Win Clients Through Perseverance and Customer Service – And Get Full Service Commission

Posted by: Jessica Gopalakrishnan on March 29th, 2008

Mary Lou Skowronski is a real estate agent in Southern California with Coldwell Banker Platinum Properties.

She’s been a HomeGain AgentView agent for a few years now. She told me a great story about how she came about working with a new client – a client which was a lead that she received through AgentView, and was able to lock up 3 TRANSACTIONS out of one initial lead – through perseverance, patience and good customer service.

For the past years she’s been committed to investing in marketing and lead generating systems and felt that it would be a long time commitment in order to prove positive results.

When she signed up for AgentView in 2005, she felt like it would be the best shot in the arm that she could get, to reinforce her belief in Internet marketing and client prospecting.

With the efficient use of technology, she is able to market globally on the Internet, to successfully reach home buyers and promote home sellers properties. She feels that working online saves her clients time and money and it enables her to earn a full service commission.

Even in the more challenging situations when it looks like the odds are against you … which brings me to Mary Lou’s story:

“I first received an AgentView lead on March 23, 2007. The prospect was requesting a home evaluation for refinancing, so I prepared the CMA and e-mailed it from my database software system the same day.

Next, I set the prospect up on a short-term seller drip marketing campaign.

Six days later I emailed a second CMA, this time, from the HomeGain website; I also hand-delivered the CMA to show the prospect that I was eager to help and become her real estate agent.

The young woman who occupied the home and her family were contemplating selling the home; I sensed hostility when I mentioned that I was a realtor. Overwhelmed because the property was subject to Probate, it became obvious to me that they were unsure about what to do.

I referred them to our lender and financial advisor to see if they could be of assistance and to explain the probate process to them.

I decided to give them some time; before I knew it three weeks had passed and they unsubscribed to the HomeGain site to stop getting agent responses but not my business website.

I stopped by the house unannounced and dropped off a property profile.

I decided to approach the woman who lived in the house to provide her with information on low-income properties and rental properties. My plan was to try to defuse the fear of change and perhaps show her that she may end up liking her next home better than the present one. She seemed pleased to receive the printed material and agreed to give me her email address to receive automatic property alerts.

A week later I called the sister, who made the initial contact, to see how probate was coming along and to find out if they were going to sell. I discovered, then, that two family friends were realtors and the family was setting up interviews with both of them. (Not what I wanted to hear!)

I requested they extend me the courtesy of allowing me to speak to them following both interviews with the other realtors.

I met with the family the day after and was told, more than likely, they would go with one of the realtors they were familiar with.

The first few questions I asked were which agent did they choose, why, and did the commission rate influence their decision. The brother started by saying he would never pay a listing agent more than 4 . I responded, “That’s unfortunate since I would only accept 6 based on the type of service I provide my clients.” I explained how the commission was split several times and revealed that it was not I who received the entire 6% commission.

I asked the family to have an open mind during my presentation. I thanked the family for inviting me and requested they phone me with their decision. By the time I arrived home I received a voicemail asking me if I could come back to sign the contract at 6%.

The listing agreement was signed two days later for 5.5%, my compromise to the family’s request, since they prepared the house for listing and handled the probate issues. The home was listed for $1.2 million, which was the lower end of Fair Market Value. In the MLS I stated that the house was being sold “As Is”, all offers would be collected during Friday, Saturday and Sundays Open Houses, and subject to probate approval.

A total of three offers were collected, all above the asking price.

A home buyer came in at the last hour on the last day with an offer; I was able to represent the buyer and retain my full commission.

The family was very pleased for me and I’m now the buyer’s agent for the sister who resided in the home sold.

The property sold on June 6, 2007 for $1,225,000 with a 24 day Escrow.


Efficient use of systems such as the ones offered by HomeGain makes it possible for hundreds of prospective clients to know me before I know them.”

Mary Lou Skowronski, a REALTOR® in Southern California, has been practicing real estate for five years. She spent twenty years as a Relationship Marketing Specialist staging photo shoots for the automotive industry, and the transition into real estate was easy for her. Although Mary Lou’s primary focus is with home sellers, she works as a buyer agent when the need arises.

The Orange County Beach Communities of Newport Beach, Corona del Mar, Newport Coast and Laguna Beach are her target market areas. She’s been privileged to work in an area that’s been able to sustain a strong market of appreciation thanks, in part, to the Pacific Coast.



2 Comments on “Win Clients Through Perseverance and Customer Service – And Get Full Service Commission”

P. Martin Builders

Persistance Pays Off.

Mary Lou Skowronski

In today’s market we must go back to relying on the basics: Pay Attention to Client details, Stay connected with regular communication, Know your clients needs and meet their expectations.
HomeGain and Internet Marketing started me off with the database needed to make a connection.

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