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Timid Affiliates Have Skinny Kids

By
Real Estate Agent with Remax Infinity

Are you a loan officer, title company rep, home inspector, home warranty salesperson, or termite treatment person looking for new business? Do you have an ‘elevator speech' for Realtors packed with a ‘USP'(unique selling proposition)? Are you able & willing to state the benefits (vs. features) of doing business with you and your company? If not, why not?

 

This week I attended a local MLS realtor tour and put a property on caravan. Several affiliates were present and stated their name and company in return for providing refreshment and covering the meeting room. Not one affiliate handed out cards, asked for business, or stated what differentiates them from the sea of salespeople in their industry.

 

Since I had too much coffee, and there only eight houses on tour, I challenged those affiliates to sell me on their services. One brave inspector said he was in business for over 20 years. Now, is that a feature or benefit? Of course, it's a feature. In other words why would a Realtor care? What's in it for the agents or their clients?

 

A title rep said she offered, "superior service". Oh, please gag me with a spoon. That's a cliché. Everybody claims superior service. Be unique or different. Or, forever ‘hold your piece'. Even the Taliban say they offer superior service.

 

One home inspector drove with the Realtors to view the houses on tour. In the car he shared that he was a custom home spec builder for 15 years prior to the market shifting. I was impressed, considering some home inspectors have little construction background. He also said he is the point person that does the inspections. I'm very impressed with personal service plus experience.

 

I'm impressed with a short ‘elevator speech' loaded with benefits. Tell me why you are unique. Then give me a card or ‘item of value'. Ask for my card and send me a thank you note. And, please have the courage to ask me for some business!

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Keisha Hosea- KASIHomes.com
KASI Homes - Chino Hills, CA
Real Estate Solutions For Real People

Paul,

So true. We only have a few moments to grab a person's attention and a dynamic elevator speech can knock people out of their seats AND get you business.

Oct 07, 2009 10:27 AM