Ok, isn't it obvious? I am highly skilled, motivated, willing to help, experienced, available 24/7, etc. etc. etc. Right? Aren't we all?
For a client, all agents are not made equally. Sometimes it is our personality that wins (or loses) them. Other times it is our focus on a specific area, or our hair color.
It is not always an exact science, and when inventory is lower, we find ourselves having to differentiate more than ever.
So, what Ya Got?
This is a surprising answer sometimes that we are not as prepared as need be to separate ourselves from the pack.
How do you answer this? Do you have compelling reasons to work with you? Do you have niches, satisfied clientele, recommendations and so on?
When we consider how we originate new clients, there really is no perfect answer. We each have a certain style that got you to this point in your career you either have enough or do not have enough business.
If you are needing more or looking to get fundamentally stronger, you have to begin with what your offer is.
In Real Estate, common niches are areas that you specialize in, or a type of transaction (condos, 1st time homebuyers, buy ups).
Most agents prefer to work in a specific area, but will stretch if need be to take great care of a client.
But, social media shows us that new clients find agents often without meeting them for quite some time - so, how do you attract them?
1) Have a clear and cohesive narrative about what you offer - what is your best skill set?
2) Have past clients indicate specifically what set you apart, why they chose you over the competition
3) Your promises have to be fundamentally strong, where you are clear that your clients' terms will be met and that you also have expectations of the client.
4) Show and demonstrate your passion and commitment to the client and your career. Clients connect with people who are focused, motivated and excited for them.
Be very clear that not all clients are alike
What works for one client may be a complete with the next. This means you have to be able to fundamentally connect with the client, and you have to be able to do this in very short order.
We don't get a second chance to make a first impression.
This boils down to a process where you can quickly and concisely understand the client, and how you may best serve them. If you can get this aspect of it down, you are mostly there.
Most realtors already have some, or even a large number of past clients. They can be your greatest gift to new clients if you leverage the old clients with referrals and recommendations.
It is also a numbers game - and no one gets every listing they present nor do the clients always click with you. If you sense you are not getting the deal, inquire what you could have done differently that may have made a difference for you. This is critical information.
Reminder, start EVERY day with some positive affirmation about your successes and new possibilities. Believe that people want to transact with you - it will show up every time you make an offer of help!
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