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How To Obtain More Listings - Part 3 - Value in Education
If you have not been following along - here are the other parts on How To Obtain More Listings
My last post spoke about the value of a unique offer. The offer must add value rather than discounting your services in order to be unique. There is one area in which we can always add value to the process and that is education. Many homeowners do not understand the real estate sales process and educating them gives you several advantages. (quick note - Be careful not to give TOO MUCH information. That can work against you because the homeowner may become confused).
You are seen as an expert instead of a sales person. Experts are much less likely to discount their services. You are being unique - while others are discounting, you are teaching. Your prospects become educated, which makes them better customers. You have the ability to involve your synergy partners - partners who are also giving you referrals.
Education can take many forms. You might distribute an article on preparing a home for sale. Or perhaps the article distributed is from a synergy partner. For example, you might distribute an article on the tax ramifications of selling. The ... more
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