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Don’t you like positive aggressive sales people? I do! In fact, if I am contacted by a positive seller, I at least listen to their presentation. If they are aggressive, I might even buy from them. Or is it the other way around?
Anyway, while visiting my mom for Mother’s Day, I got a call from my real estate agent in New Hampshire. When I saw the number on my cell phone, I assumed that he was calling to let me know that he had a potential buyer who he was planning to take to the house. I was also sure, since his contract was due to expire, that he also wanted me to know how aggressive he was being, even though he has not been one of my most frequent callers over the last year that he’s had the listing.
Actually, since we signed his contract, I’ve had to call him to find out what was happening with my house. Here’s how the call went:
“Hey Ira, it’s PK calling from New Hampshire. How are you?”
“Doing OK, PK, what’s up with the house? Is anyone coming to look at it?”
“Actually, I’m calling because the listing is up. If I were you I’d probably fire me, but I thought I’d call anyway.”
Do you have any idea what I’m going to do about his contract? You guessed it. I’m going to replace him with someone who actually believes that he shouldn’t be fired!!!
We all know that the real estate market has been slow, and that homes haven’t been flying off the listing sheet with a sold sign over the last few years. But getting a call telling me that he knew he should be fired, is not the type of confidence that I believe will help sell my home, Although he did convince us to drop the price by about 1/3 while he had the listing.
Are you doing the same thing when you are out selling advertising on our stations? Are you the seller who walks into a sales opportunity already defeated? Or do you go in prepared and optimistic? Do you look at the glass as half full or half empty? If you are the positive seller, you have a better opportunity to get the sale than the seller who expects to be “fired” by your client.
Maybe my new real estate agent will be more successful. She starts next week!!!!
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