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PART 2: Agent Solicits your Clients, what to do....

PART 2: Agent solicits your business, what would you do?

Earlier we talked about when another agent that worked with me left my team and tried to solicit all my clients. Everyone gave great insight and awesome comments on their thoughts. It was great to learn from everybody and piece meal things together. So here is what happened recently with a great lesson on how to handle it.

The agent solicits our clients....heres what we did.

We talked to the client and they said how much they enjoyed our past agent. We said, "Good Im glad you did...we strive to make every client happy, Im glad you were happy with how we took good care of you. We want to continue to give you that great experience."

(We didnt say why the agent left, where they were, or anything about the agent. We didnt say how they broke our agreement or anything...we left it at the above statement.)

Then, we continued to give the client service and value! We contacted them very regularly and we were proactive in getting them information that they wanted.

What did the other agent do in the meantime?

The agent said to the client, "Im sure they told you that I was fired and Im no longer in the business...well its not true, Im still here so you can work with me."

(The agent assumed we did something that we didn't do. The agent didnt exclaim their happiness to help with the seller. The agent didnt follow up with further material trying to help the client.) FYI, Our client told us this the other day. They wanted to share why they chose to stay with us.

THE WINNING SOLUTION:

A. Always be happy to help the person.

B. Never say anything about other agents or companies. (You can see the difference in the statements above.)

C. Always give value, by following up regularly with the client.

D. Never be worried about losing business. Just give to the client and this creates an attitude of giving. Once you have this attitude of giving and not worrying....things just start to happen to your business. It grows!

Good luck, I would love to hear instances of what people have done that havent worked...and things that have worked so we all can learn from each other.

Posted by Utah Dave and Utah Homes for Sale on 04/21/2008 10:40 AM

Comments (10)

solicit, sales, real estate training, coaching

Post is included in group: Realtors®
Post is included in group: More Referrals! Client Referral Strategies
Post is included in group: The Art Of Marketing You
Post is included in group: Real Estate Rookie
Post is included in group: POSITIVE ATTITUDE for the Weary Soul

10 Comments on PART 2: Agent Solicits your Clients, what to do....

Too bad they don't all turn out that way. Sometimes the agents that leave are the ones you don't need, and they will prey on the customers they think are weak willed and/or easy to convince. It takes longer for those to be found out, but they will be.

04/21/2008 11:15 AM

by Heath Coker, Broker Owner (Cape Group Real Estate & REindex.com)

Dave,

I knew this would turn out good for you and your company, just by the way you told us that you approached the situation. It sounds like the other agent shot herself in the foot by making assumptions. Great work, I've learned a lot from this post. Thanks! :)

04/21/2008 11:21 AM

by $ $ ($)

Way to keep it positive, that's good advice when talking to anybody and on any listing appt.

04/21/2008 04:00 PM

by Edward W. Lui - Georgetown Texas Real Estate (Lone Star Properties)

Dave, Glad to hear all turned out well for you and your company. Good luck in the future.

04/21/2008 05:15 PM

by Bob Cumiskey, US Army Retired, Your Sun City Center, Florida ~ Realtor (A 1 Connection Realty, Inc.)

Utah, Sorry but I LOVE that name!!!

I too have found that just moving forward and doing our best no matter how others treat us, or expect us to treat them, works like a charm. The consumer can tell when we truly care about them and their needs. If we keep this attitude and work ethic everythig else will take care of itself.

04/21/2008 05:33 PM

by Bryant Tutas-Tutas Towne Realty, Inc

I can say for sure that I have gotten at least two listings in my career because I didn't say one bad thing about the other company or agent, while when they came in they decided to talk about how bad I was and how small my company was and not talk about what they could provide the seller.

The seller said "We went with you because you were positive throughout the listing presentation and never once said anything bad about the other agent or company, that is all they could focus on" We figured that if they were bad mouthing you now, how could they work with other people during negotiations if they didn't believe their competition was any good.

04/22/2008 11:10 AM

by Todd Clark (Realtor), GRI (Washington Co, Beaverton Oregon) (Kastings & Associates, Beaverton Oregon Real Estate)

Way to go Utah Dave! You have proved that if you put your focus on the client and treat them well they will be loyal to you.

04/23/2008 09:54 AM

by Patty & Scott Carroll - RE/MAX, Vancouver WA (RE/MAX Equity Group)

We love the design of your blog, it looks great!

04/23/2008 09:56 AM

by Patty & Scott Carroll - RE/MAX, Vancouver WA (RE/MAX Equity Group)

IT IS BETTER TO KEEP YOUR MOUTH SHUT AND BE THOUGHT A FOOL, RATHER THAN OPEN IT AND REMOVE ALL DOUBT! ABRAHAM LINCOLN

04/23/2008 05:42 PM

by Geneie McIntosh (EXIT Resort Real Estate)

Dave, I am glad that it worked out for you guys,take the high road.

04/23/2008 08:09 PM

by BART WHITMORE REAL ESTATE CONSULTANT (THE REALTY MARKETPLACE)

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