Real Estate Success by Sonny

 

Creating Raving Fans: 

A Story of Professionalism and Commitment

When Steve and Channing were touring with us, we did everything we could to demonstrate our professionalism, commitment to service, and commitment to putting them first in all matters. One way of doing this was to be transparent about our opinions of the properties that we toured. I always seek to inform and point out the positives and the negatives about a property, whether they are apparent to the client or not. 🏡💼

This 'good, bad, and ugly' approach is a vital tool. It's not about selling a home but helping clients make informed decisions that align with their needs and desires. This consultative selling approach demonstrates your commitment to them, not just to make a sale and move on. In all our discussions, I always mentioned ways that we can help our clients after closing. It's the opposite of produce-oriented sales speech, which can often come across as self-serving to a buyer. You're achieving several objectives by pointing out the negatives of a property. For instance, I could say, "This home backs up to vacant land, and there's no way to guarantee that something undesirable won't be built there.”

"Professionalism is not simply a catchphrase when it comes to constructing a successful career in real estate. Instead, it is the foundation upon which agent value is built. Prospects alike are searching for a relationship they can rely on, and maintaining a professional manner is essential to earning that confidence. Professionals can develop a reputation for quality that resounds with their audience if they commit to excelling in all aspects of their work, particularly communication, service, and devotion to quality. In a nutshell, professionalism is not only a trait but an essential factor in determining value.” - The Architecture of the Real Estate Practice, Sonny Moyers, 2023 📖🏘️ Architecture of the Real Estate Practice (AREP) | educational material to create a thriving business (thearchitectureoftherealestatepractice.com)

This constant focus on detail, transparency, putting the client first, and professionalism caused Steve and Channing to become Raving Fans by the end of our efforts to find them a home. They commented that we were the best real estate agents they had ever worked with. This was quite a compliment, as they had purchased several homes over the years. We marked them as P1 in our CRM, noted their potential, and began building an Account Plan to support them and their sphere of influence in the future.

We were not surprised when Steve called to refer a team member to us. After all, why wouldn’t he want the best for his new employee? I contacted Zeke and Jasmine and set a time to meet with them. We had our first referral from Steve and Channing. We noted our CRM because Zeke and Jasmine were part of the Steve Willis Referral Group. This allowed us to track future referrals and send thank-you notes and gifts to Steve and Channing. Everyone wants to be appreciated. 🎁💌

The presentation was geared to set the stage for causing them to become Raving Fans and tell Steve they believed we were the best. This was part of the overall strategy for account development for our new clients, who are now adding up to potentially ten people. Steve, Channing, Zeke, Jasmine, and the six children were added to the CRM. We also learned that Zeke and Jasmine had parents in College Station, TX. They were added to the CRM also. 🌟📋

In our next Blog, I will tell the story of helping Zeke, Jasmine, and their beautiful children. You may be surprised by what happens, so stay tuned to my blog. Want to see me on YouTube? @AREP2023

Stay tuned to Real Estate Success by Sonny for more stories and tips! #RealEstateSuccess #ClientFirst #Professionalism #RealEstateTips #RavingFans #ConsultativeSelling #TransparencyMatters