We are going to depart from our normal topic of Short Sales this week… sort of. One of the things we talk about in Real Estate is to be the “go to” person in someone’s circle. One of the goals in Real Estate, is to be viewed by your clients as a connector, or the person who knows people.
If you need a good flooring person, you want your clients to think of you to recommend a good man/woman for the job. Having relationships like this help your practice as well, because one favor calls for one to be returned. Just like one good referral gets repaid with one back. And business keeps rolling along.
Part of your unwritten job description is to know a good lawn guy, pool guy, flooring guy, kitchen guy… this list goes on forever, if you know the right people and know how to spin referrals they come back to you tenfold, if you are the giving person. The moral of the story here is if you could not answer or have the phone numbers to the guys I just talked about, it might be time to carry that kind of a list with you.
Back to the opening question. Remember, I asked do your clients view you as Paul Revere or William Dawes? If I asked, do YOU, view yourself has Paul Revere or William Dawes. The answer would almost always be Paul Revere… without even knowing who William Dawes is or was (more on that later). I asked if your clients view you as Paul Revere or William Dawes because there is an important lesson learned here; Perception is reality… for the other person. It doesn’t matter how you view yourself, its how your clients view you… that is where the money is made.
So who is William Dawes? William Dawes took the southern route outside of Boston to sound the alarm that “The British Were Coming!” back in 1773. So why is Paul Revere legendary and nobody knows William Dawes name in history? Paul Revere was a connector, within minutes of arriving in a town he knew exactly who to talk to in order to mobilize the minutemen. Paul Revere would be in and out of a town in 30 minutes and have church bells ringing, men reaching for the muskets, and entire communities preparing to fight for freedom in the coming hours.
Unfortunately for colonists along the Southern route of Boston, William Dawes was not a connector. He would ride into a city and would not know who to talk to. Key members of these cities woke up to the sound of musket fire of the British Army having never received the alarm.
While this may be a stark contrast between the differences of being a connector and not, life and death often are, but in these tough times it could be the difference between a paycheck and not having one.