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Super Agent: Real Estate Success At The Highest Level by JoAnn Callaway, Joseph Callaway

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10 A Steady Stream of Buyers and Sellers

Up to now we have only discussed the elementary things you, as a potential super agent, can and should do. First, be a good agent. Develop your superpowers. Take care of your clients and keep in touch with your past clients because they are your most basic source of new business.

There comes a time, however, when past clients are just not enough. If you want to grow your business, if you want to go to whatever the next level is, you will need new business. Past clients are wonderful, you can have a nice career from them, and you can even retire with them but you cannot put them on a schedule. One month you might get several recommendation calls and the next you might receive none. You cannot force referrals.

When JoAnn and I began our real estate careers, we had no circle of influence. We spent every waking moment together. My only outside interest was JoAnn. Her only hobby was trying to fix me. Not that we were antisocial, we were just not out there like we are today.

Referrals and Recommendations

We were broke and needed the business. I remember saying to JoAnn, “Don't you think we should ask our clients for referrals?” and she replied she wasn't comfortable with that. It somehow went against her feelings of what was proper and so we just did the very best job we could and hoped those clients would bring their family and friends. Fortunately, because of our commitment to putting the client first, new business was attracted to us and unasked-for ...

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