Marketing Real Estate: 7 Questions To Test Your“Pain Point Threshold”

By
Services for Real Estate Pros with Napa Consultants

In marketing speak, eliminating “pain points” is an ideal strategy for getting more referrals and maintaining a healthy stream of business for your real estate marketing practice. That is, minimizing or eliminating any “pain point” that your seller or buyer may encounter in working with you.

 

Pain points are those problems that aggravate a relationship and spark a downward spiral of discontent. If not handled immediately these pain points can cause even your most loyal clients to eventually decide not to work with you ever again.

 

Although human personalities vary, there are common pain points that are universal to all of us. Successfully addressing these 7 questions below will reveal your strengths and weakness in dealing with universal pain points that can turn off a potential buyer or seller in no time at all.

 

  • Do your clients (and other agents) feel special when they work with you?
  • Do you respond quickly to take care of issues that arise?
  • Do you reassure them when a problem presents itself?
  • Do you take the time to really listen?
  • Do you have impeccable manners; are you polite?
  • If you work with foreigners, are you sensitive to their cultural values?
  • Do you check and double check any information you give to make sure it is accurate?

 

Here is an example: Yesterday afternoon, Ron visited a store to look for casual pants. The salesperson was not that thrilled to see him, even though his department was empty. He was busy on his cell phone. Ron did not feel like he cared.

 

The salesperson handed him a couple of styles to try on and let him know that Keanu Reeves (the actor) had just bought a pair of the very pants Ron was trying on. Then he left to chat with his colleague on the other side of the store. Ron commented that he must have entered the Matrix.

 

When Ron needed another size, I was the one to find it. (lack of responsiveness, not listening). Ten minutes later, the salesperson was told it was lunch time. He did not bother telling his replacement that he was leaving, nor Ron (impolite). His replacement could also have cared less. Bottom line, Ron will never walk into that store again.

 

Keep refining your solutions to these pain point problems. It will keep your clients happily referring you which will maintain a healthy stream of business for you.

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Written by Ron & Alexandra Seigel-

 

CAN YOU STATE HOW YOU ARE DIFFERENT AND BETTER THAN YOUR COMPETITION IN LESS THAN 30 SECONDS?

 

ABOUT:  Luxury Real Estate is a high stakes game. Commissions are substantial! We help luxury real estate professionals get to the listing table more often and win listings more frequently.  If you want to be the market leader, the personal or company brand that your target market thinks of first and refers most often, you need an Elevator Statement to accelerate the process.  We can get you there!

Your Elevator Statement is a succinct and persuasive summary of your extraordinary promise of value, your unique selling proposition.  In a time-starved world the attention span of your target market is shrinking.  To instantly convey what sets you apart from the crowd you need to be able to answer EACH ONE of these 3 questions in less than 30 seconds.: 1) What Do You Do?; 2)  How Do You Do It?, and;  3) How Are You Different?.  Can you state how you are different and better than your competition in less than 30 seconds?

Watch the video above to see and hear how we do it. 

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Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Dorie Dillard CRS GRI ABR The manager is the one who took over when he went to lunch, and she was uninterested also.  She was busy re-hanging the pants that Ron tried on.  She too was lost in the sea of apathy.  Thank you for your comments, and we wish you a great weekend. A

Mar 29, 2019 07:27 AM #37
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Monique Ting 

Aloha to you, and thank you for your kind words.  Wishing you a wonderful weekend and continued success.  A

Mar 29, 2019 07:28 AM #38
Ambassador
1,788,512
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

We were so busy yesterday, I missed this great post. Happy to see it was featured. You hit a nerve with this one. The store needs to clean up their act with their customer service representatives - before they are not longer in business. 

Mar 29, 2019 08:11 AM #39
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Debb Janes EcoBroker and Bernie Stea JD I think the store is headed out of business.  Sad, as it is the last independent department store in CA located in Ojai.  You can feel the weariness of the place, and the tired look in the merchandise, etc...A

Mar 29, 2019 08:23 AM #40
Rainmaker
390,925
John Wiley
Right Move Real Estate Group- EXP Realty - Fort Myers, FL
Lee County, FL, ECO Broker, GRI, SRES,GREEN,PSA

Back some years ago, I frequented certain retail stores because they offered great service. They were able to help me find what best met my needs. Over the years, the service offered was poor if at all present.

Today, most of those stores are closing their doors. We are told that

e-shopping has taken over. Yes, if no service is offered in person, why not shop on line?

Your post should be noted. In Real Estate we face the on-line sites that some feel are a threat. But they can not offer the personal service an agent can.

As agents we need to make sure we can communicate our value added to the consumer, and it should be based on service.

Thanks

Mar 29, 2019 09:10 AM #41
Rainer
5,282
Clay Greathouse
Tombstone Real Estate - Tombstone, AZ
Off-Grid, Alternative,Rural, Solar,Cochise Arizona

Funny, I was just Praying for God to revel my short comings in this, kind of a answer to prayers!  I need to work on being more humble for one, some times I to quickly express that I know it all! Sometimes I am surprized to find that I don't.  Thanks a lot for this post!

Mar 29, 2019 09:24 AM #42
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

John Wiley like a friend of mine always says, the Internet cannot chase the sellers who took the drapes with them...I can and has done that.  Service is the biggest differentiator...A

Mar 29, 2019 11:53 AM #43
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Clay Greathouse 

Thank you for your nice comment.  Glad to hear that we were able to answer your questions.   Service matters more than anything else to many. A

Mar 29, 2019 11:56 AM #44
Rainmaker
435,349
Diana Dahlberg
1 Month Realty - Pleasant Prairie, WI
Real Estate in Kenosha, WI since 1994 262-308-3563

Timely post.  If we don't consider our clients "important" and treat them as we would want to be treated ... they will find someone else who will. It will ultimately be our loss.

Thank you for this reminder Ron and Alexandra Seigel 

Congratulations on the well deserved Feature!

Mar 29, 2019 05:19 PM #45
Rainmaker
3,146,284
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Yes I would have walked out even before the shift change, but Ron is more polite and kinder than I would have been... now with that said Kianu Reeves can keep those pants.... I like my Tommy Bahamas and I am sure they are less pricey too:)Endre

Mar 29, 2019 10:51 PM #46
Rainmaker
1,385,067
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, kat@thehousekat.com - Monroe, NY
The House Kat

Making others feel as though they matter, listening, being attentive - are all ways to build better relationships (and sell stuff).

 

Mar 30, 2019 03:22 AM #47
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Endre Barath, Jr. They were priced below Tommy Bahamas.  Since clothing manufacturers are making things in China these days, the same size pant may not fit, if he wants another color for instance.  And like you Ron could give a hoot as to who bought the pant...LOL, I think the store is going under...A

Mar 30, 2019 07:45 AM #48
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Diana Dahlberg thank you for the kind words, and we agree.  We all are one click away.  A

Mar 30, 2019 07:46 AM #49
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Kat Palmiotti yes, this is the fundamentals of great relationships that last and last.  Wishing you a lovely weekend, no doubt hiking?  A

Mar 30, 2019 07:47 AM #50
Rainmaker
2,412,770
Richie Alan Naggar
people first...then business Ran Right Realty - Riverside, CA
agent & author

We are immersed in the journeying of the trial and error of life to learn more of life and less than errors...may we all progress for the better

Mar 30, 2019 08:35 AM #51
Rainmaker
363,630
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Interesting analogy with your disappointing retail shopping experience.    I'd never thought of the process of a real estate transaction having pain points, but it makes sense that we need to be there at each of those points to smooth things over to earn impeccable client service accolades.    The worst pain point I've experienced in working with other cultures is a few people from other cultures have expected to negotiate a discount after  my services are rendered.   Not happening.

Apr 01, 2019 09:23 AM #52
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

M.C. Dwyer I hear you, we have experience this in our practice.  Ron would tell them NO, very nicely.  And it worked.  A

Apr 01, 2019 09:47 AM #53
Rainmaker
32,553
William Cook
Omni Fund, Inc. - Sarasota, FL
Your Mortgage Lending Expert

being in this business, you'd hope it worked the other way around too. Ever had clients use expletives about a third party in the transaction and they seemed super professional in the beginning? This is a tough business for sensitive people.  I simply keep it professional as well as understand their personal/family commitments like a parent taking their kid to soccer or basketball camp, family member or kid is home sick, etc.

Apr 04, 2019 07:27 AM #54
Rainmaker
4,270,786
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

William Cook everyone has those moments, I am sure that even those who were granted sainthood have been crazed.  I think that one should realize that it is not personal or directed at them...A

Apr 04, 2019 08:36 AM #55
Rainmaker
58,032
Ricardo Mello
Manhattan Miami Real Estate - Manhattan, NY
Manhattan & Miami Real Estate Agent

Great post Ron and Alexandra!

Apr 15, 2019 01:10 PM #56
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