Thriving in Uncertain Times - Part 3


We all know the adage 'when the going gets tough, the tough get going' - and that's never been more true than today. In this series, we showcase the Five Best Practices among Top Producers for staying motivated, helping clients navigate the marketplace, and thriving in these uncertain times."


PART 3 - LEVERAGE YOUR COMPANY’S AGENT BENEFITS TO CREATE VALUE FOR YOUR CLIENTS

In Part 1 (Have Confidence in Your Expertise) and Part 2 (Communicate with Your Clients) of this series, we outlined two critical action items for thriving in times of crisis. Part 3 focuses on utilizing the tools your company provides as evidence of your ability to address your clients’ needs.


The most powerful client in-take appointments (a listing presentation or new buyer meeting) follow a straight-forward path:


1. Interview the clients to uncover their wants & needs

o “Tell me…What? How? Why?”

2. Demonstrate how you apply your professional experience and expertise to meet those wants & needs

o “Normally I meet these situations this way: A, B & C.”

3. Review how your company’s agent benefits support the specific actions you will take to achieve the bullet above

o “Of all the real estate companies, I have chosen mine because they have these support services that allow me to do A, B & C.”


Structured this way, a professional REALTOR can focus their skills and their company’s services (more properly: Agent Benefits) on the client needs to create value in a real estate transaction. Some agents try to skip the 1st step and jump to talking about themselves. Some companies believe that their agent benefits should come before anything.


In the end, the client wants:

  • To be heard & understood

  • To have confidence in their agent’s ability to deliver value

Every experienced agent has the confidence to demonstrate their value. The best agents marry that experience to an agent benefit platform that allows them to focus on high-value activities with the confidence that administrative tasks (signs, marketing & paperwork) are being properly done without their direct involvement.

Recommended steps to explain your company’s agent benefits in a powerful listing or new buyer presentation include:


  • Review the most common client needs in your experience

o These days my clients tend to need more….

  • Understand your most-used solutions to those needs

o I satisfy those needs using these things: A, B, C, etc

  • List your company’s agent benefits that are fundamental to the solutions that your clients require

o My company provides agent benefits like X, Y & Z that allow me to execute A, B and C.


Your clients will hire you more often and pay a premium for your service to them when they understand your confidence in executing a simple plan for solving their real estate needs.

Contact:

Sarah Kelley Ford

Director of Career Advancement

Cell: 781-724-8583

sarahkelleyford@masiello.com


Karen Kulberg

Director of Career Advancement

Office: 603-926-4466

Cell: 603-502-0241

karenkulberg@masiello.com


Next up in our 5-part series - PART 4 - DIVERSIFY YOUR BUSINESS WITH MULTIPLE BUSINESS LINES

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