Last Night I Received a Referral from a Past Customer. I Am Thrilled !

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Real Estate Agent with Serving Mentor, and all of Lake County, Ohio

Yesterday was a pretty normal day.  At least it started out that way.  I had to fill up a few flyer boxes, and had to check on one of my listings that is up for sale.  The sellers had to go out of town for a few days... and I told them I'd be glad to drop in at the house a few times while they were gone... just to make sure everything was ok.

While I was driving over there... my cell phone rang.  I looked at the number... and it seemed to be familiar.  I answered... and it turned out to be one of my previous buyers calling.  They have been in their home in Mentor for about two years, and are just thrilled with it.  Luckily, as this call was evidence of... they were also thrilled with me... and my service to them two years ago.

They were calling to tell me that they had a neighbor who had been talking about selling their home.  And... as many of my previous buyers and sellers have done in the past... they told their neighbors all about me... and what a wonderful job I did for them in selling their previous home, and then finding the home they are now in.

This just must have been fun to watch... them talking to their neighbor.  It sounds like they did just about everything they could to tell these poor folks that they needed to use me, and my marketing plan, to get their home sold for them.

So... that brought them to make the phone call to me.   Hooray !

I told them I'd call them back when I got back to my office, which I did.  I got all the info, and then called their neighbor... and ended up going over to their home last night.

I spread my marketing program out for them... and spent much more time listening to their concerns than I spent talking about myself.  They told me they really liked that.

Bottom line... we are going to put their home up for sale, soon.  I gave them a short list of things I suggested they do before we begin to market their home.  They loved the ideas I gave them... and really loved the fact that the things I suggested were simple things that wouldn't cost them much money.

Whew !  Another personal referral from one of my previous customers.

I am so thrilled.  For as long as I can remember... the great majority of my sales and listings have come from referrals from my past customers and clients. 

How have I managed that ?  Basically, for about fifteen years now, I have followed the By Referral Only program that I learned from Joe Stumpf years ago.

I think I first went to one of Joe's seminars in the early 1990's... and have been one of his greatest and happiest fans since then.  Joe's By Referral Only program can be seen on his website at www.ByReferralOnly.com .

All I can think of saying right now is... thank you so much Joe Stumpf !

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Rainer
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Lori Liveston
Virtual Homes, Real Estate - Waltham, MA

Thanks for sharing Carolyn!  I will have to check out Joe Stumpf's program.  Any take-aways you can share?

Jun 16, 2010 11:29 PM #1
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Joe is the master of what he calls his Magic Words.  Part of his training program is four sets, or decks of cards, with different dialogs on them... for getting referrals, motivating yourself, countering objections, and closing techniques.  He is just wonderfful.

Jun 16, 2010 11:34 PM #2
Rainer
81,102
Wade Kawahara
Dominion Real Estate Partners, LLC - Phoenix, AZ

Congratulations.  Joe has some really good training techniques.

Jun 17, 2010 12:08 AM #3
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

I think he does as well.  Seems like I have been going to his seminars for so many years I'd have to take out my calendar and to count them all.  But I sure have learned a lot from Joe.  He has such great ideas.

Jun 17, 2010 12:33 AM #4
Rainmaker
830,269
Marc Swartz
Toronto, ON
CPA, CA - Toronto, Durham & York Regions, Ontario

Referrals are a great way to grow your business.  Congratulations on your latest success.

Jun 17, 2010 01:16 AM #5
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Thank you very much.  It is so great to be able to work with clients who come to me already convinced about my skills and abilities.  It is so much better when they seem to already know me when I first walk in the door.

Jun 17, 2010 02:17 AM #6
Rainer
104,087
Troy Pappas
Safe House Property Inspections - Virginia Beach, VA
Virginia Beach Home Inspector

"and spent much more time listening to their concerns than I spent talking about myself." That right there is a rule that many need to remember, including me. Thanks!

Jun 24, 2010 10:38 PM #7
Rainmaker
83,598
Samantha Davault
DFW Urban Realty - Fort Worth, TX
Fort Worth, TX

Carolyn,  referrals from past clients are the best.  They just make you feel so good that clients are happy with the job that you do for them. 

Jun 26, 2010 01:57 AM #8
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Troy, I have always prided myself on listening first, and listening long.  I am there for them, not the other way around.  And, you are very welcome.

Jun 30, 2010 09:08 PM #9
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Samantha, referrals sure do make us agents feel good.  They are the best "report card" we have to check on how good a job we are doing.

Jun 30, 2010 09:10 PM #10
Rainmaker
229,671
Dee Mayers
Covina, CA
San Gabriel Valley, CA

That is an encouraging story Carolyn, thank you and congratulations.  Will check out Mr. Stumpf's referral program.

Jul 10, 2010 07:53 PM #11
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Dee, he really IS a great trainer, and honestly, the material he uses, actually WORKS !  Give him a try.

Jul 11, 2010 02:47 AM #12
Ambassador
1,140,295
Michelle Carr-Crowe-Selling Silicon Valley Homes in Top Schools San Jose, Cupertino, Saratoga, Palo Alto-Just Call 408-252-8900
Just Call (408) 252-8900! - San Jose, CA
Family Helping Families Buy & Sell Homes 40+ Years

Carolyn,

Thanks for visiting my blog. Hope you enjoyed Free Panda today! I too am a long-time BRO member working the program.

Jul 15, 2010 01:42 AM #13
Rainmaker
155,521
Carolyn Kolba
Serving Mentor, and all of Lake County, Ohio - Mentor, OH
Keller Williams Realty- Mentor, Ohio

Michelle:  You are very welcome.  I like the way you put things.  My Free Panda Lunch was great.  And, our friend, Joe Stumpf.  I could just sit and watch him live and in person forever.  He is so great at what he does, and he does it on a "people level" rather than on a level that nobody in the audience could duplicate.  He really defines the phrase "people person."

Jul 20, 2010 07:51 PM #14
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Rainmaker
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Carolyn Kolba

Keller Williams Realty- Mentor, Ohio
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