I wanted to quickly address something which is affecting all of us - especially lately. I was recently having a conversation with an acquaintance of mine. He asked me how business was going. Not that I was complaining, but I did mention that in the last month, I had 3 clients who were committed to buying a house ultimately decide to lease for at least another 12 months instead. When he heard this, he stated that he "wouldn't mess with that."
I disagree. Granted, I do not advertise apartment locating, etc., but think of the big picture... If you take care of this client, you've essentially done about 4 major things.
1. You have (hopefully) established a great repoire with them. This is HUGE! You've just been given the opportunity to win them as a customer for life.
2. You have filled your pipeline. Granted, it's 12 months from now, but you know exactly what they'll be up to in a year.
3. You have earned a little money. I know it's not closing on a $300K deal, but it's something.
4. Once they've moved in to that apartment, why not send them a congratulatory / thank-you letter with a stack of your business cards and a $25-$50 gift card for Home Depot, Target, etc. What kind of conversation does this start with their friends and family? Who do you think they'll suggest when they are asked if they know any good realtors?
I know this isn't anything new to a lot of you. But, maybe we just need a reminder of what this business is all about - marketing and creativity. Truthfully, we are not in the real estate business selling to people. We are in the people business selling real estate.
James Johnson, Realtor
Austin Texas Homes, LLC
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