How to Bring Value to your Clients
By: Chris Arienti
9/23/2015
A question that arises often in real estate, or any business for that matter, is how to best serve your customers and clients to ensure repeat business. Is it all about competency? Well, that is a good start. However, bringing true value to your clientele is about more than just doing a good job. It is about ensuring you are the resource they seek out for whatever their needs may be. This, my friends, takes great care and time. This is what true value is all about.
Fist off, real estate is a tenuous business at best. Everyone knows someone who can sell a home. Being a Realtor who brings great value, though, goes far beyond having a license to sell. You need to be a resource right from the first meeting. For example, the other night in a class I teach called "Ignite", I was reviewing the buying consultation with a group of new agents. I spoke of the need to set the stage professionally right from the beginning, and go over in detail the actual buying process. The in's and out's, and everything in between such as what exactly is earnest money down, and what does a purchase and sales agreement look it? These are questions that many first time home buyers, and second time buyers for that matter, often have. Doing these things at the very first meeting all but guarantees the client will recognize you as the expert in the room who brings value. Remember, clients do not care what you can do, they are about what you can do for them. This covers both.
Next, in regards to sellers, the same principals apply. During a listing presentation, we listen first, do a needs analysis, and then go for the close and get the business. Understanding the seller's needs first will enable you to understand if your value proposition meets their current level of need. Discussing what you are going to do for them, not yourself, but for them, gives the client a level of comfort they desire, and will likely get you hired. Too many agents make the presentation about them and how the client is lucky to be working with them, as opposed to how you can serve the needs of the client. Sounds simple, but many miss the mark on this one.
Lastly, value is more than just selling a lot of homes and having a great track record. Value speaks to how others view you and what you bring to the table. Realtors need to understand that you can never go wrong bringing value to everyone whom you meet. Your reputation will grow in the right direction if others see you as a person who can get things done, and support what others are doing. Come from contribution and watch what happens. Help others grow their businesses and watch what happens. You can be certain that they will most likely return the favor in spades.
Best of luck, and go find someone to bring value to today!
