I’ll bet you are a little like me and you sometimes feel a little deflated when a potential client starts making you feel like a provider of low value commodities rather than a thoughtful person with valuable advice.
Real Estate Clients tend to ask questions like these:
- How much is your commission?
- Why isn’t my house worth what Zillow says?
- Why shouldn’t I use a flat fee listing service?
I recently found a book that has some great ideas on how to answer some of these common questions in a way that quickly establishes your stature as a trusted advisor (versus a dime-a-dozen salesperson). It is Exactly What To Say, For Real Estate Agents by Phil Jones.
They key point in the book is that you can’t just wing these discussions. If you know that clients ask questions like this, you can be ready for them and know what to say.
According to Jones, the best approach the situation is to ask your own questions that can help you understand exactly what the person is worried about.
You can ask questions like:
- What is your experience with working with a Realtor?
- What is your experience with timing the market?
The answers to these questions will frequently show that the client’s lack of experience is creating their fear and anxiety. Once you know what they are really afraid of, you can reassure them that you can help them. This could shift their focus away from price shopping and commoditizing your services.
If you want to learn to position yourself as a valuable advisor using simple, proven strategies and tactics, get a copy of this book. And get the paperback version because you’ll want to be able to easily bookmark key parts that are most applicable to your situation.
P.S. If you really want a deeper dive into Jones’ work, check out his audible book: “How to Persuade and Get Paid”.
Adam Diamond Law works with sellers throughout McHenry County. We pride ourselves on performing excellent client service with open communication and transparency. If you would like to sell your home, call our office at (773) 217-9623 to schedule a consultation.
Disclaimer: This blog post is for informational purposes and is not intended to be legal advice or to create an attorney-client relationship. Every situation is unique and it is always best to review your individual situation with a local attorney to understand your options.
