It's your call

Spring Beef :)

My house is where appliances go to die.

Five appliances died in the past two weeks. It started when my airpods fell out of my pocket into the toilet (which obviously clogged + I had to replace the airpods.) My refrigerator, hot water heater, dishwasher, and most critically, my coffee maker - all dead.

No question—these are first-world problems. I'm lucky to have them, and that’s not lost on me. However, it meant I had these minor inconvenient hurdles to work around. What took one step now takes two or three—and I’m just trying to stay on purpose and on time.

Not gonna lie - it made me a little crabby (especially the coffee machine - that was the one that tipped me over the edge…)

You can imagine how I might respond if, while running two businesses and chasing five repair claims (while under-caffeinated), someone called me to see if I needed NAR-sponsored health insurance.

Ugh. Another hurdle.¹

Is that how people feel about your call?

Maybe. It depends.

It depends on how your marketing has positioned you. Are you purely a realtor who helps people buy and sell homes or someone who solves their problems?

If your marketing positions you as a salesperson (or if you’re making cold calls), you’re a hurdle they need to clear. And yes,… “I was just calling to see how you’re doing” falls into this category.

That’s a soft sales call. You know it, and the person on the other end does, too. It’s why you don’t want to pick up the phone in the first place.

So don’t do that.

Be like a useful and reliable appliance. Ready to serve when they have the problem you solve so well.

The key to making a useful call is understanding what human problem you naturally solve and repeatedly solving that problem like nobody else.

Humans first, houses second.

What problem do you solve? That’s the work of Identity Based Real Estate. Executed right, it means you don’t call them. They call you.

1. I highly recommend “No-Mo Robo” if you’re trying to eliminate the health insurance calls. Had to be done - they were a hurdle I wasn’t willing to jump anymore!