We all know that real estate is a fiercely competitive business. Even as I am projecting to sell over 300 homes this year, I still find myself motivated at times by an intense desire to stay ahead of the competition. The truth is, at times, I am afraid that if I let up on the gas I will be passed up by the other agents in my market. As believers, we are called to live in faith and never to fear. We can’t ignore the fact that our competition is out there and they are getting stronger every day. But how do we respond? How should we, as Christians, respond to our competition? I believe today’s post will help you start to tackle that question.
My goal today is to help you better understand how a buying principle that you have all heard of can have an impact on your ability to teach your clients the fundamentals of pricing, take better priced listings, and secure price reductions! I have found that having a solid understanding of how buyers make decisions to purchase has had a dramatic impact on my ability to sell more homes.
The principle I am going to be talking about today is comparison shopping. The comparison shopping buyer has a certain amount of money they want to spend and they are comparing products or services to see where they will find the most value for that money. There are two fundamental ways we can create value and give the buyer a reason to purchase…
I wanted to give you something this week that will generate immediate revenue into your business with zero out of pocket costs (less than a hundred bucks in the example I will use). You won’t need to generate any more leads and you will make more money with the clients you already have! I think sometimes we get so focused on generating more clients that we totally lose focus on the other side of the equation: how we can generate more revenue per existing client.
Our industry as a whole and nearly every real estate coaching company in the market place has “missed the boat” when it comes to what I am going to share with you today. I want to talk about the most powerful and most overlooked principle when it comes to generating a referral based business in real estate