Saving Your Deals
Categories: Success
Tags: market rich levin transactions real estate
This was the topic of my recent presentation at the Texas State Convention. I share 18 ways you can save your deals from falling apart. One of them is to create a stronger relationship with each person on your Transaction Intact Team. These are the professionals who either make your transaction happen or not, inspectors, lenders, other Agents etc. In addition to the Professionals that you refer to, create a stronger relationship with every inspector that you meet, with every lender that is on your side or the other side of the transaction. You will meet them again, so create that relationship now. Contact them and introduce or reintroduce yourself at the outset of every transaction you are involved in with them so that they know it is you. Then, if it becomes necessary you have a much greater opportunity to get information that will save the deal, influence a decision that could put the transaction in danger.
Every one of these people are associated with Real Estate. I guarantee you that most of them, when they are at a party or picnic, with friends or family, they get asked about Real Estate and the market. They get asked about Agents and who they would recommend. If you are top of mind, you will get that referral. If you reward that referral with a continued relationship (and a gift if it is legal to do so in your State) then you will be creating a continuous referral source.
Start today. Contact one of the professionals you use or one that you have met or someone you would like to meet. Lenders, Inspectors, Attorneys, Title People and skilled trade people. Who else can you think of? Call one, tell them that you are making an effort to get to know the people you work with and ask if they would be free for coffee. When you meet, ask about them and their lives. Ask how, as an Agent, you can make their jobs easier or more productive.
Start with people that you already have a relationship.
The rewards are many; in saving your deals, getting referrals, having influence, and just making your job a better place to work and live.
I absolutely agree that real estate is all about relationships. It is also about trust, integrity, honesty, truth, education, commitment and a variety of other values. One of the keys so important to impress on other, is the fact that relationships are continuous before, during and after the transaction. Not only will that create long lasting relationships, it will continue to keep you top of mind with all clients, and other professionals.
Seems so simple but many agents forget this very important detail. Recent "Nar" statistics results noted that over 80% of people will do other transaction with their past real estate agent, yet only about 11% or so occurs with their past agents. The main reason was because the agent did not keep in touch with their past clients.. a lesson to be learned by all...stay in touch, continue to build relationships to remain top of mind with whomever you do business with...
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