An A+ client is always an A+ client

So not too recently, while cleaning out my desk (and surrounding clutter that is my office space) I came across a client list that I had printed from my previous business. Not a job, but my business that I ran with my father and brother. It was an automotive performance and repair business. On the surface, couldn’t be further from the world of real estate, not true on a deeper level that I will get into in a bit.

My wife, being the marketing, networking and just overall genius that she is suggested I start calling some of my past A+ clients to reconnect. Not all of them, just the people who were loyal to my business, referred others to me and those with whom I bridged the gap of a cold business transaction to create at least a basic friendship. At first I thought to myself- great idea, this could be a really great way to reconnect with people I enjoy and it can’t be bad for business either. Then the doubt set it. I literally went in my mind from “this will be great” to “these people are gonna wonder why the hell I am calling them” and so my list sat, collecting even more dust for longer than I could like to admit. Honestly, I am really embarrassed at just how much I had psyched myself out. I really began to think of all the reasons that this would not work. Eventually, I thought people would just figure I was looking to drum up business…. Not a good mindset at all.

So finally, after MUCH coaxing, (and a little teasing, thank you Jenn) I picked up the phone and made my first call… boom, they pick up, and long story short- Awesome call! There was friendly conversation, there was “what are you doing now”, and just to further acknowledge how bad my hesitation had hurt me, this particular client had just bought a home, less than 2 months ago, and they did not like their Realtor. OMG, I thought, that would have been my deal… if I had just gotten up the guts to make that call when I first looked at my list.

So about 15 calls later- I feel like an idiot for not doing this sooner. I have genuinely reconnected with some awesome people, and I have even gotten new business out of it. Where am I going with this clever anecdote? An A+ client really is always an A+ client. These people knew me in a completely different line of work yes, but the fundamentals from old to new business are the same. Everyone knows that car repair is right up there with door to door vacuum salesman as far as the initial level of trust goes. So to have solidly earned these peoples trust in such a tough business in the past, means that I still have it for the future.

Trust is by far the hardest thing to earn in business, more than money or success. Every day people get the “yes” from someone who doesn’t like or trust them. And while that is great for the sale, it is no not great for the business. Trust is key, and once you earn it, as long as you don’t do anything stupid, you can keep it, even with months or years in between.