Robert Fulghum is an author who compiled a book of words he didn’t write, but wished he had… Words I Wish I Wrote. This is a book filled with words painted together into inspiring or pleasing art. My blog isn’t such a thing, but neither is the work of sales trainers and consultants who use words that remove the people from the process. The May edition of The Wisconsin Real Estate Magazine again perpetuates the practice which will make the Realtor less relevant the more the idea is adapted. The Gold Rush Mining For Leads. What is a lead?? Why is it gold??
Unfortunately a lead is what our industry calls people. These leads are not people, they are gold…if they do business with us. Maybe they are lead if they don’t. How long now have we Realtors practiced removing the person from the process? Forever maybe? Do you want to make a ruckus in real estate? Break away from the cliches of Close, Deals, Leads, Touch, Follow up, Drip campaign, SOI, floor call, and FSBO. Surely there are more but this is a start. He or She who eliminates these words will see a rise in their attitude and will cause people to have an inspired attitude about him or her. Think about it; when you go in to see a professional, do you want to be a lead or would you prefer to be a person? We treat people the way see them. I’ve never met a lead, I’ve never had a deal. We work with people, parents, sons, daughters, families, who have emotions and wishes. We create contracts. A contract is more valuable than a deal. A person is more respected than a lead.
I think I’ve written about this before.