Work Only With the Best Clients

Mortgage and Lending

In today's market, we often show willingness to work with anyone who can fog a mirror, but at some point, we need to recognize that we must focus on the right clients and referral partners.  If we don't, we lose the opportunity to work with people who help  build our business rather than waste our time.

Your time is the one precious commodity that you can never recover if spent unproductively, so being selective about the people with whom you will invest your time and effort.

I recently read a great coaching article by Tim Davis in The Niche Report magazine in which he laid out the qualities he wanted in a referral partner.  I was inspired to create my own list, below, for the types of clients I want to work with.  I strongly recommend that anyone in sales do the same for himself or herself.

  1. I will choose to only work with clients who will provide information cooperatively.
  2. I will choose to only work with clients who have a strong desire to gain knowledge and education.
  3. I will choose to only work with clients who have a sense of urgency.
  4. I will choose to only work with clients who believe in building long term relationships based on mutual respect.
  5. I will choose to only work with clients who are ethical, have integrity, and are open and honest.
  6. I will choose to only work with clients who understand how value is more important than price.
  7. I will choose to only work with clients who treat me with courtesy, appreciate my expertise, and honor my time.

Tim says, "I am not looking for anyone, instead I am looking for someone.  You do not have to work with everyone.  You can choose.  When you understand that principle, you will feel empowered, confident, and your business will grow."

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Comments (6)

Ralph Gorgoglione
Maui Life Homes / Metro Life Homes - Kihei, HI
Hawaii and California Real Estate (310) 497-9407

What a great post! Thank oyu for sharing this post.

Apr 29, 2011 05:43 AM
Catherine Ulrey
Keller Williams Capital City - Salem, OR
Equestrian and Acreage Property Specialist

So true!  I received an online lead through my website a few days ago, someone wanted to see a property 30 minutes away as soon as possible.  I always respond with a few questions to determine how serious and qualified they are.  Especially with the fuel prices these days, I am not going to jump in the car everytime someone wants to see a place!  When they responded to my questions, they were very offended.  Next!

Apr 29, 2011 05:43 AM
Vickie Nagy
Coldwell Banker Residential Real Estate - Palm Springs, CA
Vickie Jean the Palm Springs Condo Queen

I have a tale about 'snipe hunting' that sometimes fails to translate. The sinpe is something you'll never see in KY, but the older campers (at summer camp) always have the younger ones on the lookout. We need to survey the recent home sales in our price range to create realistic expectations.

Sometimes I talk about Frankenstein because he is a whole made up from disjointed pieces. We cannot take the yard from this home, the kitchen from this home and the master bathroom from that home to create the homes available for sale. Discussion follows...but point is made.

Apr 29, 2011 05:43 AM
Richard Ruggaber
Metro Life Homes - Los Angeles, CA
California Real Estate - (818) 422-5035

This is a great post! Thank you for sharing this post.

Apr 29, 2011 05:58 AM
Krystal Knott
Christie's International Real Estate - Summit Colorado - Frisco, CO
Breckenridge CO Real Estate & All Summit County CO

Kabir, this is a great post that not only agents should read but the people that run offices.  How many people have wasted all of our time just because they want to see what is out there but never have any intention of moving or purchasing.  Thanks!  --Krystal

Apr 29, 2011 06:06 AM
Victor Zuniga
Berkshire Hathaway Home Services California Properties - San Diego, CA

Our goal everyday is to find motivated clients and filtering through clients to find those types is takng a bit longer nowadays.

Apr 29, 2011 07:37 AM