FoxBusiness.com published this deansguide article July 7, 2008
Please read this article then refer to this fantastic historical blast through Web 1.0 to Web 2.0 by Mike Wesch
What do you do if you are ready to address a new prospect and the first thing out of their mouth is: “I don’t know if I really need a Realtor”? Are you prepared for that statement or have you comforted yourself with the idea that 99.99999% of the consumers at large understand the value of a Realtor during a real estate transaction?
The Idea Simply put you should think of your job as:
1st an educator
2nd a sales person
Sales Perspective #1
NEVER ASSUME anything. Consider the idea that you should have the attitude that you need to sell your prospective client on the benefits of representation. Do not think that just because they found you, they are sold on paying you thousands of dollars for the priviledge of doing business with you
Help them understand the safeguards YOU bring to the table in these shaky economic times and era of mortgage meltdowns
Safeguards?
1. You are an expert at contracts, interpreting contracts, and explaining all aspects of the contract to clients
2. You are the informational expert for your county, city, town, region, or neighborhood
3. Although you do NOT have to be, you are an EXPERT in mortgages, appraisals, and credit issues. If need be you could perform your affiliates job with ease
4. You understand home inspections and their importance
5. You have a “team” of affiliates who have the same “educator-expert-sales” approach
6. You are a technologist and understand the marketing importance of blogging, Google search, and viral marketing tools for maximum exposure
7. Your broker supports your efforts 110% with real world marketing-ads in local, regional, and national publications (when necessary)
8. You are AVAILABLE to answer questions
9. You have connectivity aka you are networked into the communities political structure, industry hierarchy, and familial community outlets
10. Your reputation is your calling card. “It’s who knows you-NOT who you know” that counts
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