One of my favorite people and a top real estate producer, Dan Edwards, strolled through my office the other day and took the liberty of scrawling across my big white board...
Remember to keep the main thing the main thing.. Referrals.
In the last few days I have given a lot of thought to this in the context of building a successful real estate business and realize the truth of this simple statement. It is easy to get side tracked and focus our energy on the wrong thing. Many agents spend a significant portion of their day majoring in minors. It is easy to get distracted by phone calls or spend the day responding to random emails but truth is more time is spent on wrong focus than on distraction. If the main thing is building referrals then how do we do that?
We build referrals by serving our clients well. Once we have done an excellent job serving our clients we have earned the right to ask for referrals. What I am getting at here is that if we spend our time serving our clients we then do not have to worry so much about building our business through marketing to the general public who do not "generally" care a whole lot about us anyway. Don Deasy was one of my mentors and he used to explain it quite simply. What he said is that most agents spend 90% of their resources, be it time, money, energy or whatever, marketing to the general public who could really care less about them and 10% marketing to the people who already know and like them. Don's advice was to spend 90% caring for and serving the people who already care about you and 10% on everyone else. By Don's measure the main thing is taking care of clients. Taking care of clients leads to referrals... the main thing.
This blog was written by Brian Leavitt, a Licensed Real Estate Broker and Licensed Mortgage Broker representing Northstone Real Estate Inc, and Northstone Mortgage.
Brian serves clients within the Northwest Multiple Listing Service.
You can contact Brian directly by phone at 800-806-3145 or by email at brian@northstone.net. Click here to view his client newsletter.
Brian is licensed with the Washington State Department of Licensing and the Washington State Department of Financial Institutions License number 510-MB-19802 and is a member of the Seattle King County Association of Realtors and Northwest Multiple Listing Service.
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