Do you know the most misunderstood and incorrectly answered question ever asked of a real estate agent?
“Why should I (your prospects) do business with you rather than another agent?”
If the first thing that comes to your mind is the laundry list of designations and initials behind your name, your eons of experience and impressive sold volume, or a clever tagline—“Everything I touch, turns to Sold” you probably think you have this question in the bag.
You would be wrong.
Consumers don’t care about all this talk about YOU! Whether you are a fan of country music or not, you should understand that every one of your prospects subscribes to Toby Keith’s line of thinking when it comes to buying or selling a home—“Let’s talk about ME!” They are concerned with their fears, their time, and their money. Period.
Here are three things you should be doing as an agent to alleviate your prospect’s fears, develop a loyal client base that is eager to do business with you, and continually generate referrals.
Of course, as with any type of guarantee, there will necessarily be some restrictions that the seller must abide by, such as not overpricing the listing.
Simply knowing the option exists doesn’t increase the odds that the client will take advantage of it, but it will greatly increase the number of prospects you convert into clients.
Implement these tools into your business and you will be able to answer with confidence why you are the only agent your prospect would ever want to work with.
When you understand what the consumer fears and wants you have the power to offer the precise solution they need and distinguish yourself as not only an expert in your field, but also as an advocate for your client and others like them. This is what will set you apart in the hearts and minds of the public and will build a strong foundation for your continued growth and success through repeat business and referrals.
If you have used these or other types of performance guarantees in your business, please leave a comment below and let me know how they worked for you.
(These are just a few of the ways to set your self apart from the crowd that I cover in-depth in my coaching and training products. If you’d like more details about these and other performance guarantees check out www.FreeLiveCalls.com You’ll receive 20 live prospecting calls for free. In these calls you can hear how I communicate these programs, and others to live prospects)