Who’s the Tire-Kicker?

Craig H. thinks strong.

Craig sells to the active adult buyer in Florida, and he does so with great success even in what is supposed to be a tough market. And even though the active adult buyer is supposed to take forever to make a decision. And even though nobody is supposed to purchase on the first visit. Craig has chosen to ignore conventional wisdom on such things.

I had the great pleasure of sitting in with Craig while he talked to potential homebuyers at an open home and I loved every moment of it. When there was a lull in traffic I asked Craig about his selling philosophy. His comments gave me a fresh and important perspective.

Craig: “I’ve seen salespeople talk to customers for 15 minutes, and then when the customer leaves the salesperson says, ‘that was a tire-kicker’. Frankly, I think some salespeople are the worst tire-kickers of all. They size people up and determine if they’re interested in really trying to sell them a home. I look at it differently. When someone walks through my door I have one thought: ‘These people are going to buy a home; it’s only a question of whether they will buy from me.’”

I have to tell you – that’s the attitude of a winner. That’s a guy who will change someone’s world today.