Lesson Learned

Last weekend, yours truly was conducting a Condo Dr. marketing evaluation for a developer. A middle-aged man rode into the community on a bicycle. He refused to register, refused to tour, and said emphatically he was not a buyer. The salesperson blew him off, calling him "another tire kicker." Later, I met him in a field model, demonstrated a few features, and he said, "Let me come clean. I am a broker for the largest Realtor in the area. I love this unit. I have an interested party. Let's call her right now." He called right then and there and booked an appointment for the following weekend. Lesson learned:

Everybody is a sale or a conduit to a sale until proven otherwise!

Tom Richey was recently the recipient of the NAHB "Legend of Residential Marketing" Award. An industry icon, Tom has spent 40 years in the industry training the most successful sales managers and sales teams. See Tom's Profile for more information.