Avoiding Commission Breath: Part 1
Recently, I had a family member visit from out of town. In effort to show her all the amazing things my city offers, I booked a guided wine tour with one of my trusted referral partners and included some friends. When we climbed into the high-end Sprinter van, buzzing with excitement, I realized that we had a different guide — not the owner of the company who typically does them.
We were joined by another group, for six people in total, and took off to soak in the remarkable views of the Willamette Valley and taste some astounding pinot noir. Or … so we thought.
It became apparent very early in the tour that our guide had chosen vineyards based on her own needs. Being newer to the tour field, she took us to vineyards so that SHE could work her own connections with the winemakers during harvest. She had shared she was working on a book and was in the process of garnering more information from local vineyards. It seemed that the six of us were just along for the ride.
We sat down at the table, and the two ladies that made up the second group brought it up. Totally unimpressed by the service and their experience thus far one said, “Do you not just feel like you’re the last thing she’s considering on this tour?”
Don’t make your real estate clients feel that way.
In your first year in real estate, we’ve already discussed at length that super serving your clients is paramount to surviving in the iBuy era we live in. It’s important to build your business in a way that gives you the ability to ALWAYS put your client’s experience first.
The money will follow.
Perhaps you’ve heard of the dreaded commission breath. Potential clients can smell it on you like you just woke up from a 3-day binger when you are desperate for money. The last thing you want to leave on your client is the smell like you’re working desperately to pay yourself. Your bills. Your needs.
Let’s make “commission breath” a thing of the past, friends. A client-focused business is a wealthy one, I can promise you that.
I heard from the owner of the wine tour company later in the week because the other group complained about the service. He apologized at length for the experience we had especially because I was a repeat customer. I told him that it’s hard to find people with a true passion for service of others. The lesson is: that’s what makes him great!
I’d love to hear what you do to keep your business on track and client focused. Leave me a comment below.
Until then, chin up, keep your feet moving … and burn the white flag.
sz
Copyright 2019 - Shelley Zavitz Realty