When Magic Happens: My Website
The Key to Real Estate Success
The journey to success in real estate is often filled with opportunities,
and sometimes, it takes time to see maps to success. However, when you have a
client who is not only a "Raving Fan" but also a
"Connector" who actively promotes your services to others, magic
happens. It's crucial to be available and reachable at all times to seize these
magical moments when they occur. Your accessibility can make all the difference
in turning potential opportunities into successful outcomes.
My first contact with Zeke showed me just how powerfully
influential Steve was. Zeke was ready for my call and immediately accepted a
request for a conference call with him and Jasmine. We didn’t spend much time
on the phone as he was busy preparing for the new position.
My conference call with Zeke and Jasmine was about their
needs, wants, family, jobs, and primary goals for the future. Very little was
said about me and our team. There were a few questions, but I had already sent our “Finding
a Home Guidebook” that we had written to them before the call. By focusing primarily
on Zeke and Jasmine, I was able to underscore the significance of their needs
and goals. This approach immediately established their importance and my
commitment to serving them.
After the forty-five-minute call, I began preparing for
their visit. We agreed to meet at my office, and upon arrival, I introduced
them to our entire team. Once we were all ready, we began our tour. It didn’t
take long for me to realize that Zeke, like Steve, was a Connector. In my book,
"The Architecture of the Real Estate Practice," I write about
Connectors and their importance. Here is a brief excerpt:
“When Magic Happens: The road to success for an agent is sometimes littered with lost opportunities. When a client who is a “Raving Fan” is also a “Connector” who reaches out to others, Magic Happens. You must be available and reachable when that magic happens.” Architecture of the Real Estate Practice (AREP) | educational material to create a thriving business (thearchitectureoftherealestatepractice.com)
Zeke and Jasmine found a home on the second day that was
perfect for them. The process, as we advanced, was smooth but filled with the everyday
stresses of dealing with repairs and settling on who would pay for those
repairs. We got through it all, and Zeke and Jasmine were very happy. They
demonstrated this by writing us a very lovely Testimonial Letter. As I write
about in my book, when clients put their positive thoughts into writing, they
affirm their belief in you. In our case, it was clear that Zeke and Jasmine
were “Raving Fans.” I attached the testimonial to a gift card that I sent to
Steve and Channing. The gift card was only $50, but the thought of the card and
testimonial letter from Zeke to us made sure that Steve continued to be a
Raving Fan.
Six to eight months after closing, I made a follow-up,
stay-in-touch call with Jasmine. She indicated she was looking for a part-time
position and wondered if I had any ideas. We discussed various options, and I
connected her with a local newspaper, where she found a position that fit her
requirements. By helping Jasmine in this fashion, I demonstrated the value of
maintaining a relationship with me after closing. This is how I describe
creating a relationship that will survive closing. This further positioned me
as their agent and friend, as I received nothing in consideration for the
referral to the media organization.
We updated Zeke and Jasmine in our CRM. After closing, Zeke
mentioned his parents, who might be moving in the future, to be close to
Zeke and Jasmine’s children. Andy and Kimberly were added to the CRM and linked
to Zeke and Jasmine.
Why did Steve refer a team member to us? He believed in us
and wanted to share his good fortune with his new team member. He did something
good for Zeke and rewarded us for our outstanding service. People want to help
great agents who put them first.
Want to see me on YouTube? @AREP2023.
Stay tuned for the next episode about Zeke and Jasmine, Andy
and Kimberly, and the road to Real Estate Success by Sonny on Blogger for more stories and
nuggets of gold!
No comments:
Post a Comment