In real estate we touch dozens of businesses monthly. In my company with our property management division, we literally touch hundreds a month. When a company or person communicates well, and does a great job they are sure to get more business from us.
There are some vendors, where we know we have been instrumental in building their business to a level they have never seen. One of the things we expect from our vendor relationships is referrals.
Just as we talk to buyers and sellers every day, our vendors are in the presence of other homeowners on a daily basis. They in a position to know what homeowners are planning.
Why are they renovating? Are they getting ready for a move? If so, is the vendor recommending us? Daily while visiting houses, I am asked for names and numbers for contacts for various things. Which contacts am I giving them? I am giving contacts that give back.
I have been told that the great service is the reward for giving out a vendors name. Not enough, I say! Great service is the minimum expectation, it is not going above and beyond to build a stronger relationship. It is not the weakest that set the norm. The exceptional should be setting the norm in your company, and then raise the expectation!
What have YOUR vendors done for YOU lately?
Wendy Harris is the Broker Owner of Team Harris Real Estate and a Business Consultant and Coach for Corcoran Consulting & Coaching specializing in residential real estate and property management.