Communicate Value

Converting the Call
Step #2: Communicate Value

When buyers contact you, they are full of questions and want answers now. Successful real estate professionals resist the temptation to launch into a two-minute, one-size-fits-all sales pitch. They listen, encourage a buyer to tell them their wants and needs, then deliver value based on those wants and needs, showcasing the value they bring to the table.

In that sense, your `two-minute pitch` may actually be excerpted from a well-prepared `one hour pitch` from which you relate the skills and specialized knowledge (including your connections to the community your caller is considering) to demonstrate that you are a valuable asset and ally in their search for a home. Buyers come to you already armed with information from the Web and other sources, but they typically do not possess your experience in helping buyers or your deep knowledge of the market you serve.

About half of buyers are first-time buyers. They may know what properties are available, but they likely know little about community resources, neighborhood lifestyles, the details of home construction, and the thousand and one other details that go into a successful outcome.

Contact me to find out more about connecting with buyers through communicating value.

Thank You,

Lucinda Brasington, Dir. of Marketing
Penny Benton, Dir. of Training
ERA Wilder Realty, Inc.
803-728-8400 ext. 203 - Lucinda
803-728-8400 ext. 206 - Penny
lucindab@erawilderrealty.com
pennyb@erawilderrealty.com
www.erawilderrealty.com

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