They like me, they really like me

There’s a famous line from Sally Field when she accepted her Oscar. She said, “They like me. They really like me.” It may sound a little cliché, and it’s certainly been quoted more than a few times, but the truth behind it is extremely relevant to real estate and to sales in general.

At the end of the day, people do business with people they like, people they trust, and people they believe are competent and professional. That reality never changes. You can have the best marketing tools, the most sophisticated CRM, perfectly written scripts, and automated follow up campaigns, but none of those replace the human decision making process.

If someone is in your database, there are three questions that matter more than anything else. Do they like me, do they trust me, and do they believe I am capable of representing them effectively when it comes time to buy or sell a property?

When that moment arrives, and it always does, the decision is rarely logical at first. It’s emotional. Who do they remember, who feels familiar, who feels safe, and who has shown up consistently without being pushy, annoying, or over the top?

Your job as a real estate professional is not to constantly sell. Your job is to remain top of mind in a way that feels helpful, relevant, and professional. That means your messaging matters. Your follow up matters. The tone you use, the value you provide, and the consistency with which you show up all shape how people perceive you.

There is no self help book that magically creates this outcome. It’s built through thoughtful communication over time. When you reach out, the goal is simple, leave people thinking, “That was useful. That felt professional. I like this person, and I know they are available.”

If you can consistently create that impression across your database, the transactions will follow naturally. Being liked is not superficial. It is foundational.