Oh, you're really going to love this one! Is your seller a person who called in to your office? Did they ask for you, in particular? Was it an email correspondent? How about, did they come to an open house that you held? Were they referred to you by another Realtor, out-of-state or out of your demographic area? Did they find you through your family or friends? Did one of your present or past clients give them your name to call when they said they needed a good agent?
Which way that lead came in to you, makes a huge difference in the trust factor. Having been in this profession for over 22 years, I can tell you, I have been contacted by sellers, in each one of these ways and several times. If someone finds you through an ad, an open house, or a floor call, it makes your job much harder. Are you in competition with other agents for this listing? What tools do you offer to help that sale? Are they willing to listen to your direction in the pricing and marketing? You will need to build a relationship with this homeowner to accomplish a successful transaction. You will need to build their trust and work with them through the many stages of the sale. Not a bad thing, just, more work, if you procure the listing from your competition.
If this seller was referred to you, by a friend, your family member or a client of yours, most of the mystery has been removed before you even meet with them. The person who gave your name, did so because they trusted you, liked the professional way that you presented yourself to them, loved the way you served them while working on their transaction. It becomes part of the golden rule. Treat people the way you would want to be treated. Once you have established yourself in serving others, people will notice. Realtors that you meet at conferences, events and when you may be travelling, or if you belong to some of the prestigious designations, CRS, ABR, SRES, GRI, or Certified Mentor. Education matters! Don't spend your monies on marketing yourself, spend it on your education for this profession. Spend it on your clients. They will be spreading the word about you and your good service to everyone that they come in contact with, who mentions real estate or Realtor. No competition, no worrying about calling too little, calling too much, and following up. They know you will, absolutely, do so. Marketing and price reductions are much easier, too. People know you are trained and experienced to do the best for them!
My last referred client, sent me a lovely note. It simply said, I am so glad we found you! Thank you for your hard and good work. That client was referred to me by a Realtor in North Carolina. She and I belong to Buffini and Company Coaching. We sold that home as a team. Her good recommendation and my good service, sold that man's home.
So, when you have a client or an agent that you know was pleased with your good service, make sure that they know that you would be happy to serve their friends, family or clients who would appreciate you. It truly is an amazing process.
May I ask you a favor? If you come across someone who is looking for help with real estate, would you please give them my name? I would be happy to follow-up and take good care of them for you. I am never too busy for any of your referrals!