Meet the winner and finalists whose incredible referral stories have left an unforgettable mark on their clients, on their careers—and most importantly—on themselves.
By Donna Shryer
Referrals play a major role in every CRSs career, although some recommendations stand apart. Sometimes a referral comes with a unique story that takes a truly dedicated professional—one who thinks differently and brings an unconventional perspective—to find that elusive solution. The Council wanted to celebrate CRS Desginees who go beyond expectations for even the most complex referral and never lose sight of the prize—turning what some may consider an impossible dream into a reality.
So, we asked CRS Designees to share their best and most memorable referral stories—via a Facebook post or by email—of a time when they went above and beyond for their clients. The Council received so many amazing stories—many of which were triumphant tales wrapped in dedication, hard work, compassion and generosity for the client.
Selecting one single story to feature on our cover was no easy task, but after a thorough review and much consideration, we proudly bring you this year’s CRS #referralrockstar!
John Young, CRS
Metro DC For Sale, Silver Spring, MD | CRS Designee Since 2016 | john@metrodcforsale.com
John received a cold call from an agent in Pennsylvania who wanted to refer a couple looking for a home in the Montgomery County/Washington, D.C., area—one of the primary markets John serves. The referring agent reached out after reading through John’s 165 5-star reviews on Zillow.com. One recurring theme he noticed was that most people left specific and glowing details that showed how John went above and beyond for his clients. It sounded like John had what was necessary to manage the couple’s homebuying journey—one that he soon discovered would leave a lasting and memorable impression …
When the referring agent called, he asked if I was up for helping a “challenging” couple. My first thought was that the clients might be super picky, indecisive or hard to deal with. Never wanting to turn down a fellow agent, I agreed to meet his clients and see how I could help.
The following week we met in person and I immediately understood what “challenging” meant. Both have special needs—one person is severely physically disabled and in a wheelchair, and one has an intellectual disability.
It happens that my 9-year-old daughter is on the autism spectrum and non-verbal, so I have a heightened awareness and understanding of people with special needs. My own personal situation made me feel confident that I could positively impact this couple’s search for a home and do something worthwhile for them.
During our first meeting we talked about their needs, which were numerous, and the difficulties they were facing in their search to find a home together. Near the end of our conversation, one of the clients said she had to ask me a serious question. She took my hand and asked, “Are people like us a waste of your time?”
The impact of her question hit me hard. This was a couple used to people not caring enough to help them—even with the everyday challenges of life. I promised them that I would do everything in my power to find them a home and would not give up on them.
I remained cool and focused while in their presence, but after we parted, I went back to my car and cried. In that moment, I realized how important my job was to these clients, but more importantly, that no one should feel they are unwanted or a waste of time.
Over the next few weeks, we reviewed and refined their target area, balanced and weighed features, and considered a lot of potential options. The difficult part was trying to find them exactly what they wanted while feeling like I put in the best effort I could to make this happen.
After exhausting every possibility and not having many places left to consider, an opportunity appeared in the most unlikely of places—right in front of me.
It so happens that my business partner, Jeff Lim-Sharpe, had purchased a unit in a condo building that was largely accessible for people with disabilities. The building was just two blocks from where the clients were currently living and there was one unit available that would be a big step-up in size and amenities for them—it even had a spare bedroom that could accommodate their live-in help.
I took them on a tour and they were excited. For the first time, home ownership was within reach—though there were still obstacles ahead regarding building accessibility and the lending process. I helped the couple negotiate with the building management to have several accessibility features added. For instance, the building’s swimming pool was retrofitted with a special lift and several building doorways were made more accessible for her wheelchair. In addition, one of my preferred lenders sacrificed part of his commission to get them a better rate.
Within 60 days of meeting the couple, we closed on the condo. It was a great feeling when I handed over the keys to their new home, but what felt even better was that I had helped two people who, at one point, felt helpless. This referral marked an important milestone in my career and one that I will never forget.
CRS Rockstar Runners-Up
There are no losers in this bunch—just CRSs who consistently exceed their clients’ expectations and bring distinction to our profession in the process.
Et Voilà!
I received a referral from a California-based agent whose family was living in France but would soon move to College Station, Texas. Since that’s my market, the agent asked if I would take the referral. There was one catch: The family wanted to buy a home sight-unseen and have it move-in ready when their plane landed in the U.S.
We started with emails, phone calls and virtual tours on the internet. Eventually, the buyers narrowed it down to one home that they were pretty sure they wanted. To help them feel very sure, we connected via FaceTime as I walked through the house.
The buyers decided to purchase the home, so we wrote the contract through DocuSign and they signed everything while still in France. Next, they had the paperwork notarized at the U.S. Consulate, emailed me photographs of the paperwork and then express mailed the originals. All went well, and we closed—but my job wasn’t done.
The family had furniture in storage in the United States and they asked me to meet the movers, and direct delivery and set up before they arrived. The wife gave me an inventory list and a general idea of what she wanted in each room. About a month later, they arrived with their two sweet babies to a move-in ready home.
When they moved again two years later, they called me to list the house—and most of the furniture was still where I’d set it!
Jennifer Fredericks, CRS
Better Homes and Gardens Real Estate Preferred Living, College Station, Texas
CRS Designee Since 2005
jennifer@jenniferfredericks.com
The Boomerang Effect
It was in 1995 I believe. I had my clients’ home listed in Edison, New Jersey. Since it wasn’t selling, we met to discuss strategy and price adjustment.
The next morning I got a call. The husband, in his early 30s, was found dead in his car. The whole world turned for the family. We withdrew the home while things settled.
Three months later, the wife came to my office with her uncle. They were ready to put the home on the market again. We discussed pricing and then I told them I would list the home on one condition: I would not charge any commission for my side of the listing fee. They resisted that offer, but I insisted that there would be no fee and I won. After all, how could I charge given the circumstances? She needed the money more than I did. We sold the home, and I charged nothing as promised.
A year later, I got a call from the uncle who had come to my office. He wanted to sell his large home and downsize. He didn’t discuss commission or the price. He said, “I trust you, do as you feel is right.” The home sold, and we found a new home for the uncle’s family.
Many referrals followed over the years, including commercial ones. One good deed of waiving a $3,000 commission turned into a lifetime financial reward, plus a relationship of trust and respect.
The moral of the story: Act kindly. Be gentle. Always put people first. Never compromise on integrity and honesty.
Sanjeev Aneja, CRS
OnTrack Realty, Edison, New Jersey
CRS Designee Since 1993
sanjeev@ontrackrealty.com
A Doggone Great Referral
Many years ago, I was referred to a young doctor who was moving halfway across the country to join the University of Arizona Medical Center as a professor. He needed help finding a new home, but there were several conditions: He couldn’t buy a new home until he sold his current home, he would be arriving in two weeks and he had six collies.
When my client first reached Tucson, he checked into a hotel and kept his pups safely in my large backyard. Then we found a guesthouse on a ranch and the owners agreed to rent the space to my client—and his dogs. Eventually, we found the perfect property, owned by a sweet, retired pediatrician who had already moved closer to town for health reasons.
We immediately connected with the seller, who liked the idea of helping someone. So I wrote an offer to purchase—with several stipulations. My client would put down $1,000, which was all the cash he had, and the title would stay in the seller’s name until my client could obtain a mortgage. Fortunately, my client sold his home in time and everyone was happy.
In appreciation, my client passed my name to everyone he worked with at the College of Medicine—calling me a hero. That led to a stream of referrals and needless to say, I won a huge award that year as the No. 1 selling agent through MLS. And for the record, I’m still getting calls because of that referral so long ago.
Sara Block, CRS
Long Realty, Tucson, Arizona
CRS Designee Since 1989
sarablock8@gmail.com
A Shoulder to Lean On
A referring CRS led me to a seller who was going through a very dark time. The seller’s husband had recently passed away, leaving his wife with large medical bills. Needing to put this chapter behind her, the wife and her 26-year-old son decided to sell their Florida home and move closer to family in Wisconsin.
I was to be their listing agent.
Soon enough, it became clear that I was not just there to list and sell a home—but to also offer a supportive shoulder for this precious family. And life threw us some rocky roads until the very day the moving truck pulled away.
To begin with, the seller fell and ended up in the hospital just two weeks before moving. Then, amid having to pack up the house on his own, the son lost his job—because apparently, he was taking too much time off from work to care for his mom! Suddenly my role was to keep the son engaged and focused on being the leader for his family in crisis.
He did an awesome job. Everyone made it to the closing, all was good, and mother and son found a new beginning in Wisconsin.
Timothy Kinzler, CRS
Keller Williams Realty, Boca Raton, Florida
CRS Designee Since 1989
timothykinzler@gmail.com
Full Speed Ahead
A neighbor referred me to her friend who called five days before I was heading off for a long-planned vacation. I couldn’t postpone my trip, and the seller said she had nowhere else to turn. During her previous listing period, she’d discovered disturbing facts that made timing imperative.
The seller’s ex-husband had arranged an undisclosed loan modification before the court divorce settlement, which added $30,000 to the home’s mortgage balance. He’d also recorded three separate hard money trust deeds on the house.
The seller needed to pay everything off—plus her divorce attorney’s fees. On top of all that, the ex-husband had left his family in dire financial straits. The seller’s church was covering her monthly electricity bill! If we didn’t find a buyer fast, the seller would face foreclosure.
Moving into high gear, I first slashed my commission. Then I scheduled and paid for a termite inspection, a stager and photographer, and hired my gardener to trim trees.
Suddenly it was time for my vacation. I left for the airport at 10 a.m. and uploaded the listing photos into the MLS during a layover. While I was out of town, two trusted colleagues would handle open houses.
Halfway through my trip, we had two offers on the table. After much negotiating and vetting, we accepted an offer and closed within 30 days of the listing. All this was done while I was on vacation, and by the time I returned home, I needed a vacation from my vacation!
Susan Stone, CRS
White House Properties, Westlake Village, California
CRS Designee Since 2012
ss@susanstone.com
