Raving fans how do we develop them? Keep them?

Real Estate Agent with Keller Williams Realty

I was sitting here tonight going over my goals, and thinking that I have accomplished a lot of them during my past 10 years and how grateful I am for the people I surround myself with, the people who I'm in contact with, and the mentors I have had.

That is when It really hit me.

Success is not about you (me) it's about the people who we surround ourselves with. The thoughts and ideas we transfer to others. It's about helping other people get their vision their goals attain their dreams!

I have discovered how I do what I do!

We are not just a rainmakers, but Dream catchers too. Let's break this down a bit.

In our business who are our important people? Friends, family, people who know us, like us and trust us. They are the ones who send us their friends and family. They are the ones who when the topic of Real Estate pops up in a discussion they turn it into a discussion of  us and how we serve. They are our raving fans!

Some of us are truly blessed with raving fans but how did we develop them? Where did they come from? How do we get more?

I was reminiscing about one of  my past last closings, it was my listing. The other agent brought the buyer.

I drove by that particular listing two weeks ago, the buyer was in his front yard, recognized me and waved me down. First thought was "what's wrong ?" ran through my mind as I could see the concern written across his face.  As he got closer he started to raise his voice telling me that an item in his house was not working properly and that he had called his agent left the issue on his voice mail but his agent never called him back. His windows were stuck!

I advised him not to worry as I'll have my handyman out there tomorrow. Simple phone call. Coordinated with the buyer and the handyman, issue resolved. His agent still hasn't called him back, but nor has he called his agent.

I was introduced to two of his Army buddies who were moving into town getting ready to go to Iraq again, who in turn introduced me to their wives to help them find what they were looking for.

How much did it cost to help this soldier get his windows open? $65.00 service call, how much did it pay out in the end? No telling, because I will help these two families get what they are looking for and they will tell their friends.

Do you understand this is exponential!

We as an industry really need to focus on what works.

It is not the Ads in the Newspaper, Radio, or television that will bring you the people you want. It is not the mass mailings to neighborhoods or apartment buildings that will develop your next buyer or seller.

What is working is developing a network of raving fans that will sing your graces to everyone that they meet. The way you develop that network is doing the right thing no matter how hard it hurts in the beginning.

Staying focused on working with people even if it means you might have to volunteer to do some charity work just to put you in with people who are the movers and shakers. When you do develop your raving fans you must stay in contact with them. Because if you don't someone else will. Just like on of the old timers in your office who says, "how did you list my clients house I sold it to them 5 years ago". Raving Fans!

Because it is the "people" not the "paper" that makes the deal. 

Now I know that this forum has many intelligent people here how may we add to this and share our collective knowledge to develop together as an industry.



Comments (6)

Keisha Hosea- KASIHomes.com
KASI Homes - Chino Hills, CA
Real Estate Solutions For Real People
Charles, I agree. You must remeber the people. When you put people first all the transactions you could hope for will come your way.
Oct 09, 2007 02:44 PM
Kirk Mulhearn
Prudential California Realty/Gem Mortgage - Long Beach, CA
which goes to say: always keep the windows open!!! 
Oct 09, 2007 02:46 PM
Don Wenner
DLP Realty - Allentown, PA
Great post.
Oct 09, 2007 03:23 PM
Charles Pecka
Keller Williams Realty - Clarksville, TN

I had a raving fan that moved away, they were my first buyer ever. A small home I sold to them 10 years ago.

Once a young couple, they moved away as they do in the military and kept their little home as a rental. While they were in North Carolina they continued to send me their friends and associates. Then just three months ago, un-announced they showed up in my office. They were moving back and they said that there was no other agent they would want to work with but me.

WOW, what a ego boost!. As I maintained my head. I found them exactly what they were looking for in a home. 3 times the size and 4 times the price of what we started out in just ten years before.

Never close the door on your past clients do keep in touch with them even if they move away. Most chances you will have them again in front of you asking for your guideance.

Oct 17, 2007 11:19 PM
Elizabeth Cooper-Golden
Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL
Huntsville AL MLS
Amen, to all of the above. It is so much easier to work with folks that know us, trust us, and love us, isn't it? What better advertising could we get? I have read so many posts from "heavy hitters" that state most of their business comes from internet leads, and it makes you wonder....how hard do they have to work to get that business? Wouldn't it be much easier to spend that time on past clients, ensuring future business, from them and all they refer our way? I'm not saying not to use other forms of client gathering, but if my business was mostly internet leads, after being in the business a few years, I would have to wonder what all my past clients were thinking of me....Don't you all agree? Keep up the good work guys! In this market especially, we need to show up better than the rest, and from what I have just read, you have all done that! We are truly in a relationship building business.
Mar 14, 2008 01:50 PM
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Charles, I have heard that creating raving fans and delighting customers should be our main goal.
Mar 14, 2008 05:04 PM