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Everything and anything, real estate related and otherwise, in and around Toms River, New Jersey. Psychology, philosophy, sports, religion, politics; almost no subject is taboo. I am a firm believer in the freedom of speech and I thank each and every man and woman who served to protect that freedom! Please do not abuse that freedom by using this forum for advertising...thank you.
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"Mutants" Amongst Us in Toms River, New Jersey!
At our weekly sales meeting last week, one of my sales associates referred to "today's open house guests" as "mutants". He did not mean it in an derogatory manner such as, "buyers are liars", but rather in a frustrated epiphany. And guess what? He's right!
Today's OPEN HOUSE GUEST has most likely spent the previous 4 to 6 months researching (mastering) the local real estate market on-line. Empowered by the wealth of knowledge available at their fingertips, they enter the "shopping stage" of the "buying process" via the OPEN HOUSE. This NEW CONSUMER is visiting multiple OPEN HOUSES and probably knows more about each of the homes than the agent holding them OPEN. What's more; these "mutants" are delighted that we, as an industry, HAVE NOT CHANGED THE WAY WE HOLD OPEN HOUSES!
- We still perceive them as an event, not a process!
- We still perceive them as "pacifying the seller" rather than an opportunity to engage a prospect!
- We still perceive the probability of selling the OPEN HOUSE as slim to none!
- We still host the OPEN HOUSE exactly the same way we have since the OPEN HOUSE was invented!
Yes Virginia, today's OPEN HOUSE GUESTS are "mutants"! And they want to, and will, work with MUTANT REAL ESTATE AGENTS!
After all, what really is a "mutant"? A being that has changed, adapted or developed unique abilities as a direct result of their environment! If we CHANGE the way we hold OPEN HOUSES, the "mutants" will respond. If we CHANGE the way we "follow up" with today's OPEN HOUSE guests, they will respond. If we CHANGE the way we perceive TODAY's CONSUMER, they will come!
Your Mutant REALTOR,
Jim Flanagan, GRI, e-PRO
Coldwell Banker Flanagan Realty
http://FlanaganRealty.com |
Posted: 8:58 PM, Mar. 25, 2008 |
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