With the market becoming harder to get buyers to get off the fence and make an offer as well as sellers who are looking for that Golden Agent to get their home sold and sold for the most amount of money in the least amount of time, agents are getting hungry. These same agents are also taking statistics and making them form to meet their needs.
One example, is how an agent can take a stat such as a annual sales of themselves compared to another agent and twisting and spinning those stats in their favor. Even if that agent is less of a successful sales agent and less experienced.
Also, agencies have been seen doing this lately when they go on listing presentations. They use the stats that make them look great and leave out the negative ones, such as expired, Days On Market and list price to sales price ratio's of sold homes.
With that in mind, make sure you are ready and are armed with true stats. For the areas you fall below your competitors, show them and explain to them why and how you can over come this for their benefit.
One great example, I can share, is that I go up against larger companies that are in town on the main strip where my office is off the main strip and has fewer agents.
I tackle this hidden opportunity by letting the client know that we are off the main strip, but we are next to the highway intersection for easy access for our clients who are coming to look at homes such as theirs. As for the lesser agents, I show them our personal sales verses total office sales and how our fewer agents actually out perform the larger numbered personnel offices. I then go into short but precise detail on our products and how they make the difference in whether a home sales or becomes a wall flower on the MLS.
To date, the agents that have taken the proactive approach have done so in a positive manner and never ever talk bad about the other agents or companies. The truth is in the pudding so to say, and when a client sees and hears our upbeat personalities as well as our knowledgeable Realtors, we get the listing 80% of the time over the other offices.
Remember, make sure you show the clients the real numbers and always be upbeat about it. The others who lie, twist and spin, may beat you out for the listing, but when it expires, I guarantee, they will be calling you to come in and make things right...
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Ryan
Agents have always found a way to spin statistics to accentuate their positives. In this market they are getting even more creative with numbers.