Monday, March 10, 2014

Is it possible to have too many clients?

This may sound like a strange question in an industry where we spend so much of our time actively searching for new clients but the truth is that it is possible to have more business than you can handle. I know what you’re thinking, “Too many clients is better than not enough”, right? Well, actually I will have to respectfully disagree.

When we become so busy that we can’t give each and every client the attention that they expect, that they deserve, than we have too many clients. Of course this doesn’t mean that the answer is to refuse new business; that would be a very bad move. The answer is to get the help that you need in order to be able to meet all of your clients needs without working 22 hour days! While there are many things that only a realtor can do there are also many tasks that can be assigned to assistants and VA’s to dramatically reduce your workload.

“But I already have help and I still can’t keep up!” you say? Then I must say “Congratulations, you’ve made it! This is where you want to be!” Now the time has come to bring some new members to your team and keep the ball rolling. I don’t believe that any office can have too many agents; it’s more like too few clients. As far as I’m concerned the secret of success for any business is growth. If you’re not moving forward you’re sliding backwards and that is never a good thing.

Of course there is something called “growing pains” and no matter how well you plan there will be times that you just can’t handle the load (if you’re lucky). It’s during these times that we should refer new business to a colleague that we know and trust. It’s important that our clients recognize that we are willing to place their needs in front of our own. Taking on a new client that you cannot handle at the time is not doing them a favor. In reality you are doing them a disservice and I can assure you that sooner or later they will recognize that.

So how do you know when it’s time to get some help? I suggest that you set reasonable guidelines for responding to clients in a timely manner. Decide the maximum amount of time that should pass before you return phone calls, respond to emails or otherwise respond to your clients’ questions or concerns. If you exceed that amount of time than it’s time to get some additional help. You’ve worked too long and too hard to damage your reputation. Plan well, work hard and above all always put your clients’ needs first. In the end you will win, in fact, everyone will win!

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