I'm a fan of reverse psychology in real estate. I blogged about it a few months ago and have since made a long list of ways to use reverse psychology in our business. It's a fascinating concept, really.
But just last night, one more possibility occurred to me. I'm not committed to this position yet, so help me out!
As the self-proclaimed Master of All Things SOI, I encourage everyone to respectfully seek business from their friends and family. If done right, it works. And works beautifully.
Lots of agents argue with me. They claim to "hate to work with friends or family," for a variety of reasons. Most of their reasons don't hold much water, but I'm not here to argue that opinion right now (be happy to, later, though if you like!).
But I'm realizing something... Friends ... and... FAMILY are two different animals.
Seducing your friends for business and referrals is pretty easy. Family? Not so much.
I read a post yesterday on a different forum about how the OP (original poster) was furious with a relative for not hiring him to sell her home. OP said "THIS is why I hate working with family!" It made me think. Many of my consulting clients bemoan the fact that they're getting very little support from their families. Their friends are gung-ho about the agent's real estate venture, but not their blood relatives. Weird, huh?
Maybe - I dunno.
But anyway, (finally getting to my point) how about trying out this solution?
Howza'bout you send out a personal letter to your family members telling them the following:
1. You are a real estate agent (if they seem to have forgotten)
2. You love your job (show your enthusiasm)
3. You have made the decision not to work with family members (!) because of possible conflicts of interest
4. However, you would truly appreciate the opportunity to counsel with your beloved relatives and help them find the perfect agent for their situation. (referral fees are cool!), and would be available to them throughout their transaction for advice.
Here are some of the benefits I see in this strategy:
1. People want what they can't have. You might find your relatives actually begging you to be their agent
2. By showing your willingness to help your family without the possibility of a paycheck, you demonstrate your professionalism, which will probably result in referrals.
3. If a relative does take you up on your offer for help finding the right agent, you can always change your policy if it seems appropriate.
4. A lot of stress is relieved among family members that you aren't going to be bugging them for business.
What do you think? This idea is about 12 hours old, so suggestions and arguments (and of course, any commentary on my early morning brilliance) are welcomed!
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Tips & Inspirations to Generate Business from the Very Important People Who Know You!
copyright Jennifer Allan 2007
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