There has been some discussion on Active Rain this week about being "too good" for business. I wonder if this attitude stems from a misdirected focus in what constitutes our business?
Real estate is a people business! We all say this but do we really understand what that means? For me it means that our goal is to get the best possible outcome for our clients. When that is our goal, the money/income follows.
When we focus on making our clients happy, they come back to us in the future.
When we focus on making our clients happy, they tell people about us.
When we focus on making our clients happy, they become good references.
I know it can sometimes be harder to close a $200,000 condo with an FHA first time buyer than the all cash buyer of a $3 million mansion, but the clients expect the same thing from us. That we treat them like the only clients we have! The purchases (or listings) are still of the same importance to our clients, why should we treat one better than the other?
I don't think we should! I know from experience that when you treat clients well, they come back to you. That $200,000 condo buyer might have a rich uncle. That buyer might work in the relocation department of a large company. That buyer might win the lottery and want to invest.
Or that buyer might just need the best possible representation because they are buying the one and only home they will ever own!!!!
Anyone who has been in real estate for very long can tell you stories of the business that came to them simply because they did a good job with another one. I had one a few years ago where I worked harder getting my clients out of a deal whole than I did getting them into the deal. Was I going to make any money on that deal? Nope, but my reputation and duty was more important to me. A few months later....after they had assured me they would never move again....they moved. I made more on the new transaction by a long shot. They called me because they knew I would be there for them regardless of what happened.
Who are we working for....the money? or the client?