See it Afresh
It has been said that familiarity breeds contempt. I assume that’s true in some cases, but in most instances familiarity simply breeds complacency. It brings about a casual acceptance, a matter-of-fact approach to things. Familiarity breeds ordinary.
That’s fine when it comes to an old pair of shoes or to your silverware. Not everything can be special. But it’s deadly when it comes to how you see your own homes.
I have seen so many salespeople (and to be honest, I’ve fallen victim myself) who display no particular affection for their own homes. They show their product as if it is just another home. They talk about their community as if it could be any other neighborhood in the country.
Why is that? What causes a sales professional to miss out on what makes their own offering incredible? I believe that familiarity breeds ordinary, and ordinary makes for an uninspiring presentation.
Think of the ramifications of the salesperson who no longer appreciates how special his/her homes happen to be. Viewing the homes or the community should be a special and exciting time for a prospect. But consider the pressure one puts on a customer to get excited about what they are seeing when the salesperson shows no appreciation whatsoever. That’s deadly!
Perhaps this week it would behoove you to take a fresh look at your community and your homes. See them as a first-time visitor would. Appreciate the design and the uniqueness. Notice the cool details that make your offering special.
In short, pretend you are a first-time homebuyer who is out on day one looking at new homes. How would they see your home and your community? This is how you need to see it.
Walk in their shoes, and you’ll change their world.
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