My aha moment...
I recently had the privilege to attend Brian Buffini's Turning Point Retreat, and the two days of training dramatically changed the way I think and run my business.
Let me start from the beginning...
When I first became a Realtor (July 2006) I was ready to work hard, but the office I was working at offered little to no help in getting started. As a new agent coming from a retail management background, I had no idea what I needed to do to start building my client base. I passed my real estate license test with flying colors, but that was the extent of my knowledge of the real estate industry. I would go into the office three times a week for phone duty, but I never once received a call regarding real estate (honestly). This went on for a couple months, and I knew I needed to head another direction. At this point I was 9 months pregnant (it's now September 2006), so I figured it wouldn't make too much sense to start looking for another broker to work for since I would need to be off for a month after I had the baby.
In November 2006 I started at Weichert Realtors, Unum Properties. I couldn't be happier. The people I work for and with are great, and I finally found the training and direction that I so desperately was looking for. I have been with Weichert a year now, and I am just now feeling pretty confident in my real estate skills.
The problem...
By the time started at Weichert, it had been quite awhile since I had last received a pay check. I was in need of clients and closings. When I closed my first transaction I was on to the next one. I felt like I was playing catch up to make up for the four months that I wasted at the office I started at, and all the bills I had been falling behind on. After I closed the second transaction, I was onto the next one.
I was letting my personal needs get in the way of doing my job. I wasn't focusing on the fact that I was assisting people make one of the biggest financial decisions of their life. I was looking at each client as a possible check, and in my mind I was thinking about what bills I would pay. It was devastating when a deal died.
I don't think that I was a terrible agent. I got along great with my clients throughout the home buying/selling process, but as soon as we walked away from the closing table I was off looking for the next deal to close.
Change...
"Oh by the way, I am never to busy for your referrals." If you attend a Turning Point Retreat you will get very used to saying this. Brian Buffini's system is all about building your business on referrals. Which means looking at your data base in a whole new way. It's not about data, it's about relationships.
How many times a week do you give referrals without even thinking about it? I did it today. I was at a listing appointment, and my client mentioned that she is going to have the carpets cleaned. I instinctively said, "you have to call this guy, he does a great job at a fair price".
I think it comes down to the golden rule. "Do unto others as you would have done to you." I have made a commitment to take care of my clients from the first meeting and after the transaction closes. I have only been doing this for a few weeks now, but already I am reaping the rewards. It it so much more rewarding (and less stressful) when you focus on the people involved in the transaction vs. the check. When you do everything falls into place.
This past Monday I teamed up with the mortgage planner from our office, and we spent the day delivering pumpkins to our clients. It's the little touches that help show people you care.
If you have a chance to go to a Turning Point Retreat I would strongly recommend it. I am so thankful that my broker sent me.
"Today is where your book begins, the rest is still unwritten..."(Natasha Bedingfield).
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