You Don’t Sell Real Estate – You Sell Yourself

Understanding the Difference - The First Step of Differentiation

There is definitely a need for sales skills in the real estate profession. But, though many will say “they sell homes”, it’s very rare that a buyer is “sold” a home. On the other hand, we assist a great many buyers in the process of locating, evaluating, and purchasing a home. We actually solve problems for our buyers and for our sellers.

If you buy into this problem-solver approach, then what exactly are these problems?

Seller Problems:

they have a new job and need to move;

their growing family needs a larger home;

their empty nest means a smaller home;

they can no longer afford their home or are facing foreclosure;

someone needs to tell them how to prepare their home for sale;

help is needed to determine a selling price;

marketing is needed for print, internet and other media;

assistance is necessary for negotiations with buyers; and

coordination from contract through closing is needed.

Buyer Problems:

moving into the area for a new job and need a home;

their growing family needs a larger home;

their empty nest means a smaller home;

help is needed to locate and view homes;

they need someone to help compare and evaluate homes;

assistance with offering price and negotiations is important;

advice and assistance with documents and inspections is necessary;

coordination from contract through closing is needed.

Source: About.com