I have only been selling real estate for a little over six years now. One might say that timing is everything and that my timing sucks. LOL. I got into a new career that has been on the decline ever since I entered this profession. I never experienced any of the boom years that so many of you have had the pleasure of seeing and hope that before too long that I will see and enjoy the times that I know are ahead.
I work with every client, prospect or inquiry as if they are going to buy their next home from me, or, that they will be realistic when I propose the market price for their home when they sign the listing contract. I go the extra mile and give them the service that they expect. I explain more than required about market conditions, about competition, about interest rates and how the current economy will affect the purchase or sale of their home. I am sure many of you do this too. It's just good business.
However, I also am a resource of knowledge that many of us possess. I work with those who may be transferred to my market and are not looking to buy but are looking to rent. For a year perhaps, maybe less time or maybe more. None-the-less, I go the extra mile to search for a rental property for them. I know that if I do my job and do it well that I have a better than a 50-50 chance of getting the nod when and if they decide to stay in my market and purchase their home.
An example of this has just happened recently. I sold a beautiful home for a Dr. about 2 and 1/2 years ago. However, I have been in touch with them ever since. I send them information about the economy, about the lake that they are building on, about real estate in general. Yesterday, the phone rings. He calls to hire my services for an investment property costing up to two million dollars. I was pleasantly surprised to hear from him, but was prepared for his call because I expected his loyalty to me, his Realtor. I became intertwined in his world and never let him forget who I was. I always treated him as if he were my only client. Going the Extra Mile...
Dividends can be defined in several ways. My persistence and friendship has now yielded a large dividend to me. If I succeed in finding the right investment for him and his partners, I will be rewarded generously.
The point I am trying to make here is that I did not treat him any more special than I treat all of my customers.
I keep in touch with each and every past client that I have been involved with. Some come back and secure my advice and service one, two or more times. Others, I may never hear from. But in every instance, I make them feel special. I want them to know that they can call on me for anything at any time. I still have past clients from my banking days calling me to inquire about the current financial situation. These clients will know who to call when they need their next home or business. More importantly, they will refer me to their peers and friends.
Dividends? Yes! Big Dividends.
So, if you need a tip today about how to get it done, remember to treat everyone as if they were your only client. Make them feel like the special person that they really are. After all, without your customer, you would be hard pressed to make a living. They are the reason we are here.
Larry Stanul
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