How often have you had a conversation with a client
- when you tell them the benefits of using a Realtor when buying a new model home or a condo development?
- when you tell them why they should call you when they know someone moving from Minneapolis to San Diego even though you're in St Petersburg?
- when you tell they why they should call you when they want a ski condo in Park City or a beachfront home in Costa Rica or a Greek island?
Are they surprised to hear about the value of calling you? That's your fault, not theirs. Most agents do a poor job of explaining our value to our clients, potential clients, and their friends and colleagues.
Thank you for reminding us!
Sharon, those are great examples of situations we must be prepared for as professional Realtors.
I need a concise suggestion (script) on how to tell people to call me regardless of where they are buying or selling. Have a suggestion?
Yes we do need to imform all buyers. I think we feel we are boasting when really we are
just helping them. I need to get better at this too.
Lise - it's all to easy to assume they know what we do.
Vickie - it's up to us to tell them what we do
Patricia - yes, it all goes back to us.
Dena - I wing it, depending on the client.
Sandy - it's all about realizing how we benefit them.
Sharon - You make some good points. We can't rely on our clients' impressions of what we do; we need to educate them on those points.
Jon - it's all to easy to blame them - it's really up to us.
Sharon - it's all about being clear on teh value of our services, either directly to them or to others they know. AR provides a great resource for referrals for all over the country, doesn't it? While some of this is obvious to us, it is not to potential buyers and sellers..
Jeff
Sharon, wonderful thoughts of clearly letting others know the BENEFITS of using a REALTOR.
Many also do a poor job of letting people know they are real estate agents.
I agree; it is very important to walk through the benefits of using the services of a Realtor. Not all transactions go smoothly, especially in this market. It is important to work with a professional you trust.
You're so right... as a good realtor it's important lead & not follow. All to many agents are afraid to speak their mind. A client will only respect you when you lead the way!
You can't possibly put a value on what we do for people. Some undeerstand, most do not, and you are right, because we haven't told them!
Believe it or not...but some clients need to be pointed in the right direction. I'm sure there are some who think they can do it all themselves but the majority need some education.
This is actually a timely reminder. As we are all (hopefully) working on our marketing plans for 2009, we need to keep in mind not to just assume that people know what we do and also HOW to best utilize our services. Sometimes you've just gotta say it out loud!
~Renae
I read all the literature that says "tell everyone what you do." To an extent, that's perfectly right. But you know, how many realtors actually ASK for the business? I mean, how many of us have ever been in a situation where our hairdresser or lawn care guy selected another realtor, in spite of the fact that they KNOW we're a realtor? Because so many of us say "I'm a Realtor" but never "I hope you'll call me if you ever need a licensed realtor to help you sell or buy." There IS a big difference, I think!
Kathy
Jeff - we assume everyone knows what we can do for them. Bad assumption.
Gary - right. we shouldn't be secret agents.
Randy - as I responded to Gary, in our industry, we shouldn't be Secret Agents.
Darla - if we let our clients know what to expect and what's going to happen when, that's a big start.
Colleen - they really appreciate it when we tell it like it is instead of sugar coating it.
Evelyn - yes, it's so easy to blame others, when we're at fault ourselves.
Neal - some actually can do it themselves, or do portions of it better than we can. But most can't.
Renae - a steady reminder of all the specifics we can do is helpful in both our businesses.
Kathy - indeed there is. I remember stories about Mayor Curley in Boston years ago, and that his constituents even after many years still wanted him to ask for their vote.