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Welcome to the Tom Ferry Show.

Hey everybody, welcome to the Tom Ferry Show,

episode 103.

A few weeks ago, I was in Atlanta, Georgia Georgia and I was chatting with the client and this is a very powerful individual.

She said to me, Tom, I'm really struggling and I said, well, tell me about that. She said, you know, I just feel like there's just a big

percentage of the clients that I'm just not connecting with. And in fact, she said, admittedly, I think

I'm losing business from this sector of the market that I'm just not paying attention to.

Now, I don't know as you watch this if you can relate to the fact that there is a large percentage of people right now that are buying

homes that are guess what? They're 36 years or younger. And what is, I don't know what the NAR average is. Anybody off the top

and so nobody knows off the top their head I think the average age

is 55 right 56 something like that you know somebody Google that so is there a

divide between a 55 year old and a 36 year old is there a divide between a 55 year old and a 36 year old?

Is there a divide between a 60 year old

and a 32 year old?

The answer is, sure, there's an age factor.

The question is, does this agent paying attention what's important to this individual or, as I discovered with this particular client, she found herself not aligning with the consumer's behaviors and worse talking down to them.

You and I both know that's a no-no in terms of communication and connection and providing value

and being a resource and ultimately helping that person buy or sell real estate.

So what are we talking about?

Are you winning with 50% of today's home buyers today?

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