In the Real Estate Business, There Are Few Feelings Better Than This
Last night, I listed a great house for a very nice couple in Leander. I expect it to sell quickly, and they're looking to buy a home roughly twice as expensive nearby. Two days ago, the seller called me when I was on my way to the office. He mentioned that he works for a friend of mine (one of my best friends, actually), and that my friend suggested that he call me for any real estate needs. During the course of our conversation about his house, he mentioned that he was scheduled to meet with another agent the next day, but he wanted to meet with me, too.
We spoke for 10 minutes or so, and he also mentioned that he used to work for another friend of mine from church, who had ALSO suggested that he call me. He was a bit concerned that I might not be as familiar/interested in working in his area, but I assured him that I was both familiar and very willing to help.
Before we got off the phone, he decided that he should just meet with me and cancel the other agent's appointment. I found this to be wisdom on his part, needless to say. :)
The tone of our meeting was terrific, and they signed the listing agreement before I left last night.
It's always a great feeling when new clients feel a sense of trust thanks to the recommendations of people that they already know. In this case, the seller's current employer AND his previous employer and close friend both told him to call me. Hard to beat getting referred from two different sources.
There was no resistance with regard to pricing, or suggestions I made, or any timing issues.
They already trusted me when I walked in the door.
And that is one of the most valuable things about getting a referral. You don't have to convince them that you're trustworthy. You don't have to expend tons of energy selling yourself as the best agent for their needs. In most cases, they're already sold on using your services when you arrive.
At one point, when I was going over the listing paperwork and explaining it, the seller simply said, "That's okay. We trust you."
I have always tried to build my personal real estate business and that of my company on a cornerstone of integrity and honest dealings. Over time, this has led to many, many referrals from friends, past clients, and acquaintances. It's one thing to be perceived as honest, and it's another to actually deal with people in a forthright manner all the time, even if it means talking them out of a house that would result in a quick commission. And yes, I've done this a number of times over the years.
When I was taking classes in 1996 to get my real estate license, I remember thinking that they should have called each of the courses "1001 Ways to Avoid Being Sued" or "Get Good Insurance - You Will Need It". The number and variety of ways that people got into legal hot water made my head spin. Happily, almost 16 years later, I can report that I've never had a mediation or even the threat of a lawsuit. Some will say that we've been blessed and that it's just a matter of time. I maintain that it's because we solve problems as they arise, and we are accountable when we mess up. We all make mistakes. It's what you do AFTER you make the mistake that can help or harm you.
I got off on a bit of a rabbit trail there, but you get the picture.
Referrals are gold. I try to treat them as such.
Thanks for reading!
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