The 1 in 60 Aviation Rule Applied to Real Estate Sales

The 1 in 60 air navigation rule is probably something you've seen before at a conference or sales clinic. Simply put, as a plane flies toward it's destination, it veers off course one mile for every 1 degree it is off course every 60 miles. If a plane flies 240 miles and is 3 degrees off course, it will be 18 miles away from the intended destination.

If a Plane left San Francisco for New York and was off by 3-4 degrees it could easily wind up over Philadelphia or Albany. I love Philly, but in this example I'd prefer New York, because that's the goal.

The metaphor here is the goal of the prospective client. You have to understand the client's goals and desired destination far better than the typical agent if you want to get hired and be on the same page for the duration of the transaction.

This is a bigger problem than most people in the industry realize. I'm often approached by agents in my office and my practice with a particular challenge they are facing in a transaction. There are a handful of questions I always ask:

1. Are you representing the buyer or the seller?

2. Who is the agent on the other side of the transaction?

3. Why is your client moving?

Number 3 is what trips them up more often than not.

The answer needs to be better than "they are downsizing" or "they are buying their first home."

Let's assume for example the client is buying their first home. That's great. But it's not enough. Why are they buying in this location? Why do they want this town or school district? Is it near work or relatives? Did one of them grow up here?

Dig deeper. Get to know your client. Talk about what's important to them.

When an agent says to me that they are buying here because they want to be closer to their grandchildren, I now have a far better insight into their priorities. I know the goal.

All of this goes back to the initial consultation and intake. The first discussion has to be more about you asking questions about them than having them sit through your peacock feathers about how great you or your company are. That could be impressive, but the old adage that people don't care what you know until they know that you care is paramount here.

Know their story inside and out, and refer back to it early and often. It shows that you listen, it shows that you understand their goals, and it demonstrates your sincerity. Knowing their goal and destination keeps your on course.

When clients know that you truly get their Why, the file goes more smoothly and you can redirect them with fewer barriers when obstacles present themselves. This is the essence of the corporate jargon about mission statements and a brand's "North Star."

Better agents know their clients' mission and end goal far more intimately than average agents. Do a deeper dive in your initial consult and you'll find it far easier to get hired, demonstrate your value, and build credibility with your clients.