As we were standing outside a $750,000 property, my photographer said something to me that I will never forget. She said, “Last week you hired me to do a shoot on a $30,000 house. I just think it’s great that you are treating that client the same as your higher end clients.”
Real estate is a relationship business. We’ve been told that over and over again. But sometimes that gets lost in all the latest technology, systems, laws, regulations, costs, and paperwork that we are forced to deal with on a daily basis.
We are constantly told that we need to work harder, do more, try this, try that, network there, spend money here, and in reality at the end of the day, you just have to do one thing on day one of your career: Treat every single person like they matter. Because they do.
The stress and emotion that my $30,000 client feels isn’t any different than the worry and fears of my $750,000 client. Just because their income levels are different doesn’t mean they are any less concerned or nervous about the process.
My mantra has always been “One Client at a Time”. And because my business has been built and sustained on personal referrals and repeat clients, my method is working. Am I the top agent in our association? Nope. But I make a nice living, I have good life balance, and I shut my phone down after 8pm. I’m good with that.
I’m stressed, yes. I want to quit some days. But I’m not running ragged chasing unqualified leads. I’m not as anxious about my safety upon meeting them. And I’ve noticed that they feel more comfortable and trusting of me when a friend is the referral source. As a result, they are less likely to ditch me at the first open house or fsbo they see.
I’m not saying you shouldn’t be trying to get more business by networking or working online leads. Of course you should. But if you then treat those clients like they matter, regardless of their situation and their finances, you’ll see a return. And down the road you won’t have to work quite as hard finding the clients because the customers will come to you.
Building your business one client at a time takes time. But if real estate is going to be your long time love and not a short term fling, then play the long game. If treated well, and with respect, that client today will send you clients tomorrow. Don’t get caught up in all the noise. What matters most is focusing on One Client at a Time. Starting today.
Amy Gilpin, Associate Broker, Manager, ABR, SRES.
Sixteen years of helping clients. Nine years of helping agents. All for this crazy thing we call real estate.
Production Realty 517-879-4141 Jackson, MI Amy@ProductionRealty.com