Every now and then I share a post on this site from my personal blog because it has very important business applications. This is one of those times….
My father passed away unexpectedly in 2008. He was not a wealthy man and as a result, the possessions he left behind didn’t consist of much. I inherited a small life insurance policy (which barely covered his burial expenses), a coin collection, and a few other small items around his house that I decided to keep as reminders of him. However, none of those things meant more to me than the words he wrote on the back of his life insurance policy file. It was only a short paragraph that he wrote to my sister and me, but it meant so much more because at that moment I was never able to speak to my father again. I would never hear his voice again. But those words gave me the ability to hear his voice one last time. They essentially became the last words my father ever spoke to me. Read More Here
Today I will share with you one of the key strategies that allowed me to be able to sell 50 homes my first full year in the business and has also been a key contributing factor to my continued growth today. I was reminded of this strategy recently as I sat down with an agent I was interviewing. One of the common questions I ask during the interview process is “where are you getting your business from?” In other words…what sources of business are you pursuing? This particular agent I was interviewing was selling about 10-12 homes per year and she gave me what I would consider to be a very typical response….
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…