Are your clients trying to prep their home’s kitchen to
sell? They can’t go wrong with white.
“White has stood the test of time because it’s clean and
fresh,” designer Mick de Giulio told Houselogic.com.
“And those two words — clean and fresh — are classic words for describing a
great kitchen. There isn’t a better way to approach design.”
What makes white so great?
It’s marketable — White
continues to be the top-selling color in appliances and cabinetry year after
year, which means almost everybody likes. It also means that the kitchen will
appeal to a majority of potential buyers.
It’s therapeutic — The
color white represents happiness, innocence and purity, and when people are
surrounded by it, they tend to feel those things. Also, white reflects light
and makes a smaller kitchen feel more spacious.
It’s the ultimate
neutral — Every color looks good with white. It’s the perfect backdrop for
letting personality shine through light fixtures, cabinet hardware and colorful
accents. Plus, those elements are easy to switch out.
It gives you options
— Because white is a standard color for manufacturers, buyers should be
able to find just about any kitchen feature in it — cabinets, tile,
countertops, appliances, etc. — to fit a whole range of budgets.
Most of us learned the three R’s in school — reading,
writing and “rithmetic” — the basics. But, it’s amazing to me how many agents
have forgotten to practice their real estate basics, or what I like to call the
three R’s of real estate.
At the risk of sounding trite, I want to talk about the
BASICS of a long-term, successful real estate business. And add a couple
of thoughts about re-engaging.
R #1. Relationships.
Basic? You bet! I cannot tell you the number of agents I speak with who still
struggle with having enough quality leads to make a successful living. Many
have even been driven to purchase expensive, low-response “internet leads” in
order to find prospects. If you have been in the real estate business longer
than four years and cannot sustain enough quality contacts to build your
business organically, you have a relationship problem. Long-term
relationships have everything to do with your success and they are the
cornerstone for the next two R’s.
R #2. Repeat Clients.
I know, everyone TALKS a good game about repeat business, but check the National
Association of REALTORS statistics about how many people actually use the same
agent again. In every study I’ve seen, the number is less than 15 percent.
FIFTEEN PERCENT! That’s dismal, and completely avoidable.
We survey thousands of clients for REALTORS every year
through our Client Follow-Up programs — more than 10,000 to date in 2015. The vast
majority of consumers don’t just like their agent, they LOVE them and consider
them a friend by the time the buying process is over. So, why don’t they come
back to their friend?
It’s simple. Their “friendly agent” doesn’t treat them like
a friend. The agent treats them like a transaction. Many clients tell us that,
because they rarely (or never) hear from their agent again, they assume THEY
did something wrong and that the agent would prefer NOT to do business
with them again. Can you believe it? The consumer actually thinks that
they are “unworthy” of the agent’s time and attention.
That’s disastrous — and it leads directly into the LACK of
the last R.
R #3. Referrals. The
successful outcome of relationship development is truly referrals. If 30-50
percent of your business isn’t coming from referrals from your friends and
former clients, then your relationship management needs a makeover. Don’t
assume that your contacts recognize your need for their help. Ask for
it. Better yet, call them. Ask them to coffee or lunch to find out HOW you
can help them. Don’t worry, they’ll be glad to reciprocate. Someone
has to get the ball rolling.