The Cold Fish

The Cold Fish

Do you ever have a prospect who just won’t “warm up” to you no matter what you do? You know the ones, the ones who will not talk to you or answer any of your questions or are even openly hostile to you. Try this to turn things around, “Mr. or Ms. Prospect, I am sure you came in here today with a purpose in mind. Would you mind sharing that purpose with me so that I might better help you?”

Even if the answer you get is that they were “just driving by and thought they would pop in” or “they are only looking at decorating ideas”, don’t be discouraged. That is great, they answered you! That is a great start. Your response should be something along the lines of, “Thank you for sharing that with me, I can certainly appreciate _______ (whatever it was).” Now you go right back into rapport building.

This is not the time to go into any further discovery type questions or presentation mode. Simply concentrate on building that rapport and finding the common ground. Once they are comfortable with you, it is much more likely that they will open up regarding truer motivations or where they have been before and what they have seen that they liked or didn’t like, etc.

Having a solid rapport, allows you a foundation to invite them back for an appointment. Just because this particular prospect wasn’t ready to let you in at that time, doesn’t mean they aren’t a REAL prospect now or in the future. Don’t give up! The key is to know how and when.

Kimberly Mackey, REALTOR®, is the founder of New Homes Solutions, Inc., and has been called a rising star in the Home Building World for her reputation as someone with real world SOLUTIONS in a competitive and rapidly changing sales environment–SOLUTIONS like “50 Sales per Year before Any Walk-in Traffic”. She is a published author of many Sales and Leadership articles and a keynote speaker with over a decade and a half of experience as an executive in the residential home building and real estate industry. She has experience working with Builders and Developers of all sizes –from the local/regional companies to the publicly traded nationals. She also works with Brokers from across the country and is the architect and director of the highly successful Preferred Builder Partnership program with Berkshire Hathaway HomeServices Florida Properties Group, where she lead this general real estate team to sell nearly $70 Million in new home sales alone last year.

For more information, or to book Kimberly for your next event,, or visit Mackey at LinkedIn,; Twitter,; and Facebook,

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