Real Estate Agent with Keller Williams Real Estate RS293271


AGENT BENEFITS (Phone conversion)


So what is the benefit for a potential buyer to take the time and schedule an appointment with you?


“Would you see value in viewing pictures of the inside of all the homes that fit your search criteria, rather than to run around and call agents and schedule individual appointments to see the inside of each home?”


“Would you see value in reviewing a current snapshot of the market so that you are able to understand the current value of homes that you are researching?”


What are some of the other value propositions⁄benefits that you can offer a potential buyer?


We call it the “FAB” approach; Features, Advantages and Benefits. Yes, it takes time. But YOU must take a few minutes and place all of your features in the far left hand column of a 3 column page. At the top left it starts with Features, then the Benefits and lastly the Advantages. Write out all the whys and what if’s that you can. You’ll be amazed at your results.


Features and benefits are important to communicate during the incoming call, but how do you handle the overall communication process?


Comments (9)

Stanley Stepak
Howard Hanna - Avon Lake, OH - Avon Lake, OH
Realtor - Avon Lake, Avon, Bay Village, Westlake,

absolutely ... you need the whole package to increase potential success.

Mar 21, 2013 10:52 PM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

Every time you make a system to follow you increase the odds of reaching your goals.

Jan 12, 2016 07:51 AM
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Good Morning Donna and Larry - the FAB approach engages the buyer gives you the opportunity to help them make the right choice.  

May 18, 2016 11:59 PM
Rebecca Gaujot, Realtor®
Lewisburg, WV
Lewisburg WV, the go to agent for all real estate

I like your FAB approach.... Features, Advantages, and Benefits.

Oct 21, 2016 12:55 AM
Nick Vandekar, 610-203-4543
Realty ONE Group Advocates 484-237-2055 - Downingtown, PA
Selling the Main Line & Chester County

I like your technique, Features, Advantages and Benefits. Good for buyers to understand and for you to explain your value as well.

Apr 06, 2017 07:38 AM
Patricia Feager, MBA, CRS, GRI,MRP
Selling Homes Changing Lives

FAB is fabulous!!!

Welcome to ActiveRain! May your successes be many!!!

Apr 06, 2017 09:57 PM
Jon Kolsky
Kolsky Realty & Management - Long Beach, CA
Licensed California Real Estate Broker

Donna & Larry Johnson ~ I'm buying everything you're preaching, the FAB is the perfect approach and is a perfect way to help buyers with the buying process

Apr 14, 2017 11:13 AM
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Donna & Larry Johnson,  FAB, what a great way of putting this.  Good Job!

Apr 16, 2017 06:24 AM
Endre Barath, Jr.
Berkshire Hathaway HomeServices California Properties - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Donna &  Larry I loved this post and indeed we need to have our act together to make sure we take care of our clients, Endre

May 16, 2019 11:11 PM