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The Little Things That Have the Greatest Impact

By
Education & Training with The Lones Group, Inc.

The Lones Group, Inc.

The Little Things That Have the Greatest Impact

When I first starting my real estate career, many years ago, a very smart mentor/trainer of mine used to tell me ALL THE TIME that it was the little things that would determine my level of success in real estate.

It took me years to fully understand the impact of what he was saying but it was through his watchful eye and gentle reminders that I was able to benefit from his wisdom.

So, what were those little things, those pearls of wisdom that he shared with me? He used to tell me it was those special little things we did that would add so much to our professional reputation and would have the greatest impact on both my clients and my career… boy was he right.

I wanted to share some of his pearls of wisdom.  He used to remind me all the time of the following things:

  1. Do not forget to stay in contact after the transaction closes because it is during that period you will be making the greatest impact……either positive or negative.

  2. Focus on getting your “head” in the right place at the start of your day and have a routine for planning your day out, this will ensure you do not forget the important dates and events in your clients lives.

  3. Have a plan for your business and follow it religiously, do not stray chasing the next bright shiny object. Stay on course and remember to impress your clients by always going out of your way to write something to them that is personal and not generic.

  4. Make a memorable moment for your clients either when they first walk in the door of their new home or when they leave their treasured family home for the last time. (This was one of my favorite pearls of wisdom and I would always have a large beautiful welcome package for all my buyers and for all my sellers who were leaving a family home I would have a watercolor painting done for them…. yes it was these little things that had the greatest impact.

  5. The simple act of starting a mailing campaign or a lead generation campaign and following it through to the end of the entire campaign was just another little thing that had such impact. In a world where consistency is so hard to come by this was a simple thing to do that had incredible impact.

  6. The act of saying thank you to EVERY client you have and truly making them feel that you so appreciated the opportunity to get to know them and to be a part of such a large transaction in their lives is very impactful.

  7. The act of sending all past buyers an analysis every year on the home you helped them buy is such a great way to say that you are thinking of them and watching their investment. This is a high impact action!

I want to challenge you to make a list of all the little things you do in your business that positively impact your clients.  Whether that is something from my list above or a simple handwritten card, there is no end to the list you can custom create for your business.  And don’t overthink this too much, just start with the one thing you know you do that your clients love and then keep adding to your list, before you know it you will have a very impressive business!

 

By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.

The Lones Group, Inc.

Comments (10)

John Pusa
Glendale, CA

Hello Denise Lones very valuable report about the little things that have the greatest impact.

Feb 24, 2021 01:32 PM
Denise Lones

Always good to hear from you John. - Denise

Feb 24, 2021 05:23 PM
Kathy Streib
Cypress, TX
Home Stager/Redesign

Hi Denise - as in many relationships- business and personal- it's the little things that can make all of the difference. 

Feb 24, 2021 07:01 PM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Denise Lones ,

I'm so glad that Carol Williams featured you post in her Second Chance Saturday Series as I missed your post. What a great list of tips to make a difference in your relationship with your clients. Its all about the experience you create!

Feb 27, 2021 05:13 AM
Kat Palmiotti
eXp Commercial, Referral Divison - Kalispell, MT
Helping your Montana dreams take root

These are all fantastic points and I totally agree that it is the small things that make the biggest difference!

Feb 27, 2021 05:53 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good morning Denise Lones - I totally agree.  So many of these are what I call customer loyalty touch points.

Feb 27, 2021 07:37 AM
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

Very good suggestions!  I agree the little things can make a big impression. One thing I do for sellers is have the house professionally cleaned after they move out--sellers do not want to deal with cleaning the property and the buyer can move into a clean home!!

Mar 05, 2021 08:44 PM
Georgie Hunter R(S) 58089
Hawai'i Life Real Estate Brokers - Haiku, HI
Maui Real Estate sales and lifestyle info

It’s the past clients that will continue to be a source of business in the future, so these are all important tips.

Mar 06, 2021 01:01 AM
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

Good morning Denise. Great tips for building a solid foundation for your business. Enjoy your day 

May 01, 2021 03:11 AM
Dorie Dillard Austin TX
Coldwell Banker Realty ~ 512.750.6899 - Austin, TX
NW Austin ~ Canyon Creek and Spicewood/Balcones

Good morning Denise,

I'm so glad Carol featured your post in her Second Chance Saturday Series! I agree don't over think the little things you can do to make a difference! Just come up with some simple things that keep you top of mind with your clients.

May 01, 2021 09:05 AM
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
NC Real Estate Transition & Relocation 919-602-848

Denise, This is a great list of "little things" that every agent should be doing. It's a good reminder to me to tighten up on some of these things. Have a great day!

May 02, 2021 05:38 AM