Written By: Karen Deis and David Kuiper
Within the first few seconds of meeting you, people have formed an opinion that cannot be reversed.
In fact, the new, best selling book by Malcolm Gladwell (Author of The Tipping Point) called "Blink", is all about "how we think - without thinking" and how your instincts, past experiences and referral sources influence your behavior on many different levels.
When I lived in Indiana, I did business with a top travel agency. Waiting in the lobby, I had a choice of candies (with labels) from different parts of the world. Around the perimeter of the space, were offices that featured different areas of "expertise". One had a palm tree outside the door. One had a set of skis mounted to the wall. Another had a European flavor and still another, the Asian theme going. The impression was that they have traveled the world. Regardless of your final destination, you would find an "expert" among the group.
Then I walked into a travel agency in Wisconsin. Imagine my surprise when I found 2 desks in the middle of the room, with travel posters mounted to the wall. The lobby contained 2 chairs with tattered travel magazines. Both agents where on the phone. One of them nodded in acknowledgement. I walked out never to return.
Your prospects form opinions even BEFORE meeting you. It’s based upon their experiences and their imagination. They even have an idea of what they THINK the mortgage process should be like for them.
David Kuiper is considered the “master of the first impression” and in this article, view pictures of his office; the free-give-aways to both prospects and clients and post closing thank you gifts.
Also learn what you can do if you meet your clients outside your office or over the telephone—and how you can still make a great, first impression.
If you were to visit the first agency in this story, all the other travel agencies would pale in comparison—until someone else comes along, and raises the bar to a new experience level.
Which travel agent—I mean loan officer—would you like to be?
(Subscribers view 17 pictures with comments on how to make a huge impact with each idea.)
