There can only be one agent in your market who’s the cheapest, and if you don’t want to be that agent then you must separate yourself by the value proposition that you bring to the table. In my Coaching Tip today I’ll show you how to separate yourself by value through knowing what you should do to help your client.
When you really think about it, people don’t want to sell, nor do they want to buy a house. They don’t actually want to go through any of that experience. What they do want is to live in a new place, and not live where they are anymore. And they want you to handle all of that bit in between with as little fuss as possible. That’s the value the customer needs to see what you do for them.
Being a great agent is about understanding how best to take care of those challenges your customer is going through. For example, let’s say your client is the executor of a will. Your job is to understand all the difficult things they’re dealing with and help them with as much of that as you can.
Start by asking the right questions to understand the family dynamics they’re challenged within this role. Then find out what they know about the market, the area, sale methods and pricing models. Once you know their situation you can outline potential challenges they may face during the sales process, and tell them how you can alleviate those pain points to make things easier for them.
It’s that situational awareness of knowing exactly what to do to really help your client with their unmet, unidentified and unsatisfied needs that will add value to your customer. The agent that alleviates the most pain points is the one that wins. Knowing how to separate yourself by value is what will make you a great agent.
I hope you’ve enjoyed today’s Coaching Tip, and I look forward to seeing you here again next week.