Selling Soulfully with Jennifer Allan

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Dave Ramsey Sez: Provide Great Service and Business Will Come...

I was listening to a Dave Ramsey podcast, as I often do, and came across a conversation he had with a new small business owner that really struck me. So much so that I paused my iPod and brought it into my office to transcribe it so I wouldn't miss a word!

Here was the conversation (paraphrased):

Caller: I was recently blessed with a gift of some lawn-mowing equipment and took it as a sign that I should start up a lawn-mowing business. I was hoping you could give me some advice on how to do that.

Dave: Well, you have the equipment, I guess you need to find some lawns to mow - how're you going to do that? 

Caller: I was thinking about hitting up people at my church - I go to a big church so thought that would be a good place to start. 

Dave: Okay, well, business is not really complicated. It's about unbelievable service to your customers. Make them just so wow'ed that they hired you, that you're just the best thing on the planet and guess what? They're going to send you to everybody they know. But if you do a mediocre job, they're not even going to notice you. If you do a bad job, they're going to notice you and you're gonna wish you weren't noticed. 

And so, unbelievable levels of service and fair pricing; and you show up when you say you're going to show up and you do fabulous work to where everyone is blown away. When you say you're going to do something, it's done a day early. Because they don't really care about your problems. They're customers, they want you to love on them, to serve them. As soon as you start doing that, money's going to start coming in. 

Caller: Okay

Dave: So get get you some customers and make them proud they know you. Especially if you're gonna do this through your church (JAH sidebar: substitute sphere of influence for church)

***

So, what's so striking about this little conversation? Well, if we apply it a real estate business, Dave's advice to provide unbelievable service goes counter to most traditional thought and training that proclaims PROSPECTING IS JOB 1! That 80% of your time should be devoted to finding NEW customers and only 20% to serving existing customers. That client-service should NEVER take precedence over client-finding and that the time you should spend attending to your clients' needs be relegated to your low-energy periods ONLY AFTER your prospecting is done. 

But you know what? Providing an exceptional client experience is the VERY BEST prospecting you will ever do, regardless of the business you're in. 

That's my (and Dave's) story... and I'm sticking to it. 

Have a great week! 

It's Here!

 

The More Fun You Have Selling Real Estate, the More Real Estate You Will Sell! 
(True Story)
Order Your Here!

 

 

 

 

 

 

 

 

Comment balloon 11 commentsJennifer Allan-Hagedorn • October 27 2014 06:06AM

Comments

Hello Jennifer,  Excellent story and so right on target.  Hope you have a great day, you made my day!

Posted by Will Hamm, "Where There's a Will, There's a Way!" (Hamm Homes) over 3 years ago

Thank you Will! 

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 3 years ago

Great story, thanks for sharing.  Mr. Ramsey always has good practical advice.

Posted by Richard Weeks, REALTOR®, Broker over 3 years ago

there are times when I don't completely agree with Dave's advise but this particular piece is right on the money 

Posted by Nicole Doty - Gilbert Real Estate Expert, Broker/Owner of Zion Realty ZionRealtyAZ.com (Zion Realty) over 3 years ago

Nicole - I Hear ya! I rarely agree with him on real estate stuff, go figure. 

Posted by Jennifer Allan-Hagedorn, Author of Sell with Soul (Sell with Soul) over 3 years ago

Thank you, I agree with you!!!

Andy Brown
www.ClimerRealEstateSchool.com

Posted by Andy Brown-Climer School of Real Estate, The Leader in Real Estate Education! (Climer School of Real Estate) over 3 years ago

Jennifer~ I'm so glad you took the time to transcribe and SHARE! Exceptional service (and fair pricing) does make a difference. Plus, I would rather do business with referrals vs. going after new business all the time!

Posted by Donna Foerster, Metro Denver Real Estate Agent (HomeSmart Realty Group) over 3 years ago

Great story Jennifer, so nice of you to share this, I was a little surprised at the end though as I have never heard that prospecting should take precedence over service.

Posted by Bob Crane, Forestland Experts! 715-204-9671 (Woodland Management Service / Woodland Real Estate, Keller Williams fox cities) over 3 years ago

It was another way to say, You Reap What You Sow.  And it is true.

Posted by Evelyn Johnston, The People You Know, Like and Trust! (Friends & Neighbors Real Estate) over 3 years ago

It's simple, let your clients do your prospecting for you. Great service is what makes that happen.

Posted by Corinne Guest, The Choice of Professionals for Luxury Home Buying (Barrington Realty Company) over 3 years ago

We are certainly in a service industry. It's all about helping people navigate the buying and selling maze! I am a Dave Ramsy fan as well :)

Posted by BethAnn Long, Realtor, CRS, e-PRO, Spokane Wa Real Estate (RE/MAX Inland Empire) over 3 years ago

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