Value means getting more than what you expect, and not just necessarily paying less than you want
Awesome listing appointment yesterday. I was going through our process on what we do to market a home, explaining that increased exposure means more interested buyers, which means higher chance of selling for a price with terms the seller will love.
My sellers are big IT people at their place of employment (which embarrassingly, I had not probed enough to realize). As part of my presentation, I asked them to get out their laptop and their cell phones. I directed them to one of our boosted posts on our business page and had them click through. I did not tell them what would happen.
Sellers immediately got auto the text response, followed by one of my teammates within 5 minutes via phone call, who thought they were wanting to see one of our other listings. I got to hear one of my agents in action, so I could follow up with coaching, and they got to see how on the ball we are. I asked the sellers if they would like to have their interested buyers being contacted that quickly and efficiently. The conversation also turned to the value of working with an agent on a team, rather than just a solo agent. Also an easy sell after that exercise.
The next concern they had was that maybe I didn't sell enough in the area where they want to move. The other agents, in their mind, were focused solely on being experts in the area where they currently live. I asked them to go to the "list my home" link, with the map populated with past sales. Before it popped up, I said, "I feel confident in telling you the areas with blue pins represent the areas where I am an expert."
I was one of 3 agents interviewed (I was last, which I prefer). When cutting commission came up, I explained that value means getting more than what you expect, and not just necessarily paying less than you want. That while I wouldn't cut commission, I promised that through our marketing tools and services, they'd never questions whether or not they got "value" with us. They were also strongly considering FSBO, and when asked why they shouldn't do that to save ___%, I said because you don't have the tools like this that make a difference, and you don't know all the pieces, parts, and players of the game to give yourself an advantage. It was a total slam dunk of a listing presentation.
They're signing listing paperwork with us today. I cannot wait to boost their listing. It's going to show well, and generate a lot of buyer leads. Total win.
To my fellow users, think of ways outside the box to leverage the tools you pay for, to generate more business. These aren't just tools to grab internet buyers, but also to earn listing business too.
Thank you Curaytor for giving me another way to demonstrate our value proposition, and for making it easier to negotiate for a fair rate of pay! Thank you April Smith-Matey for being a champion for Curaytor and Follow Up Boss. Your value is beyond measure.