Marketing

Build ‘ships with millennials to gain their trust (and real estate business)

Focus less on numbers and more on people

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

Those in sales are accustomed to focusing on the numbers. After all, we like numbers, especially big ones. But what happens when salespeople focus so much on their numbers that they lose focus on current and potential customers? Simply put, they're categorized or tagged and become "leads," "prospects" and, soon after that, just a blip on your whiteboard. Then what? I'll tell you. They go elsewhere ... like to your competitor. Today's young professionals (also known as millennials) are less tolerant and far less patient than any other group of consumers since before the baby boomers. Why? Ask yourself a few basic questions. What life-changing events have this group of consumers experienced over the last several years? What did their families experience? How did this affect them? Did it change them? Know the answer yet? Here's a hint: What does 9/11 mean to you? What does 2006 and 2007 mean to them? Still not sure? Imagine graduating from college only to witness your parents ...