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What Do You
Bring To The Table?
You now have successfully
ar ticulated the benef its
of your company, but why
should they work with YOU
over another agent?
Just as you need to be able to
talk about your company’s value
proposition, you also need to
have a value proposition of
your own. Again, this can be
difficult. After all, as children
we were often told not to brag
about ourselves. But you’re not
a child anymore, and you’re not
bragging. You’re giving your
sellers the information they
need to make an informed
decision. Your personal value
proposition highlights what
sets you apart from other
agents and how you can best
serve your seller.
+communicate
your personal value
here are some examples of things to
include in your personal value proposition:
If you are speaking to a baby boomer
or a senior citizen and you have
your SRES designation, be sure to
mention it. (The same goes for any
other relevant designations)
If you’ve taken a negotiation class in
the past and received a certificate for
it, take the syllabus or the brochure
for the class and make it part of your
listing presentation.
If you subscribe to services like KCM
or other programs that help you
stay abreast of market conditions,
let them know. Sellers want to be
confident you are knowledgeable.
When explaining the value proposition of your company, you
want to differentiate your company from the other companies
in your marketplace. When explaining your personal value
proposition, you want to differentiate yourself from the other
agents in the marketplace, including the agents from your
own company that might go on that listing presentation.
Remember, having a strong beginning and a powerful
ending is crucial. Gain their interest during the first couple
of minutes of the presentation and then build to a real
strength at the end.