AGENT BENEFITS (Phone conversion)

 

So what is the benefit for a potential buyer to take the time and schedule an appointment with you?

 

“Would you see value in viewing pictures of the inside of all the homes that fit your search criteria, rather than to run around and call agents and schedule individual appointments to see the inside of each home?”

 

“Would you see value in reviewing a current snapshot of the market so that you are able to understand the current value of homes that you are researching?”

 

What are some of the other value propositions⁄benefits that you can offer a potential buyer?

 

We call it the “FAB” approach; Features, Advantages and Benefits. Yes, it takes time. But YOU must take a few minutes and place all of your features in the far left hand column of a 3 column page. At the top left it starts with Features, then the Benefits and lastly the Advantages. Write out all the whys and what if’s that you can. You’ll be amazed at your results.

 

Features and benefits are important to communicate during the incoming call, but how do you handle the overall communication process?

 

 

CALL CONVERSION
03/17/2013
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When you take an incoming buyer call, what are you selling? Most agents say that they are selling “themselves”. Sorry to burst your bubble, but buyers aren’t looking to buy “you”; they want to buy a home… more
Buyers can be very time consuming!
03/08/2013
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LEAD GENERATION Buyers can be very time consuming, if you don’t have a specific SYSTEM in place. Your next series of tips will take you through a system that will funnel well qualified buyers your way, increase your conversion… more
Wouldn’t you like to know how buyers find a real estate agent?
03/08/2013
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Working with Buyers (8) Wouldn’t you like to know how buyers find the real estate agent they use? Referred by (or is) a friend, neighbor, or relative 40% Used agent previously to buy⁄sell a home 13% Visited open house… more
“Where did a buyer live before they purchased their home? ”
03/08/2013
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Working with Buyers (7) So, the next question is “Where did a buyer live before they purchased their home? ” Owned previous residence – 49% Rented an apartment or house – 38% Lived with parents,… more
What buyers do!
02/15/2013
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Working with Buyers A buyer has visited an Internet site. Now what do they do? Here are the actions a buyer takes as a result of using an internet site: 74% of the buyers either drove by or viewed a home. 61% the buyers either… more
How Buyers Think
02/14/2013
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Working with Buyers Question.. “Do you know who the buyers work with when researching homes on the Internet? ” Method of Home Purchase, By Use of Internet: Agent⁄Broker – 81% Direct from Builder –… more
Working with Buyers (1)
01/13/2013
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Working with Buyers (1) Rather than racing blindly after as many buyers you can come in contact with, wouldn’t it be valuable to know the expectations and behaviors of today’s buyers? This series of tips will focus on the buyer… more
How much are you going to invest in your business this year?
01/04/2013
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How much are you going to invest in your business this year? Your first consideration is “How much did you invest in your real estate business last year and what was your ROI? ” Secondly, “what were the investments that produced… more
Action steps to accomplish your Business Plan
12/28/2012
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Action steps to accomplish your Business Plan Let’s not make this a complicated process, the only magic pill is not reinventing what you do, just make a decision to some specific action steps and be consistent. Start by sticking… more