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Lead Generates $8 Million in Sales

By Deborah Ball, RE/MAX Times Online Associate Editor 

When Marliss Gruver received a LeadStreet lead on her phone one day, she had no idea it would result in more than $8 million in sales and the renewal of a high school friendship with another RE/MAX agent. Call it purely luck, serendipity or the power of persistence and collaboration, if you will. But it led to the successful closing of three separate transactions.

Gruver, a Broker Associate with RE/MAX Four Seasons in Olympia, Wash., says she was skeptical when she originally received the lead in 2008, because the client said he wanted to buy a million-dollar summer home in Olympia.

After doing some research and finding out that the client was a top-level executive at a reputable company, Gruver realized she needed to step up her game and get to work. Right from the start, Gruver impressed her clients by putting together an extensive package on local waterfront luxury properties and keeping in constant communication. She searched tirelessly for the right home, and she kept in touch through e-mail, phone calls and Facebook.

For over a year, Gruver worked with the buyers. And they finally found the perfect home, which they bought for more than $800,000 in May.

Not long after closing on that property, her clients told her they wanted to buy another home in Colorado. Knowing that Gruver was from Colorado, they asked her if she'd be willing to reactivate her Colorado real estate license. That's when things got even better.

"Around the time they wanted to look for a Colorado home, I had reconnected with a high school friend on Facebook to plan our 30-year reunion," says Gruver, who was born and raised in Pueblo, Colo. The friend - Beverly Testa - had also gone into real estate and recently joined RE/MAX Professionals in Highlands Ranch, Colo., after her former company merged with the RE/MAX office.

"I figured that since I got the lead from a RE/MAX service, it made sense to work the lead with another RE/MAX agent. I told Bev that my clients had only one free weekend to fly in and look at homes in Denver, and she agreed to help out. Our approach was to make this work for the clients."

That's exactly what happened. Gruver, Testa and the clients viewed 13 properties in two days. The clients bought one of those homes for more than $6 million - a luxury property in exclusive Cherry Hills Village, which sits on an estate once owned by golf pro Craig Stadler. News of the big sale was reported in various Denver newspapers and on real estate blogs.

In another unexpected twist, the couple already owned a home in Lone Tree, Colo., which they wanted to put on the market. Gruver referred Testa, who used The RE/MAX Collection to market the home; it sold for nearly $1 million in October.

"When I showed them that we have a separate program to market high-end listings, they were impressed," Testa says. "I was completely comfortable being Marliss' safety net for these transactions. There was never ego, confrontation or anything like that; we both did our best to make the clients happy."

The long-lost friends' hard work and commitment paid off. And it all came from one LeadStreet lead.

"RE/MAX offers so many tools and exposure that definitely helped us get these transactions," Gruver says. "There are times when you'll get leads that go nowhere and people will blow smoke. But you have to treat everyone as if they're buying or selling a $6 million listing. If you treat people right, it will come back to you."

© 2010 RE/MAX International, Inc. RE/MAX Affiliates may share this article, provided they do not charge for it and this notice is included. All other rights reserved.

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