3 Options Realty, LLC

Discussion:  Help your prospect justify your services by letting them know that they need a treat, they need to be nice to themselves, they are worthy of splurging on themselves.  They deserve it—they have worked hard, or they have done good deeds for others.  Every once in a while it’s good to pamper yourself.  “You’ve worked hard.  You deserve a reward.  Don’t you think it’s time to do something for yourself.”

Action:  This is a no-brainer with buyers.  Don’t we all deserve to buy a home?  But how do you get seller’s to feel like they are being treated special, just because they are working with you?  What if you made it clear to them that by working with you, they will take the pressure off of the selling hassle?  They deserve it, don’t they?  Perhaps you could help out with the family pet?  Pets are a problem with showing.  Some people won’t even look indoors if there is a dog loose inside.  Maybe you could suggest that they look at your references, where they will see that you go above and beyond to make the selling process smooth.  There are many things that you could do for them.  Look at you listing presentation.  Express the elements of you listing presentation as helpful aids to selling.  Things you are doing for them.  For example the market analysis helps them determine a fair market price, and you let them know that you will be keeping your professional eye on the changes in the market during marketing so that you can advise them about changes in the dynamic marketplace.  Another helpful aid is your contribution of an electronic lockbox that reports to you the name of the agents that show the property and when they did it.  What about your marketing systems?  These are your professional gifts to them.  They deserve you, because to take the pressure off.          

Development:  What can you offer that will make your seller’s feel like they are getting preferred treatment, because they deserve it?  This is worth thinking about.  It may be the difference between selecting and not selecting you as their agent.  Be prepared to use this tactic with sellers as a final fallback.  While this may be more difficult to apply with sellers, it should come quite naturally, and be easy to apply in buyer prospect scenarios.