The Attic Is in the Basement
My Uncle Morris, after a career selling life insurance, decided to change his professional focus and began selling residential real estate.
He joined a small agency. Then, he visited every one of the 120 homes they had listed so he could become familiar with their features.
When he met with potential clients, Morris interviewed them in depth to find out the exact characteristics of what they were looking for in a home. Based upon the listings and their preferences, he would take them to see three or four houses that best fit their needs.
By contrast, most real estate agents at the time spent a full day, or more, visiting dozens of houses with their buyers hoping that one would suit them. Morris believed that his approach saved time for both him and his customers and that it was ultimately more efficient for everyone.
He once told me a story about a couple who loved a one story house he had showed them. After touring the home, they asked to see the attic.
“The attic is at the bottom of these stairs,” he said.
“That’s not an attic,” they said. “That’s a basement, We want a home that has an attic.”
“I understand,” he said. “But what you really need is a large room for storage and perhaps a playroom for your children that isn’t located on the main floor.”
“Exactly.”
“Does it make any difference if that large room is upstairs or downstairs? Why don’t we just take a look.” Morris then led them downstairs to the basement.
The young couple bought the house.
I’ve always found this story instructive on two levels.
First, on salesmanship: what a great salesperson strives to do is is satisfy the customer’s underlying needs and desires. For example, if someone is looking for a great cruise, does it really matter if the ship leaves from Orlando rather than Miami?
Secondly, on meeting your own needs we should always consider what really serves us. When I’m on vacation, what I want most is to enjoy myself. I can be flexible about whether I’m vacationing on land or on a cruise ship or at a ski resort. What’s important is knowing what ultimately suits me best. This is especially relevant at the moment, since I’m writing this blog while on the Disney Wish, the newest of the Disney cruise ships. As compared with a hotel, the ship has better food, more amenities, and the service is outstanding. It certainly meets all of my vacation needs.
Just like with real estate – what really matters is who we are on the inside. Our clothing is, well, just window dressing and can be changed as easily as the curtains in a new house.
I hope that in the new year we will each resolve to honor the heart of what’s most important to us in our lives and disregard that which is just superficial. Does it really matter if the attic is in the basement so long as it suits your needs?
Happy holidays to all.
Alan