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Do You Have What it Takes?

Celeste "Sally" Cheeseman caught my attention last night with her latest post. Do You Value Long Term Potential Clients? My answer: A resounding yes. They are the very foundation of my business.

Sally posed the questions Do you work with long term leads? What's in your Potential Client agenda?

When I worked as a REALTOR in Northern Virginia many years ago, I would have probably considered a long term client one that I worked with for a number of weeks. Here at Lake Anna I have learned to consider a long term client one that I work with for a number of years. Years can be several years and I'm not referring to two, three, or four transactions during that time but rather one (1). Yes, patience is a virtue here. Not only a virtue, it is required.

Many of our clients explore the Lake Anna area well before they are ready to make a commitment. Sometimes they are considering a number of areas. It is nothing to hear that they are also considering Smith Mountain Lake, the Northern Neck, perhaps Ocean City and hey, there's also the Outer Banks. thinking

I have a tendency to put myself in my client's shoes. Would I want to explore my options...Yes! Would I want to be pressured into making a decision...No!

When I show people around Lake Anna for the first time I tell them that the most important thing is for them to determine if this is the place that want to be. If it is we can go from there. If not, the sooner we know that the better.

This past October a couple I had first taken out in 2006 called and we started looking at homes again. They had recently retired and were ready to seiously consider a home at Lake Anna. We spent the time needed to find the right spot for them and they had a ratified contract this month. We now have their current home on the market and hoping to receive a contract on that soon although the purchase of their new home is not contingent on this one selling.

sold home

A former post deals with the type of market I'm in. NEED to or WANT to? It is what it is.

As long as people have a loyalty to me I will spend the time needed to help them determine if this is what they want. If Lake Anna is where they want to be the best spot can be found. Often times we end up with a happy ending. Than it is time for some serious celebrating.

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If you or someone you know is thinking of buying or selling property at or near Lake Anna,contact Kathleen "Kate " Elim. She lives at Lake Anna, knows Lake Anna, loves Lake Anna, and specializes in Lake Anna area real estate. Reach Kate at 540-226-1964 or by e-mail at lakeanna.kate@gmail.com. Be sure to check Kate's blog at http://lakeannaandbeyond.com/ or http://lakeannacountry.com/

Posted by Kathleen "Kate" Elim LAKE ANNA, VA Real Estate on 02/25/2008 09:30 PM

Comments (12)

lake anna, realtor

Originally posted at: Lake Anna Country: Do You Have What it Takes?

12 Comments on Do You Have What it Takes?

FEB

2008

Clients should be forever...I work hard to get repeat business and referrals from my clients. I've been fairly successful at it. We need to 'nuture' those relationships and keep them going. I've found though that a lot of sellers in LV are moving out of state...with no plans to return. But I still keep in touch because you never know who they might know.

Mary...Repeat business is the bedrock of real estate. Our clients sometimes take 3-4 years for their very first transaction with us.

Cheers,

Kathleen

Kathleen - I don't like, nor appreciate, being pressured when looking at houses, cars, anything! And more than one salesperson has lost me for good when they start telling me what I want and need. I will ask my clients if they prefer me to add my comments or to let them come up with their own ideas and questions. So far that has worked very well.

FEB

2008

Repeat business is our foundation. In addition, they may refer you to someone who may be moving in or out of the area.

I think it is the same for anyone relocating for pleasure. Make sure the area is a fit (no need to look at houses if the area is wrong)....

Your friend in Charlottesville!

Carol...I feel exactly the same. If someone begins to pressure me I become resistant. I like your approach.

Take care,

Kathleen

Matthew...Yes, it's always a good feeling when you have a client call that wants to work with you again or has referred someone to you.

Thanks for your comment.

Kathleen

Charles...I'm sure you have some of that (relocating for pleasure) also. Charlottesville, like Williamsburg is a very attractive area for retirees.

About 97% of my business is strictly the "want to" and not the "need to" folks, retirees and second home people.

Take care,

Kathleen

I work very hard to build a loyal client base and generate referrals. I think that repeat business in the age of mobility is very important. IMO, the days of staying in one city, much less one home are rapidly vanishing. It seems simple to me, what I enjoyed about living "in town" just 5-8 years ago does not appeal to me any longer so now I live in the suburbs. The ability to work remotely for many professionals oftentimes allows them the freedom to move to that next house or the country or whatever works for them at the time. All that said, keeping up with past clients is very important.

Rich...So you've gone from "in town" to the suburbs. I guess I've done it all. Now I'm country.

We certainly are a nation on the move. I guess that is a good thing for those of us in the real estate field although it is nice to have roots somewhere.

Take care,

Kathleen

Kathleen, I really like your qualifying question, so the buyer can decide to move forward with your time, or just end the search. It is very clear and good for all parties concerned. Loyal buyers are great!

Gary...It is very important that people get a feel for a new area especially when they have a choice in the matter. While I show them a few properties when they first come here I try to concentrate on giving them a good overview. The more they know about the area the easier it is for them to make a decision one way or the other. Although I think Lake Anna is a wonderful place to live it is not for everyone.

Loyal buyers, yes, and loyal sellers too. That's what helps keep us in business.

Take care,

Kathleen

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