What do you offer to your customers?
aka – why should they work with you?
Fast Value: We all know what people say about assuming… So why do we force our leads (potential customers) to assume what we do for them? The agent who makes a clear offer to prospects will outsell one who doesn’t. The agent who makes a more valuable offer will win 10 times more.
We all know what most people think of real estate agents.
Very little…
They think we open up doors and make too much money.
or… we put a sign in the yard and wait for offers.
The real question I have is…. WHY do they think that way?
Here is my hot take…
Because in 90% of cases, they’re right.
Or at least that is all that they actually see. Most agents do a terrible job marketing. Which means they do a terrible job letting other people know what they do.
At the end of the day, the customer really only sees what you SHOW them.
So… how can we use this to make more money?
We can focus on SHOWING what it looks like to work with us before we ever ask for a commitment from the customer.
How?
You can do this by simply sharing your sales process. (If you don’t have a clear sales process, I would recommend starting there.)
Here is an example of our sales process with buyers from our team, Onyx Homes:
- We offer tons of free resources that customers can use before reaching out to us.
- We offer ‘Free Touring Services’ so that home buyers can tour homes at no cost and with no obligation.
- We offer a free Buyer Strategy Session where we share all our methods to save our clients money while keeping them protected.
- Our Exclusive Buyer Representation comes with a ton of bonuses and two guarantees.
Is this outside of the normal scope of what a buyer agent does?
Yes.
Do we convert well above what the market standards are?
Yes.
Coincidence? I don’t think so.
My advice is to write out your sales process. Look at what the consumer sees from you and ask yourself if you’d think it was valuable.
Your service IS valuable. But if you don’t SHOW what it looks like to work with you, how would your customer know?
I’ve spent a TON of time crafting the offers our team has. From our offer to buyers, sellers, and even agents.
It has made a huge impact on our business over the last 18 months.
Use this and see what it does for you.