Lou Ludwig Success Tips: Customer’s Will Buy From Someone They Like

Customer’s Will Buy From Someone They Like

Motivational Power Quote


Customer’s Will Buy From Someone They Like   

“Personality can open doors, but only character can

keep it open.”

Elmer G. Letterman 1897 – 1982, Author, Businessman


As I see it . . . . . . .

Customer’s will buy from someone they life


Its true customers prefer to buy from someone they like . . . .


A customer will go out of their way to do business with someone they like. They will go as far as compromising on a number of things in their purchase . . . . in order to buy from a person that they like.


So a sales professional’s personality and relationship building skills opens the door to a successful business relationship . . . . But it’s their character that creates a long term and productive relationship with their customer.


A sales professional’s character keeps the doors open by building a solid business relationship on the bedrock of mutual trust . . . . and when the customers knows that you put their best interest above your own.


Personality plays a big role in successful business relationships to a point . . . .  When a customer loses confidence in a sales professional as much as they like them they won’t do business with them.


Let you’re personally help you to open doors to your future success . . . . But when everything is said and done it will be your character that keeps the doors open for you.


Customers will buy from someone they life . . . . when the relationship is reinforced  by your character. 


©2013 Lou Ludwig, Sales and Management Consultant, Success Coach, Speaker, Trainer and Author


Comment balloon 47 commentsLou Ludwig • May 30 2013 05:58AM


What a fantastic message and so very true. Establishing and protecting relationships with good character goes so far in everything we do, including in business.
Posted by Mark Delgado, Benicia and Vallejo, Property Management, rental h (houses for rent, Solano County & Glen Cove) over 5 years ago

Lou - A majority of my clients and I are very similar, which is why I think we hit it off.

Posted by Michelle Gibson, REALTOR (Hansen Real Estate Group Inc. ) over 5 years ago


This is a very powerful message, especially from people working in the real estate industry. People buy from people they like.


Posted by Richard Iarossi, Crofton MD Real Estate, Annapolis MD Real Estate (Coldwell Banker Residential Brokerage) over 5 years ago

Good morning Lou...you seem to have a knack for giving me the perfect motivational quote each day...thanks!

Posted by Kristin Johnston - REALTOR®, Giving Back With Each Home Sold! (RE/MAX Realty Center ) over 5 years ago

Isn't that the truth? Sales and personality go hand in hand to a successful career!

Posted by Paul S. Henderson, REALTOR®, CRS, Tacoma Washington Agent/Broker & Market Authority! (RE/MAX Northwest.) over 5 years ago

Hello Lou and thanks, you have a great way of getting us thinking here in the rain!

Posted by Will Hamm, "Where There's a Will, There's a Way!" (Hamm Homes) over 5 years ago

so true. .the faster you create trust. .the faster the sale. .

great post Lou!

Posted by Fernando Herboso - Broker for Maxus Realty Group, 301-246-0001 Serving Maryland, DC and Northern VA (Maxus Realty Group - Broker 301-246-0001) over 5 years ago

Lou you are 100% correct. It is all personality. People defiantly want to buy from someone they connect with. Great one today.

Posted by Noah Seidenberg, Chicagoland and Suburbs (800) 858-7917 (Coldwell Banker) over 5 years ago


People do business with whom they know and like... I agree with you that character is super important too, one should never lot the trust be broken.

Posted by Patty Da Silva, Davie, Southwest Ranches Cooper City, Plantation, Weston, REALTOR, Top Listing Broker (BROKER of Green Realty Properties® - 954-667-7253) over 5 years ago

Lou, you are so right, people want to buy from someone they like and makes it about "them" rather than just ranting along about themselves. 

Posted by Barbara Hensley, Homes for Sale in Rockwall County, Texas (RE/MAX Properties) over 5 years ago

I would like to add that successful people like to deal with other sucessful people.

Posted by William Feela, Realtor, Whispering Pines Realty 651-674-5999 No. (WHISPERING PINES REALTY) over 5 years ago

Personality will make or break a deal for sure.  I've chosen professionals based on their personality before.  It's human nature!

Posted by Sharon Tara, New Hampshire Home Stager (Sharon Tara Transformations) over 5 years ago
People will buy from someone they trust and feel comfortable with. It is nice to get along with the buyer but you had better know what you are doing or else you will lose them no matter how nice you are to them.
Posted by Jimmy Faulkner, The Best Of St. Augustine (Florida. Homes Realty & Mortgage) over 5 years ago

Lou, I am glad they featured this blog. It is soooo true referrals and repeated business only come from the character of the person. You have to keep the trust and not ruin it for small gains

Posted by Ritu Desai, Virginia Realtor-Fairfax/Loudoun/PW-703-625-4949 (Samson Properties) over 5 years ago

That is the part that building a relationship from the beginning that helps you get to the finish line.

Posted by Bill Reddington, Destin Florida Real Estate (Re/max Southern Realty) over 5 years ago

Also, you don't sue people yo like. All in all.

Posted by Laura Cerrano, Certified Feng Shui Expert, Speaker & Researcher (Feng Shui Manhattan Long Island) over 5 years ago

Hi Lou, LIKE  first then comes TRUST.....thanks for sharing with us.

Posted by Ronald DiLalla, No. Orange Cty Real Estate (Century 21 Discovery DRE 01813824) over 5 years ago

So true I have had two calls this week from past clients it is so nice to hear from them.

Posted by Laura Filip, What can we do for you today? (Laura Filip Broker , Opening doors for All Seasons of Life ) over 5 years ago


Congratulations on your latest feature. :)


Posted by Steve Hoffacker, Certified Aging In Place Specialist-Instructor (Steve Hoffacker LLC) over 5 years ago

Yes, to everything that commenter #5 already said. Sales and personality.

Posted by Jill Sackler, LI South Shore Real Estate - Broker Associate (Charles Rutenberg Realty Inc. 516-575-7500) over 5 years ago

People do business with people they like and respect. Character keeps the doors open. What a great message.

Posted by Margaret Rome, Baltimore Maryland, Sell Your Home With Margaret Rome ( HomeRome Realty 410-530-2400) over 5 years ago

Greta tips.  That's why building rapport is so important with your clients. 

Posted by Marc McMaster, Putting my clients before myself (RE/MAX Centre Realty) over 5 years ago

Great tips and yes, you always gravitate to the people you like, the ones that treat you with repect and integrity.

Posted by Lora "Leah" Stern 914-772-4528, Real Estate Salesperson (Coldwell Banker, 170 N Main Street, New City NY 10956) over 5 years ago

No kidding! And yet I see people try to act so "professionally" that they are closed off and cold. 

Posted by Karen Fiddler, Broker/Owner, Orange County & Lake Arrowhead, CA (949)510-2395 (Karen Parsons-Fiddler, Broker 949-510-2395) over 5 years ago

I agree with you on hundred percent. Working with someone you do not like makes no sense.

Posted by Sharon Parisi, Dallas Homes (United Real Estate Dallas ) over 5 years ago

Lou, this is the ultimate truth - and it is very important for a salesperson to be likable!

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) over 5 years ago

I guess that's why so many "friends of friends" end up being the "agent of choice".  Personal recommendations can't always be trusted when other motivations lie in wait.

Posted by Royce Dean Vanderpool, GKC, RMC, REOS, CIAS, BPOR - Principal Broker (Devan Realty & Development Corporation) over 5 years ago

Lou, this is something I was told probably the very first week I was in real estate... way back in 1973.  It was good ol' Tommy Hopkins back then who told me that people like dealing with folks they like and trust.  Honestly, why deal with anyone else?

Posted by Karen Anne Stone, Fort Worth Real Estate (New Home Hunters of Fort Worth and Tarrant County) over 5 years ago

Lou - This is so true, and then they'll justify it if need be.  Why wouldn't you want to spend time with someone you like?

Posted by Christine Donovan, Broker/Attorney 714-319-9751 DRE01267479 - Costa M (Donovan Blatt Realty) over 5 years ago

Without a rapport, it's hard to get out of the starting gate. So meshing of personalities is important. Once they like you, they'll also have the opportunity to see your expertise and knowledge and grow to trust you.

Posted by Aaron Hofmann, aka Mr. Smyrna Vinings (Atlanta Communities) over 5 years ago

It sounds like it pays to be liked Lou. Good news for the likable.  :)

Posted by Tom Arstingstall, General Contractor, Dry Rot, Water Damage Sacramento, El Dorado County - (916) 765-5366, General Contractor, Dry Rot and Water Damage (Dry Rot and Water Damage www.tromlerconstruction.com Mobile - 916-765-5366) over 5 years ago

Good morning, Lou.... I firmly believe that people deal with people they know will get the job done....they don't need to like them....they may not like them, but they can communicate with them and they trust their ability to do the job properly.... it's money....whenever money is a factor, the big smile doesn't mean anything except you have a nice smile.... they want the person who knows their stuff.

Posted by Barbara Todaro, "Franklin MA Homes" (RE/MAX Executive Realty ) over 5 years ago

Lou,  So True.  Please don't buy your product or service.  They buy you.

Posted by Grant Schneider, Your Coach Helping You Create Successful Outcomes (Performance Development Strategies) over 5 years ago

I once had a client tell me that she worked with me because I made her laugh.  At first I found it odd, but I totally get it.  Good post.  

Posted by Amanda Christiansen, Christiansen Group Realty (Christiansen Group Realty (260)704-0843) over 5 years ago

And to be liked it means tell me what to expectation, map it out Mr Broker. And explain, communicate along the way what needs to happen, what did happen and now what do we tour as the tour guide, scout leader. With sensitivity along the way!

Posted by Andrew Mooers | 207.532.6573, Northern Maine Real Estate-Aroostook County Broker (MOOERS REALTY) over 5 years ago

Barb in #32:  Now, you know I have to disagree with you on this.  You comment as if everyone is alike, and assume that everyone will respond the same.  How often do sweeping generalities REALLY work?

There are some things... that I don't care HOW much I want whatever it is... if I find dealing with the "gate-keeper" who I'd have to deal with to get it... if I find that person irksome and irritating enough.. I don't care what it is... I won't do it.  Sometimes I may give in, but mostly, I will not.

We are all different.  Some folks respond like your comment says they will... others do not.

I'm not going to say it happens often, but I have "walked away" from a few things that could have meant money to me... just because of the person.  Again... we are all different... and different things are important to some of us that don't matter to others.

Posted by Karen Anne Stone, Fort Worth Real Estate (New Home Hunters of Fort Worth and Tarrant County) over 5 years ago
Lou there are "brands" that say they are the tops for customer service. However the bottom line is always the individual they are working with that makes the brand good or badin a consumers mind.
Posted by Cindy Jones, Pentagon, Fort Belvoir & Quantico Real Estate News (Integrity Real Estate Group) over 5 years ago

Congrats on the feature - I think you hit the nail on the head!

Posted by Kerry Lucasse, Your Nest Atlanta Real Estate Consultant (eXp Realty - Nest Atlanta Team) over 5 years ago

Lou, I believe the like also includes trust and integrity. If a person has these qualities you will like them. Good post!

Posted by Michael Setunsky, Your Commercial Real Estate Link to Northern VA over 5 years ago

They need to like you and trust you... then they will work with you. Otherwise, it doesn't matter how experienced you are, how great your reputation, etc.

Posted by Nina Hollander, Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor (Coldwell Banker Residential Brokerage ) over 5 years ago

So true, Lou. You can have all the confidence and knowledge in the world, but if you come off as arrogant or in it for just the money, you'll lose the potential sale.

Posted by Suzanne Otto, Your Montgomery County PA home stager (Six Twenty Designs) over 5 years ago

Thank goodness for my personality. It keeps me a float. Great Post Lou!

Posted by Charlotte Luxury Real Estate, Eli Magids (Keller Williams - Ballantyne Area) over 5 years ago
I truly wish I was liked by folks just by looking at a photo of me! Jerry Newman is such a person. Look at his photo, how can you no ike him? He bowls on Friday nights, has positive things to say etc...Others try to be liked and do all the right human traits to be liked....and then the real personality shows thru and I just say to myself "oh no".
Posted by Michael Blue, REALTOR - 760-889-8877, Encinitas/Carlsbad (Home Smart Realty West) over 5 years ago
By the way, you can be liked and know your stuff. You can be liked and have the confidence from your client.
Posted by Michael Blue, REALTOR - 760-889-8877, Encinitas/Carlsbad (Home Smart Realty West) over 5 years ago

Absolutely true. You must have a pleasing personality to relate to clients.

Posted by Edward & Celia Maddox, EXPERIENCE & INTEGRITY - WE TAKE THE HIGH ROAD (The Celtic Connection Realty) over 5 years ago

Lou, There is a lot of Truth is your what you have stated here in your post today. People tend not to do business with those they Don't Trust.

Posted by Jerry Newman, Texas REALTOR, San Antonio Military Relocation (Brown Realty, 210-789-4216,www.JeremiahNewman.com) over 5 years ago

Perhaps coming back to this post after many years, Lou Ludwig.

True, people should feel comfortable with you when they do business with you.

Posted by Praful Thakkar, Andover, MA: Andover Luxury Homes For Sale (LAER Realty Partners) over 2 years ago