Monday, November 10, 2008

HAVE PASSION IN YOUR BUSINESS

After 26 years in the real estate industry I thought I’d had lost my passion for real estate. So, in January of this year I decided to retire.

Because of the sadness that I was feeling about the housing market, the failure of the mortgage industry and Realtors that worked for the money and not the client. In 26 years I had seen a lot of downturns in real estate. Remember the years of 22% interest? I was not sure I could work through another down market. I was just walking away. After all, that is easier.

I let these disappointments stand in the way of what I was meant to do and what I had a passion for.

I still kept in contact with my past clients, sending greeting cards every month to them. In May one of my clients called me after they received a card from me, to let me know how much he and his family appreciated me and how I worked so hard to create relationships with my clients. How he loved the greeting cards I sent every month. He let me know that he had met many Realtors during his time but very few Realtors like me and felt the business need people like me.

This got me thinking about how much I missed those daily contacts with my clients and my friends in the business.

I missed seeing the joy on a clients face when I helped with making their dream of a new home come true.

I missed watching their children grow up, the new baby or pet they just got.

I missed stopping by just to say hello or calling them to let them know I was thinking of them.

Turns out, I just needed a little time off. I never lost my passion for my clients or real estate for that matter. It was also a turning point for me. I had too much to share with my clients and it was time for me to share the things I had learned along the way with my fellow Realtors.

To be passionate about what you do you must also be compassionate. In fact, if you have compassion, you never question what you are doing and you will always go the extra mile to meet or exceed your client’s needs.

Compassion was difficult for me in my early career. I came from a state where business was business and friends were friends. You just didn’t mix the two.

I always thought that if you did a good job your clients would just refer you and that should be enough, what else was there?

When I moved to Arizona in the early 90’s I met my husband Chuck. After we were married we wanted to work together. Besides being my husband and best friend, we worked well together. Since I had been in real estate we decided to try it together. I did the business side and he did the relationship side.

I remember after working with a client one time, he told me I was so cold and business like and that I needed to lighten up and be friendlier. Needless to say, this didn’t go over to well with me, but I did start thinking about.

So everyday I set a challenge for myself to be more personable, to get to know my clients and treat them as family and friends. I was stepping out of my comfort zone big time!

After a year of working really hard at this I was astounded to see how our business had changed from a job to a passion. I no longer had to chase for new clients; they were referred to us by our past clients, current clients and friends.

Every client that is referred to me gets the white glove treatment. That is, I provide service beyond their expectations.

I listen to what they like, what they don’t like. I ask personal questions about where they lived before, about their family and about pets, what sports they liked, where they liked to travel to, and about their jobs.

By doing this they know that I care about them as a person not just a client. I make notes on their files with everything they have told me.

I ask for their birthdays, children’s birthdays, pet’s names and their birthdays and their anniversary. And I never forget to send a card or note on those special days.

What has been created by doing all of this? It has created unstoppable referrals and turned our clients into Raving Fans!

The next time you have a new client or even one that you are currently working with, try what I did and watch what happens.

Send them a personal note after you see them or even after you talk with them on the phone. Make a comment in that note about something personal they may have told you.

A good example would be something like this; a client tells you they are taking their son to a baseball game. In your note just mention that you hope their son enjoyed the game and time with them.

You don’t have to make it long, just personal. Include a picture in the card if you have one. It could be a picture of a home they’re looking at or something that interests them.

If you truly listen to what your clients say, you will have a wealth of information to write in a note every single time.

Life is much too short just to be working a job. If real estate has become just a job, find your passion in it again or find something you do love to do.

Challenge yourself to do the very best everyday! Take the time to build relationships with your clients, send a card everyday just letting one person know that you are thinking of them.

Pick-up the phone and call one of your clients and tell them they were on your mind and you just called to say hello. You never know what might happen, you might just find your passion and create a Raving Fan!

I found this video on the internet about finding your passion, branding yourself and doing what you love to do. It gave me a lot of inspiration and I hope it will do the same for you. Note: This presentation contains adult language. If the occasional S word or F bomb bothers you, then this is not for you. I think it’s worth your time!