Let me warn you up front – you are NOT going to like the answer here. I don’t even like it. It’s too illogical for my Vulcan tendencies. But I’m going to tell you anyway, because it is the truth, and I get to tell a story. I love telling stories.
My husband is a real estate agent, and he just got a $1.7 million listing for a horse ranch in Flagstaff. Here’s how it happened…
Many years ago, Adam met Jim and Cindy Candle at a networking function. He kept in touch. Three years later, they asked him to sell their property. So Adam took on the listing and sold the property. He kept in touch. The Candles referred him to the Halseys to sell their high-end home. Adam listed their property and kept in touch. The Halseys were so happy with his work, the referred him to the Blartnicks (yes, these are all fictitious names). Adam sold the Blartnicks home and, working his tail off, found them their next home. The Blartnicks were so happy with Adam that they referred him to the Jellywigs (now I’m just having fun). The Jellywigs wanted to sell their home, so Adam went to tour the property. As he was touring, a former client of Adam’s came up in conversation as a mutual acquaintance. The Jellywigs knew this client (let’s call him Bob), and said they’d tell Bob that they met Adam. Within a week, Adam was contacted by Bob to list his $1.7 million horse property.
Now, in a million years, could Adam have orchestrated this precise sequence of events? Unlikely. But I’m sure you see the patterns that made this outcome possible. Here’s what I saw:
1. He asked people he met if they would give him referrals.
2. He kept in touch.
3. He did a superb job for his clients.
4. He kept in touch.
5. He took the attitude that the universe is plotting to do him good. (aka “reverse paranoia”)
6. He kept in touch.
7. He worked consistently and diligently.
8. He kept in touch.
The moral of the story is, obviously, to stay in touch with the people you meet, because you never know where it will lead you!