Some Thoughts on Our Value Proposition

By
Real Estate Broker/Owner with New Paradigm Partners LLC EB #1326335
https://activerain.com/droplet/57jJ

One of the main points of our "value proposition" is that we never use the phrase "value proposition" - either verbally, in written marketing materials, or even in our thoughts. We're making a special exception for this post, obviously.

 

Let me explain.

 

Back when we were working for Big Box Realty, we were first introduced to the phrase by the corporate suits of Big Box. A couple of times a year, they'd show up for a mandatory sales meeting with the intention of unveiling their new and improved ˜˜˜˜˜"Value Proposition". This was always a big deal, and always included a lot of pre-meeting earnest eye-contact, flesh pressing (of the hand variety), small talk, and a much better breakfast spread than our usual miserable fare.

 

With great fanfare, they presented charts and graphs and bullet lists galore to explain the changes in the benefits of our mutual association that we could expect in the future. The presentation was always an artful case study of salesmanship - much time and attention was focused on various shiny bits of dubious real value, while the charges and fees we were to bear for the privilege of using the corporate logo were treated as minor afterthoughts. And of course, the charges and fees were the real story - they always increased.

 

Value PropositionThese meetings became unbearable after 2008. The actual value of the "value proposition" rapidly disappeared, to be replaced by much less useful, or often totally worthless, substitutes. And the charges and fees just continued to rise. But the breakfasts got better and better, and one time, we even had a string quartet to serenade us.

 

Having a "value proposition" presented to us was anticipated as eagerly as a meeting with a used car salesman. As a consequence,  we developed a strong and permanent aversion to the phrase, equating it to the worst incarnations of salesmanship.

 

So what does this have to do with us and our business model? Simply stated, we don't view our business as a sales business and we're not salespeople. We don't use sales techniques to obtain desired customer responses - we don't focus on getting the pen in the hand and the signature on the contract. We don't get close to the line between truth and falsehood to make a sale. And we don't use high pressure or intrusive tactics.

 

We are, however, marketing people.

 

And we see our marketing duties as professionalism in effective communication. Understanding markets and those whose acts drive the market's behavior, utilizing state of the art technology, employing honest but compelling presentation techniques, and maintaining standards of the highest quality are our preferred methods to achieve that same result - sales.

 

But sales, per se, aren't our main concern. Ultimately, we are client service people and client satisfaction is our main goal.

 

Our main focus is meeting the needs of our clients in a manner that assures the achievement of their goals and leaves them happy with both the manner and outcome of our work. That often involves going whatever extra miles might be required over a time frame with no ending date. It's more work, but we think the results are very much worth the effort.

 

Happy clients come back. How many times have you sought out a high-pressure salesperson for a repeat deal, or referred them to friends?

Posted by
Mary & Dick

Mary & Dick Greenberg
New Paradigm Partners LLC
2601 S. Lemay Ave. #41
Fort Collins, CO 80525
970-689-4663
www.maryanddick.com

 

Data Source: IRES MLS

close

Re-Blogged 1 time:

Re-Blogged By Re-Blogged At
Topic:
Real Estate Best Practices
Groups:
Active Rain Newbies
The Lounge at Active Rain
Bananatude
Bartender, Make it a Double
Old Farts Club
Tags:
client service
ar contests

Post a Comment
Spam prevention
Spam prevention
Show All Comments
Ambassador
1,343,781
Gayle Rich-Boxman Fishhawk Lake Real Estate
John L Scott Market Center - Birkenfeld, OR
"Your Local Expert!" 503-755-2905

Thank you, Dick!! And AMEN. Even the word "sell" bothers me sometimes to say out loud. I'm in the relationship business. Just today, a client who is a big marketing muckety-muck with Nike and very low-key about his position told me he liked my style after I had complimented him on his humility. What a great feeling. We are more than our jobs, as he pointed out;  that he didn't like being judged by that. Interesting and enlightening conversation. Great clients he and his wife are, too!  

Sep 19, 2017 06:51 PM #20
Rainmaker
3,204,119
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Dick, it is all about Client Service, if that is done 100% of the time the rest falls into place, sales, commissions and happy client reviews and sometimes even referrals:)Endre

Sep 19, 2017 07:09 PM #21
Ambassador
3,982,999
Debbie Reynolds
Platinum Properties - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

We all are made differently and we cannot fit a mold. When one tries, that person ceases to be real and I believe the facade will be easily seen through. Thanks for stating it so well.

Sep 19, 2017 07:42 PM #22
Rainmaker
1,435,068
Kat Palmiotti
Grand Lux Realty 914-419-0270 (NY), kat@thehousekat.com, (MT) 406-270-3667, more information to be provided shortly - Kalispell, MT
The House Kat

I believe excellent customer service is what will get people to call again. 

There are a lot of things I grew to dislike after spending three decades in a corporate job. My stomach tenses up if I hear the words "conference call." Uncle, uncle!

Sep 20, 2017 03:30 AM #23
Rainmaker
2,112,237
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Excellent!
Oh if only all service providers today had this dedication to their clients!

Sep 20, 2017 04:17 AM #24
Rainer
520,127
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

I could not have said any better.

Our main focus is meeting the needs of our clients in a manner that assures the achievement of their goals and leaves them happy with both the manner and outcome of our work.

Sep 20, 2017 04:54 AM #25
Rainmaker
3,090,387
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Hi Dick... I'm inherently "allergic" to all that psycho-babble like "value proposition." You said it all here and it's how I run my business, as well, without using silly terms that have become meaningless to many: 

Our main focus is meeting the needs of our clients in a manner that assures the achievement of their goals and leaves them happy with both the manner and outcome of our work. That often involves going whatever extra miles might be required over a time frame with no ending date. It's more work, but we think the results are very much worth the effort.

Sep 20, 2017 05:08 AM #26
Ambassador
1,850,435
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Ha, this is similar to our personal relationships too. It's the ability to read people and put their needs first. Big box mentality often represents the same thoughtlessness that I see when a person forces their agenda. It makes everyone uncomfortable. When we come from a base of true knowledge, competence, and a desire to deliver the best outcome, there is no need to force anything. We quietly get it done without hassle and fanfare. 

Sep 20, 2017 07:15 AM #27
Rainer
42,754
Chris Kallin
SeattlebyDesign / Realogics - Seattle, WA
Broker

I support the notion of a client-focused agent.  I've met many who claim to be and present this face to the outside world, but know them to be much more focused on a heap of impresive stats and $$$.  Personally, I focus on income very little.  It's liberating to be "up to" nothing more than genuinely helping clients, be they friends, family, or strangers.  Treat people with respect, do right by them, and the $$$ and the rest will take care of itself.  

Sep 20, 2017 09:08 AM #28
Rainmaker
401,223
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Here is the bottom line for me: It is all about you.

Success will come when people know it is about the consumer.

Thanks for a great post.

 

Sep 20, 2017 05:23 PM #29
Rainmaker
2,454,564
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

Acquiring anything should be a pleasure not a pain. Some make it tricky though

Sep 21, 2017 07:20 AM #30
Ambassador
1,640,513
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

I agree with you and disruption and value proposition have become cliched statements.

Sep 21, 2017 07:56 AM #31
Rainmaker
1,918,105
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Dick - well there you go.  It is not some platitude for sales but having a reason why people want to do business with you and become your raving fans.  This has now extended to EVP which is employee value proposition.

Sep 21, 2017 11:25 AM #32
Ambassador
3,313,064
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
Charlotte Homes for Sale - Charlotte Neighborhoods

As my hubby would say, Dick, "A-freaking-MEN!"

Heavy-hitting salesmen & women are something that I've NEVER aspired to be! The nurse in me always is thinking a step ahead and 'taking care' of my clients both during and well after the sale. 

It's all about The Golden Rule mentality and way of doing business - I don't like high-pressure sales and have not and will not ever implement that tactic in my business. 

Excellent post, Dick - I couldn't agree more!

Sep 21, 2017 08:30 PM #33
Rainmaker
317,141
Gordon Crawford
Gordon Crawford Home Selling Team - Morristown, NJ
Your Morris County Specialist!

Wonderful post Dick!  I couldn't agree with you more!  I am not, nor will I ever be, that high pressure sales person.  No one wants to be sold on something they don't want.  Wiith me, it's always butting the client and their needs first.

Sep 22, 2017 03:05 AM #34
Rainmaker
3,053,038
Tony and Suzanne Marriott, Associate Brokers
Haven Express @ Keller Williams Arizona Realty - Scottsdale, AZ
Serving Scottsdale, Phoenix and Maricopa County AZ

Dick Greenberg "we see our marketing duties as professionalism in effective communication. Understanding markets and those whose acts drive the market's behavior, utilizing state of the art technology, employing honest but compelling presentation techniques"

Right on target - and - re-blog!

Sep 28, 2017 04:09 AM #35
Rainmaker
3,813,794
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Dick Greenberg ,

I'm so glad that Tony and Suzanne Marriott, Associate Brokers re-blogged your post as I missed it! Congrats on the well deserved featured post..I couldn't agree more with you. I've never liked high pressure salespeople. This is a relationship business in my eyes and I'm here to serve clients.

Sep 28, 2017 04:58 AM #36
Rainmaker
582,780
Peter Mohylsky
PrimeSouth Properties - Santa Rosa Beach, FL
Let me help you find your path to the beach.

Definitely a fresh and honest perspective on this subject.  I agree with certain aspects.

Sep 30, 2017 04:46 AM #37
Rainmaker
978,622
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Love this one guys.  A canned phrase like "value proposition" is just that - canned.  Good for you for earning and keeping repeat business!

Oct 02, 2017 06:45 PM #38
Rainmaker
456,269
Michael Eisenberg
eXp Realty - Bellingham, WA
Bellingham Real Estate Guy

We are marketer's with a real estate license and you are certainly right we are in the customer service business and the better that is the better chance we have of getting referrals.  My take on "Value Proposition" is a bit different though as the company I work for our vision statement is "We want the value proposition of eXp realty to be so good that it would be irresponsible for agents and brokers to hang their license anywhere else." and the company is living up to that and continually making thing better for all of us.

Oct 18, 2017 05:42 PM #39
Post a Comment
Spam prevention
Show All Comments

What's the reason you're reporting this blog entry?

Are you sure you want to report this blog entry as spam?

Ambassador
2,776,858

Dick Greenberg

Northern Colorado Residential Real Estate
Have Questions? Need Answers? We'd Love To Help.
*
*
*
*
Spam prevention

Additional Information