If you have ever tried to push a rope, you learn pretty quick that pulling works better and the same goes for sales. The more you push your product, the harder it is to sell and the higher your cost of sale. People want to buy real estate; we don’t need to push them. We need to support their research and decision-making process.
We need our marketing and sales efforts to enable clients by eliminating obstacles to sales. The more aligned we are with their needs, the easier we make it to buy. The easier we make it, the higher our sales conversion rates. The result is dramatically lower costs per sale and faster sales cycle times.