The “Hire an Expert” Close
Why aren’t your buyers loyal to you?
Many agents love to point out how many of the buyers they work with aren’t loyal to any one agent. These agents believe that buyers aren’t worth the trouble because you can’t trust them to do the right thing. In fact, it may just be that the buyers don’t really see a difference between working with one agent as opposed to any other.
Your goal in working with any client should be for them to understand and appreciate the great value you bring to them as buyers. The best way to do this is to share with your buyers your intimate understanding of market trends, economic indicators, and negotiation expertise. Simple analysis of key indicators such as: supply trends, demand trends, consumption rates, and price trend variations, can have a huge impact on how you are perceived by your clients.
When you are conveying valuable information about market trends and the economy, it is critical you take two additional steps. First, be sure to apply the specific facts to your clients’ personal situation. Make certain that you show your clients the direct impact these trends could have on them. Second, be sure to point out how important it is for your buyers to have professional representation by someone who not only tracks these trends, but also understand them and can apply them to the client’s needs. A great statement to make is:
“You can appreciate how important it is for you to be aware of this information, can’t you? It never ceases to amaze me how so many agents call themselves professionals, yet are unaware of critical data and information that has a direct impact on their buyers. Can you imagine making a decision that involves hundreds of thousands of dollars and not having this information shared with you? It doesn’t make sense, does it?”
Once you’ve shown your buyers the value that you bring and how much more professional and knowledgeable you are compared to your competition, it becomes very difficult for your buyers to buy from any other agent. With practice, you may even be able to get your buyers to sign an exclusive agent representation agreement.