Take Your Time, Do It Right

Commercial Real Estate Agent with Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker AZ BR 528507000

A favorite real estate mentor of what seems to be a million years (actually, 17--the ENTIRETY of my tenure as an AZ Commercial Real Estate Broker ), Saul Klein, whom you may know via the RealTalk/RealTown Network (and is just the coolest guy IRL as well) posted a great question on his FB page this morning:

"Real Estate is a business centered on relationships and relationship building.

Relationships bring you both direct business and referrals.

It is not cold Internet leads that will bring you ultimate success in real estate. For many chasing cold Internet leads is a costly fool's errand.

If history is any judge, your major success will come from the accumulation of referral business you do over your entire career.  (emphasis is mine)

What is the best source of referrals for you?

Do you have a system for developing referrals?

If you do not have a system for developing referrals, why not?

What is your best tip for developing a good referral business?"


We are all looking for that magic bullet.

But it doesn't exist. Nope, nope, nope. 

Not even for a lady who works magic DAILY! 




As probably 90% of my business has been repeat and referral business since practically day one, I felt qualified to respond:

My best tip for developing a good referral business, though it's not particularly sexy or turbo-charged . . . is to just strive for excellence, ease and proficiency in EACH transaction, one at a time.

Clients will send their colleagues and friends; cooperating brokers will want to work with you again.

Even principals on the other side of the transaction will recognize your efficiency and might end up sending you business too!

This is the real magic.

Taking your time, mindfully doing what you do and doing it well, with groundedness, humor and your unique style.

One transaction at a time, one relationship built, one success, one problem solved, one after another . . .

This is not a sprint, and if you know anything about developmental psychology, just like Piaget's developmental steps, you CANNOT SKIP ONE and not have to go back and deal with it again later.

Ditch your impatience and ego, fully engage with brain, creativity and heart--and what you build over time will endure through market ebb and flow, through crashes and peaks, chaos and calm. 


You overnight success, you. 



Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
  1. Mary Yonkers 02/07/2018 11:40 AM
Real Estate Best Practices
building business

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Hella M. Rothwell, Broker/Realtor®
Carmel by the Sea, CA
Rothwell Realty Inc. CA#01968433 Carmel-by-the-Sea

Candice A. Donofrio - "in our unique style". Each one of us is different, each market is different. And we work one transaction at a time. It's amazing who will then refer business to me. By the way, love your new photo--not that I didn't love your old one as well. 

Feb 08, 2018 08:48 AM #9
Richard Bazinet /MBA, CRS, ABR
West USA Realty - Scottsdale, AZ
Phoenix Scottsdale. Sellers, Buyers & Relocations

That's what I say. Take your time, do it right. Scary, we think alike Candice. Shivers.....

I also say - do it right the first time.

Great post, well reflected.

Feb 08, 2018 02:28 PM #10
Kathleen Daniels
KD Realty - 408.972.1822 - San Jose, CA
San Jose Homes for Sale-Probate & Trust Specialist

No magic bullet, no easy button and no pill to take will create the magic. We create with every client and every transaction. So glad to see the Feature Fairies touched this post with their Magic Feature Fairy wand. 

Feb 08, 2018 02:40 PM #11
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

I have always liked Saul. I had the privilege of being on a panel discussion with him in St Louis.

Feb 08, 2018 03:55 PM #12
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good evening Candice A. Donofrio ,

Wow..blew me away on this one! You are so right said as only you can say it!! Love your new photo!!

Feb 08, 2018 04:41 PM #13
Anna Hatridge
R Gilliam Real Estate LLC - Farmington, MO
Missouri Realtor with R Gilliam Real Estate LLC

Congratulations on the feature!  You are so right.  Nothing magical about it be consistent and focus on your clients.

Feb 08, 2018 05:58 PM #14
Wanda Kubat-Nerdin - Wanda Can!
Red Rock Real Estate - St. George, UT
So Utah Residential, Referral & Relocation REALTOR

Oh yes, repeat and referral business from past clients will keep you in business! Fantastic post Miss Candice, congrats on the well deserved feature and I do like the new profile pic. 

Feb 08, 2018 06:13 PM #15
Gary Frimann, CRS, GRI
Eagle Ridge Realty / Signature Homes & Estates - Gilroy, CA
REALTOR and Broker

Absolutely a lot of truth there.  Our task is to find them a home (or sell their home) and our job is to have a client for life!

Feb 08, 2018 07:12 PM #16
Corey Martin
Martin Presence Group - Ruston, LA
Real Estate and Management Solutions

In our fast-paced culture, taking it slow is almost never popular. However, it is vitally important. Thank you for sharing. 

Feb 08, 2018 07:20 PM #17
David Wright
Benchmark Realty, LLC - Brentwood, TN
Real Estate Refined

 thank you for your article of wisdom and experience. You are so right. Taking one's time in reviewing all the paperwork, checking it twice, is so important. Rush it and mistakes happen and they can be quite costly to you and your client.

Feb 08, 2018 08:42 PM #18
Amanda S. Davidson
Amanda Davidson Real Estate Group Brokered By eXp Realty - Alexandria, VA
Alexandria Virginia Homes For Sale

Candace, I'm so glad this was featured. You said it best - there is no magic bullet. It takes caring for our clients, always doing our best, going above and beyond, and taking care of every problem. Congratulations on your feature!

Feb 09, 2018 04:45 AM #19
John Wiley
Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Great agents are Great relationship builders.

Your post is right on the mark.


Feb 09, 2018 06:54 AM #20
Monique Ting
INET Realty Honolulu, HI - Honolulu, HI
Your agent under the sun

Candice, thank you for reminding us that creating good relationships take time and constant nurturing. There is no fast lane to achieving success in real estate.

Have a wonderful weekend. Aloha!

Feb 09, 2018 10:48 AM #21
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

Great post, love it, all so true. Well done.

Feb 09, 2018 02:40 PM #22
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Excellent post!  Your clear message of how to create a successful business is easy to follow!  Great post!

Feb 09, 2018 04:18 PM #23
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

Love this post! One transaction at a time, one issue at a time, keep your cool, be smart, be caring, be grounded, be unique, and referrals will come. 

Feb 10, 2018 03:27 AM #24
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Hi Candice, what a wonderful mentor you have, and a wonderful post you wrote to share with us. So damn true. This is a relationship business, and a people business. Treat everyone and every transaction like gold. Mindful attention to details in a big part of a transaction. It sounds as if you bring it all to each and every deal - and that's the only way to do it.  When all parties recongize your professionalism, that's special. Well done. 

Feb 10, 2018 03:59 PM #25
Sally K. & David L. Hanson
EXP Realty 414-525-0563 - Brookfield, WI
WI Real Estate Agents - Luxury - Divorce

Magic bullets would be a wonderful thing...and tooooo many agents want to believe that there IS one !

Feb 18, 2018 06:10 AM #26
Robert Vegas Bob Swetz
Las Vegas, NV

Hello Candice,

Very well written post and congrats on the feature ...

Mar 04, 2018 09:05 AM #27
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

Candice A. Donofrio - You're right. People want warm and fuzzy, not cold like stone.


Apr 14, 2018 10:30 AM #28
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Candice A. Donofrio

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