McClelland Minute - July 12, 2009

It is All about Relationships

Many members of the public don’t realize that most Realtors are self-employed and depend heavily on repeat business and referrals from others in order to make a living.  Like any formative relationship, the client and the Realtor may not “click” right away or at all.  I always tell new agents that you need to “dance like you don’t need the money” if you are going to make this business a career and not become acutely stressed over some else’s behaviour.  Let me explain.

Some of my best clients today are people who initially didn’t see the need to involve a professional in their real estate trade.  About a year after I had started in the industry I was invited to provide an opinion of value on a couple’s home.  They had expended considerable effort on rejuvenating a 60s’ house and were justifiably proud of their efforts.  A week after my visit to them, I was disappointed to see a For Sale by Owner sign on the front lawn when I drove by, but concentrated on working with those customers who did want my assistance.

In that same area, I had shown a first time home buying couple everything that was on the market in their price range but nothing on MLS met their needs.  I told them about the FSBO and suggested they contact the owner.  Wouldn’t you know it, they bought the property! The home owner phoned to thank me, and asked if I would help them find a house in the community they were moving to.  I did and since then have handled several more transactions for them, both selling and buying.  As for the young first time home buyers; they too called me back several years later to list their home in preparation for a transfer.

I am also pretty certain that over the years that I probably have annoyed some people one way or another and may never do business with them again.  Some times, the feeling is mutual, where I really didn’t feel comfortable working with someone, because they were disrespectful or their values made me uneasy.  And yes, in listing close to one thousand properties to date, I have also been “fired”.   One acreage seller phoned me every day, seven days per week, for seven weeks straight wanting to know why his property hadn’t sold yet.  I finally suggested we should cancel the contract and he retain someone else who had more patience than me.

We have met a lot of good people over the years, in spite of the often strained circumstances and life events that require clients to sell or buy.  Personally I think the “mix” of clientele, young or old, male or female, while quite challenging at times to synergize internally in our day to day practice, also keeps us fresh and strong.  One morning you may be working with an elderly couple as they sell a home they have been in for forty years, at noon meeting with an investor looking for rental property, and later in the day, be showing houses to first home buyers excited about the prospect of starting a life together.  It is a career like few others.

   Vern McClelland is associate broker with RE/MAX of Lloydminster.  If you have questions or comments on this article or other real estate matters, he can be reached at 780.808.2700 or through the McClelland Group website www.mcclelland.ca

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