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Many might say that extroverts make ideal salespeople, and that it takes a bold personality to attract clients.
Albert Brandt takes a different approach, preferring to let his experience, reputation and value drive conversations instead of flashy sales techniques. The approach has endeared the Circle of Legends Award winner to a wide, affluent circle in Magog, a resort destination in Quebec that overlooks mountains and Lake Memphremagog.
Here’s how he maintains a high-end client base with a low profile.
Get involved in charity events
“I was asked to be president of honor for a fundraising golf tournament held by our local hospital. Getting involved in these types of events puts you in a nice light -people respect that you’ve been asked by an institution to represent it. And you’re not calling on people to solicit business. You’re calling on them to solicit donations for a great cause. It’s a wonderful way to make contacts.”
Let the RE/MAX brand speak for you
“I am a shy individual and listen more than I talk. This tends to make people comfortable, and I am able gain their trust quickly. My image is low-key. I don’t include a picture of myself on signs or print ads to have a more upscale feel. I believe more-knowledgeable clients looking for confidentiality gravitate toward a more professional look in marketing efforts.
The RE/MAX Collection style sets me apart in my advertising and signage. It presents an upscale image. Property owners like it because it sets them apart from the bungalow selling for $200,000. It also gives them the feeling they are being served at a higher level.”
Use discretion
“The population is only about 20,000 people in Magog and 50,000 around the lake. Word of mouth is very important. I work in a climate of confidence and collaboration. Take the approach of a top-notch lawyer – impress on clients that all conversations are confidential and only information that promotes the property in a positive way is released to third parties. High-end clients recognize the value of an agent who is discreet.
Doing business with the luxury market is as simple as being forthright, honest, a good listener and not pretentious.”
Written by Heather R. Johnson
