To be good at something is not enough; one needs others to know and believe in you. Voluntary third party endorsement is the best advertisement in business – it multiplies the singular. But sometimes even if we have done the work and given our opinions, our presentation, explained every detail of timing and price - defeat is snatched from the jaws of victory by some unknown force of influence. A force we never knew was there, that we never saw coming.
Losing a client is like taking a punch, a punch that lasts. Losing a client, especially a friend or family, lasts because that person is no longer on your promotion team. They chose another to represent them so unless that goes wrong and they come back to you, your name will not cross their lips when at a picnic or party they are asked “who did you use to sell your house? “ that answer will not be you. That endorsement has sailed.
Business is personal, treat it as such. Losing a client means losing incalculable transactions over years. We aren’t retail – we’re a service selling a product we don’t own and in the case of representing a buyer usually not paid by the client whom we represent, sometimes representing the opposing parties - an insane business model hanging by a thread.
People have choices as to who will represent them to sell or buy a house and pressure to make those choices come from so many relationships in life. Those choices are sometimes made based not upon competence but obligation or guilt, subtly applied – and there lies that question of balance in us as agents as to how to guide our relationships, the ballast that not only benefits our soul but advances our business, especially for those working without a net.
Beyond being hard-working, honest and knowledgeable grappling with the choices of cajole versus sincerity is stressful and how do we react when in business we are rejected by someone - let alone someone with whom we are close. In some ways our world can get smaller but may push us to find new possibilities for relationships and business. Every day look in the mirror and think (knowing is better) you are the best realtor for the job.