Secrets of a top agent.

It sounds strange to say I’m a Top agent, I always think I should be doing more, but then the numbers come out and I’m in the top 7% in Maricopa County. I’m amazed! And I know that if I keep it up, my business would continue to grow. When I started it was hard to get new clients, but now I mostly work with referrals. There’s a few folks I’ve never actually bought or sold with, but they have introduced me to several friends, and I’ve worked with them, and their friends. Referrals are the best.

So today’s secret: It’s all about the conversation.

Here's an example. Over 5 years ago, I was running an open house. It was a little slow, so I started walking around out front, saying “Hello” to anyone that walked by. I started a conversation with a guy that lived a few doors down. A neighbor. He wasn’t interested in Buying or Selling, just a friendly person. After a bit of conversation, I asked him if he would be interested in a monthly neighborhood alert, to see anything that’s listed or sold within the community. He agreed, so I took down his information. Over the years I kept in touch through the monthly emails, and client appreciation events (more on that later).

One listing came up in his community, and he wanted to “lock it in” for a friend. So we wrote an offer, got it accepted, and then we transferred the contract to his friend. Everything went well and the friend was happy. They became my client, and contacted me again a few years later to sell. So that’s 2 deals. All from a conversation with neighbor with no intent to buy or sell.

That’s sounds great, but it gets even better. The person I met turns out to be an investor. He has other properties, and we now work together on a regular basis.

Keep in mind, this ‘nurturing’ process took years. He had a friend of the family who was also a Realtor, who had been helping him in the past, but when I kept in touch in a positive, non salesy but professional way, he decided to give me a try. And it turns out, we work really well together. I’m so thankful for that sidewalk conversation, and the opportunity to work with folks that are.

So todays tip: Always talk to the neighbors, have a friendly conversation and offer something of value. You never know where it might lead.