Are you a earning all the commission you can?

By
Real Estate Agent with Advance Realty Team Jenisch

If you know me you know I am one that appreciates some good greasy eggs, potatoes, and double order of bacon as I work through my morning routine.  I also prefer a good local dive over a chain or fancy place to get my fill.  The local joints treat you like you're at home, hot food served with a little sassy attitude.  The other day about mid morning I stopped in a local place where I have been many of times for breakfast, and as usual I got some decent food, but on this day the service quite frankly sucked!  Since it was mid-morning they place was pretty empty.  As I looked over the restaurant the waitress was more interested in going outside to have her cigarette and standing at a table talking to friends until I had to summons a busboy or other waitress to interrupt her chatting to refill my drink and bring me my bill.  I consider myself a damn good tipper but today she didn't earn much tip/commission off me.

As I am one never to let a good or bad experience past me by without masturbating in my mind how it applies to my own business.  I thought do I ask my customers if they want another drink, do I up-sell, do I check back with them to make sure they are happy or if they need anything else, and do I follow up for positive feedback and referrals ?  Most the time the answer is no.  We are all chasing that new client, but we forget the ones that are sitting right there in front of us.  Do we send that note or e-mail to say hi, do we have a program or system in place to stay in contact with our past customers?  Just because we sold them a house doesn't mean they no longer need us.  Our past clients hopefully are happy with our services and more than willing to refer us to friends, family, and co-workers. Do you have a plan to ask for those referrals?  Real estate issues routinely become a topic of conversation at parties and around the office are you brought up in those conversation as the go to guy or gal ?  Do your customers remember your name and say "Hey give Joe Realtor a call he is a great guy and really helped us out" ?

Are you serving that table of one or just sitting back and waiting for the party of eight to walk through the door.  Take care of the table of one and he may return with that table of eight.  I know I need to rethink and reconnect with some past customers - how about you ?

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Chicagoland and Northern Illinois Real Estate
Midwest Investment Properties
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Rainer
248,453
Heritage Real Estate Group
Heritage Real Estate Group(DFW) - Dallas, TX

Roger,

 I think this is where a lot of agents loose. It is a lot more cost effective to work with those you have worked with before. You will also see better results. Thanks for making us think.

Feb 06, 2011 03:13 AM #1
Rainer
28,743
Roger Jenisch
Advance Realty Team Jenisch - Bloomingdale, IL

Great Point Mike - I never considered the money aspect trying to convience someone we are the best choice when our past customers already know that and we need not spend the money to educate them...  Have an awesome Sunday !

Feb 06, 2011 04:23 AM #2
Rainer
216,072
Joe Kenny
Realty Executive Midwest - Darien, IL
Better Than Your Average Joe

Roger, I will be reposting this.  Great point.

Feb 15, 2011 04:29 AM #3
Rainmaker
280,068
Kim Dean
www.RealFamilyRealEstate.com - McKinney, TX
d + b real estate, McKinney, TX REALTOR Broker/Own

Roger - love, love, LOVE your style of writing. GREAT analogy and lesson for us to remember! Thanks, and congrats on the FEATURE!

Feb 21, 2011 04:43 PM #4
Rainmaker
810,077
Evelyn Kennedy
Alain Pinel Realtors - Alameda, CA
Alameda, Real Estate, Alameda, CA

Roger:

Interesting story.  And it is very true that I sometimes forget about my past clients.  Even though I try to remember to send them notes quarterly I don't always do it.  Thanks for reminding me what I should be doing.

Feb 21, 2011 04:47 PM #5
Ambassador
559,584
Peter Pfann @ eXp Realty Pfanntastic Properties in Victoria, Since 1986.
eXp Realty, Victoria BC www.pfanntastic.com - Victoria, BC
Talk To or Text Peter 250-213-9490

Hi Roger,

Life is an education, and there are lessons everywhere, great story and cool way of reminding us of what is so easy to forget from time to time.

Happy Selling,

Feb 21, 2011 06:12 PM #6
Rainer
332,782
Irene Kennedy Realtor® in Northwestern NJ
Weichert - Lopatcong, NJ

Roger,

I'm game for breakfast with you some morning!  And agree about the importance of staying in touch.

Feb 21, 2011 11:46 PM #7
Rainer
137,004
Brent & Deb Wells
LivingWell Properties - Prosper, TX
Prosper TX

Roger,

When we chose to work with a client we need to put them first and focus on them. I think you summed it up well. 

-Brent

Feb 22, 2011 01:03 AM #9
Rainer
216,072
Joe Kenny
Realty Executive Midwest - Darien, IL
Better Than Your Average Joe

Congratulations friend.  I knew you would be here sooner than later.  Great job

Feb 22, 2011 02:19 AM #10
Rainmaker
886,683
J. Philip Faranda
J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY - Briarcliff Manor, NY
Broker-Owner

Roger- Working in the service industry as a bartender and waiter has made a me a better agent. Your comparision is very valid. 

Anyone who works for tips gets what service is. 

Feb 22, 2011 03:04 AM #11
Rainmaker
636,285
Scott Fogleman
New Home Team 804-573-9592 - Richmond, VA
New Home Team

Staying in contact is key, they are your source for repeat business but also can give you refferals for new business!

Feb 22, 2011 03:09 AM #12
Rainer
28,743
Roger Jenisch
Advance Realty Team Jenisch - Bloomingdale, IL

Thank you all for your very good points and comments....  Joe - Thank you for all your help..  Kim - Glad you LOVE that smart ass and self-deprecating style I am sure I want be able to stop myself in the future, Irene anytime your in Chicago look me up always ready for my favorite meal, and again to everyone else Thanks for the thoughts have an awesome day and lets make some money !

Feb 23, 2011 01:20 AM #13
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