Dear Home Seller: Do You Know What I Do?
Earlier today we were talking with one of our clients about how, even though Realtors have been around for ages, explaining to home buyers and sellers what you do and why it’s so important is still a huge part of the job of a real estate professional. Many home sellers understand they need a qualified REALTOR® to sell their home, but very few of them really know what it is you do, or understand the huge range of services you provide.
Let’s face it: real estate is a little abstract. For those outside the industry, selling a home can seem like magic, or can appear extremely easy when you don’t see all the work that goes into it. Similar to any great magic show, there’s always a lot going on behind the scenes to ensure the real estate selling process goes smoothly.
So the real question for REALTORS® is: how can I get my service message across?
In order to show continued value in the marketplace and highlight why choosing a REALTOR® is better than becoming a FSBO, it’s important that each and every one of us showcases the benefits of hiring a qualified, professional REALTOR® in both online and offline spaces.
Online, there are many ways to consider highlighting your service value, both from a company/brokerage standpoint and on a personal agent by agent level.
My Home Marketing Plan
What exactly do you do to help your clients sell their homes for the most money possible in the least amount of time? Home sellers should be able to find this information easily on your website. Do I need all your trade secrets? Of course not! Always leave something aside to encourage in-person meeting, but you should provide enough information about your service and skills to make it to the top of a seller’s “possible REALTOR®” list.
Yours – And Your Office’s – Success Rate
Some things are easiest to understand in numbers. Showcase your office and/or your personal sales statistics, especially if they’re stronger than industry averages. People like to see proof of past success, and if you can show a standing track record of results you’ll definitely stand out.
Where Will You Advertise
Clients like to know how you will promote their listings. Online advertising efforts include your personal and office websites, social media networks, videos, photo tours, and featured sheets. Offline efforts include magazine ads, open houses, newspaper ads, etc…
Just the other day, a friend of mine getting ready to sell their home mentioned they wanted a REALTOR® familiar and comfortable with utilizing social media, while for others (especially older home sellers) social media isn’t on their radar. Remember, every seller’s “wish list” in a real estate professional is different and there are plenty of potential clients to go around.
Be The Expert and Educator
People want to know you have current, expert knowledge about your local real estate market, and that by working with you they will begin learning the ins and outs of real estate. What tips and advice can you share online to people to showcase your knowledge of the market? Remember also that education is a lifelong journey, and keep adding new tips, values and insight.
Have Fun
I don’t know about you, but I always appreciate a personal approach when I work closely with someone, and if you can convert a client into a friend the next time they sell a home, they’ll contact you first. At Redman, we strive to provide a fun experience and take pride in being an energetic group of people always striving for innovation and creative marketing and product ideas.
These are just a few ways to get you started thinking about how you present your service value messages. When blogging or building new content for your website, remember to ask yourself if it improves or showcases your value as a real estate professional.
In the next coming weeks, the Redman team will be working on new blog posts that highlight tips on perfecting your in-person sales pitch so stay tuned!
