Nobody wants to deal with a pushy salesman and, no real estate agent likes taking the chance of being pushy with their friends. So, how does an agent deal with balancing not being pushy, and prospecting with their friends? The answer? Be their trusted real estate advisor by providing valuable information about local real estate market trends and economic issues that directly affect your sphere of influence’s most important financial asset, their home! Now you’ve got the concept. How do you apply it? After bringing the conversation around to real estate with everyone you know, use these words exactly:
“Do you have a trusted advisor in real estate?”
Don’t say “trusted real estate advisor” for the question. Almost no one does. Why do they need one? Explain it this way.
“Given the fact that your net worth has been impacted by the real estate downturn, it’s important to know when your house will once again appreciate in value. *Most of my clients have lost tens and even hundreds of thousands of dollars in net worth because of their homes depreciation. Some of them have even said their job security and income have been impacted by the downturn. We have all heard that the economy won’t recover until the real estate market recovers.
I don’t know all the answers but I have a team of experts that track data for me. With their support, I’m able to give my clients great insider information on a regular basis.
Use this call-to-action, “my clients have all said they love getting the updates and if you would like, I’d be happy to share this information with you. What is your best email address?”
Finally, you can print your newsletters out and use this approach when you hand deliver your newsletter to local businesses and professionals.
(* indicates correction from the original article.)