Don’t Let Your Eyes Fool You

Broker Cafe
Published: 06/04/2012
Posted by: RET Staff

We've all been suckered before. The well coifed family emerging from their Range Rover to kick the tires of your latest open house. Your eyes tell you these are somebodies with the wherewithal to actually do something if they fell in love with your charming four bedroom, three bath bungalow today. Straightening your tie and clearing your throat, you greet them at the door with a sign in sheet and a warm "How do you do?" You already know the net is wide and not every fish will end up in your boat, but these are lovely lookers. You can just taste them on your plate.

Five minutes later, a minnow swims in. Messy hair, old jeans, stained sneakers. Your eyes tell you a different story. This fish is small and full of toothpick sized bones. With professional courtesy towards all, the same treatment is rendered, but the Hope-O-Meter barely registers a blip.

Today's fashion culture, shabby chic, as it is, has made it more difficult to apply the eye test to legitimatize leads. As we know, good clothes and fine cars may indicate debt and bad financial hygiene as much as a capacity to conduct a transaction with you. And many who DO have that capacity don't wear it on their sleeves.