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In the Real Estate Business, There Are Few Feelings Better Than This

By
Real Estate Broker/Owner with Austin Texas Homes, LLC 453249

Last night, I listed a great house for a very nice couple in Leander. I expect it to sell quickly, and they're looking to buy a home roughly twice as expensive nearby. Two days ago, the seller called me when I was on my way to the office. He mentioned that he works for a friend of mine (one of my best friends, actually), and that my friend suggested that he call me for any real estate needs. During the course of our conversation about his house, he mentioned that he was scheduled to meet with another agent the next day, but he wanted to meet with me, too. 

We spoke for 10 minutes or so, and he also mentioned that he used to work for another friend of mine from church, who had ALSO suggested that he call me. He was a bit concerned that I might not be as familiar/interested in working in his area, but I assured him that I was both familiar and very willing to help. 

Before we got off the phone, he decided that he should just meet with me and cancel the other agent's appointment. I found this to be wisdom on his part, needless to say.  :)

The tone of our meeting was terrific, and they signed the listing agreement before I left last night. 

It's always a great feeling when new clients feel a sense of trust thanks to the recommendations of people that they already know. In this case, the seller's current employer AND his previous employer and close friend both told him to call me. Hard to beat getting referred from two different sources. 

There was no resistance with regard to pricing, or suggestions I made, or any timing issues. 

They already trusted me when I walked in the door.

And that is one of the most valuable things about getting a referral. You don't have to convince them that you're trustworthy. You don't have to expend tons of energy selling yourself as the best agent for their needs. In most cases, they're already sold on using your services when you arrive.

At one point, when I was going over the listing paperwork and explaining it, the seller simply said, "That's okay. We trust you."

I have always tried to build my personal real estate business and that of my company on a cornerstone of integrity and honest dealings. Over time, this has led to many, many referrals from friends, past clients, and acquaintances. It's one thing to be perceived as honest, and it's another to actually deal with people in a forthright manner all the time, even if it means talking them out of a house that would result in a quick commission. And yes, I've done this a number of times over the years. 

When I was taking classes in 1996 to get my real estate license, I remember thinking that they should have called each of the courses "1001 Ways to Avoid Being Sued" or "Get Good Insurance - You Will Need It". The number and variety of ways that people got into legal hot water made my head spin. Happily, almost 16 years later, I can report that I've never had a mediation or even the threat of a lawsuit. Some will say that we've been blessed and that it's just a matter of time. I maintain that it's because we solve problems as they arise, and we are accountable when we mess up. We all make mistakes. It's what you do AFTER you make the mistake that can help or harm you.

I got off on a bit of a rabbit trail there, but you get the picture. 

Referrals are gold. I try to treat them as such.

Thanks for reading!

 

Photo credit: Flickr.com Creative Commons license - http://www.flickr.com/photos/37135205@N07/ 

Posted by

 

If you're looking for a home in the Austin area, you can also visit my primary website at www.austintexashomes.com.  Thanks!

Comments (27)

Jason Sardi
Auto & Home & Life Insurance throughout North Carolina - Charlotte, NC
Your Agent for Life

Crouch - They (referrals) are gold, indeed.  I believe their trust is well-placed.

Apr 06, 2012 02:21 AM
Loreena and Michael Yeo
3:16 team REALTY ~ Locally-owned Prosper TX Real Estate Co. - Prosper, TX
Real Estate Agents
I like those appointments where all you had to do is show up. Good one, Jason!
Apr 06, 2012 03:43 AM
Bill Jones
Discovery Real Estate Ltd. - "Homes By Jones" - Airdrie, AB
Realtor (403-701-1739) Airdrie & Calgary Area Homes and Condos
I agree Jason, most of my business is referred and there is nothing better, sure beats auditioning for new clients. Bill
Apr 06, 2012 04:10 AM
Michelle Francis
Tim Francis Realty LLC - Atlanta, GA
Realtor, Buckhead Atlanta Homes for Sale & Lease

Jason, 

Love this story.  We, too, work with a ton of referrals and we love them.  My favorite referral story is the folks who I advised NOT to BUY an overpriced expensive house.  As it turns out, they rented and I didn't make the big bucks.  However, they have told so many folks that story and passed on additional clients, I just feel better about being true to my clients.  

Ironically, since we are straightforward and working on their behalf, we have had a decent business even in this challenging market and are on tap to have a phenominal year in 2012. 

All the best, Michelle

Apr 06, 2012 05:41 AM
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

A referral needs to be treated with a bit of extra TLC to make sure the client feels it was a good idea to call.

Apr 06, 2012 08:06 AM
Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Jason,

You are so right about personal referrals...they've been the life-blood of my business now for decades trough  thick and thin.  Working with someone who knows you, likes you and trusts you is so much more benefical than anything else. 

Apr 06, 2012 01:21 PM
Sonja Patterson
Keller Williams - BV - College Station, TX
Texas Monthly 5-Star Realtor Recipient for the Hou

Jason, congratulations on the multiple-source referral!  I'm glad the seller made the right decision in cancelling with that other agent.  :)  Hope you and your family have a wonderful Easter weekend!

Apr 06, 2012 01:58 PM
Marte Cliff
Marte Cliff Copywriting - Priest River, ID
Your real estate writer

There's no substitute for trust - and knowing that other people recommend you feels mighty good. Congratulations on the new listing!

Apr 06, 2012 02:52 PM
Jennifer Monroe
Indigo Home Team powered by Compass - Charlotte, NC
Real Estate REALTOR®/Broker/Designer

AWESOME MARKETING DUDE!!!

Hello Loveseat! Long time no see my friend :) I LOVE your Subscribe to me buttons and LMAO and ROTHWF as I remember back to all the yiping that went on over these buttons. But you're missing one that might appeal to chicks like me:

Tweet the Seat!!!

Hugs to you from the Cupcake!

Apr 07, 2012 12:52 AM
Former Agent
None - Adak, AK

Absolutely wonderful.  Best of luck to you and your clients in selling their home and finding for them a new one.

Apr 07, 2012 02:00 AM
Peggy Wester
Realty Executives Integrity - Grafton, WI
Real Estate Agent Ozaukee & Washington County

Very well put, Jason, and I couldn't agree more. Referrals are the best and when they come right out and say, "We trust you," -- well that's just the icing on the cake. Congratulations to you!!

Apr 07, 2012 02:13 AM
Charles Buell
Charles Buell Inspections Inc. - Seattle, WA
Seattle Home Inspector

Jason, what you say about liability is so true---take care of business as it comes up.

Apr 07, 2012 04:23 AM
John Cannata
214-728-0449 http://TexasLoanGuy.com - Frisco, TX
Texas Home Mortgage - Purchase or Refinance

Look who has posted THREE TIMES in April so far!!  Getting referrals is ALWAYS great! It says a LOT about you as an agent and as a person. A wise choice by the seller for sure.

Apr 08, 2012 04:39 AM
Jordon Wheeler
The Jordon Wheeler Group - Fairburn, GA
J W Group Real Estate Sales and Service

Hey Jason,

I just closed three transactoins, and all of them were from referrals.  And they have commited to refer more business my way.  I even received gifts at closing.  Absolutely awesome!  Best of success to you sir!

Apr 09, 2012 10:58 PM
Maribel Nieves
Charles Rutenberg Realty - Orlando, FL

Jason,

I cant agree more. I am a realtor in Central Florida and specialize in vacation homes. One buyer purchased and has referred three others in 2 months that have also purchased.  These are the hottest leads ever! And all the homes were paying 8 to 10 percent commission! the same thing happened to me the trust level is so high that they did not even think of going out to look at homes by themselves or with another realtor .  Great Blog!

For more information on vacation homes check out my blog.  

http://activerain.com/blogsview/3241314/what-is-a-vacation-home-

Maribel (Mary)

May 10, 2012 04:21 AM
Paul McFadden
Responsive Pest Control - Seattle, WA
Pest Control, Seattle, WA.

Jason: This is a great post I intend to re-blog. It's so true. We all want to work with clients who trust us and are loyal. Those of us who are honest would never consider taking advantage of a client so it's nice to see that view reciprocated. Thanks again!

Jun 14, 2012 01:10 AM
Herman Herrera
HERMAN & CO REAL ESTATE - Staten Island, NY

Jason - Congratulations on getting the listing.  I couldn't agree more about referrals.  They're a big part of my business.  I've had similar experiences over the years.  Not sure about all the comments stating that referrals are easier to work with.  I've found the opposite to be true in some cases.  

But honestly, it feels good when sellers (referrals or not) have interviewed other agents and chose me to list their homes.  

Jul 19, 2012 12:24 AM
Fred Carver Real Estate Consulant
Retired BC Realtor - Victoria, BC
Accredited Real Estate Consultant

Hi Jason...Some of best business comes from Referrals from Friends and Past Clients...Well Done!

Nov 16, 2012 12:20 PM
Elva Branson-Lee
Solid Source Realty GA - Atlanta, GA
CDPE - Atlanta Real Estate & Short Sale Agent

I am reading this for the first time, Dude, more than a year after you originally posted it. Good posts, like good reputations, tend to have longevity, huh? Thanks for the reminder of the importance of a stellar reputation and the power of the referral.

Jun 29, 2013 11:30 AM
Troy Erickson AZ Realtor (602) 295-6807
HomeSmart - Chandler, AZ
Your Chandler, Ahwatukee, and East Valley Realtor

Trust is a difficult thing to gain from other people, especially if you don't know them or have never met them. The fact that your reputation has former clients speaking so highly of you that perfect strangers already trust in everything you say speaks volumes about the real estate expert you are. I hope to someday have that same reputation.

Aug 23, 2013 04:20 AM