Not just say I’m different—actually do things different.
Most agents will tell you the greatest compliment they can get is a referral. If not in person, then in their direct mail pieces or—definitely—in the PS of every email they send.
I disagree.
Referrals are great, of course. One of the biggest challenges new agents face is simply finding clients.
Marketing ain’t cheap. Referrals are like free money. If you get enough of them, it starts to feel like clients are chasing you. That’s when you’re winning the game.
But the compliment I like best?
When someone says I do things different—and how much they appreciate it.
I was recently talking to one of my clients, Craig C. He heads up an investment firm that includes some pretty heavy hitters. I won’t name them, but if you live in North Texas and drive around at all, you see their name all the time.
They don’t buy everything—but when something checks the boxes, they can move fast and close big deals.
The kind of client you love to work with—if you can get them to work with you.
We were talking about a deal I’d brought him, and some of the issues involved. He said:
“I know you like to sell things just like everyone else, but I really appreciate how you point out the potential hair up front. Not every broker does that, and it’s really a big help to us.”
Loved hearing it.
But here’s the truth—I’m helping myself just as much (if not more) than I’m helping him.
These are sophisticated investors. All the issues I pointed out were going to come up anyway—along with some we probably don’t even know about yet. By flagging them early, I help them decide if it’s worth digging in.
Saves them time. Saves me time.
We’ve all got the same 24 hours, and nobody likes to waste ‘em.
But more than that—it builds trust.
When I send something over, they actually look at it. Because they know I’ve already done some filtering.
And if they need help with something else, they may not call me every time—they work with a lot of good brokers.
But I’m on the short list.
Which is kind of like a referral on steroids.
It also leads to traditional referrals. In this segment, you tend to deal with the same people again and again. Word gets around fast on the ones who cut corners. On the flip side, just being on good terms with a group like this is often enough for other large operators to take you seriously.
It just keeps on giving—if you do it right.
The best part?
You don’t have to be a big shot to benefit from all this.
If you want the same kind of straight-up advice and top-tier brokerage—just call.
Or just go with the same old same old, and miss out.
Got a lot you might want to sell?
Get a FREE, no obligation report on what it could sell for today.
Get Your Lot Valuation
Own land instead?
Get a report for that here:
Get Your Land Value
Just a glutton for punishment?
Sign up now to get more articles like this in your email.
Sign Up Now
Leave a Reply