Two Ways To Wow Them
Here are two ways to stand out from the competition that will result
in nailing the business at once or in differentiating yourself so
well that they choose you over the competition or going it on their
own.
1. Send a Great
Pre-List Package
I am amazed at how few agents do this. Your pre-list package should
be on the shelf, ready to go when you get the call, so it can be
personalized quickly and delivered to the prospect. That, in and
of itself, will create a positioning for you that will give you
the edge. The object is to let them know about you, your marketing
and the process before you get there. Then, when you arrive, it
can all focus on THEM!
* Background
on You and Your Company
* Examples of Your Marketing: Include your print materials, a print
out of your website, and a CD with a VisualTour,
* A Letter of Questions To Ask Your Realtor
* A list of things they should have ready at the listing appointment,
including a couple of keys
* Testimonials
* A tape or CD on pricing or staging their home
A good pre-list
is also a great way to save your time. Your listing appointments
will be much shorter if you "pre-sell" them with your
value. If you see those 2 keys sitting on the table...you know they
are ready to go!
2. Use Statistics
To Prove your Value
Do you know your average list price to sales price ratio? Or if
your average days on market is shorter than the MLS average? The
personality style of most agents is not one that digs up lots of
detail, yet over 20% of our potential clients are very interested
in bottom-line details. Differentiate yourself by compiling the
important figures with nice charts to show how you will make them
more money.
Here's an example:
If your average sales price is 2% higher than the average MLS price
and the average price of a home is $150,000, you are going to be
able to show they will most likely get $3000 more for their home.
That should start a nice discussion with them!
These same techniques
that differentiate you from the competition as the agent of choice
will be ones that also help you justify a full commission, if that
is an issue with the seller. Their goal, almost always, will be
getting the highest net in their pocket. Demonstrate you are the
best choice to help them do that, and that listing will be yours!!!!
Joeann Fossland,
e-PRO, GRI, PMN, Master Certified Coach, is a national speaker who
coaches motivated agents to create wildly successful businesses
while living a life they love! She is the Chief Evolution Officer
(CEO) of Advantage Solutions Group and creator of The Real Estate
Game(tm) and the FSBOGame. She'll come and spend a day with you
if you'd like to schedule a Personal Business Makeover. To sign
up for her newsletter or for more information, visit her website
at www.joeann.com or contact her directly Joeann@joeann.com.
As always Joeann
sends us some really terrific ideas on how to make ourselves stand
out from the crowd during the all important listing presentation.
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