Hello Carl,

OK, that is the thing, you can't rehearse for it. When a lead comes in you can only hope your personality, expertise, timing and everything else works in sink. I that order. Usually it is personality. Hitting it off with the person on the other end. The old adage, selling yourself. However, I don't consider it selling, more like, telling them enough about yourself to win their confidence. What do you have going for you? What do you do? Proven results. Can you get along?

If we had all those answers and it worked all of the time we would be rich and not working tonight.

Take care and good luck!

Honesty!  

Tell the people what they NEED to hear, not what they WANT to hear!  Being honest about yourself and what you offer goes a loooooong way.  People just want someone that is going to treat them with respect and is upfront with them.  Being nice can get you a long ways in this world!

They don't want to feel like you are hounding them like dogs hunting for prey!

Give them the information and don't pressure them.  Make them feel like they can come to you when THEY are ready to!

Carl - I distinguish myself by wearing hats! Hehee!

Michelle Leonard

P.S. I could not resist!

Carl:  

This sounds like a textbook question about VALUE PROPOSITION.  Is that where you want to go with it?  

I have started a new campaign... YOU ONLY NEED ONE REALTOR....

This is all about POSITIONING - but not positioning myself.  I am offering POSITIONING at the TOP to my selling clients or buyer clients.    

For Sellers, I am featuring my web site rank of #1 in search engines and Point2 ranking to position myself as the #1 Realtor serving the area.  

For Buyers, the idea is planted that you don't have to call every Realtor in town.  

The message is, you only need One Realtor (if you choose a good one).

It goes something like this....  

Only One Realtor offers #1 Ranked Real Estate Web Site in Ohio and Michigan!  Choose the right Realtor and you can take the difference to the bank!  Get Real Service, Real Solutions, Real Results.  Buy Smart, Pay Less, Get More... Dugan Delivers!  Call for free consult.

If you haven't already done it, you need to take 30 minutes to think about what your best assets and weaknesses are.  What do you do best?  "I do more advertising in the local paper than most agents."  I have more listings than most agents and, therefore, I get a large share of the foot traffic."  "I am new with few listings, therefore I can dedicate more time to a new client than the other agents."  "I am more creative and I can make a list of fresh ideas to sell a house."  "I live in the community.  Therefore, I can answer questions that the big agency can't handle."  Think of your strengths and weaknesses.  Next, try to think of things you can do or say to turn your weaknesses into positives.  Then, rethink about this every so often.  Thus, you should be ready to tell all of your clients why they should hire you.

How about:  My Sellers get 98% of List Price, and Sell 30% Faster ?

Now there is a value prop that hits the felt need... !