When you’re pitching potential buyers to work with, the most important question you have to ask is: What Value do You bring to the table?
The first step in the process is to iron out your company bio. Your bio is a pitch that describes yourself as a professional, as well as a person. While you must list your business credentials in detail, do not forget to add a personal touch. What are your hobbies? Do you have a peculiar skill that shows how you spend your free time? Buyers want to deal with a human being, not a machine.
After your bio is crisp, develop your pitch packet with the following: press about you and your company to show the exposure you receive in the media; sold listings with similar characteristics; and a market analysis. This will show your preparedness and knowledge of the market.
The next step is to demonstrate - through examples - how you can save them money. People gravitate toward stories. Glossy papers and pages of data surely help your cause but don’t forget that you are there to sell yourself, not just your plan. Staying both informative and personable at the same time is the perfect combination.
Finally, show what makes you valuable in 2010. Anyone can browse the Internet for apartments. Your value as a broker includes your knowledge of the inventory, negotiation expertise, industry contacts and financial savvy.
We are no longer gatekeepers of information; we are now consultants and trusted advisors.
Subscribe to:
Post Comments (Atom)
I like it.
ReplyDeleteThe information definitely sounds great.
ReplyDeleteBut value is best described when you define it for the customer you want to work with, not the other way around.
Buyers don't have much of a process for purchasing their next home.
Unless an agent can demonstrate skill in assisting shoppers determine a criteria, then an agent/company bio won't speak to their needs.
Unfortunately, this truth has been lost on our industry for far too long, which we've summed up in our frustration these three words ... "Buyers are Liars".