What are You doing to Differentiate Yourself and be an Expert and a Trusted Authority in the mind of your affluent dream clients?
Put another way: “Why would an affluent Buyer or Seller Select You over the hundreds of other choices in your market?”
Your Affluent Dream Client would be more likely to trust a real estate expert and would prefer to do business with real estate agent that has competence and authority.
You are an expert as defined by Webster if you: “have or show special skill or knowledge because of what you have been taught or what you have experienced”.
I suggest that we take this a few steps further and demonstrate and promote our special skills of Competence and Expertise to our clients, and prospective clients up front (and in everything we do).
How to become an Expert
You may be a little scared of calling yourself an “expert” at this point. There is rooted fear from grade school that the other kids will laugh at you, make fun of you, think you are pompous, and talk behind your back. You cannot control what others think, say or do, so stop worrying about them.
I will help you walk the walk, so you can confidently talk the talk.
As some have said – it is not bragging if you can back-it-up… so what are you doing to turn data into information? What are you doing to prepare detailed market reports that speak to the segment of the market you want to Attract Your Dream Clients? Have you done your homework to understand the nuances of the Luxury developments and gated communities in your market? If you have identified who your dream client is and you understand them – then you can create content and publish content that helps them.
Traditional old school real estate training that teaches one-on-one cold calling,
and soliciting, and canned-scripts and word tricks,
so you can “close them”.
(I Don’t do this, and I don’t teach this)
Believe me when I say, I spent 30 years in Sales and Sales Management and have done a ton of outbound soliciting and cold calling in business to business settings. But as a real estate agent I found that affluent clients were repelled by this – and I was wasting time. I learned the hard way that until I demonstrated my expertise I was not able to earn a client’s trust or their business.
Over 80% of prospective Buyers and Sellers are searching on-line – and they are doing their research on the market, and on real estate agents. What will they find when they Google Your Name? What will others say in your market when they ask about You?
I Have Built My Real Estate Agent Business on ATTRACTION
I am serving my clients up-front with valuable content that is informative and entertaining. I answer the questions they have. I publish content that helps them. I demonstrate my competence and skill through the valuable premium content that speaks to my dream client. I demonstrate my competence and I build TRUST.
I serve every client at the highest level because the most important thing is that they are successful in their pursuit to Buy or Sell real estate and they are very satisfied in my services as their real estate agent.
Be Humble. Be an Expert – Not a Know-It-All
Do not gloat, or pretend you know everything. You cannot know everything. This will only get you in trouble. There are new listings on the market daily and new sales that closed yesterday that you would not be aware of. An expert knows a lot, but if an expert does not know something they say so – and they know where to get the information, and then follow-up with the answer.
Steps to Becoming an Expert
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