Enthusiasm keeps practitioner on top

TAMPA, Fla. – July 1, 2008 – Blucher Bridges, a sales representative for Standard Pacific Homes in the Seven Oaks community in Wesley Chapel, Fla., recently sold his 300th new home.

He sold 20 of them in the first six months of 2008 – a year when many real estate professionals are struggling.

Here are three keys to his success:

Both competitors and associates say that even on slow days, Bridges stays busy. He grabs a stack of brochures and calls on other real estate professionals. He checks in regularly with former customers – for a friendly chat. He follows up on every lead, no matter how remote or how casual.

He seeks to understand his clients’ needs. His first question to a prospective buyer isn’t how many bedrooms, but “What inspired your new home search?” Then he listens carefully to the answer.

He brings enthusiasm to the job. Bridges’ excitement is contagious, says Tariq Siddiqui, who has bought three homes from Bridges in two years. “If you are talking to a person who’s excited about something, you’ll be excited too,” he says.

Source: St. Petersburg Times, Lisa Buie (06/26/2008)

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