Top 3 Ways to Build Your Best Business (part 3)
Category:KB Consulting SolutionsDon’t let a great market create bad habits!
In the midst of the chaos of the business, it’s important that we maintain great habits and sharpen the fundamental skills that sustain a solid, profitable business! Especially in times of a healthy housing economy with depleted inventory seriously impacting our business, we must stay true to solid fundamental skills and business practices.
In our final blog of this series, we want to focus and be intentional with crafting a story that best communicates (at a much higher level) the value you bring to the table as a professional.
What Sets You Apart…
Why would someone hire you today?
Telling Your Story
The art of story-telling the secret to success in sales.
Historically, salespersons have often been seen, or at least perceived as, pushy, forceful and often less than authentic. Much like our badger or a used car salesman. You know (if you are old enough) the one in the polyester leisure suit with patent leather shoes. Thank goodness, along with the shift in the market, there is a shift in the sales profession and the perception of what a professional REALTOR® should represent. You are now the navigator, the expert and the guide. Your role as a Consultant is to be knowledgeable, transparent and trustworthy.
You should always be a resource and not a sales pitch. You should tell your story well while remembering you are there to serve their needs and serve from a place of knowledge and leadership about the market and market conditions.
Your presentations should be:
- Compelling
- Value Driven
- Truthful
Identify your value and brand:
Why should I hire you today? Right now, take a clean sheet of paper and write down the Top 10 reasons you are the REALTOR® of choice. Ready, set, GO!
If you have no problem with this exercise…congratulations! You are well on your way to mastery of your business and future. IF you struggle… Dig deep. It is imperative for you to own this. Again, this is where a great market can introduce and allow bad habits. Hints are listed below for you to create and live an unfair advantage.
Creating an Unfair Advantage
- Create a ROI
- Your personal production vs. the competition
- Production #’s from your office
- Your market Snapshot
- Hometown experience/world of experience
- Designations, training, expertise
Keep in mind, we are “unique” in some way or another and that also applies to business. Know your strengths and weave them into a powerfully compelling story that ensures you secure the business every time.
My best advice? Always…be a resource, not a sales pitch.
