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Inspiration

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Google your clients

RAT 85 (Rawlings Agency Tip)

You will no doubt agree that it is important to find ways of connecting with your vendor prospects within seconds of walking through the door. This is the time when first impressions are forged. If you have a degree of understanding of your client then you start off in pole position.

So why not Google the vendor before you go (or LinkedIn/Facebook/Twitter them). it's amazing what you can discover! You may find out that Mr Pearce is an accountant, in which case speak slowly and methodically and use lots of logical statements, facts and figures. Perhaps Mrs Jones is a Governor at the local school so you remind her how important it is that you take buyers' schooling needs into account when showing her property to them. Okay, so this is sucking up, but it can be the difference between getting a £5,000 instruction or handing it on a plate to a competitor who did his/her homework!

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© Richard Rawlings 2012
Richard Rawlings is the founding director of Estate Agency Insight, which specialises in helping estate agencies harness opportunity through innovative method, marketing, publicity, and training. He can be contacted at or on 0845 838 1354.

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