Philadelphia 76ers’ Josh Harris and Daryl Morey just schooled a whole bunch of real estate agents who have been going into people’s homes for years to get them to sign listing contracts.
They just did the same with the biggest free agent in the NBA this year. And I’m going to explain how you can take what they did and apply it to your real estate business.
After NBA free agency started, Paul George, the biggest free agent in the NBA this year, who changed teams, signed with the Philadelphia 76ers for a $200 million-plus contract.
A maximum deal was the maximum amount he could have signed for. And there’s a picture floating around the internet of Dr. J Julius Erving, along with the following from the Philadelphia 76ers: Elton Brand, General Manager, Daryl Morey, President, and Josh Harris, Owner.
Paul George said no shoes allowed inside his house 😭 pic.twitter.com/et9fL6TF3L
— LakeShowYo (@LakeShowYo) July 7, 2024
They’ve all got their shoes off in his house. That communicates respect for their host. It means they noticed, when they walked in the door, that George and others in his household did not wear shoes in the home. And, out of respect, they removed their own.
That is how to get it done by the book.
Read the room and respect the customs of your host
We don’t know if Paul George asked everyone to take their shoes off when they got in the house. What we do know, and something we’ve talked about, is there are a lot of cultures that do this—a lot of people that don’t wear shoes in their home.
But that’s not the only clue we see in the photo. Did you see how they all showed up? The Sixers owner had a suit on. That makes a difference. Paul George had an Alan Iversson shirt on, so clearly he was interested. That’s a great sign too.
If you walk in the door on a listing appointment and you don’t acknowledge that and don’t take off your shoes when everyone’s in slippers and socks, you’ve probably already lost the listing.
It is so important to pick up on nonverbal cues when you’re meeting with somebody. Because body language matters. How you greet people matters. Behaving like a professional matters.
The closing is in the details
If you read the story, the Philadelphia 76ers were running late because of a travel delay on their plane. They called Paul George and told him, “Hey, we’re running late…” Then, they went on to sign him right then and there.
Take a moment to appreciate what the Philadelphia 76ers did:
- They read the room
- They got their man
- They got the biggest contract signed
This was an all-in kind of move. And to me, every listing is an all-in move.
Some other things you can do that are really important:
- If you ask me, I want every single listing agent that’s out there to take your shoes off when your seller already has their shoes off. That’s a closing move.
- Look people in the eye. And when you shake their hand, match the pressure with the handshake. That’s a closing move.
- When you’re meeting someone at their table, you lean in, look them in the eye, and smile. That is a closing move.
Don’t get lost in the booklet or your presentation. You’re there to build rapport, build value, and build trust. And if you look at any data, the number one reason people sign with a listing agent is through rapport building and trust.
These are all things that are professional, that are engaging, that show you want to be there and you want this person to work with you.
If you’re running late, make sure you get on the phone and tell that person, “Hey, I’m running late, and here’s what happened.” Be honest about it. That’s the professional thing to do.
The Sixers did it and they got their man. So I’d be paying attention to all the details, including—
- Body language
- How you engage with others
- How you introduce yourself
How you show up to these meetings, how you’re greeting people and how you’re behaving toward them—all of it matters. Details matter.
Smile, make eye contact and do all the things every sales guide out there tells you to do. And maybe you can be like the Sixers and get those big contracts signed right in the living room.
