1: unswerving in allegiance: as a: faithful in allegiance to one’s lawful sovereign or government b: faithful to a private person to whom fidelity is due c: faithful to a cause, ideal, custom, institution, or producttaken from Merriam-Webster Online
Friends and family.
Everyone tries their best to be loyal to their friends and family. The “unswerving allegiance” to those we love and care about goes without saying. When a friend needs help, when a loved is sick; we are there for them. We will do what it takes to make the situation better for them. To take care of them. To fix their problems and help them move on.
What about your business?
Today I had a long talk with my local title company’s business development rep. We were discussing the different actions that are a violation of the law when dealing with lenders and title companies. We were talking about the old days that I’ve heard tales of; where lenders and title companies wined and dined their agents and agents were loyal…to a fault. Agents stopped caring about quality service and instead were caring about where their next free meal, martini, or vacation was coming from. I’ve seen it in the rock ‘n roll industry (it still exists, despite the anti-“pay for play” rules), so I’m familiar with the idea of it. Now, we are much more regulated in how we interact with these other businesses, but I think there are still ways for these businesses to help agents and gain their trust, their business, and their loyalty. When I say loyalty, I guess I am redefining it slightly, as “unswerving in allegiance” is not my mode of operation with these companies, but I do know who I can trust, who will treat my clients well, and leave my clients with a positive experience that leaves them with positive thoughts about me. The people I work with and call upon for advice and opinions are my tools that I can use to make my services better and my client’s experience enjoyable. By using these “tools,” I gain something as well – not gifts or wine or martinis or vacations to tropical islands, but people I can expect to answer my calls, to help with advice on a subject I don’t know enough about, to tell me about new opportunities, technology, and things that I can better my business with.
My local business development rep is just that for me. She is my trusted adviser and friend. We don’t do lunch or go to parties together, but I always talk to her, update her on my business and ask her questions. In return, she “pays” me in kind – showing me things she’s learned over the years from top agents, introducing me to new technology, and always taking my call. Her loyalty? She met me early on in my career and we started talking immediately. I had no business and no need for a title company. By talking to me and helping me understand the world of “title” through my constant questions, she became someone I trust and rely on for help when I have a question I can’t answer. I know when I do bring business her way, she will be on top of it and make sure that the closer takes great care of my clients. She never treated me differently whether I had business for her or not. That’s the definition of loyalty to me.
So the lesson I learned?
That loyalty she has to me, to treat me fairly and the same at all times, is what I show my clients and potential clients. I want all the people I come in contact with to get to where they want to be, whether they are five days away from making their purchase or 2 years away. By treating them all to the same loyalty as people treat me with, I enable them to build a relationship with me. And as we all know, a relationship is what we’re all after. Once you have the relationship, the business follows all by itself. Its a natural progression. Call it “organic growth” if you will. That’s what I’m after. If I can earn the loyalty of my clients and they can expect the same loyalty from me, then what more can I possibly ask for?