How To Establish Your Value With Buyers
Hello, and welcome to Debbie’s Tips.
So something has been coming up a lot lately, and it’s the question: how do I establish my value with buyers?
This may seem like a crazy question because we all know how hard you probably work to get a buyer into a home, close that transaction and hold their hand through the process, and yet, it seems that as buyers come in to open houses, they’re more reluctant to give their information.
Plus, of course, we know how hard we chase them when they come in through an online lead portal.
You know, if you get into their head, I wonder if it’s because they think they have easy access to information, so why do they need us, right?
So if we can go to that thought and address that thought when we’re having that conversation with them ? and you know, I was roleplaying with an agent today and we were talking about what our value is as agents.
Well, in today’s market, it’s helping them beat the crowd to some of the best properties in town. It’s being willing and proactive to get out there and actually find homes for them, whether that’s doing call arounds in the neighborhoods they want to be in, knocking on doors, reaching out to expireds, FSBOs, canceleds, old expireds sending, I have a buyer letters, etc.
So let me try this script out with you and see what you think. Let’s say that you’re at my open house and I’m trying to get your information.
I say, “Here’s what I do for my buyers. First of all, I only work with a small select group at any given time because I want to give outstanding service, and I leave no stone unturned to find them a home they love.
“Obviously, I check all the normal places, the multiple listing and any other online sources and resources, but I also go out and proactively hunt. That includes prospecting, that includes mail marketing, and a very strategic approach to finding those right properties to help my clients beat the crowd to some of the better properties in town.
“And you know, the great news about it, Mr. and Mrs. Buyer, is you don’t pay me a dime for that service. In fact, all I ask for is your loyalty, that as I go out and work with you and hunt for you, that you will work with me and be loyal to me, and I will help you find the best possible match and best possible property.
“So, let’s do this. Why don’t we get together this week? Let me put together a couple of samples. You may or may not buy them, odds are you won’t, and yet, when you see the samples I have for you, you can help me fine-tune adjust and get my mind around your exact criteria, so that, as I’m out there hunting, I find what’s hottest and best for you.
“I’ve got a little time tomorrow. Why don’t we get together at 4:00?”
See, we’ve got to sell the hook, the sizzle, the sexy, of why they should give their contact information to you. Why should they change their mind about just searching online and hunting on their own, and be willing to commit and connect to you?
You’re going to have to try a little harder, you’re going to have to dazzle a little bit more, and certainly, you are going to have to get out there and hunt those opportunities if we want to move them forward quickly.
One last thought. Of course as you begin your search process with them, they’re going to have their goals, their vision, their idea of their ideal property, and you may or may not be able to find it.
That’s why you’re going to want to go back again and again and again and refine that search criteria. See if they can expand their areas.
My favorite question I always love to ask a buyer was, “If we find a home that’s perfect in every way, what is absolutely the most you’re willing to pay? I don’t want to leave any possibilities off the table, so absolutely the most you’re willing to pay, so I know how far I can go in bringing possibilities to you.”
So, it’s really hard work, I get it, to get out there and find them those properties, and that’s exactly why we want to make sure we’ve got quality buyers, completely prequalified, and loyal, and willing to work with you.
Alright, have a great day and I’ll talk to you soon.
If you are a real estate agent or broker that is looking to for more insight and direction on how to get more listings, sell more homes to your investors, and work with more buyers, then this podcast is just for you!