For years you've probably studied sales techniques, you have your marketing packages flawless, and you know how to overcome virtually every objection with seamless transition. Are you still finding that business could be a bit better than it currently is but you aren't sure what's missing from your equation? Maybe you are looking at things from the wrong perspective... While in many ways, we are sales people, what many miss is that we are also service people. Let's face it, these days clients are more demanding, less tolerant and savvier than ever!
Clients now have more access to information that used to only be available to agents. Because of this they now demand more than just basic service. They demand to be treated like they know the market (and often they do), they demand to know what you will do differently than other agents, and they demand to know what is going on with the process - to stay informed.
Clients are less tolerant of basic services - they want more from their agents. They want quicker communications and up to date information. They want performance. Gone are the days of a sign in the yard and a posting in MLS to sell a home. Buyers will no longer tolerate shabby homes. They want move-in ready and they don't want to spend their time looking at homes that don't fit their needs.
Adding to the equation, both buyers & sellers are now incredibly savvy with the internet there to guide them. They can find pages and pages of good information on buying and selling homes, leading them to believe they can do it themselves - why should they pay a Realtor?
To compete in today's market, you must assess what you can offer your clients that will separate you from the pack. What can and will you do that they cannot do themselves? How will you be of SERVICE to them?
"I wanted to thank you for all your help. I'm not sure if you saw the pictures in MLS, but I thought it turned out well. We have a ratified contract after only 1 week on the market!"
Setting goals can be serious business and shouldn't be treated like New Year's resolutions! This year, try giving careful thought to your goals and make sure they are written. Here are some other tips for writing goals with success...
