Quick Tip: 50/50

Be careful of a big problem in sales that gets little focus: paying attention more to one person than to the other. Example: you have a husband and wife looking for a home. You connect with him a lot and her a little (or vice versa). Your attention naturally goes to the person with whom you feel a stronger connection. This can serve to alienate the other party.

The secret is to not let you emotions dictate the strategy. Pay 50/50 attention to both people. Make it a game to bring that lagging person around, to build that relationship up even if it takes a little time. Everyone wins!