Do you sell or serve? It is a simple question. I believe there is a big difference and your success in 2010 depends on it. Read more to gain a fresh perspective and start serving...
These days no one wants to be sold. We cringe when a telemarketer calls or someone knocks on our door selling something. We are reluctant to give our phone number to anyone for fear they will call us! Selling is just passe. It is the way of the past and a way to scare off your potential clients, that is for sure!
How do you serve? Depending on your target market, there are many ways you can offer yourself with no strings attached (and I mean NO string attached, no daily calls, no desperate emails). Offering your time and educating your potential client is the key. I don’t mean a Free CMA, everyone is offering that (although that is part of it too). In addition to a CMA, why not offer a complimentary home analysis to the home owner which would include a list of improvements you would recommend and the potential financial gain that improvement would have when they go to sell. Who’s doing that? No one!
Is your target market first time home buyers (or home buyers in general)? How about a weekly “Successful Home Buyer Seminar” at the public library. I’ve suggested this to quite a few REALTORS and I am sometimes met with resistance... “Well, I’ve done this in the past and only a few people show up... it just isn't worth my time”. I also here the argument, “Well, those people are never ready to buy”. Wow, that blows me away every time. Two leads that are going to eventually purchase a home are not worth your time? Very short sighted. One of our clients gets every drop of business from his weekly home buyer seminars. He is a top producer and 2009 was his best year! How does he do it? He serves and educates his target market consistently. Consistency is key.
At RealSupport, this is a philosophy that we follow and one that we preach to our clients. Do NOT sell your service/product, SERVE your potential client and they WILL buy through you, they WILL list with you.
Ask your Virtual Assistant to brainstorm ideas for you and then execute those ideas. You just need to show up!
And for your free consultation on what a Real Estate Virtual Assistant can do for you, please contact Erica Parpan, our Operations Manager here at RealSupport. She can be reached at 847-705-1655 or Erica@RealSupportinc.com.
Good luck, and Happy New Year! It’s time to get excited for a successful 2010!