You’ll pick up mood: distant, cold, nervous, friendly, funny, and, most important - enjoying contact with a salesperson or not. In a phone exchange, the first four or five client sentences will often reveal a regional accent, and regional cultures are more powerful than any generational divide.Ĭhoice of words will hint at education. All other new-age means are hopelessly crippled, no matter how convenient. The smartest salespeople still use the telephone at intake, always. While always wary of stereotyping, a smart salesperson will take inventory of the client, and actual client patterns will emerge. And to verify all initial hunches by asking questions.įrom there, it’s easy to get another key concept: The variability between individual millennials is bigger, far bigger, than any difference between millennials and boomers, X’ers, the Greatest, or any other crude demographic cut. How to sell to millennials (and everybody else)įirst of all, when a client makes initial contact with a salesperson, it is the professional’s job to carry no preconceptions and to build an understanding of the client’s needs and wants through interaction. For those who are not professionals, it will help you to know how you should expect to be treated.
(Also - please don’t tell the children - for five years in the ’80s I sold early synthetic derivatives of mortgaged-backed securities.)Įvery day I make loans to people of all ages and types.Ī lot of Inman’s readership are real estate salespeople, and the following will help your work. Dress clothing, mountaineering gear and outerwear, and, Lord knows, real estate and mortgages. I have been a peddler of one thing or another since I was 17 (1966). Sometimes I finish one of these advice pieces surprised that millennials have two eyes and two legs. The industry churns out piles of columns with great specificity on how unique this generation is in habits of living, communication, managing financial affairs and expectations, the long list of things and approaches which they ignore, how different are their jobs and work attitude, parenting, consumption and values in general.
There's a difference between the cheapest deal and the best deal.Ī new industry is thriving by providing insights to salespeople of all kinds (but especially real estate): how and what to sell to millennials.Use a phone intake to determine region of origin, education level and control preference.Carry no preconceptions and build an understanding of the client's needs and wants.
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