I just read a great post http://activerain.com/blogsview/444248/What-Kind-of-Agent by Jeremy Blanton of Myrtle Beach, SC, talking about the difference between REALTORS and LICENSEES.  If you have time, you should make that your next stop on AR. His post reminded me of an incident that very clearly demonstrates the very difference that Jeremy is talking about in his post.

It was the end of summer last year and my elderly mother had been having health issues.  I had referred the sale of her home to a trusted Realtor/friend in my office as it was just too close a relationship for me to be involved.  (Note:  He and his wife are the top producers in our office....producing over $15 Million in Sales last year).

I was supposed to meet a family, referred to me by a friend, that were relocating to Virginia, and needed a rental home.  In my business, no prospect is turned away because they are ONLY looking at rentals.  I know the  impression I make on them now will dictate whether or not they refer business to me in the future, or if they choose to use me when they need a Realtor in the future.  And we all know, referrals are the name of the game.

So I was meeting the potential tenants later that afternoon to show them the only property in the area that met their criteria.  It was really a matter of looking before submitting an application.  Then I got a phone call that changed my plans---my brother called to tell me Mom had been taken to the emergency room via ambulance and I needed to meet him there.  (Mom was in tremendous pain due to a problem that would later be solved in her leg).

I immediately started for the hospital, calling my office on the way.  We have a list of rental agents, and I asked the floor agent for some names of the newer agents on the list.  After all, the newer agents are the ones that had been complaining about how terrible the market is, and that they can't wait for things to "pick up", so they can finally get some business.  These guys needed the money, and I thought we'd be helping each other out.  I did not expect these reactions.

Agent #1:  OBLIVIOUS TO THE OPPORTUNITY.  "I'm out shopping today.  Can you find someone else?"

Agent #2:  EXPLAIN THE SITUATION.  SIGHS AT THE IDEA OF TAKING THEM OUT.  "Where is the house they want to see?"  SIGHS AT THE ANSWER.  "I don't know."  EXPLAIN HE CAN HAVE ALL THE MONEY, I JUST NEED THESE PEOPLE TAKEN CARE OF.  WITH TOTAL ATTITUDE HE ANSWERS, "All right, but just as a favor to you.  And just the one house."

Later that day, I was in touch with the listing agent that was handling Mom's sale.  He had called to check in, and when hearing about Mom's ER visit, he was immediately asking how she was, how I was, etc.  I then ranted about my experiences with the new, broke agents in our office turning their noses up at the rental handover.  

This mega-agent replied, "WHY DIDN'T YOU CALL ME?  I WOULD'VE HELPED THEM."  I just thought this might be beneath him, being a top producer.  I know now, it was not.  That is WHY he and his wife have built themselves an unshakable business.  They aren't too busy to show houses to anyone...not even renters. 

GREAT SERVICE IS GREAT SERVICE.  IF YOU PLAN TO GIVE IT TO EVERYONE, YOU'LL BE IN GOOD SHAPE. IF YOU VIEW SOME LEADS AS THAT PIECE OF **** ON A PAPER PLATE, YOU'LL NEVER KNOW HOW GOOD THIS BUSINESS COULD HAVE BEEN FOR YOU.