Offering premium content online isn’t enough, you have to provide a premium and unique experience offline too. I have a client who found me from my website and the premium content I publish to attract affluent clients.
I showed this client homes a year ago – they did not find anything they liked. They were back in town this summer and we looked at property again – one of the homes was a home they had previously considered… and they liked it. We went back for a 2nd look and they spent an hour walking through the home – inside and out.
There were a ton of documents that I rounded up for the client so they could make an informed decision about this home. They left town and were STRONGLY CONSIDERING this home. About 2 weeks later I got a message from the client that they wanted to return and see the home one more time – I thought, “How could I create a unique experience for the client?”
I hired a fly fishing guide and catered lunch. They fished in the morning and then we all had lunch on the back deck. And then we toured the home…I created a Unique Experience for this client – and they were SOLD. This was a $2M Luxury Home.
However, I get not every home is adjacent to a river – and fishing rights. So I have another example for you.
I did a similar thing for another client. Except on their 3rd visit I insisted we view the home at DUSK – and they bring their family and friends who were in town. I had chilled white wine and as they stood on the deck and watched the sunset they turned to me and said “WRITE IT UP!” That was a $1.6M transaction and a very happy client.
NO PRESSURE SALES TACTICS
NO “SCRIPTS”
If you get the opportunity to provide a UNIQUE experience and SERVE your client you will be successful. And success breeds success.
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Chris