Your Ideal Client and Knowing When to Refer
This has come up twice in the last few weeks so it feels like it’s worth revisiting.
We all have those moments:
Maybe you’ve been super slow and are feeling like you would take any client that comes your way, just so that you can have something to do, and hopefully make some money.
Or maybe you are referred to someone, and you know you aren’t the right fit.
In both cases, there are many reasons saying yes might not be the right answer. Note: none of this has anything to do with whether or not they are nice people, or you have the same beliefs that they do.
I’ve certainly said yes to clients, when I knew I shouldn’t only to have it all fall apart. I’ve said yes to showing property in areas that I know nothing about, or maybe it’s a type of property that I don’t enjoy. Looking at 100 houses with an investor to find the best deal is draining to me. While others enjoy the adventure of it.
In all of the instances that I said yes, when I knew I shouldn’t things fell apart before the property sold, or they found a place to buy. The saddest part about all of it isn’t that I didn’t get paid, but that the client didn’t get the level of service that they truly deserved.
Fortunately, I’ve been able to experience the flip side of it to. When I knew I wasn’t the right fit, and referred them to someone else. I can’t tell you how many times they have come back to thank me for helping them find the perfect agent. It’s the best feeling ever!
How do you know when to say yes, and when to refer? It’s worth spending time getting clear on who your ideal client is. Even if you’ve done this exercise before, it’s worth revisiting from time to time.
There are lots of different ways to approach this, but here are some ideas to get you going:
- What areas do you like working?
- Is there a property type that you like best?
- Is there a segment of the market ie. 1st time buyers, move up, downsizers?
Once you’ve figured out the segment of the real estate market, it’s time to think about the clients themselves:
- What do they do for work?
- What do they do for fun?
- What amenities are important to them?
Have fun with this. Make it as detailed as you can.
Once you have this, it’s really easy to know when you are, and when you aren’t the right fit with a client.
It’s easy to worry that saying no means you will end up missing out. But, just remember, what you focus on expands. The more you focus on your ideal client, they more they will show up.
To your success!
Signup to receive Nicole's blog posts via email weekly:
It’s okay to want more than you have now In fact, your wanting more SERVES THE WORLD Your desires have come to you for a specific purpose The Universe WANTS you to be happy and fulfilled Your pursuit of your heart’s deepest desires TEACHES THOSE AROUND YOU HOW TO DO THE SAME for themselves Conversely,…Read More
Just imagine… You’re finally able to sit back, relax and enjoy all of the amazing success you’ve had. Imagine waking up to a life that lights you up again. Consistently. Day in. Day out. How would it feel knowing that you are completely calm, relaxed, fulfilled and everything is working out? How would it feel…Read More
It’s the first question people as when they start doing energy work. The assumption is that once you start tapping into your energy, everything is always sunshine and roses. So when things don’t go as planned it’s easy to wonder things like – What if it’s not meant to be? What if I’m not worthy?…Read More
And the Universe will be there to meet you. I put this one to the test this week, and I’m so glad I did. Real Estate is my career, but inspiring others and teaching them to use Energy work in their business to reach their goals is my passion. I love it. More than that,…Read More
I love a long to do list. It gives me direction and makes me feel like things are happening. And there is something satisfying about crossing things off once they’ve been done. But it can also feel exhausting. There are days where I have diligently been in motion all day checking things off, and yet…Read More
I’ve always marveled at the collective mindset of buyers. There are typical market cycles that happen in a year – the first part of the year has the most price appreciation, things shift a bit in June as kids get out of school and summer starts, August can be slow with everyone out on vacation…Read More
The only person who doesn’t believe in you is you. Read that again. We so easily see talents in others, and are so hesitant to claim them within ourselves. And yet they are there. You have your own unique talents and gifts. You have a light within you that can shine brighter than you ever…Read More
Great question! The Success Perspective is the mindset and energy that you create to increase your sales and have the life you’ve been dreaming of. It’s the difference between taking a class and implementing a few things, but seeing little to no change in your sales. Or Making a few small tweaks that make a…Read More