The person across the table

One of the greatest compliments a Realtor can receive is when a past client refers someone to them or calls the agent when they are ready to make their next move.  Building that referral based business is invaluable and has spurred my real estate business to unbelievable heights.  I am forever grateful to my past clients, most of whom have become my friends, and for all of the business they have referred to me and my team of agents.

Something that is almost as gratifying as a referral is when a buyer who was NOT represented by me but purchased one of my listings, actually calls ME to help them sell when they are ready to make a move.  This has happened to me a number of times over the past few of years.  And while I am incredibly grateful and happy – I am also constantly confused by this phenomenon.  For one of my past clients to call another agent to help them sell would be a complete heartbreak for me.  It means that there was a breakdown someplace, and that I did not do my job in staying in touch with that client.  To be honest, it is something that rarely happens - -not because I am so wonderful, but because I DO value the relationships I build with my clients so much!  And I understand the value of the person, not just the single transaction. 

Last week I had the privilege of closing two such transactions back-to-back.  Both of my sellers had purchased the homes when I represented the seller, and they were represented by another agent.  One seller said they called me because I know the neighborhood better than their previous agent.  That is a legitimate reason.   The second seller said they called me because I had shown up to the closing when they bought their house.  How simple is that???  Really?  That means because I simply showed up – which is 100% a part of my job – that I got future business! 

The bottom line is that real estate is not just a challenging business, but it takes some level of dedication.  Agents, we have to show up!  It isn’t always easy to show up, but it can reap big rewards for future business.  I hope this will ring true to some agent out there who is thinking about not showing up.  Please be there.  It is that simple.  Be there for your client.  You don’t know what that will mean for the person sitting across the table.