You set your value – and your fees – by jobs done for the customer. But what are those jobs, and why do they matter? In my Coaching Tip today I’ll show you how to determine which jobs are most important, and which ones you should really focus on.
Most agents will say their most important jobs are to sell the house, maximise the price, and help the client make their best decisions. But in reality, the jobs we actually do may be different. The key is to think like the customer so you can ask the right questions to find out what they need and why they’re unhappy where they are. Then you can help them find the right property for their situation and lifestyle.
Of course, once you find that perfect place for them, then they need to sell the place they’re in. Your next job, then, is to get them their best selling price. One of the best home selling points is a property where everything is already done. Customers are time-poor today and the less they have to do upon moving into a new home, the more they’re willing to pay for that convenience. If your client is willing to invest in getting that property in shape before the buyer moves in they’ll realize a higher profit.
If you can do one job well that other agents don’t, that may well become the reason customers choose to use you.
Sometimes it’s the little things that make the most impact, so it’s important to understand which jobs done are most meaningful to customers. Your most important job as a great real estate agent, then, is to become the customer. Understand which jobs they need to get done, and which of those jobs you can do for them to alleviate their stress and pain. This will set you apart as a great real estate agent.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.