People love a good back rub.

But there are wildly different expectations for how a massage should feel. For some, it should be pure relaxation. They want a gentle touch and light pressure. They want to be able to enjoy soft background music and aromatherapy. Hot rocks? Sure…but not too hot. Rose petals and candles? Yes please!  Falling asleep on the table?  All the better.

For others, it’s not a real massage unless they leave feeling like they’ve been in a fight or spent the last hour lifting weights. They want to feel tight muscles release under the intense pressure of a therapist’s thumb in their back, neck, and shoulders. Rose petals are for wussies, people. Give me intense pressure or give me death (or at least a different therapist).

Either way, it behooves the therapist to ask some questions before they dig in. If a person comes in expecting intense pressure and gets the gentle touch, they might lament their very-expensive nap. If they come in expecting that nap and end up with a thumb jabbed under their shoulder blades, they might leave wondering why they paid $80 to get beat up.

I cover this topic in my 16th Dare, from 40 Day Sales Dare. It’s called Gambling is Prohibited and it discusses the danger of trying to sell a client a home before you understand what they want.

Don’t gamble with your potential sales. Ask questions. Listen to the answers. Sell more homes.