Try a Jolt of the Unfamiliar

Today in Sweet’s class, or what I like to call “Practical Life Advice,” we discussed adding something unfamiliar to the sales and selling procedure. It is important to keep your customers and prospects on their toes just a bit, and this can be done by introducing a physical change to any of the following elements when needed: location, time, context of conversation, seating, vocabulary, etc. This all aims to sort of flip the perspective of a client or allow them to view the situation from a new light which can entice them towards the sale. 

My dad, Micah Baginski, is a total entrepreneur, as well as a Real Estate Agent and he uses this tactic all the time. He started his own real estate company with a partner back in 2010 called Grounded, a different way to real estate. The slogan probably could have been way more specific from a marketing perspective, but the business took off, and they were hiring agents! They developed a small office with a conference room and initially, his clients would come to meetings in the office. But this just didn’t sit right with Micah, nor with Grounded. The whole company was based on doing something different, reaching outside of the elements to cultivate new neighborhoods. Grounded wanted to beautify Sacramento while embracing its urban feel. So Micah relaxed a bit and started meeting clients at the local Oak Park coffee shop, Old Soul which sang with urban vibes. This created a more welcoming and young take on the tedious process of talking prices and wants and needs when it comes to looking for a new home or fixing it up as a remodel. Maybe it was Micah’s chill tone or maybe it was his killer real estate skills but I don’t think it was a coincidence that his change in tone and environment suddenly perked his number of sales. I think that changing the environment changed the way that people not only viewed him but viewed the real estate business. For him trying a jolt of the unfamiliar was a success.