What If Your Coach Ticket Got You Seated in First Class?

Real Estate Agent with Big Block Realty 858.232.8722 CA BRE# 01261476

I can build a relational career on good people; I can't sustain a positive attitude nor a fulfilled purpose when it's just about numbers or closing transactions. For me it's not about how much you can afford to spend as a buyer and it's not about how much the market says your home is worth as a seller; it's about the relationship I'm able build with you through that transaction that leads to the client's advocacy and their future referrals. You pay the bills closing transactions, you build a career serving the needs of your clients through mastery and excellence at a level that exceeds their expectations. Satisfied is not good enough, they need to experience "Wow!".


I take or decline clients based on asking a simple question: "are they going to be a deposit into my business or a potential withdrawal?" Will they challenge me to be at my best, will they potentially be good referral source if I deliver the goods? Or will they steal my joy and have me talking to myself and doubting my abilities? 


On "my airline", no matter what price you paid for your ticket, every seat is treated like a First Class passenger so as to exceed expectations. I seat the $2.1 million dollar La Jolla house buyer next to the $450,000 Mission Valley condo buyer and so on. None of them ever feel less than first class treatment because they all are potential advocates ie. referral sources if they are Wow'd!  But the jackasses never get on board, they are screened out at security. And if while inflight, we discover terrorist on board , we subdue them with professional boundaries, emergency land and get them off the plane immediately. (A couple were thrown off without a parachute over the years). But, over all working by referral has attracted to my business good people, rarely the jackass. Why? Because typically, good people know and refer other good people!


It's relationships, it's not transactions I seek. I need your advocacy, I don't need your money at any cost. The transactions close and income flows from the relationships and they compound themselves as trust and gratitude. Try purchasing that from Zillow. Yes a blind squirrel can occasionally find a nut, so I get some have some agents success with purchased leads; but I simply prefer the joy & abundance of working by referral. It's more work, but alo much more rewarding and I do speak from having tried both ways. 


It's wanting to close escrow with an advocate more than with a commission check.

Yes, my time and energy has a value and I want that value validated with a commission, but I'm willing to demonstrate effort and care upfront in order to earn my compensation. I'm hoping to hear "oh wow, you didn't need to do that for us" at least 2-3 times per deal. Not for ego-sake. But, for the sake of never growing complacent, for never hitting auto-pilot; always seeking to wow my clients.




It's about  serving good people, because I enjoy serving good people. 

It's thinking "above & beyond" not "good enough".

Posted by

REALTOR®, CRS, RCS-D, CDPE, ePro, Certified:Military Home Specialist,

Certified: Luxury Home Specialist Podcast Host, Author & Keynote Speaker


Brokered by Big Block Realty

Do You Know The Market Says Your Home is Worth?

CA-BRE# 01261476, since 1999  (My Team)

 "Oh by the way, I'm never too busy to serve you and your referrals to good people like you."

 mobile: 858-232-8722 / e-fax: 650-240-0717   


 Sunroad Corporate Center: 4445 Eastgate Mall l Suite 200 San Diego l CA 92121

RCS-DivorceSouthern California Chapter of Certified Residential Specialists (CRS)

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    Serving: La Jolla * Downtown * Coastal Properties * Metro SD * Seniors & Military-Rebates!
Disclaimer:  Nothing in this blog article is to be construed as legal advice, tax advice, medical advice or financial advice.  For legal advice see an attorney.   For tax advice, health or financial advice see a tax attorney, certified public accountant, or other qualified professional.

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Myrl Jeffcoat
GreatWest Realty - Sacramento, CA
Greater Sacramento Real Estate Agent

I like the words you have put into this post, and I like the graphic that spells it out so simply.

May 28, 2019 01:08 PM #1
Anna Banana Kruchten - Phoenix Homes Sales
Phoenix Property Shoppe - Phoenix, AZ

Thomas excellent post. You and I are are the same wave length. I had lunch with clients today and this was one of the conversations we had today on how I see things in biz and life, as do they. Very refreshing to read your post today!



It's relationships, it's not transactions I seek. I need your advocacy, I don't need your money at any cost. The transactions close and income flows from the relationships and they compound themselves as trust and gratitude.

May 28, 2019 03:41 PM #2
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

Hello Thomas - well-written and genuine.  Your message is from the heart.

May 28, 2019 04:03 PM #3
Alan May
Jameson Sotheby's International Realty - Evanston, IL
Helping you find your way home.

You are spot-on.  It's a relationship business.  It's still a business, we need to make money, but not at the cost of our sanity, our professionalism, and our families.

May 28, 2019 04:09 PM #4
Anne Corbin
Long and Foster - Lake Anna - Spotsylvania, VA
Serving Lake Anna & Central Virginia

Great analogy!! I agree that all clients should be treated equally.

May 28, 2019 06:34 PM #5
Kat Palmiotti
406-270-3667 (MT), 914-419-0270 (NY), Broker in NY with Grand Lux Realty and in MT with (coming soon!) - Kalispell, MT
The House Kat

Excellent post, and I totally agree. The relationships are at the core of this business.  And I like your analogy about the plane. Especially regarding the ones that get thrown off. Sometimes that is necessary.

May 29, 2019 04:03 AM #6
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
Raleigh - Cary Triangle Real Estate 919-602-8489

I couldn't agree more. Thankfully I can choose who to work with or not work with. Sometimes I work with buyers who can barely get into a home. It's so important to me to get them into the best home for future equity. Other times I work with people who pay cash fora million dollar plus home. While I want to get them the best resale, that's not always the most important thing to them. Either way, they both get the same quality service. Great post!

May 29, 2019 04:40 AM #7
Scott Godzyk
Godzyk Real Estate Services - Manchester, NH
One of the Manchester NH's area Leading Agents

We are alike in that I treat all my clients equal as well. The one thing though is screening out those "not so nice" people. Never in 33 years have i met so demandning and ruthless people. Times are changing and i do not take every listing any longer and sure do not take every buyer. 

May 29, 2019 05:14 AM #8
Margaret Goss
Baird & Warner Real Estate - Winnetka, IL
Chicago's North Shore & Winnetka Real Estate

I think the focus on $$ actually makes people less successful. If you're driven solely by that the well will run dry.

May 29, 2019 08:09 AM #9
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

To know and be known is so satisfying...just watch little kids playing

May 30, 2019 06:53 AM #10
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Bravo to you Thomas J. Nelson, Realtor, ePRO, CRS, RCS-D LOVE this one - we share the same philosophy. SO happy to see the gold star. D

Jun 08, 2019 08:32 AM #11
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Thomas J. Nelson, Realtor, ePRO, CRS, RCS-D

& Host of Postcards From Success Podcast
Referrals & Sales-free Help / Info Here.
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