If you have been repeatedly emailing a client and the client is not responding, the problem may lie in the communication tool you are using. Since more people are living longer, the world now has five generations. Your client may not be responding if they come from a generation that does not like communicating via email, Tracey McNeely tells Silicon Valley Realtors.
McNeely, a regional manager with Legacy Real Estate, said the five generations today are the Silent Generation or Traditionalists, people born early on up to 1945; Baby Boomers, born between 1946 to 1964; Generation X, born 1965 to 1976; Millennials or Gen Y, born 1977 to 1995; and Gen Z, iGen or Centennials, born 1996 and later. Each generation is a product of its time, has its own general characteristics, and preferred ways of communication, says McNeely.
The Silent Generation went through the Great Depression and World War II, so they are frugal and have lived within their means. They are hard workers, have varied education, some high school graduates, others graduated college. Their family unit is intact.
The Cold War, Woodstock and the "Swinging Sixties" characterized the growing up years of the boomers. This generation is a more competitive group, with a strong work ethic, more goal-oriented with varied education, many of whom are college educated. They have a higher divorce rate. Credit cards were introduced during their time, so they have high debt and a tendency to live beyond their means. They are daring and willing to take risks.
Generation X, many of whom are products of divorce and single parents who had to work, are the "latchkey kids" and, therefore, more independent. The fall of the Berlin Wall, Live Aid and early mobile technology characterized their time. They are a generation of entrepreneurs, consumers, investors. They have a college education and have formulated a plan for retirement.
Millennials or Gen Y are team players. They grew up with the internet and social media. The 9/11 terrorist attacks, reality TV and social media define their time. They are ambitious, entrepreneurial, communicators. They like to be liked and praised for a job well done.
Gen Z, iGen or Centennials are the text generation, where mobile devices, Cloud computing, global warming are on the forefront. Their whole life is in their smartphone. They are more multi-culturally diverse, with blended families. They are also more ecologically aware and care about the future of the environment.
Ways of communicating have changed with each generation, from letter writing and rotary telephones, to emails on computers, laptops and text messaging via smartphones and a variety of apps. If dealing with a senior from the Silent Generation, McNeely suggests spending more time with them and taking them to lunch. Gen Xers, on the other hand, if they agree to meet at all, prefer to make it quick.
In real estate or any other business, it is important to know which generation your client from and how they would prefer to communicate.
"Mind the gap between people you are communicating with," says McNeely. It could make a difference in closing a deal.
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Variations of this article have appeared in local area newspapers.
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