, I freely admit that out of all the cars I’ve owned, that impractical TR7 was my favorite. I realized a long time ago that it wasn’t the product, but rather the person I purchased it from that brought me so much joy in using the product.
In real estate, we get so hung up on the technical aspects and desire to get the best price, we tend to forget the happiness that we can bring people when they buy or sell a home. The warm and fuzzy feeling that people get from working with an agent that really cares, ends up transferring to that client’s feelings towards the home they purchase. If you love your home, it’s a great pleasure to walk through the doors every day. That feeling directly reflects the homeowner’s happiness.
So when you’re with your clients remember Noel Lofton and do everything you can to make a difference in their lives.