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Don’t Give Up! A Tale of Time, Patience and Loyalty

By
Real Estate Agent with KW | Newport Estates CA BRE #01301134

Almost three years ago, at an open house, I met my clients, Tom and Margie. It was one of those moments that just felt right. You know what I mean, the clients walk in, you offer information, have a nice chat and before they leave an exchange of contact information. Good vibes all around!

As I said, for nearly three years, I sent listings, went on home tours and even wrote up a couple of offers that died. During this time Tom, an avid house hunter, not wanting to “bother” me, would go to open houses and chat with agents always letting them know that I was their agent. In fact, another agent called to say they had been to his open house, he offered help and service, trying to lure them away but they said, “No thanks, Michael is our guy.” The agent was so impressed he had to call me. This happened not once but three times. I have no idea how many times this occurred, but three calls from different agents was enough to prove their loyalty.

During this time, the three of us were patient. They wanted to move, but it had to be right. I wanted a deal, anytime is a good time for a closed transaction. I knew it would happen eventually. I just had to be patient. There was a part of me that almost hated to see us put something together because, sometimes clients get back to their life, drift away and the relationship fades.

Eventually the right house came along. It was only on the market a short time in a desirable area. Tom paid top dollar for it. It was a long closing but it all worked out. Everyone is happy.

But wait, there’s more to the story. I listed their home for sale. Margie wanted me to handle the sale, but Tom was thinking I might not want to make the thirty-five minute drive back and forth to show the property. “What? Are you kidding me, of course I will,” I said. Ok, done deal.

The upshot from this nearly three year tale is to not give up on a client who takes their time, be patient, trust your instincts, do a good job to inspire loyalty and in the end it just might pay off! The transaction yielded one of the best commissions in my ten years in this business with another one to come. The good news is I believe the friendship will remain and that’s the best ending any story can have.

Comments (20)

Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Michael,

This is a very enjoyable post.  You both believed you were the right people for each other and the result was worth it for all concerned.  I am sure they will be sending referrals your way, We wish you all the very best in selling their home. A

Jun 20, 2011 06:38 PM
Virginia Hepp - Mesquite NV REALTOR
Desert Gold Realty - Mesquite NV Homes For Sale - Mesquite, NV
Mesquite NV Homes and Neighborhoods - Search MLS

That is a happy ending.  Good for you.  When you gain new friends, that is the cake and the transaction is just the frosting.

Jun 20, 2011 06:39 PM
Roseanne Campagna
John L. Scott RE Maple Valley, WA - Maple Valley, WA
Kent/DesMoines/Blk Diamond/Renton/Maple Valley, WA

Wonderful story - I trust they were considerate of your time, returned phone calls, and were respectful of appointments during those three years!

Jun 20, 2011 06:44 PM
Cliff Keith
SF Bay Homes - Redwood City, CA
Redwood City Real Estate

Nice post.  It is amazing how when you stick with a client they will tend to stick with you too. 

You have to establish that rapport first though.  Seems like you did.

Good job

Jun 20, 2011 06:52 PM
Kathleen Vetrano
RE/MAX Gateway - Falls Church, VA
Helping YOU Achieve YOUR Dreams

Sometimes that's just how clients shop.  They wait until it's right.  It is just as right to be there when they are ready.  Good for you!

Jun 20, 2011 06:53 PM
Ronald DiLalla
Century 21 Discovery DRE 01813824 - Anaheim, CA
No. Orange Cty Real Estate

Hi Micheal, thanks for sharing your story...I have a couple of clients just like the one you described, so maybe I'll get lucky one of these days.

Jun 20, 2011 07:10 PM
Mike Cooper, Broker VA,WV
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Excellent, Michael.  It's always nice when there's a happy ending.   Glad this one worked out for you.

Jun 20, 2011 11:40 PM
Cheryl Ritchie
RE/MAX Leading Edge www.GoldenResults.com - Huntingtown, MD
Southern Maryland 301-980-7566
It takes thirty five minutes to get most places in a country market place so this gets a chuckle from me.
Jun 20, 2011 11:52 PM
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Great job Michael.  This is the way a true professional does the job and I'm sure this kind of service will lead to many more clients.

Jun 21, 2011 01:35 AM
Rob Spinosa
US Bank - Larkspur, CA
Mortgage Loan Originator, Marin County

Nice!  I can tell you a similar story on the lending side.  I obtained a borrower's information in 2002 and made initial contact.  No business was transacted, but I stayed in touch.  I am pleased to report that after more than 6 years of receiving my e-mail rate update (yep, every Monday...), follow up calls, etc., this client bought an investment home.  But, before he could do that, he had to refinance his primary home.  So, there were two transactions.

But it gets better.  He refinanced BOTH loans in 2009 when rates got better, and then refinanced both AGAIN in 2010 --- still with more savings. 

So, a total of 6 transactions just for being patient and persistent.  And a footnote to all of this?  The client is just one of the best people with whom I've ever dealt.  Great guy, appreciative, professional and loyal.  Your post could not be more true.  Great work!

Jun 21, 2011 01:47 AM
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Michael, great story with a happy ending. Your patience has paid off. Good Job!

Jun 21, 2011 02:23 AM
Harry F. D'Elia III
WEDO Real Estate and Beyond, LLC - Phoenix, AZ
Investor , Mentor, GRI, Radio, CIPS, REOs, ABR

I am your Realtor for life does really work

Jun 21, 2011 02:35 AM
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

A tale as old as time....staying the course not only pays....but makes a great story to tell case in point...

Jun 21, 2011 02:54 AM
Deb McNeill
Flying M Team Small World Realty Fort Worth, Tx - Fort Worth, TX
Fort Worth Real Estate

Great blog! And encouraging to me...I have some clients that are on a slow simmer...one of these days their house hunt will come to a boil and I'll still be there watching the pot all the way to the bank.

Jun 21, 2011 05:28 AM
Cory Barbee
San Diego, CA
Broker (760) 563-4022

Awesome post...sounds like an agent running a true real estate busines and an agent who cares more about his clients than he does a commission check...great job!!

Jun 21, 2011 05:42 AM
Ray Waisler
Finance of America - Atlanta, GA
NMLS #6621 - Specializing in Jumbo FHA & VA

Michael, very inspiring story, but I don't know if I would have that kind of patience unless the chemistry was perfect.

Jun 21, 2011 06:33 AM
Michael Salas
KW | Newport Estates - Newport Beach, CA
19 Years Selling Newport Beach Real Estate!

WoW! I'm thrilled to have so many positive responses! Thanks everyone!

I wanted to share this story because I know all of us can use such a story to keep the fires burning in these tough times. A little inspiration can go a long way to keep us moving forward.

I wish all of you a great second half of the year!

Jun 21, 2011 07:53 AM
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA

Michael:

I had the same situation with 3 sets of customers.  With one it took 5 years before I sold one of their properties and 3 more years to sell the other two properties.  I keep in touch during the 8 years by mail and called every 2 months.  But in the end it was worth being patient with my customer.  The other two took a shorter time(3 and 2 years) but worth the time and my patience.

Jun 21, 2011 11:38 AM
Aida Pinto
Independent Real Estate Broker - Los Angeles, CA
Real Estate Broker (562) 884-6196

Hi Michael..congratulations on the "feature" post...I have a similar story but she was a seller who came in on my open house and she kept my business card for 6 years and one day out of the blue she called me...it's a good story....maybe one day I'll write a post as well....thanks for sharing your story.

Jun 21, 2011 02:48 PM