"What Value Do You Bring to Your Clients?" Uhhhhhhh......

Real Estate Agent with Keller Williams Real Estate RS282607


Diary of a Whimpy REALTOR


Earlier this week I was asked “What value do you bring to your clients, or prospective clients?” I pondered the question for a bit and I was actually stumped. I almost stated one of my Universal Selling Propositions, but, I knew I’d sound like a TV commercial, and if not, I will get it, but in the meantime I would more than likely have a smart ass answer just for laughs. Was I shocked, because many that know me well know I can give an answer. What value???

Well after my bout of embarrassment I did remember something from taking my GRI Course in Philadelphia, PA some years back. My answer was right in front of me in the books I have been collecting for some time now. The instructor was Mike Merin, and he wrote the book “Attack the Market! Specialize in Negotiating, Finance, Pricing or Technology.” So what value do I bring? Hmmmm…..

Let’s look at the word specialize first. We have a tendency to spout out what our specialties are before we even think about what our value is. Okay seems rhetorical but it truly is not. Example: I specialize in marketing houses in the Northeast section of Philadelphia that were purchased between 1950 and 2003 and helping Medical Professionals, Veterans, and Babyboomers purchase the homes of their dreams. That is a straight forward specialty.

Now let’s add value to our specialty “I specialize in marketing houses in the Northeast section of Philadelphia that was purchased between 1950 and 2003, using specialized Pricing and Technology skills.” Now what about for home-buyers? “I specialize in helping Medical Professionals, Veterans, and Babyboomers purchase the homes of their dreams using specialized skills with negotiating and knowledge of current financing options.” How's that for adding value?

So how do you add value to your specialty? Great question to ponder for a bit.

Posted by

Peter B. Lavelle

"Marketing Your Home for All It Is Worth"



 Real estate is a people business and you deserve to be treated with the utmost respect, as well as having an agent that will "Do the right thing ALL the time, EVERYTIME."

I believe in challenging the status quo by being different, being original, leading the way, and understanding that attitude reflects leadership.

As a mentor to many youth in our area, I build my business to help them in their path and journey to being leaders in their own right. Please join me in helping to provide for them their path to success.



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Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Terrific post...and a reminder that we should always be prepared to answer that great question. 

Jun 03, 2012 05:14 AM #1
Keller Williams Real Estate - Philadelphia, PA
SOLD@100%Market Value,or I Pay You the Difference

Thanks Li. Of course my answer, that is the answer to all answers, was, "My coffee did not kick in yet." Funny that is was after 3 pm.

Jun 03, 2012 05:19 AM #2
Michelle Rosser
Maximum One Realty - Union City, GA
Atlanta Real Estate-South Fulton & Fayette

I was thinking about this question this morning. Thanks for the post.  I am still working on a good answer that does not sound like an infomercial.

Jun 03, 2012 06:16 AM #3
Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

When I first started in the business, I struggle with my UVP. Not anymore thanks to AR. I clearly know what I offer that agents do not. I don't worry about competing with an agent who has been in the business 20 years because I offer something she/he does not.

Jun 03, 2012 01:33 PM #4
Sharon Alters
Coldwell Banker Vanguard Realty - 904-673-2308 - Fleming Island, FL
Realtor - Homes for Sale Fleming Island FL

Peter, there was a contest awhile back about our 'elevator speech' and you raise some excellent points as to variances on that 'speech.'


Jun 03, 2012 02:37 PM #5
Donald Reich
Prudential Centennial - New Rochelle, NY

Every broker should be adding value to their client's experience. Sit down and think about this if you don't know what it is yet!

Jun 03, 2012 04:25 PM #6
Gene Mundt, IL/WI Mortgage Originator - FHA/VA/Conv/Jumbo/Portfolio/Refi
NMLS #216987, IL Lic. 031.0006220, WI Licensed. APMC NMLS #175656 - New Lenox, IL
708.921.6331 - 40+ yrs experience

Peter:  I know that this answer was something that I had to formulate too.  It took me awhile to conquer it.  But I really think the harder part of doing this .. was being comfortable enough within myself to express it.  Yes, I didn't want my answer to sound "canned".  But I also didn't want to come-off sounding so conceited and boastful that people were turned-off by my answer.  Striking that good mix between confidence, yet humble can be a real  tightrope walk.  Years later, I've become comfortable in my own shoes when voicing my answer ... my specialty is to be found in the insight, extras, and more broad services I can offer to my mortgage clients.  My services are more indepth and well-rounded than most lenders because of the unique background of 20+ years of appraising experience and certified financial planning education offered alonside my 35 years of mortgage experience.  They benefit my customers greatly before, during, and after their actual transaction is complete.  You get real bang for your buck with me ...

A real mouthful, huh??



Jun 03, 2012 07:00 PM #7
Keller Williams Real Estate - Philadelphia, PA
SOLD@100%Market Value,or I Pay You the Difference

Michelle - it took some time and I always "thought" having a compelling USP was it...I found out the hard way.

Tammie - it is amazing that many of the top agents in my marketplace don't.

Sharon - thanks. Now I need to make it 140 characters or less. :-)

Donald - this is a responsibility I believe many brokers lack.

Gene - whew!!!! Scary jumping out of the box sometimes.

Jun 04, 2012 12:31 AM #8
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