How Buyers and Sellers Select an Agent

When buyers and sellers make a choice on who they are going to do business with, their most important consideration is what you, as their representative, bring to the table. The Company is also important, but clients ultimately do business with “who” they feel is going to best represent them.

As an agent, you must be able to answer the question, “what do I bring to the table that’s makes me unique or different than my competition?”.  Your response should include the caliber of the services you provide to your clients as a “Next Generation Agent”.

You should consider the following terminology:

“I recognize that for you, as a client, your home (or property) is one of the single-greatest assets you own.  My job is to analyze and evaluate real estate trends and continuously research economic activity and apply this information to your situation.”

“I’m one of the few agents that does extensive research to insure you have the best information.  As a matter of fact, I’ve hired one of the top Real Estate Marketing Strategists in the country to work on my team. Their job is to track economic and real estate trends to give you the most current information available in the market today.”

“I take providing you with the best information about real estate very seriously. Without it, you can’t make the best decision about what to do with your real estate, Can you?”  After all, you get regular updates on what is happening with your other investments. So, it only makes sense for you to have this information prepared for your real estate assets, doesn’t it?”

If you show prospects samples of what we are giving you, they will see the difference between you and other agents. This is also a great approach to use with your Farm Area and your Sphere of Influence.  Sharing this information allows you to brand yourself well before they have a real estate need.  You become the agent of choice with these groups.