Takeaways from a consummate sales professional

By Michelle van Schouwen

Recently, my husband and I purchased a winter home in Florida, a big, stressful, expensive, and ultimately gratifying adventure. Along the way, we encountered a Realtor who more or less redefined our expectations of what a person in that role can do. During and after our key interactions with Carey Beychok, I realized that we were working with a uniquely skilled relationship sales professional.

And, having striven hard to make sales and build relationships for my own service company over the past 32 years, I was duly impressed.

My takeaways from working with Carey included the following:

-No pressure experienced: When we first met Carey at an open house, we told her we were a year or two away from buying a home. She assured us that this was in no way unusual or problematic, and offered to set us up on a semi-automated portal that would forward us homes that met our stated must-haves and that were in our price range. We followed this portal for nearly a year, which helped us narrow our focus. In other words, she saw and leveraged the long-game potential in working with clients like us.

-When we revisited the area feeling closer-to-ready to buy, we spent a day or two looking at homes. Again, Carey was easy to work with, proactive and positive but not for a moment pushy… and she was very patient with us. She also made sure we didn’t waste time on homes we didn’t like, never trying to change our minds. She worked hard to understand our needs. She read us well as customers.

-When we finally found a home we wanted and made an offer a little lower than the owners might have preferred, she persuasively conveyed our rationale to the sellers, and, lo and behold, they accepted our price. We appreciated having her in our corner.

-Here’s where Carey really kicked into gear, demonstrating her range of skills and contacts. She helped us find the right mortgage broker, recommended several inspectors, insurance agents and more – in short, making sure we got to closing on time and feeling good about it. She followed up frequently without driving us nuts, which is a real skill.

-Carey promptly and completely answered every question we asked, even, I am embarrassed to say, on Christmas morning. I won’t soon forget that.

-Carey went above and beyond even after the closing. We have a book of referrals to local services and professionals, lists of restaurants, and even some delicious brownies.

-We felt good about working with her. Carey donated a portion of her commission to the Children’s’ Miracle Network. Each of the professionals to whom she’s referred us turns out to be a fan of her work. Nice, huh?

Is it surprising, then, that we have already referred Carey to one of our friends? Carey says she works only from referrals, which makes sense.

Relationship sales for services or service-to-product items are difficult, competitive and at times frustrating. Experiencing the energy, skill, knowledge, resources, and can-do attitude Carey brought to the business inspired me, and I hope the story will spark some ideas for you as well.

_________

Michelle van Schouwen has started an “Act 2” career as principal of Q5 Analytics, providing advocacy and communications for climate change mitigation. See Q5analytics.org.

For the past 32 years, Michelle has been president of van Schouwen Associates, LLC (vSA), a B2B marketing company. In October 2017, van Schouwen Associates was acquired by Six-Point Creative Works, Inc. of Springfield, MA. Michelle supports the Six-Point team in an advisory capacity.

Carey Beychok is a broker/associate at RE/MAX Alliance Group, Florida’s #1 RE/MAX office. She is Residential Construction Certified, and holds designations as a Certified New Home Specialist, Certified Luxury Home Marketing Specialist, and is a member of the Institute for Luxury Home Marketing’s Million Dollar Guild.

 

Leave a Reply

Subscribe to keep up with the latest on how to make your small business a success.