WATCH WHOM YOU IDENTIFY AS YOUR CLIENT

Some Active Rain friends that you surely know, too, are good about sending referrals to me. And what makes it even more interesting is that they pick me, an independent, over someone within their franchise's referral network.

Of course I'm complimented. But I also know that their choice comes from their experience with others when contrasted to their experience with me.

• They know I will always understand and respect that the client is not my client, but theirs. I'm merely a straw party who's taking their place since they are far away.
• They know I am competent; that I've been in business for many years; and they know that my reputation as a Realtor is and always has been excellent.
• They know I will keep them informed as to the progress, and ask them for their counsel when it will help me represent their client.
• And finally, they know that the day the transaction closes, I will instruct the title company to send them their referral fee at the same time the title company disburses my check. None of this stuff of sending it to them when I get around to it,

What is often overlooked is simply understanding who's your client. The referral from you to me never becomes my client. He's your client from beginning to end. I'm filling in for you.

Here's another example: When I open escrow for my clients at a title company, oft times the escrow officer will begin calling the party their client. Nothing could be further from the truth. I'm the one that's the title company's client. Without me, it's reasonable to assume there might not have been a sale, much less that escrow would have been opened in that title company's office.

Last week, a well-known title office here in Dallas forgot who brought them to the dance. It was the second time they had done that. So I pulled my new files, and I won't be closing there anymore unless a client specifically requests it.

So what's my message? No matter where you and your services fit in a particular real estate transaction, it's important to know whose client you're serving, and to honor that relationship almost to a fault.

BILL CHERRY, REALTORS

DALLAS - HIGHLAND PARK

SINCE 1964

214 503-8563

On the Web