When preparing to talk with potential clients or creating marketing materials, it helps to do a bit of soul searching. Essentially, you need to understand, and prove adept at conveying, just why someone should hire you as his or her real estate agent. Chances are there are other real estate agents just down the block from you, and even in more remote areas, the competition is usually just a quick phone call or email away. Your answers to the following questions can provide fodder for putting your best foot forward with prospects and creating marketing materials that set you apart from the crowd.
What Am I Offering?
The fact that you are a real estate agent speaks for itself, but what do you offer your clients? Do you have a specialty? What, exactly, do you do? Be careful with using vague and overused statements, such as “going the extra mile.” So many people use similar phrases that it’s best to qualify them with examples of ways you give clients something extra. By doing so, you show that your statement is more than just another empty promise.
What Are My Skills?
Everyone has a set of skills and talents of which he or she is particularly proud. If you’re not sure what yours are, spend a little time evaluating your past successes, things that come easy to you and compliments you’ve received. Ask those who know you best to share their impressions of you as well. Your prospects will want to know which types of skills and talents you possess and how they help you as a real estate professional. Remember that even simple talents, like being a good conversationalist, can be helpful in the real estate business.
What Makes Me Special?
Your audience has probably heard hundreds of times that one business, service, or service provider is the best. Stating that you are the best at what you do is only impressive if you can provide some concrete facts to back this up. Don’t expect prospects to simply take your word for it. Share accomplishments, experience, training, associations, awards, and anything else that helps demonstrate your reasons for using the word “best.”
Why Should My Prospects Want Me?
Of all the questions you ask yourself, this one is probably the most important. Your prospects do want to learn about you, but above all, they want you to talk about them. Your conversation and your marketing messages should be focused on your prospect (beware of using the word “I” too much), what your prospect wants and needs, how your prospect feels, what your prospect’s goals are and how you can help your prospect achieve them. Use your words to show your prospect that you understand his or her needs and then to demonstrate that you are the right person to fulfill them.
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