As Old Fogie real estate agents know, one of the best sources of business IN this business is what I call "SPC's" or Satisfied Past Clients. If you did a heck of a job for the buyers and sellers you've served in the past (and you stay in touch with them), they can be a significant source of future business and referrals for you. In fact, if you have enough of them, you can be set for life. It's a beautiful thing.

But what about our beloved rookie agents who don't have many, if any SPC's in their database? What can they do?

Glad you asked! Rookies, as you're searching for those soon-to-to-be SPC's, strive to come across as an RCHB - that is - a Reasonably Competent Human Being to everyone you know and everyone you meet. An RCHB is someone who is reliable, intelligent, organized, ethical and knowledgeable and can be trusted to show up and work hard. Whether they sell real estate or take your order at the Village Inn - you can just TELL if someone is an RCHB, can't you?

If you're new, but are perceived as an RCHB in your social circles, it will go a long way toward generating business and referrals from the people you know. Perhaps even more than being friendly, although being friendly will help a lot, too.

So, how can you demonstrate to the world that you're an RCHB?

• Be on time

• Return phone calls promptly

• Strive for 100% error-free written material

• Watch your language

• Be emotionally mature

• Do what you say you're going to do

Be on Time is self-explanatory. Don't be late. Not for business appointments, social engagements or your massage. Every single person you come in contact with has the potential to be your biggest fan.

Don't blow it by disrespecting their precious time or looking too unorganized or flustered to show up when promised.

Return phone calls promptly. Ditto. Return all calls as soon as you can, not just business ones. There's only a small window of opportunity to return a call promptly (like, an hour). Apologies after the fact don't even come close to the great impression you'll make by being uber-responsive.

Strive for 100% error-free written material. Obviously, this applies to any promotional material you create (personal brochures, newsletters, website, etc.) but also to any personal communication between you and your sphere of influence. Your announcement or reconnection letter, and even your emails should be pretty darn clean. Not everyone is a terrific speller or grammar-phile, but please make the effort.

I'd hate to see you run off even one referral because you can't find the spell-check button or figure out how to capitalize the first word in a sentence.

Watch your language. I hope the following doesn't offend you. If you want to demonstrate your professionalism to the people you know, you need to cut down on the four-letter words. It's a habit many of us have, but unfortunately is a habit that can cost you business. I have a friend who is an insurance agent, but her language is so rough I wouldn't dream of referring anyone to her. I'm sure she wonders why.

Does she behave that way with her clients? I don't know, but I'm not willing to take the chance with my precious referral business.

Be emotionally mature? Huh? This is another potentially touchy subject. And, females, it's mostly directed at us. Some of our friends have seen us at our most pathetic, haven't they? And we've seen them at theirs. But, as someone who is hoping to project a professional persona to her friends, you might have to tone that down, or at least be very particular to whom you ... um ... "talk" to. It may be difficult for your sob-sister to see you as a competent professional. I've had a few girlfriends in my life whose personal lives were such a mess I truly couldn't imagine they could perform professionally in a work environment. I'm sure they did, but, as much as I loved them, I simply wasn't confident in their professional abilities.

Do what say you're going to do. Strive to never let anyone down. Don't cancel at the last minute or simply not show up. Learn to love a to-do list if you don't already. If you tell someone you'll call, call. If you RSVP to a party, go. If you promise to put a check in the mail, do it NOW! If you owe someone money, pay it promptly. If you borrow a book, return it in a reasonable amount of time.

Notice that none of these items are specifically about being a good real estate agent. That's because if a friend or acquaintance has never used you as a real estate agent, there's no way to prove to them that you're a good one until they do. And, of course, it's not effective to simply tell someone how great you are -- you have to show them, which you can't do until they hire you. But if you come across as a generally reliable, responsive, intelligent, competent person, most people will assume that you're a good real estate agent, too.

And then ... you're on your way to having some SPC's!!!

Published: January 19, 2009

Use of this article without permission is a violation of federal copyright laws.

Jennifer Allan is a former top producing real estate broker, a published author, a speaker and a trainer. She has written five books a bout the business of selling real estate, including her flagship book: Sell with Soul: Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect. Her new book entitled "If You’re Not Having Fun Selling Real Estate, You're Not Doing it Right!" will be released in early 2010. Jennifer believes that the secret of success for real estate agents is not in aggressive marketing techniques or hard-core sales pitches, but rather in being competent in one's craft. Competence begets Confidence. And in today's world of increasingly suspicious and ad-weary consumers, having an air of self-assurance and enthusiasm will be far more effective than a slick sales campaign. Jennifer writes and speaks with this philosophy in mind. She preaches that salespeople should follow the Golden Rule in their day-to-day practice of business - treating clients and prospects respectfully, as the salesperson him or herself would like to be treated. Being competent, reliable and fair, and motivated by a true desire to earn a paycheck, not just show up at closing with hand outstretched. She is a regular contributor to several real estate newsletters and magazines, a member of the RE/MAX Hall of Fame and one of the industry's most popular bloggers. You can learn more about Jennifer's "soulful" philosophies at www.SellWithSoul.com. Subscribe to Jennifer Allan's Newsletter for SOI'ers Tips & Strategies for Generating Business from Your Sphere of Influence Your Email Address: Your Name: