Find the 'why' and they will buy
Instead of segmenting buyers, scope out their attitudes and feelingsBy David Fletcher, Wednesday, June 20, 2012.
Today I issue a wake-up call to real estate agents everywhere: Stop worrying about reaching specific market segments.
You don't need to know about Generation X, Generation Y, Millennials, or the up-and-comers or the down-and-goners.
You want to label your prospects? I have the only three you need: ready, willing and able. Your problem is not the number of prospects you are working with. Many of you have more than you can handle now. Find the "why" and they will tend to buy.
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