Consumers have choices, so how do you stand out as the logical choice in your market? As always, differentiation often wins the day. My friend and longtime real estate expert Steve Harney would always say, “10% different is 100% better!” Since Steve helped build a hugely successful real estate company and then founded the highly regarded “Keeping Current Matters” platform for real estate professionals, I think he was on to something!
So how do we create that 10% difference? How do we win more opportunities for ourselves, our clients, and our referral partners? I think in today’s market we can do this by helping set the stage for our clients and referral partners, as well as improving the quality of the experience for everyone by doing a great job upfront.
When a prospect calls, do we remember to ask them how they came to call us and to take a few minutes to explain to us exactly what they are trying to accomplish? Allowing the client to speak first and share their desires will help you respond to the issues that are important to them! Once they feel like you understand them, they are much more likely to accept your strategy for them to succeed! When you explain the benefits behind your strategy, the client and the agent representing them are armed to make the strongest possible offer and close in the shortest period of time.
By working with your clients and their selected real estate professional be prepared as best they can, the buyer and that agent can set the stage for the seller and that listing agent why your offer is a strong one, and one that will close quickly! In today’s market, it isn’t always about the most money, but speed and confidence in the deal closing and closing quickly can often win deals, even against higher offers that are lesser known or less reliable because you have set the stage by explaining the detail behind your preapproval process and your ability to close fast!
In this market it isn’t all about rates or money. Many deals are won because of confidence and speed! As I always say, “The rate isn’t great if the closing is late!” So look at your systems and your process. Take your time and help your people to an exceptional experience by setting the stage with a powerful success strategy!
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