Bill Zimmerman's Weekly Tip - You Must Make it EASY and FUN for Prospects to Do Business With You

I hope you're each having great summer in real estate. Even thought we've seen a good start to bouncing off the home price lows of last year the low inventory in Ada and Canyon counties creates its own set of challenges for agents. I'm always interested to hear how you're doing and look forward to speaking with you soon.



Today's tip focuses, again, on a universal business principle that's been applied directly to real estate agents. Enjoy!


Number 5 - You Must Make it EASY and FUN

for Prospects to Do Business With You


If Your Message is Hard to Understand, If You are Difficult to Reach, If Prospects Have to Go Out of Their Way, They Won’t Stick Around to Give You a Second Chance


Wearing Your Prospect’s Shoes

It is surprising to me that most real estate agents never put themselves in their customers’ or prospects’ position. Why else would they make doing business with them so difficult? For example, when you place an ad for your properties or services, what number do you give prospects to call? Most agents give an office number or their cell phone number which means two things.


One, your prospect has to speak to a salesperson (a dreaded sales person) to get the information they want. From past experience, they know salespeople are going to play a cat and mouse game with them and try to sell them something. The information they’re after (usually information on a property) comes with LOTS of strings attached, and PROSPECTS DON’T WANT TO FEEL OBLIGATED.


Two, besides the game of cat and mouse, your prospect will probably also have to engage in a game of telephone tag with you which means that the information they’re after is far from immediate.



How Much Do You Take Your Customers, Prospects and Business For Granted?


By merely stepping outside your office and walking up to your business wearing the hypothetical shoes of a prospect, you should see a lot of flaws in your operation. Once these obstacles are remedied, you can dramatically improve your current and repeat business potential. By making it easy, informative, non-threatening, educational, inspiring and fun to do business with you, you’ll loft your business above your competitors. Remember, you cannot service too much, educate enough, inform too much, offer to much follow-up and follow-through and you cannot make calling or coming into your business too desirable.


I look forward to your comments and, of course, working with you and your clients, too. Make it a great Monday!

Your Partner in Greater Success,



Bill Zimmerman

NMLS #3773