CHAPTER 12 Build Your Client our Clientele
Here’s another way that you can gain an advantage over your competition and grow your real estate business. Do a more effective job of building up your clientele. Of course, there are obvious reasons why you would want to get to know more people and build up your clientele. Ask yourself a question. Wouldn’t it be nice if you came into the office and you just knew that no matter what, every single day, every single month, a certain amount of new business would come through your door? Wouldn’t it be great to know that every month you could count on maybe four listings and three buyers, coming in the door automatically? You can do that when you build up a loyal clientele — people who worked with you in the past. People who give you their repeat business and who also refer new business to you. Here’s an example of how this works in real life. I’ll tell you a little story about a guy who used this advantage in his business. This man’s name is Joe Girard. He’s not a real estate salesman. Joe Girard is a car salesman. But Joe had a great system for building his clientele. As a result, according to the Guinness Book of World Records, he was the world’s greatest salesman. Rather than just saying, “I’m the best. I’m number one,” he actually had the Guinness Book of World Records do research, and they determined that Joe Girard had sold more vehicles than any other individual. According to their criteria, Joe Girard was the world’s greatest salesperson.
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