The Joy of Referrals & a Job Well Done

There are so many gratifying aspects of being a real estate professional.  I've often said that I get such a sense of fulfillment when I close a transaction for a first time buyer.  There's always going to be a certain level of stress, regardless of how many times someone has purchased real estate.  A first time buyer, however, can be "highly excitable."  That's about the most diplomatic way I can think of putting it.

Rightfully so, I might add.  They are, after all, embarking on one of the first major undertakings of their life.  It is our job, as professionals, to not only protect our first timers, act in their best interests, negotiate the best obtainable price on their behalf, etc., but we need to be patient and empathize.  These people are just that: people.  Not just clients, and certainly not representatives of our next paychecks.  They're emotions are all over the map, and those of us who are in the business for the long term understand the importance of taking a little extra time, have the willingness to do a little extra hand holding, etc.

By doing so, more likely than not, we are rewarded not only by the sense of accomplishment and gratification I've already mentioned, some day, a year, two, three, even ten years down the road, the phone will ring.  On the other end will be a vaguely familiar voice.

This happened to me not once, but twice within the past ten days.  Former clients, one was a first timer when I worked with him, called me, asking if I knew of a good lender.  He wanted to re-fi the house I sold him.  I was happy to give him Scott Messier's contact information, and assured him he'd be working with one of the best in the business.  We went on to have a nice chat, catching up, talking about the market, and so on.

Then on the last Monday of July, I received a voicemail from one of my favorite past clients.  She was a first timer when we worked together finding the townhouse I sold her in North Redondo.  Two years later, in 2004, she called me again, and asked if I could help here sell her home.  She'd done quite well; the property had appreciated a little over 100k in the time that she owned it, and she was then planning to move in with a friend.

When I heard her voicemail, I couldn't help but laugh.  She took the time and effort to explain to me who she was, when we met, etc.  She clearly thought I had forgotten her.   By the time we finally contacted each other after several rounds of phone tag, she seemed so grateful that I would take the time to do "all that calling around" to try and reach her.  And, yes, of course I was interested in seeing if there's new business, but like with my other former client, sometimes these contacts after close of escrow is just to help get your client in touch with someone in the business who can help them with what they need.

It's called "service!"

My second client, however, was calling to tell me she was moving out of state, and asked if I could help her find an agent in the Tucson area, which I'm now actively doing.  I hope to have a list of five interviewed, or "pre-screened" as she put it, for her by close of business today. 8/1/07.

My point is that we, as Realtors®, do much more than "sell."  We are here to provide a service.  And, if one takes the time to go the extra mile, to not simply separate one's self from the rest of the pack, but elevate yourself by providing superior service, you will build a loyal following.  And with that following, comes the responsibility of occasionally doing things without expecting any compensation... what a concept!

Then again, on occasion, you get to refer one of your past clients to another agent, and you will get paid... but you'll be compensated in more ways than one that simply pays the mortgage.