Referrals are Like a Standing Ovation For a Job Well Done!
Some Realtors’ business models are based on internet lead generation, farming, advertising, door knocking or cold calling to attract their clients. After all, you have to “list to last”!
My business is virtually 100% Referrals based. There is no right or wrong; it is a choice we make, and for me, referrals align best with my personality. I’m a big believer in The Law of Attraction and the result for me is, I tend to attract the kinds of people I have much in common with…we are quick to get to know, like and trust one another, which is critical to getting the job done well. And getting the job done above and beyond my clients’ expectations is why they want to share their experience with their friends and family.
Last month, I opened my laptop to see the email below. It was the start of a great journey with a wonderful client.
“Hello Jill. You were referred to me by a mutual friend whom I think you have recently met. I am currently looking for a real estate agent and I live outside Toronto.
I am not looking for a typical person who just lists my home, I am looking for someone who is truly passionate about finding the right family to continue the great memories in my home and your name was brought up. I am not sure if you travel north of the city for sales but would love the opportunity to speak with you. I can be reached on the following numbers…… Let me know if you do in fact work outside the city and when we might speak. Thank you very much and have a nice weekend.”
This was a lovely way to kick start the day, and when I read the words, “not looking for a typical person who just lists my home”…(We call that system THE 3 P’S: Just PLANT the For Sale sign on the lawn; PUT the house on MLS; PRAY that it sells!) In addition, when I read “someone who is truly passionate”….I just KNEW I had to work for this woman and serve her at the highest level possible!
I sent the following email back to her and we proceeded from there:
“Thank you so much for your email. This was so kind of Lori to think of me!
In fact I have friends AND clients who live in your area. I have both listed and purchased homes for them, though of course, it is not my prime area of work.
I’m with clients today until mid afternoon or so, and I can call you after my work with them. I’ve noted your numbers and look forward to speaking with you soon.
In the meantime, if you like, you could give me a few more details via email of where you live now, the address of the home you’re wishing to sell, your timing? do you need to purchase once you sell? Anything that you think would help us with our conversation this afternoon with an eye toward my guiding you to the best possible solutions for your mission.
Thank you again for reaching out to me. Anyone who knows me, knows just how passionate I am about what I do with and for my clients.
The bottom line of this story is that she interviewed a “gaggle” of local agents who do work in her area, in addition to myself, but at the end of the day…she picked me!! Couldn’t have been happier or more grateful for her trust!
We are now in the process of getting her house ready for market with a different set of 3 P’s: PRICE, PREPARE and PROMOTE! This is a very detailed and time consuming part of the path to our finish line. It can be very stressful, especially for the client who usually has some “bitter sweet” emotions around the sale of her family home. However, I am thrilled to see how trusting and collaborative she is. We are already friends and I am confident she will not be disappointed with the end result. Humour has a very real place in this process, along with extreme empathy, patience, genuine optimism and confidence.
PS: I just heard from the wonderful woman who referred me. This woman took a “leap of faith” too. We have never worked together, but apparently she saw fit to have me connect with her friend. She wrote:
“Vicki thinks the world of you- so happy the two of you hit it off but not at all surprised.”
I love what I do and the people I get to work with!
If you (or someone you know), are looking for a Realtor who cares MORE about focusing on you, your concerns, goals and the successful purchase or sale of YOUR unique home, than they care about their volume of transactions and awards, please let me know the best way for me to connect, as I would love to offer my highly personal service. Contrary to that old expression, not only IS this business, but it IS personal! And, please, I encourage you to ask me any questions you may have about this post. I value your input and appreciate the time you took to read it.