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".