Are You Sending Business to a Competitor?

Kathy not all sales people are created equal, and yes I do know of some in my industry who refuse to keep up with the way the industry is changing,  As a result they not only lose the business they refuse to keep up with, but also the business they are familiar with.

 I try to be above board with my real estate prospects and tell them what they need to know and withhold very little. I know I have sent several people to other agents but  I can sleep at night knowing I am an honest person Kathy Streib 

Great post, as usual, Kathy!      Nice thoughtful points - we know better than to let any grass grow under our feet here - that employee obviously walks in the back door, and has no idea what is in the front of the store!

You took me back in time, Kathy.

Many years ago I was the owner/broker of an independent real estate agency with an office in a small strip mall in our small town. Then the mall owner decided to rent the space next to us to someone who wanted to put a satellite office of his C-21 office in our town.

My loyal customers were outraged! But as it turned out, it was a benefit to us. The C-21 name was well known - ours was not known beyond our own community. When newcomers saw the sign out by the highway they came in and went to the C-21 office.

Unfortunately for the owner, he had hired such odd people to run his satellite office that after a few minutes, many of them walked out and straight in to our office.

Kathy,

I have observed the same thing.  As I look at these businesses, what I think is happening is the result of poor leadership and poor management.  The employees show up to get their pay, and do not care to find your item.  Those who will remain in business understand service.  Those who don't will become part of Amazon...The same thing in real estate is true.  A

Morning Kathy.

How interesting, just the other day my printer went south, after 4 years.  I visited several stores to purchase another one.  All except for one, could not answer one of my questions.  Care to take a guess on what store I made the purchase?

The message that I took from your post, Kathy, is that you have to know your business well enough to satisfy your customer's needs and well enough to refer the customer to someone else when you know that you are unable to be of service.

We have a lot to know in our business. And it continues to change. So we must continue to learn and grow or be left behind while our customers go elsewhere.

When it comes to residential sales in  my area, I am never lacking knowledge to help someone.  However, when something is legitimately out of my wheelhouse, like horse farms, I will refer to an associate I trust. 

The retail store scenario is literal, while in our businesses, we may need to think deeply beyond the literal words of the question asked by the consumer....we might find the real underlying need that is begging to be fulfilled.

Great post! In my business, I am quick to refer if the need is out of my storehouse. It actually builds my business with others (Realtors and Clients)

Good point Kathy!

Kathy, this is certainly something to think about in our business. Have a wonderful weekend!