Value Proposition Part 3 of 4
(A September Active Rain Challenge)
From Value Proposition Part 3 of 4
Key Point #1: The Q&A and The Orientation from:
Brain Surgery: Do You Hire The Cheap Surgeon or The Skilled Surgeon?
A valuable component of my Unique Selling Proposition is the Buyer or Seller Orientation Meetings I setup with new clients or returing clients to simply ask them questions and LISTEN to their answers.
By the way, it's important with couples, to have them answer these questions separately and discuss the results. Having a written questionnaire they fill out in separate conference rooms e.g. produces some important and revealing contrast in values that need to be vetted out and discussed before you begin.
What are the Buyer property needs?
Is the current inventory supporting this need?
What are the priorities within this list?
What are the Buyer property wants?
Is the current inventory and budget supporting these wants?
What are the priorities within this list?
What is the Sellers concept of their property's Value?
Is the seller realistic or do they have "Castle-Syndrome"?
Are they (Buyer & Seller) familiar with their market?
Have market values and stats ready (and know your numbers).
What are the expectations they have of this market?
Have I educated them properly on this Buyers Market or this Sellers Market?
Do they understand offer strategies and listing strategies vary?
Do the Buyers have an agreed upon and approved budget?
Did they meet with your/thier lender?
What are the Buyers expectations of their budget?
Are they realistic for this market?
What are the expectations Buyers & Sellers have of their time-frame?
Do they have a deadline or a compelling reason for this move?
What's their motivation? No Mo, No Go!
What are the expectations they have of me?
Am I the right agent for them?
Do they understand how I work?
Do they understand the fees and costs involved?
Am I prepared to serve them in the manner they expect me too?
And many more questions you'd tailor for the type of client and your market area. There's a lot of good for all involved by vetting out the expectations and misconceptions of real estate transactions for buyers and sellers. Kind of like there's value to going on a few dates before proposing marriage!
1. Image courtesy of David Castillo Dominici at FreeDigitalPhotos.net
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