It seems just about everyone has their real estate license these days. It’s relatively easy to get and, let’s face it, if you’re willing to work hard; this is a wonderful industry to be in.
There are more real estate professionals now than ever before. In fact, I’d suggest that most people know five or six REALTORS®. When it comes time to choosing a real estate professional, it is imperative that you know the answer to this question: Why would I hire you over someone else?
Here are a few tips to help you better answer that question.
1) Start With Why
If you haven’t read Simon Sinek’s book, “Start with Why,” I would highly recommend it. At the very least, watch his TED talk of the same title. He challenges his readers to figure out not just what you do but why you do it. Sure you’re a Medallion Club Realtors® who sells 50+ houses a year, mainly in East Vancouver, but why do you do it? What drives you to sell real estate? Why do you get out of bed in the morning?
Go deep on this one and be honest with yourself. As Sinek says in his book, “people don’t buy what you do they buy why you do it.” Figuring this out will not only drive you to keep doing what you’re doing, it will inspire prospects and clients to see your value, as well.
2) Find Your Niche
Historically, many real estate professionals have been generalists. They take all listings and accept all buyers. The result? – Jack-of-all trades, master of none. You can’t effectively meet the needs of every client and every property. It’s much more effective to establish yourself as an expert in one area.
Ask yourself – what do I have to do to become an expert in one niche? Am I passionate about selling downtown lofts? Co-op properties? Helping first time homebuyers? Is there a neighbourhood I know better than anyone else?
Figure out what your specialty is because people want to hire the expert.
3) Believe You’re The Best
This may sound a bit hippy-dippy but if you don’t believe you’re the best agent for the job, how are your clients going to believe it?
Many agents have a hard time accepting the fact that they’re “sales people,” particularly if they’ve come from another profession beforehand. They’re afraid of being too pushy or perceived as being bothersome by advertising their services. This is a perception you need to change.
If you really believe that the service you offer to your clients is the very best service they deserve, promoting your services shouldn’t feel pushy at all. You’re simply offering them what they need and deserve. And how are they supposed to know you’re the agent for the job if you don’t put yourself out there?
Making your value apparent is your responsibility. You can’t expect it to make itself known; it’s your job to communicate it. So let me ask you again, “Why should I hire you?”
Remember, It’s a beautiful life , make it count.