Relationship building key to success for Drew Lewis

by Christine Ballew-Gonzales

SBJ Contributing Writer

Drew Lewis of Carol Jones, Realtors, knows what it takes to create success in real estate sales. Lewis, after six years of selling real estate, was among the Springfield Board of Realtors' top 10 for 1998.

Lewis had spent two years in sales before deciding to make the switch to real estate six years ago. His previous sales position helped him acquire a knowledge of people that would later serve him well in his real estate career.

"It taught me a little about sales, but it taught me a lot about human emotions and how people react," he said.

Lewis said that as the sales opportunity reached a dead-end for financial growth, he looked for something that would not limit his income potential.

"The opportunity that real estate had to offer is what made me leave," he said. "It really is unlimited. There are Realtors who make millions of dollars a year. Obviously, the harder you work, the more financially rewarding it is."

Building sales momentum can be tough, but rewards mount as time goes on, according to Lewis. "When you first get started, it's a hard business to get going, but as it goes on it gets easier to maintain," he said.

Initially, Lewis intended to go into commercial real estate, but found residential real estate more appealing. "I enjoy helping people get what they want," he said. "There's a lot more to residential than just black-and-white numbers."

Helping those looking for a new residence get what they want involves asking questions and plenty of them, Lewis said. "I ask a lot of questions," he said. "Everything from finding out their price range to finding out if they are outdoorsy, contemporary, etc."

This process of building relationships with customers is one of the big pluses of working in residential real estate, Lewis said. "It's very rewarding and very enjoyable," he said. "Most of the people I meet I consider to be friends."

Landing in the Springfield Board of Realtors' top 10 for 1998 was an important achievement for Lewis, considering the length of time he has worked in real estate.

"The most rewarding compliment of that was that all the people above me have all been in the business a lot longer than me," he said.

How did Lewis build his real estate sales volume in just a few years? "I was born and raised here, so I know a lot of people," he said. "But I really think it's the way I try to treat my clients that has helped me. I try to treat every customer as if they were my best customer."

The basics of good customer service are the mainstay of Lewis' real estate career habits as simple as returning phone calls in a timely manner and giving the customer in front of him his full attention have made all the difference.

Lewis said his business is not limited to any particular type of residential property, price range, or part of town, keeping his options and those of his growing customer base wide open.

"I really don't limit myself and I don't see any reason to specialize," he said.

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