Smart Words: “You are only worthy of what you prove yourself to be.” – Alice Hoffman

Smart Tactics: One of the fastest ways your agents can increase their confidence with new leads is to have an amazing answer to the question of “Why should I buy or sell with YOU instead of any other agent or company?”

If they are only working repeat and referral business, they probably don’t often need to answer that question. However, if they want to grow beyond the rate that their database can generate new referrals for them, they will need to be able to talk to people who don’t already have a high degree of know, like, and trust with them. That means they need to be able to answer the question of “Why should I buy or sell with you?” in a confident and compelling way. There are thousands of us in any market, and tens of thousands in larger markets…so having a great answer to that question is critical. At my training company we call that a Value Statement. It’s the backbone of your team’s buyer presentation, your listing presentation, and a shorter version can be used to close a new buyer or seller lead for a first meeting.

We use a very simple formula to help new students build their Value Statement. It goes like this:

• I, We, or My Team
• With Our: Knowledge, Experience, or Process
• Give You: Result, Result, Result

Check out this video to see what I’m talking about.

Here’s how that might sound: “Why should I buy with you?” – “Thank you for asking…I’ve been helping home buyers through the buying process for the last x years, and I’m also on the number x team in (area). What that means for you is that we provide the most access possible to homes both on and off the market. Plus, because of our x years of experience, we have perfected a 12 step process that ensures you find the best home for you and your family and get it at the best price possible without losing it to the all the other buyers competing for homes right now.”

That is how your agents set themselves apart from the competition and win their next appointment or contract. Are your agents prepared to answer that question? Go ask them and see if you like the answer .

Always get smarter,

-Dale

P.S. If you didn’t read last week’s email about objection handling…check it out here.

P.P.S. Next week I’m going to give you our expert strategies on closing for appointments the best way possible…you need to catch that email and video.