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Last week I posed the question: Why Should I hire you? I got some great answers and as I hoped, each of them were very different. Eric Olson, an Austin real estate agent, was pretty close to hitting the mark: “Whatever you tell the client needs to be something they can relate to and find value in.”
Each client is going to be a little different and going to want and need different things. More importantly, different clients are going to value different things. For example, I would highly value Michael from Austin Homes for Sale services using Pay Per Click advertising. If my husband were to be the one hiring an agent however, he wouldn’t even know what pay per click meant! He would be more likely sold on Spike’s reason from Myrtle Beach Real Estate that he has a track record for getting high percentage offers for the listing price.
Different clients will need and want different things. Some will value more things than others. To really answer this question effectively, you need to understand your potential client in and out. Here are some things to ask yourself before answering “Why Should I Hire You?”:
What does the client NEED?
What does the client WANT?
What does the client VALUE?
How will working with me make them FEEL?
What do I provide that is DIFFERENT?
In real estate, most clients need to buy or sell a house. But they may have other needs – they may need to get a certain dollar amount for their home or have it sold within a short time frame. A client’s wants often go hand in hand with their needs – they might want an online advertising campaign or constant communication between you and them on the progress of the sale.
Asking how will working with me make them feel helps you cater to the emotions of the buyer – will working with you make them feel confident? Secure? Respected? Relaxed? Josh Whitford, who writes an excellent Unconvential Marketing Blog was close to this with his answer: “Because work should be fun”.
Finally it’s important to set yourself apart from the competition. What makes you extraordinary compared to the other agents in your market area? What are you doing that everyone else isn’t?
I really enjoyed reading all of the answers everyone shared with me to my question. You can read all of the answers everyone shared here. If you didn’t already answer “Why Should I Hire You?” feel free to leave it now in the comments below.
2 Comments
This is a simple thing a lot of specifically listing agents miss the mark on. They talk about their company and MLS and all sorts of vague and basic stuff but dont drill into or even mention many times why they should be hired and put in charge of the potential clients homesale. Every time agents miss this mark I know the listing should be mine because it is a very easy thing to talk about if you do have a plan and strategy that differs from the average real estate agents gameplan.
I am always surprised by the short attention span of some sellers. In a listing appointment– I am there to discuss the market, their home and how I will impact the sale of their home.
The most important thing should be “how are you going to market the sale of my home?” But I can always tell when a seller is listening.
All they want to know in some cases is price, price, price. Obviously you have to be able to speak into the listening of your clients. Sometimes I think that they just arent listening.