So here goes my very first article .....
As a newer agent starting out I was often confused between what was more important, was it Sales or was it Service that I should focus on?
Coming from a mostly Business & Customer Service back ground my first instinct in the biz was to provide over the top service....Which is true, too a point. I learn't very quickly that although Service is what makes people refer friends and family, it's the art of selling and sales that is going to put money in my pocket. A few of my first clients were "Tire Kickers" and after endless km's and several homes later, the light bulb came on.
Before we went any further I had to ask the qualifying questions and get a little tough. it was scary the first few times but in the end it really paid off. I found out that none of my clients were ready to buy and one hadn't even be pre-approved for a mortgage yet..... YIKES!
Although it wasn't in my nature to get to the bottom line ...it is now. I am simply amazed how much time I have saved and the respect that clients show me when I focus on business first and service second. Instead of running around and doing a lot of work to meet them at a property or just pass of the information they are looking for, I set boundaries. Inviting them to the office or a shop for coffee to meet with them and establish a rapport in a professional manner and the clients that are serious will and those who aren't won't.
In short.... Without boundaries set that identify you as a professional in sales, clients will take up your time and take advantage of your service with no transaction. Now my perspective is about Sales first and Service second, whether its a duty call, a buyer, a seller, dealing with other agents or just a random conversation about real estate.