Raysbrook is so serious about providing great service that he fines himself $5 if he doesn’t answer his cell phone within three rings. So far this year, he’s racked up $4,000 in fines. “The goal is to make all clients feel like they’re my only client,” says Raysbrook, who puts the money into his marketing budget. Such discipline helped Raysbrook close 46 transactions in 2004 with a total sales volume of $22.8 million.
Saving the day: Raysbrook’s client tracking system is so detailed that he’s reminded more than one husband of an upcoming anniversary. “They’ve not only thanked me but also passed my name along to their friends,” he says.
Making friends: For Raysbrook, a relocation specialist, every meeting with a new client is the beginning of a friendship. That helps explain his 98 percent conversion rate for qualified relocation prospects. “He doesn’t put his mouth where his ears are,” says Michael Waggoner, managing broker for Coldwell Banker Bain. “He listens.”