Be the "go to" person and you'll always have plenty of business.

By
Real Estate Broker/Owner with Cornerstone Business Group Inc 0225086119
https://activerain.com/droplet/xWs

I've mentioned numerous times that I have two companies.  One is an electrical contracting company, and the other one is a real estate brokerage.  They overlap more often than not, and my clients in one company end up being clients in the other company.  It's a nice relationship.

The overlap of the two give me a great opportunity to use either company to help my clients.  When I sell a house, I send an electrician in to check the electric system before the clients move in.  If there are issues, he Expertwill fix them up to a certain point.  I'll also make a list of other electrical issues that the client may chose to have repaired at a later time. 

How does that pertain to Realtors who don't own two companies?  One way I've found to stay involved in the lives of my clients is to do a couple things.  For instance, this past week, our contracting company did a project for another local business.  During that process, the owner and I took a ride to his second business location.  During the ride, I realized that his auto air conditioner wasn't working. 

He mentioned that he gets it charged every Spring, but he hadn't had time to do it so far.  A couple days later, I was in his area again and I dropped by his shop and charged his car AC.  It took me five minutes and it costs me about $5.  I was thrilled that I knew how to do it, and what did I gain?  A great faithful client, referrals and some of his wares.  

You don't have to be the one doing a service for your clients, but you can give your clients the names of great contractors, lawn-care companies, tailors, painters, auto repair shops, hair salons, restaurants, discount stores nearby, doctors, dog groomers, etc.  You can give information, which is free, or you can do something simple like mow their grass before they move in.  We  do that when we sell a house that is our listing.  Your clients will love you for it.  Dropping back into a client's life briefly keeps your relationship warm and comfortable.

ExpertWhen they need something, they will call you.  You become a trusted resource.  I received three listings this week.  Two of those listings came from clients our contracting company had done electrical projects for.  I almost always find a way to work information about my real estate brokerage and local market conditions into a conversation when meeting electrical clients.  I actually had a client become a Realtor because she got so excited during one of those comments. 

Be the go to person, and people will seek you out.  Use your blog as a resource to help others find what they need, and in the process they will find you.  Share your talents, your knowledge and wisdom and you will always have repeat clients and customers.

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be the go to person and youll always have plenty of business

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Rainmaker
433,607
Kristine Ginsberg
Elite Staging and Redesign, LLC - Short Hills, NJ
NJ Home Stager

Mike - I have a list and biz cards of vendors I've worked with who are reliable and do great work. When people stage their home they always ask for referrals so I keep my list handy. Great post as always!

Mar 26, 2012 10:10 AM #12
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Hey, Kris.  That's a great gift to your clients.  Everyone wants to have the best vendors they can afford on their projects.  We definitely know a lot of folks.  8-)  Thanks for the kudos.

Mar 26, 2012 10:18 AM #13
Rainmaker
759,451
Jill Sackler
Charles Rutenberg Realty Inc. 516-575-7500 - Long Beach, NY
LI South Shore Real Estate - Broker Associate

I was at a class recently where the instructor was saying she still gets emails from former clients asking her to refer a doctor, etc.

Mar 26, 2012 11:02 AM #14
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

That a great testimony to the relationship they built, isn't it?  

Mar 26, 2012 11:10 AM #15
Rainmaker
1,120,889
Paula McDonald
Beam & Branch Realty - Granbury, TX
Granbury, TX 936-203-0279

Yep, being the person your clients know they can turn to is the best marketing of all.

Mar 26, 2012 11:18 AM #16
Rainmaker
1,101,476
Al Raymondi
Ocean View Realty Group in Ormond By The Sea Florida - Ormond Beach, FL
Ormond By The Sea Florida - Home and Condo Sales

Well said Mike, I also have put a list of service people on my web site for those folks who cannot admit they need help.

Mar 26, 2012 11:19 AM #17
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

It really is a great way to market yourself, isn't it, Paula?

I do too, Al.  There are some folks I just think are the best around, and I have them on my site.  

Mar 26, 2012 11:51 AM #18
Rainmaker
911,807
Joy Daniels
Joy Daniels Real Estate Group, Ltd. - Harrisburg, PA

Mike~ This is the best part of my job as a realtor.  It is great being the person that my clients call...and refer their family and friends to.

Mar 26, 2012 11:55 AM #19
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Absolutely, Joy.  Keeping that connection active keeps you on their minds for future business.  It's a good way to keep business coming in.  

Mar 26, 2012 12:01 PM #20
Rainer
111,688
Caprice Couselle Realtor Morristown Homes For Sale
Keller Williams Realty - Morristown, NJ
First Time Home Buyers,Relocation,Horse Farms

Hi Mike,

Great idea.I always recommend vendors to my clients. Its especially helpful when they are from a different area and really don't know where  to  turn to to get something done.

Caprice

Mar 26, 2012 12:20 PM #21
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Caprice, I'm sure they feel like that is a gift.  There's nothing like being a stranger in a new town.  A little help goes a long way!!

Mar 26, 2012 12:21 PM #22
Rainmaker
820,488
Maureen Bray Portland OR Home Stager ~ Room Solutions Staging
Room Solutions Staging, Portland OR - Portland, OR
"Staging that Sells Portland Homes"

Mike ~ you have really found a perfect way to help your clients, with both of your businesses!  Thanks for some great examples of leveraging your contacts to maximize the potential of all that you offer.

Mar 26, 2012 12:59 PM #23
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

It works out a lot of the time, Maureen.  We almost always do an electrical inspection sweep through the houses we sell.  I sleep better, and my clients appreciate it.  

Mar 26, 2012 01:02 PM #24
Rainmaker
2,346,102
Roger D. Mucci
Shaken...with a Twist 216.633.2092 - Euclid, OH
Lets shake things up at your home today!

This is exactly the reason I joined a BNI group several years ago.............I've referred many people to trusted members of the group.  Excellent point Mike.

Mar 26, 2012 07:14 PM #25
Rainer
238,346
Anne M. Costello
Weidel Realtors - Yardley, PA

Ditto Roger on the BNI. I joined to specifically add to my contractor list, an area where I thought I was weak. It has helped build my "value added" services to my clients. You won't see me cutting the lawn though. LOL Definitely outside my skill set.

Mar 26, 2012 08:28 PM #26
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Good job, Roger.  Thanks for the kudos.

Anne, I haven't done one for a while, but I've got two sons that have.  8-)

Mar 26, 2012 09:45 PM #27
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

Steve, it was so natural.  I was over that way yesterday and that client was outside.  The first thing he said was, "My AC is still working."  It had an impact.  And I've done other things, but it's really all about being engaged.

Mar 26, 2012 10:37 PM #28
Rainmaker
763,313
Steve and Jan Bachman
RE/MAX Gateway, Reston, Herndon, Ashburn, Sterling, Fairfax - Herndon, VA
Realtors - Northern Virginia

HA! This is great! I too know how to charge A/C...now I can market myself in a new avenue!

Mar 26, 2012 10:39 PM #29
Rainmaker
1,290,217
Jon Kolsky
Kolsky Realty & Management - Long Beach, CA
Licensed California Real Estate Broker

Mike~ sorry I wanted to add, both professions makes perfect sense, when both business helps each other out; you're winning...SMART! 

(so far perfect on the week)

Mar 27, 2012 03:46 AM #30
Rainmaker
1,560,096
Mike Cooper, GRI
Cornerstone Business Group Inc - Winchester, VA
Your Neighborhood Real Estate Sales Pro

There you go, Steve.  You've got a leg up.  8-)

Thanks, Jon.  They do crossover constantly.  Have a great week.

Mar 27, 2012 04:48 AM #31
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Rainmaker
1,560,096

Mike Cooper, GRI

Your Neighborhood Real Estate Sales Pro
Winchester has a place for you! Call me.
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