I have a special message today on, Delivering Value. Okay, what are the industry norms and standards on this? Well, industry norms and standards are something like this for a real estate agent. “Hey buyers, hey buyers, do business with me exclusively, and this is what I’ll do for you. I will email you homes that you can pretty much find on your own.” I know that sounds ludicrous, but tell me if I’m wrong, isn’t that sort of a norm and standard in the industry. “Hey buyers, here’s why you should do business with me. I want your loyalty, I want your commitment, and I want your John Hancock right here on this agreement; in exchange, I’m going to email you homes that you can pretty much find on your own on the internet without much hassle.” Buyers are not dumb. On the contrary, buyers are intelligent people. They know when they’re not getting access to all the homes. And one of the greatest fears that buyers have is the fear of missing out on the perfect home.
So how can you step in here and help present a solution in the marketplace? At Your Home Sold Guaranteed Realty, one of the things that we work on is how to deliver more VALUE. So, in our VIP buyer agreement, for example, it says when you’re working with us exclusively, we’re going to provide you with regular updates from our EXCLUSIVE Home Hunter Service, and you’re going to get access to homes from all the real estate companies.
We go a step further and research and locate properties that you can’t readily find on your own or the internet. We’re going to research and find, for example, builder closeouts, distress sales, bank foreclosures and FSBO’s, etc. When we find them, we’re going to contact you immediately so that you can see them, and… I’ve never had a buyer say, “Oh, that’s a terrible idea.” They’ll say, “Wow, that’s fantastic!” Right? Now, when the buyer discovers that we are not holding anything back, not only are they getting access to active listings in the MLS data, but they’re getting access to in-active properties, as well. What happens is the buyer becomes an advocate or evangelist for YOU. So, when they find a home on their own, they’re more likely to call you and say, “I found a home, Todd, check it out!” They get excited because they know I’m not holding anything back.
It is imperative to show your VALUE! Do not reinvent the wheel! Implement, implement, implement! Lean into the Plan and System and give Overwhelming VALUE to the prospect. What else can you do to show Value? Okay, well, you have a database, and you can share that with the buyer; for example, “I’ve got over 40,000 people in my database looking for a home in the area, and many of those folks have houses to sell, and they’re not on the market yet. So I’m going to let them know about you. Our special program has algorithms that tell me what kinds of properties in the marketplace are getting ready to come up for sale!”
Overdeliver Value! Many agents DO NOT overdeliver Value because of the MLS. You’ve heard me say, “What if there was no MLS? What would you do?” Please, I ask you to please seriously think about this. You wake up tomorrow, and there is no MLS. And you have a ready buyer. What are you going to do? How are you going to find them a house NOW, immediately? If there was no active MLS, no inventory, no active listings in MLS. If there were zero, what would you do? Would you do nothing and wait? Well, maybe something will pop up, right?
Of course not! When I pose the question of no MLS, you should be doing everything I mentioned above. Yet… this whole industry norm and standard thing is: I got a buyer. I’m going to let them find a house on their own, or I’m going to email them active MLS listings. And that’s your business system. That is NOT the YHSGR way. The Your Home Sold Guaranteed Realty way is to overwhelm the LIFETIME CUSTOMER with VALUE. That is why I am so proud of our Exclusive VIP Buyer and Seller agreements. WE knock it out of the park at our presentations. Now, that’s excellent Value for your customers! If you set your mind with this kind of thinking, you will have many, many LIFETIME CUSTOMERS!! I promise, do this and you will DOMINATE, I guarantee it! So, hopefully, this gives you some tips and strategies on how to help more customers buy and sell the extraordinary place they call HOME! Because after all, when you help enough people get what they want, you will get what you want!
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