After nearly 20 years in real estate, I’ve been blessed to help a lot of people buy and sell homes.
There have been a lot of contracts, inspections, appraisals, negotiations and closing tables along the way. But when I look back over the years, I honestly don’t remember most of the closing dates.
I remember the people.
I remember the families. I remember the conversations. I remember helping someone through a difficult situation or celebrating with them when they finally got the keys to a home they loved.
That’s why I’ve always believed real estate should be about relationships over transactions.
Closing Day Shouldn't Be Goodbye
There’s a lot of excitement around closing day.
Documents are signed, money changes hands, keys are handed over and everyone takes the closing-table picture.
But I've never looked at closing as the end of my job.
Actually, I hope it's just the beginning of a relationship.
If you call me six months after closing because you need the name of a plumber, I'll try to help.
If you call me three years later because you're curious what your home might be worth, I'll answer.
If you're thinking about remodeling and want my opinion on whether it makes sense for resale, call me.
And if you're not buying or selling anything and simply have a real estate question, you can still call me.
There doesn't have to be a commission check attached to every conversation.
The Greatest Compliment Is Trust
I've always said that repeat clients and referrals are some of the greatest compliments you can receive in this business.
Think about what a referral really means.
Someone is basically saying:
"I trust you enough to put your name in front of someone I care about."
I don't take that lightly.
When a past client calls and says, "Wayne, my son is getting ready to buy his first house," or "I've got a friend moving to Oklahoma City and I gave them your number," that means a lot to me.
That's bigger than another transaction.
That's trust.
And trust takes time to build.
Sometimes the Best Advice Is to Do Nothing
I also believe being a good Realtor means being willing to tell someone when they probably shouldn't make a move.
Sometimes my advice might be:
Don't sell yet.
Or:
I don't think this is the right house for you.
Or even:
If I were in your shoes, I'd wait.
That advice might mean I don't get a commission today.
That's okay.
Because if we're truly putting relationships ahead of transactions, then the goal can't simply be getting someone to the closing table.
The goal has to be helping them make the decision that's right for them.
Real Estate Is Still a People Business
Technology has changed our industry tremendously over the years, and it will continue to change it.
We have better websites, better marketing, more data and now artificial intelligence that can provide information almost instantly.
I use technology every day, and I think it's an incredible tool.
But at the end of the day, real estate is still about people.
It's sitting across the table from someone and listening.
It's answering your phone.
It's returning the call when you miss one.
It's keeping your word.
It's telling someone the truth even when it isn't necessarily what they wanted to hear.
And it's treating people the way you'd want someone to treat your own family.
That's the Business I Want to Build
I certainly want to sell homes. That's how I make my living.
But I don't want someone to remember me simply as the guy who sold their house.
I want them to remember that I answered the phone.
That I showed up.
That I listened.
That I was honest with them.
And that I was still there after the closing.
Because when it's all said and done, houses will be bought and sold, markets will go up and down, and technology will continue to change.
Relationships are what last.
And that's why, for me, the closing table has never been the finish line.
Wayne Kirby
Managing Partner | The Agency Oklahoma City & Tulsa
The Kirby Group | The Agency Oklahoma
Wayne Kirby | 405-550-5252
thekirbygroup.agency
Relationships Over Transactions. Luxury isn't defined by a price point — it's defined by the experience.
