A couple of years back I was contacted by a person asking for assistance in selling her current home so that she could buy another house. We set the date for me to visit and in I went at the appointed date and time.
In advance I did the necessary homework for the listing presentation. Got the field card, took a quick look at the deed in the town records; records of possible liens, a quick comp review, etc.
After pleasantries were exchanged, and a quick walk through the house, we sat down in the kitchen to talk about the listing, the work that had to be done to the house to give it a better presence, and then the reason for the sale.
She started her story explaining she was a single parent having recently adopted an 11 year old girl. Through the adoption process and some family issues, she ran up some credit card debt that was starting to be a burden, plus the house needed some work. She told me what she owed on the home, plus the credit card obligations. A quick review of the home offered about $10,000 in repairs needed to get it back to decent shape.
I walked out without the listing, and no BA in place to help her buy the next home. I did walk out with a sense of right because while inside I called a lender that I knew would give here good service. They talked about her situation, her finances, and made an appointment to get her refinanced and into debt consolidation with an interest rate that was less than the current rate on the mortgage, while still leaving here with equity on the home.
The reason for mentioning this 2 years after the fact is because that same individual has sent me 5 contacts that have generated far more revenue than her transactions could have given me at the time. We are always striving to get the business to support our lifestyle, but sometimes the real reward is in providing the service and counseling that our training and experience affords. Sometimes it's not about the paycheck, it's about the service.