Diary of a Whimpy REALTOR
Earlier this week I was asked “What value do you bring to your clients, or prospective clients?” I pondered the question for a bit and I was actually stumped. I almost stated one of my Universal Selling Propositions, but, I knew I’d sound like a TV commercial, and if not, I will get it, but in the meantime I would more than likely have a smart ass answer just for laughs. Was I shocked, because many that know me well know I can give an answer. What value???
Well after my bout of embarrassment I did remember something from taking my GRI Course in Philadelphia, PA some years back. My answer was right in front of me in the books I have been collecting for some time now. The instructor was Mike Merin, and he wrote the book “Attack the Market! Specialize in Negotiating, Finance, Pricing or Technology.” So what value do I bring? Hmmmm…..
Let’s look at the word specialize first. We have a tendency to spout out what our specialties are before we even think about what our value is. Okay seems rhetorical but it truly is not. Example: I specialize in marketing houses in the Northeast section of Philadelphia that were purchased between 1950 and 2003 and helping Medical Professionals, Veterans, and Babyboomers purchase the homes of their dreams. That is a straight forward specialty.
Now let’s add value to our specialty “I specialize in marketing houses in the Northeast section of Philadelphia that was purchased between 1950 and 2003, using specialized Pricing and Technology skills.” Now what about for home-buyers? “I specialize in helping Medical Professionals, Veterans, and Babyboomers purchase the homes of their dreams using specialized skills with negotiating and knowledge of current financing options.” How's that for adding value?
So how do you add value to your specialty? Great question to ponder for a bit.