I learned in Ninja Selling over 25 years ago, "chase the relationships, not the transactions". They are found on the Extra-Mile, and the money follows.
Do you go the extra mile for your clients? What is your USP? A unique selling proposition (USP) is the cornerstone of your success. It's what sets you apart in a crowded market.
Your USP is the promise you make to solve your customer's problem in a way that no one else can. Itās about zeroing in on your unique strengthsāyour differentiatorsāand making them the focal point of your message.
Whether itās your product, service, or even how you deliver, your USP needs to be clear, compelling, and customer-focused. In the end, itās the story that makes you the obvious, irresistible choice in a sea of options.
I'm often asked, "What do you do that goes above and beyond for your clients?" Well, part of my USP is that I go the extra mile, but specifically for each client, so there's no general statement when the extra mile has been different for each buyer or seller:
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- Negotiating with tenacity and not quitting until successful.
- Helping them move furniture and clutter to open up rooms with self-staging.
- Multi-layered marketing to get the most eyes on the property for a big week 1 of active on the market time.
- Watering their yards when away.
- Providing security cameras and signs for vacant listings susceptible to squatters or renter fraud.
- Taking in mail and packages when they're traveling or already moved out.
- Picking them up from the airport and going on a one day tour of homes and then dropping them back off to the airport.
- Keeping secrets-privacy-when lots of family are involved but not all are sellers/buyers.
- Zoom meetings, Zoom tour of homes, Zoom to make their lives easier because they can now see locally from far away.
- Solving lending issues with the buyer's lender, even when I represent the seller. Sometimes switching to my lender.
- Filling their vacant home's pool during a heatwave.
- Listening. Sometimes I just listen to them vent - it's not always about real estate either. They need to know you care.
- Getting approvals and exceptions from HOA's
- Working with a great lender that solves Buyer problems aka Jason E. GordonĀ
- Referring them some of the best and proven tradesmen and professionals that can help them resolve deferred maintenance issues.
- Letting their dog out of it's crate after the showings are done for the day.
- Negotiating with ex-wives to remove liens in order to complete the sale.
- Painting chipped paint areas on the home's exterior, due to lead based paint, to pass appraisal on lead based paint.
- Installing CO detectors and smoke detectors when needed to appease the appraisers.
- Arranging estate sales.
- Arranging packing and storage.
- Checking on homes when sellers are away.Ā
- Arranging professional organizers to help pack.
- Arranging mobile notaries and FedEx expedited delivery.
- Meeting contractors for estimates and or repairs when the seller can't.
- Coordinating listings around seller's vacations so as not to disturb their fun.
- Getting ADU feasibility studies set up for home owners.
- Shielding clients from the drama and jackassary of the other agent.
- Moving clients cars so that they don't get tickets or dead batteries.
- Meeting clients in person in their homes when they are not tech savvy or able to drive.
- Advising clients not to buy or sell when the reason and the timing don't align, yet they can't see it.
- Leaf blowing out the yards and garages.
- Getting preset insurance quotes for riskier natural hazards area listings.
- Coordinating buy-down rate structures for difficult to sell listings.
- Cross approving multiple offers with your preferred lender to pick the right offer from the pile and vet out showboats.
- Creating multiple offer comparison spreadsheets to simply the multiple offers for your sellers.
- Providing CAP analysis for your investors and multi-door buyers.
- Minor cleaning of vacant homes to keep them sparkling and clean.
- Co-Hosting housewarming parties with new homeowners.
- Purchasing thank you gifts for first time buyers and great clients that help them get started in the new house like a new garage door, new window screens, pool cover, patio furniture, Home Depot Gift Card, etc.
- A seller once advertised automatic garage door opener, but he didn't have one. The buyer of course wanted one and a stubborn battle of wills ensued. I shared that the $400 dollar opener I purchased was a great investment on closing a $900,000 deal. I just told the buyer, they'd have to install it themselves if they accepted it.
- Attending clients parties and occasionally, their funerals.
- Birthday and Anniversary acknowledgements & gifts.
- Solving disputes, problems and extinguishing drama.
- Meeting contractors, estimators and inspectors at the property.
- Assisting with permit searches.
- Assisting with surveyors and boundary concerns.
- Referring great lawyers like Brian L. Sirota, Esq. and CPA's, etc.
- Getting their homes closed (buyers) or sold (sellers) so they can move on to their next chapter! Sometimes just ahead of a lease ending or a baby coming!
- Putting their needs, ahead my own. Sometimes I have to tell them, "Not this house." or "This isn't a good offer, pass." etc.
For fun, please share something you've done on the Extra-Mile that may not be on my list!
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Cover Image by bertvthulĀ fromĀ Pixabay
Image byĀ MiOĀ fromĀ Pixabay
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