The Nordstrom department store is legendary for exemplary customer service: from the earliest beginnings of Nordstrom, a sign hung from the ceiling that read, “If We Sell You Well, Tell Others. If Not, Tell Us.” Well known for putting customer over company, Nordstrom salespeople are empowered from above to always make it right for the customer. With lessons that can be useful for solo agents, team leaders, and brokers alike, Nordstrom’s business philosophies easily translate into the real estate industry. By taking a page out of the Nordstrom book, from practical translation of the Nordstrom way into customer relationships to incorporating the Nordstrom beliefs into our personal values systems, we can revolutionize our businesses and our industry.
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Service with Style - Top-Drawer Customer Service
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4. “The only thing we have going for us is the way
we take care of our customers.”
~ John Nordstrom,
on what sets Nordstrom
apart from the competition
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7. Nordstrom Employees:
In Their Words
“I’m a customer-oriented service person. You’re looking
for something, and I’m determined I’m going to find it.”
8. Nordstrom Employees:
In Their Words
“If it’s not nailed down, I’ll find it for a customer. I don’t
make commission on [everything], but it’s part of the
service I provide.”
9. Nordstrom Employees:
In Their Words
“Never judge a book by its cover. If you treat the kid
who is buying a $19.95 belt the same as a
businessman buying a $1,995 Oxford suit, you will be
successful. That kid might become a customer for life.”
16. Leigh Brown, CRS
“I took an IOU on a commission on
a house last year to keep the deal
together and to keep my client from
having to sell short. Strikingly enough,
she paid me 11 months later. The other
agent was flabbergasted.”
17. Dawn Thomas, CRS
“Last month, one of our buyers
brought in their own lender.
Needless to say, a pretty straight-
forward transaction on a jumbo loan
went sideways and several delays, to the point the
husband had to cancel his trip to Europe even though his
wife was going to spend Christmas with family. I hate the
idea of anyone being alone during the holidays, so I invited
him to our house for a crab feast on Christmas Eve and
movies the next day.”
18. Nobu Hata
“I drove five hours for four signatures
on a $125K relo deal for the nicest
couple in the world. Incidentally,
that same couple sent me a $15million
commercial buyer.”
Note: Nobu had to give away that $15million commercial
buyer – referral fee-free – because he had already taken his
new position at NAR.
27. The “We” Experience
“The more information I have…the better I can serve
the customer…This isn’t just my deal. It’s not an “I”
experience; it’s a “we” experience.
~ Patrick McCarthy – top Nordstrom
sales associate, 15 consecutive years
33. Incorporate Client-centric Goals
• Happily Closed Clients
• Incoming Testimonials
• Referrals from Past Clients
*Doesn’t have to be warm & fuzzy, but focusing on these
things can help you stay focused more on your clients and
less on yourself.
36. You vs. Them
• What’s your value proposition? Do you even
know?
• How do you communicate your value?
• What’s your “money-back guarantee”?
– Easy-exit listing agreement
– Easy-exit buyer brokerage agreement
– How else do you offer a guarantee?
41. Service vs. Hospitality
“Service is the technical delivery of a product. Hospitality
is how the delivery of that product makes its recipient feel.
Service is a monologue – we decide how we want to do
things and set our own standards for service. Hospitality,
on the other hand, is a dialogue. [It] requires thoughtful
listening to the other person, and follow-up with a
thoughtful, gracious, appropriate response. It takes both
great service and great hospitality to rise to the top.”
~ Danny Meyer, restaurantuer
43. Turning Over the Rocks
• Think like a fly fisherman
• Look for the story behind the story
• Collect the dots
• Give your clients a feeling of “shared
ownership”
45. “We take most of the money that we could have
spent on paid advertising and instead put it back
into the customer experience. Then we let the
customers be our marketing.”
~ Tony Hsieh,
CEO, Zappos.com
51. I’ve learned that
people will forget
what you
said,
people will forget
what you
did,
but people will never forget how
you made them
~ Maya Angelou
feel.