Are All Clients Created Equal?

Do you treat all your clients equally? I am not talking about discriminating along the legal and 'politically incorrect' lines, here, but rather along price-point lines.

No one would expect that you spend as much marketing a 1 Bedroom condo as you would a 6 Bedroom Single family, but does your approach reflect an equivalent consideration for each seller's goals?

I have noticed in a number of lower priced homes, agents do not even print out listings to leave at theBrochures, Holly Weatherwax house. Personally, I do a brochure--no matter how low the price. There certainly isn't as much to showcase in a 2 bedroom condo, so the brochure is customized to highlight what is important to folks shopping in that pricer range. But the information is there, including the legally required Disclosure document  (Virginia law). This is not the case for every listing that I see.

I guess at the end of the day, the question is whether you organize your clients by price point. Personally, every client has certain goals and my objective is to help them acheive those goals.  For one person, it might be to short sale their house and for another it is to get the maximum equity for a retirement. Regardless of the goal, when a client hires me, they hire someone who is as passionate about their goals as they are.

Real estate is a business, no doubt. Supporting your clients by price point makes sense (less income=less time and effort), but each client's goals are based, not on the value of their home, but on the proportion of the wealth that their home represents.

How do you support your clients? By price point? By client objective? I am interested to see the different approaches that we each take.


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 Momentum Realty

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Comment balloon 60 commentsHolly Weatherwax • May 29 2012 04:29AM
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