Here is one strategy for the seller and buyer on why they should hire you. You can prove this through client surveys, true closing percentages, and communication systems that you use to keep all parties in the transaction informed. The goal is to save your client stress and money; the stress of not knowing the agent has done their job, and money being delayed in closing fees, extra moving costs, interim rentals, and double living expenses. Studies show that less than 16 percent of consumers return to their previous agents; that stat demonstrates the client isn’t overwhelmingly thrilled with most agents’ service. It also speaks to agents’ after sale service. Most consumers are merely satisfied with our service as agents.
In a survey by the NAR, 69 percent of the people surveyed said they were satisfied with their real estate agent. Satisfied to me would probably be a C grade level. It’s hard to create loyalty to an agent or brand with customers and clients being merely satisfied with our service.
“Do you, Mr. Seller, want to take the risk of extra stress and frustration in this transaction from an ordinary agent? An agent who, based on the stats, will lead you to do with business with them again less than 16 percent of the time?”
Realize that, if the transaction isn’t efficient and timely, your client could also lose the opportunity on the low interest rate they locked in. For a typical person, a half percent increase in rate would cost them close to $50,000 over the life of a 30-year mortgage. That is a considerable risk attached to a lot of money by working with the wrong agent.
“Mr. Smith, it’s a fact that only 16 percent of consumers return to an agent who worked with them previously. That statistic demonstrates that the efficiency level is low and the stress level is high for the customer. Well over _____ percent of my transactions are with repeat clients and the referrals they send my way. This difference, and my personal guarantee, creates a better, smoother transition for you into your new home. Do you see how this creates an advantage for you?”
“Mr. Smith, a negative to an emotional, non-efficient transaction is that the buyer and seller can be at odds. That increases the probability of more costly repair negotiations, late closures, and last-minute demands to closing. We can save you money through a more efficient transaction process. Doesn’t that make sense?”
“Mr. Smith, the truth is if the transaction isn’t efficient and timely, the closing could be late. With the volatility of current interest rates, this could cost you in the long run over the life of your loan. Because we close over _____ percent of our transactions on time, we can ensure these costs don’t happen to you.
“For a typical person, a half percent increase in rate equals close to $50,000 in extra payments over the life of a 30-year mortgage. Do you want to take that kind of risk with another agent?”
Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books – “Your First Year in Real Estate,” “Success as a Real Estate Agent for Dummies,” “The Champion Real Estate Agent,” “The Champion Real Estate Team,” “Telephone Sales for Dummies,” “Successful Time Management for Dummies” – and over 300 articles in print. To learn more, please visit: http://www.realestatechampions.com/.