Page 4 - NBIZ October 2022

Got

VALUE

CREATION?

By Leanne Hoagland-Smith, M.S.

s a salesperson, one may know
how he/she creates value. Well,
that is 100% wrong because
it is the client, the customer,
who ALWAYS creates value. As
a salesperson, one connects to
clients utilizing active listening
Askills and questioning to spark
customers’ value drivers.
Recently, a potential out-of-state buyer called
at 8:30 pm on a Friday. I answered the phone. The
buyer wanted to buy vacant land and shared that his
agent was not responding after several days. I told him
I was out with friends (he could hear the band playing in
the background), but I would get back to him in the morning.
The next morning, bright and early at 8:15 am, I sent
him all the PDF information on this property because I don’t
know what information he had or did not have. In my email, I pro-
vided some additional information including how to terminate
the existing relationship with the real estate agent as well
as the brokerage’s minimum for handling a vacant land
transaction. I also explained that the commission
for this specific listing was below the broker-
age’s minimum.
After I sent the email, I followed
up with the promised phone call.
The buyer provided additional
information regarding the existing
transaction and how he felt the
quality of the transaction was poor.
During our conversation, I was
prepared for the obstacle that was

4 NBIZ ■ October 2022