Last time I talked about a commonly made mistake that I think is ravaging the sales of Agents all across the country: Constantly complaining about the tough market conditions we currently find ourselves.
I while I mentioned that I understood where they were coming from, I also gave some practical advice on what you could do to rise above that, and generate more business in the process.
Today I want to cover another common mistake most Realtors make when working in a down market…
Mistake #2: Missing the opportunity to become the "Realtor of Choice."
Now this is going to be a little different so stick with me on this.
Everywhere you turn people are talking about how the market's tanking, the economy is falling and how gas prices are going through the roof.
Now, amidst all that discussion of "the sky's falling", most Agents have lost track of the fact that there are thousands and thousands and thousands of homeowners out there who are having the very same feeling as it relates to selling their own home.
In other words, they read the newspapers. They know that the market isn't great. And some of them are probably thinking, "Why didn't I get out when I had the chance?"
Right?
Which means that people are concerned that they're going to be stuck with their homes. They think they might not be able to sell it, and more importantly for you, they're looking for answers from someone – anyone – on how to best handle this situation.
So my question is simple: Why couldn't that someone be you?
Why couldn't an enterprising, upbeat Agent such as yourself create a forum where sellers (and buyers alike), can get good answers to tough questions as it relates real estate industry?
It could take the form of an electronic newsletter that talks about the common challenges facing today's seller, and what they can do to still get the best price for their home -- despite a market as tough as this.
It can be a workshop or presentation (which I talked about during a previous article), where you show them what to do to "buy smart" in a market such as this.
Or if you really want something easy, how about setting up a TeleClass that you hold over the phone where you talk about "what to do, and what not do" when selling a home in today's market.
You see how by doing this you're creating a situation where people (read: potential prospects) value your opinion, and in the process position yourself as the knowledgeable, competent Agent when it comes to getting things done … even in a market as tough as this?
I call this person, the Realtor® of Choice, and believe me, that's exactly how you want to be perceived when trying to get new business in today's market conditions.
If you're not sure what to say in your newsletter, presentation or teleclass, how about discussing things like:
- Curb appeal,
- Staging the home properly,
- Making sure there's not a whole bunch of clutter hanging around, or
- Pricing it right to begin with
These are all things that you guys already know.
Then simply position that information in the context of, "Here's what you need to do if you want to get your house sold at top dollar," or whatever the case maybe.
Now if you don't have an electronic newsletter just yet, and you're not sure where to get started. I'd recommend Constant Contact. It's an html based solution, which means that people can see your newsletter in living color, and it's relatively easy to use.
The cost is very reasonable, and it's something my company has used for a little while now.
In terms of TeleClasses, we use a company called Spiderphone. Again, very easy to use, the cost is minimal, and we've been using them for over 3 years.
And as far as workshops and presentations are concerned, that's something I covered in a previous piece. ("More Biz Tough Market: Standing Out w/Winning Presentations").
But remember, whatever you do decide to do, the important thing is to position yourself as the expert – the Realtor&Reg; of Choice if you will – thereby creating a situation where prospects actually want to talk to you.
Imagine that.
If you'd like some more ideas on how to get more business in today's tough market, just email info@agitoconsulting.com (Subject: More Buyers in Today's Tough Market) and we'll shoot you a copy of our free report.
But in the meantime, get out there and start becoming the Realtor® of Choice in your market today.
Author: Brian Hilliard
Copyright © 2008 Realty Times. All Rights Reserved.
Visit http://realtytimes.com