Interesting title isn't it? Yet ist is not as it seems when you look at at and I will tell you what I really mean. What I am about to say bleeds into servicing asests as well.
I went to my office meeting yesterday and again there was the usual talk about how we need to rise our standards and do more of everything to increase our business. One of our top realtors commented how he isin't working anymore with the prospects that seem to take forever to commit to a decision. He was pretty confident and assurred of himself being a subscriber to the Floyd Wickman approach to things. That being aside, I am telling you my own business secret and I have said it before.
Tuesday night I had an excellent conversation with a new prospect that wishes to buy some good property in North Whittier. He listened carefully to my advice and what position he needed to be in for when we look at homes on Saturday. He volunteered one interesting point: his realtor experiences. He said his previous realtor was not very attentive to his needs! He was already impressed that I had taken notes of his goals and reviewed them with him to make sure I understood what he wanted in a home.
A current prospect has told me the same thing: His previous realtor made him sign a buyer- broker and then was not servicing him and his needs! He was being showed anything but what he wanted. I picked up on that right away and made sure his property choices fit his criteria. I almost repeated history with him but I apologized for not remebering certain details, recovered, and show him a perfect fixer property that set his imagination ablaze with ideas. We put on offer on it!
Case #3 I was looking at my ancient prospect pipeline yesterday and noticed that an old lead was again looking and expressed interest in a property. I quickly called him up and he indicated it was time for hm to buy so HE WANTED TO GET QUALIFIED because I called him. I am sure if this prospect was in my collegue's hands, he would have discarded him long ago!
What does this mean? CUSTOMER SERVICE every day! You never know when a dormant lead will wake up. Your leads will buy ...sometime in the future. I can't wait for the day when Floyd Wickman or Mike Ferry will start talking about SERVICE instead of "closing" the deal. Look all around you. What is the main theme of business? How great their service is...21 Century Insurance, Allstate, HR Block, The Home Depot, and Best Buy are just a few that proclaim customer service.
This is what it takes...that is why I work with my loan officer...when I need him, he will answer or call me back asap! He doesn't give me leads...I get nothing material from him...he gives me service. Thank you Anthony Elias from PMAC.
Therefore, give me your rejects because I will develop them for a future transaction. Otherwise give them great service. When Mr or Ms Asset Manager needs to you to fly at warp speed...don't you think you should do so? They want SERVICE and reliabilty! Well, I am now going to give my asset manager in Chicago a service call....because he may need some great customer service,
Comments
You are corrrrect, and in fact that is/should be the nature of our business.....
But..the tchnology changed the nature of our business, thats why
Me and you (and I don't know how many sales/transactions you do /yr) will end up doing 40-45 transactions/yr, while some others (who don't even meet some of their clients) do more than 100. I guess they are better CLOSERS.