Relationships. Every business owner wants to grow their business, (including us!) and in commercial real estate there is no better way than to build trusted relationships. What do we mean by trusted relationships? It means that over time (sometimes many, many years) we build trust by being a resource for our clients, not just by being there for the initial transaction but through adding value well after the deal is signed and even closed. Some of the ways we build trusted relationships include:
Understanding. Getting to know our clients’ businesses and understanding the key factors in their success (and what they lose sleep over) helps us in goal setting and timing. We want to know how they are looking to grow their business and how can we help them do that.
Excellence. We pride ourselves on going the extra mile for our clients and in the products (from strategic planning to financial comparison models for sites) we deliver. We pay attention to details that many may not and hold other brokers, consultants and landlords to the same expectations.
Voracious persistence. Voracious persistence is so important in achieving our clients’ and our own goals. When we have a deadline to meet, we will do everything in our power to meet it.
Communication. Communication cannot be undervalued – it is the key to just about everything we do. Without great, consistent and transparent communication, we won’t know where our clients stand, how they are feeling or what they need.
Resources and outreach. We genuinely like our clients! That’s why it’s so easy to check in with them on a regular basis—about their real estate needs and also about how their business is going in general. We look for ways we can help or if there are connections we can make to support their day-to-day business. One recent example: During this uncertain time, we’ve called on our past clients to see if we could help them understand their lease language and resulting approaches to discussing the ramifications of the pandemic with their landlords—what to expect from their landlords, tenants and property managers—when getting back to business in the built space.
By doing all of these things and more, we often get referrals.
Referrals. Referrals are the best compliments! These mean that someone has enough faith in us, knows our character and our work, very likely has had their own excellent experience with us, and has developed the trust to refer their friends or colleagues. Referrals don’t always come from people we have done business with – they also come from organizations we serve and community engagement we participate in. For this reason, we choose the organizations we get involved in very carefully. First, we must agree with the mission of the organization and have the passion to join and participate. Then, as we build relationships, the amount of time, effort and excellence we put into these organizations, directly reflects the number of referrals we get. It is important to note that just showing up to meetings is not enough. Being truly involved and being an active advocate for these organizations (whether business or personal) takes time and effort. We want to contribute to the organization and a wonderful side effect of that participation can mean we are also growing our business.
These rewards are not always immediate. Relationships and referrals can take years to build and get – this is a marathon not a sprint.
Repeat. Building relationships and referral networks work for everyone. Its basis in trust puts everyone in a position to win. When you trust, you are getting what you expect and then some from a commercial real estate partner. You both win; when you refer a trusted, experienced professional to a friend or colleague, it makes trust in all those relationships grow.
At KimbleCo, we are proud to say that 98% of our business is referral or repeat business. We feel this demonstrates that our core value of excellence shines through with our clients and partners in the delivery of our services. Additionally, and most importantly, our clients receive very personalized services to fit their needs.
If you have any commercial real estate needs, we would love to have a conversation. We are committed to excellence and therefore, if we can’t answer your questions, we will work to help you find the right resource!