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Home > Real Estate Investors Some good advices for Real Estate Agents If agents were all the same, we'd all have an equal market share. There is an unlimited supply of ways to become a better, more effective agent for your clients. Frankly, if you don't believe that you have a competitive advantage, then you probably shouldn't charge a higher rate.
However, for those with an open mind, here's a brief list of simple/effective things that agents can do to differentiate themselves from their competitors:
1) Use only EXCEPTIONAL pictures in MLS listings. Most agents have VERY poor pictures.
2) Study how language in your MLS remarks affects buyer psychology. Buyers see and form impressions about a property beginning when they see it online.
3) Study and implement sales skills that will help you persuade other agents to work harder to convince THEIR clients, that your offer (or counter) is fair.
4) Build/Advertise your business to attract other agents to WANT to sell YOUR properties. A great way to do this is to CONSISTENTLY offer a higher co-op than others.
5) Study buying psychology so that you can help sellers learn the priorty of how to prepare their home for showings.
6) Use buyer psychology to help you lead your own buyers to a favorable decision.
7) Use only those services that will ACTUALLY help the seller get buyers INTO the home. For example, in my area, less than 1% of homes are bought through an Open House. I can find just as many prospects in an hour as I can through an open house and avoid dissappointing my sellers when no one buys the house that day.
8) Exude positive attitude. It's infectious, and it will increase the chances that others will want to do business with you.
9) Quit focusing on how much the seller has to pay for services. Make the focus on WHAT you WILL do to help them solve their problems. If you minimize the commission issue to just a cost of doing business, it will help them to accept your fee.
10) Quit giving in to ever seller demand. If you stand up for yourself, your business, and your worth, you will command more respect. More respect/trust = bigger paychecks and better referrals.
11) Study how you react to other salespeople. What do they do to cause you to put up a "wall?" What do good salespeople do to make you want to buy? Eliminate the bad ideas. Implement the good ones.
12) Study personality types to help you learn how to work with others in the most productive way. For example, if you're receiving an offer from a dominant personality agent, understand how to treat them in order to get them on good terms with you and less likely to negotiate hard.
13) Make long-term positive contacts so that you can call all kinds of people that might know someone that wants your newest listing.
14) Network with movers and shakers in your community.
15) ALWAYS be pleasant in public.
16) Focus on generating listings. It helps you find more buyers for your sellers.
17) Track your advertising results, so that you can maximize your dollars for generating buyers for your sellers.
18) Believe that you have an advantage. Your sellers will have more confidence in you, thus improving their overall experience.
19) Study the art of sales questions. How you ask for information and business affects how prospects FEEL about you. Make their experience pleasant by being pleasant and professional.
20) Don't judge prospects over trivial matters.
21) Don't "educate" your prospects. They don't want to be told what to do/say. What they want are solutions to their problems. Just show them how to solve them and they'll go right along with it.
22. Don't be rude.
23. Network with other agents like crazy. Encourage them to look at and show your listings.
24. Offer to guarantee your work. Nothing outrageous, just something to build confidence.
25. Do what you say you'll do exactly when you said you'd do it.
26. Underpromise your services, then overdeliver.
27. Never stop learning.
28. Believe that if a prospect chooses to work with someone else, they missed the opportunity to work with the best agent in the area, you!
The list is endless. If all you do is put listings in the MLS and write contracts, you have nothing of value to offer and shouldn't receive a higher commission. There are to many agents that are willing to do all of the LITTLE things that add up to one huge competitive advantage.
People BUY based on their emotions (either to remove pain or to receive pleasure). Price is a logic based topic. If you can sell your services based on the clients emotion, they will find a way to logically validate your fee on their own with statements like, "Well, Ya get what you pay for."
The bottom line is that sellers will buy (your listing services) from you because you can help remove their pain (sell the house) so that they can receive pleasure (get into the new house). Price is secondary to effective solutions. That's is a sales 101 fact.
Become a better salesperson and you will be able to offer a better experience to your clients and THAT is the most competitive advantage you can have. [ Search FAQ | Submit Question to This Category | Home ]
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