Entertainment Expenses or Smart Investments?
Most of us realize the value of being liked as it effects a prospect's decision as to which person or company they will give their business to.
But, how effectively do we take advantage of this knowledge?
Here's a seemingly costly but actually inexpensive tip: You should consistently be the one to pick up the tab when you're meeting with a potential buyer or seller.
Without exception, lunch, dinner or even just a drink should always be on you!
Not only is food is strongly associated with positive feelings and liking but the sense of indebtedness and obligation that are created when you "pick up the tab" are powerful forces that affect all of us, and in ways that we seldom even recognize on a conscious level.
Food For Thought:
- How Important Is This Really?
Knowing what I know now about human behavior and the principles of persuasion, if I went back into the sales aspect of real estate, I guarantee you:
Look at it this way, if you're not feeding your prospects on at least two or three occasions during the home buying or selling process, then you're risking at least one commission against the possibility that they'll choose do give their business to someone else; someone they just "liked" more.
Now consider the number of commissions at risk when you include their future business needs and the referrals they can send your way.
Saving the cost of a few meals per transaction just isn't worth all of this additional risk, especially since sixty-percent of it is tax deductible anyway.
As you've no doubt heard, you've got to spend it to make it.
The content of this article is based on my seminar:Stephen M. Canale
Preparing Professionals for Competition in Tomorrow's Marketplace