THE RIGHT CLIENTS

Once upon a time, a broker received a call from one of his top clients.

The client explained that she was already in the process of buying a pre-selling unit through an in-house broker who happened to be a family friend. But before finalizing the purchase, she wanted a second opinion. The broker gave his advice. The client listened.

Some time later, the broker received an unexpected call from the in-house agent. Apparently, the client wanted the commission credited to him instead. Surprised, the broker immediately called the client to clarify.

He explained that there was absolutely no need for that. In fact, since she was already an existing buyer of the developer, he suggested that she simply convert the broker commission into a direct discount on the purchase instead, which the developer allowed.

But the client refused. She insisted that the broker receive the commission.

End of story.

Of course, not every story in real estate goes that way.

There are clients who, the moment negotiations become difficult, immediately look at the broker’s professional fee as the first thing to cut. Then there are clients like the one in this story.

And I think a career in real estate is really about finding those people. The ones who genuinely respect what we do and understand the value we bring.

So you do the rounds.

You take on leases, even when they’re tedious and time-consuming.

You give the best service possible.

You try to WOW them.

Your name gets passed around.

Eventually, you find clients like that, you take care of those relationships and never take them for granted.

From the older top-selling brokers I know, most of them only seem to have a handful of clients like these. Not many.

But over time, those relationships compound. One client becomes referrals. Referrals become friendships. And before you realize it, those few people quietly become the foundation of an entire career.