A marketing plan for buyers, and no unassisted goals

Do you want more buyer’s agency agreements signed? Check out this idea. Most real estate salespeople have a marketing plan for their sellers – a list of things that answer the question, “What will you do to sell my home?”

Interestingly enough, very few salespeople have a similar list prepared for their buyers. Buyers deserve to know what you are going to do to help them. Do you have an answer? Why would a buyer choose you?

It shouldn’t be too tough to make up a list of 12 to 18 items to help a buyer choose you. The key is to show them some things that identify you as “being different”. Here’s a sampling of the ideas from our coaching programs that will help you stand out.

Seven things you can promise buyers to help them find their dream home:

Prospect daily our database of clients, leads and neighbourhoods for properties not yet on the market.
Research all FSBOs, expireds and cancelled listings for additional potential matches.
Contact other top listing agents to discuss potential “pocket listings”.
Eliminate any properties that do not meet your needs.
Preview properties to help save you time.
Advise you as to the most advantageous offer strategy prior to preparing your offer.
If you have not purchased within two weeks, conduct a full consultation interview with you to recommend any changes necessary in our search criteria.

Many of these items will also help you accelerate the buying process for your client. Bonus tip: After showing them your list, you now have justification to request a signed buyer agency agreement. A plan this powerful definitely sets you apart from the competition. Make up your list today. No excuses.

The other night during an NHL hockey game, the announcer made an interesting observation. He said, “There is no such thing as an unassisted goal.” It was one of those “Hm… very interesting” statements.

When you think about what he said, it’s really very true. The obvious initial conclusion is that you can’t do it on your own. But then there’s the back story. Who are you relying on to help you along the way?

Here are four questions to get you thinking about who’s assisting on your goals:

Question 1: Are you using your real estate coach to his/her fullest potential? Are you preparing for your calls in advance? Are you doing your homework? Are you reading your notes midweek rather than 30 minutes before your next session? Are you scheduling for two conference calls every week? Lastly and what I consider to be the most important question in this regard… are you bringing any questions to the call or are you just operating as a spectator?

Question 2: Who are you sourcing for support? There are lots of people in your personal and business life who can provide added value. Draw on them periodically.

Question 3: Who are you helping or mentoring? The teacher always learns more than the student.

Question 4: Are you reading/listening to new material every day while you are in the car or just before you go to sleep every night? As an alternative, how about reviewing inspirational material for 15 minutes at the start of every day?

Give some thought to these ideas. There is so much fabulous material available. There is never an excuse for not growing. This is what will keep you young, vibrant and inspired!

By the way, my current “best book ever” is Slide:ology by Nancy Duarte. It’s all about how to make amazing presentations. It was referred to me by coaching client Stephen Silver and it’s superb! Thanks Steve.