Who you are matters. Are you a person of integrity? Do you do what you say you will? Always tell the hard truth? This is the foundation of solid relationships.
CRE, more than most industries, is built on relationships. You can’t build that relationship over a single lunch or round of golf, but you can certainly destroy it. You also can’t focus on just one or two areas – you have to be a rounded person. Do it right and the word of mouth will grow.
Relationships also don’t mean that you have to be loved, let alone liked. There are plenty of people that aren’t liked but get the recommendation as someone that will get the job done better than anyone else. And really that’s the key. Are you going to get the call back and are you going to get recommended when someone calls to check you out?
That 3 handicap may impress people, but it’s not going to win you the business. That recommendation from the client where you told them not to move and took no commission…..you can use that for years.