The Extra Mile

Real Estate Agent with RE/MAX Realty Center

I have only been selling real estate for a little over six years now.  One might say that timing is everything and that my timing sucks.  LOL.  I got into a new career that has been on the decline ever since I entered this profession.  I never experienced any of the boom years that so many of you have had the pleasure of seeing and hope that before too long that I will see and enjoy the times that I know are ahead. 

I work with every client, prospect or inquiry as if they are going to buy their next home from me, or, that they will be realistic when I propose the market price for their home when they sign the listing contract.  I go the extra mile and give them the service that they expect.  I explain more than required about market conditions, about competition, about interest rates and how the current economy will affect the purchase or sale of their home.  I am sure many of you do this too.  It's just good business.

However, I also am a resource of knowledge that many of us possess.  I work with those who may be transferred to my market and are not looking to buy but are looking to rent.  For a year perhaps, maybe less time or maybe more.  None-the-less, I go the extra mile to search for a rental property for them.  I know that if I do my job and do it well that I have a better than a 50-50 chance of getting the nod when and if they decide to stay in my market and purchase their home.  

An example of this has just happened recently.  I sold a beautiful home for a Dr. about 2 and 1/2 years ago.  However, I have been in touch with them ever since.  I send them information about the economy, about the lake that they are building on, about real estate in general.  Yesterday, the phone rings.  He calls to hire my services for an investment property costing up to two million dollars.  I was pleasantly surprised to hear from him, but was prepared for his call because I expected his loyalty to me, his Realtor.  I became intertwined in his world and never let him forget who I was.  I always treated him as if he were my only client.  Going the Extra Mile...

Dividends can be defined in several ways.  My persistence and friendship has now yielded a large dividend to me.  If I succeed in finding the right investment for him and his partners, I will be rewarded generously. 

The point I am trying to make here is that I did not treat him any more special than I treat all of my customers. 

I keep in touch with each and every past client that I have been involved with.  Some come back and secure my advice and service one, two or more times.  Others, I may never hear from.  But in every instance, I make them feel special.  I want them to know that they can call on me for anything at any time.  I still have past clients from my banking days calling me to inquire about the current financial situation.   These clients will know who to call when they need their next home or business.  More importantly, they will refer me to their peers and friends. 

Dividends?  Yes!  Big Dividends. 

So, if you need a tip today about how to get it done, remember to treat everyone as if they were your only client.  Make them feel like the special person that they really are.  After all, without your customer, you would be hard pressed to make a living.  They are the reason we are here.

Larry Stanul

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Larry Stanul


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Tere Rottink
CoastalVa Realty Inc - Virginia Beach, VA


Great post.  Congrats on the featured blog.  I see you are new in AR, but I think you have already had two featured posts.  Thanks for writing posts with content...  good content.


Mar 03, 2009 12:37 AM #12
Rebecca Gaujot, Realtor®
Vision Quest Realty - Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

Larry, good inspirational post.  I like your statement which is so true, "remember to treat everyone as if they were your only client"....yes, indeed!

Mar 03, 2009 12:46 AM #13
Lora "Leah" Stern 914-772-4528
Coldwell Banker, 170 N Main Street, New City NY 10956 - New City, NY
Real Estate Salesperson

You've got double the amount of time in the business that I have and I too have never seen a great market.  It's forced people like you, me and Peggy to really "work" at getting business and treating every customer and contact as if they were our best client.  Going that "extra mile" may not bring immediate results, but eventually we do see a return on the investment of our time and caring thru customer loyalty and referrals.

Mar 03, 2009 12:49 AM #14
Larry Stanul
RE/MAX Realty Center - Oconomowoc, WI
Larry Stanul

Thanks for reading and remember, we never know where our next client will come from.  They arrive in the stangest ways some times.  Always be ready for them.


Again, thanks for reading.



Mar 03, 2009 12:54 AM #15
Rich Bouchner
Bouchner & Co. Real Estate (Rich Bouchner) - Manhattan, NY
New York City Real Estate



Good post.  Great tips for any sale person who wants to be a success, regardless of the type of sales.


Good luck in 2009!



Mar 03, 2009 01:24 AM #16
Kris Kombrink ~ The Kombrink Team
RE/MAX Excels - Chicago's Western Suburbs - Geneva, IL

Excellent post, Larry.  What is say is so true, especially in a down market.  When the market is good I so often see agents "cherry picking" the leads that come in.  It's sad  to think of the missed opportunity.


Mar 03, 2009 01:30 AM #17
Larry Stanul
RE/MAX Realty Center - Oconomowoc, WI
Larry Stanul

Thank you for reading and for your great comment.   All of it is true.

Thanks again.


Mar 03, 2009 01:35 AM #18
Dawn Maloney
RE/MAX Trinity Northeast Ohio Real Estate Specialist - Hudson, OH
330-990-4236 Hudson & Northeastern Ohio

I've been in for 6 years too - missing the great times is kind of annoying, but who knew? I love being a REALTOR®, up or down market, because I love solving problems. Very good post about follow-up and client care!

Mar 03, 2009 02:26 AM #19
Barbara Delaney
Park Place REALTORS, Inc. - Roanoke, VA

Dear Larry,

Looks like you have created a niche for your self. Many agents are rude to prospective tenants. That is just crazy!

Your sound business practices and people skills have helped you earn your reward. Congratulations! Thanks for the post.



Mar 03, 2009 02:27 AM #20
Tara Camp
Keller Williams Western Realty - Bellingham, WA

Thanks for the post Larry.  I have had similar circumstances with clients and I agree with your mindset.  Treat them like their #1, which they are and they will be loyal and always follow-up regularly...b/c you never know what or who they know.

Have a great day!

Mar 03, 2009 02:50 AM #21
Mike Frazier
Carousel Realty of Dyer County - Dyersburg, TN
Northwest Tennessee Realtor


Keep up the good work and congrats on the feature! Sounds like you love your job. I know I do!

Mar 03, 2009 02:51 AM #22
J. Philip Faranda
J. Philip Faranda (J. Philip R.E. LLC) Westchester County NY - Briarcliff Manor, NY

People appreciate contact after the sale. The turn and burn thing makes them less likely to seek you out if they need a licensee later. There are literally dozens of things you can do to stay in touch, but the operative word is to stay in touch.

Mar 03, 2009 02:55 AM #23
Bob & Carolin Benjamin
Benjamin Realty LLC - Gold Canyon, AZ
East Phoenix Arizona Homes

Sounds as though you are working very hard and reaping rewards. All the best.

Mar 03, 2009 03:04 AM #24
Mark MacKenzie
Phoenix, AZ

Hi Larry,

Well said about treating every clients as if they were your only one.  I have always felt this way.  No matter how many times we worked together or how much business they referred, they are special and unique.

Mar 03, 2009 04:53 AM #25
Brady Howard
The Cascade Team Gig Harbor - Gig Harbor, WA
Managing Broker, The Cascade Team Gig Harbor

Congrats, thats what its all about

Mar 03, 2009 05:56 AM #26
Kim Tomasko
Century 21 Hometown realty - Arroyo Grande, CA

I feel the same way you do! I always go out of my way to help someone. If you are in this business only for the big buck it won't get you very far!

Kim Tomasko

Mar 03, 2009 06:18 AM #27
Paul McFadden
Paratex - Seattle, WA
Pest Control, Seattle, WA.

Larry: A service above self attitude works every time. I appreciate your post and wish you well. You're on the right track!

Mar 03, 2009 06:33 AM #28
Larry Stanul
RE/MAX Realty Center - Oconomowoc, WI
Larry Stanul

Thanks for reading my post.  I appreciate your comments too. 

Good luck and see you at the closing.


Larry Stanul

Mar 03, 2009 08:05 AM #29
Tracy Hunter
Virtual Real Estate & Marketing Assistant - Pearl River, NY

Treating everyone as if they were your only client is great advice for all of us, whatever the field. Well said.

Mar 03, 2009 10:09 AM #30
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate

Larry, you got it going on....past clients are our future business.

Mar 03, 2009 12:31 PM #31
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