Communicating Your Value (Ninja Style)
As an industry, it seems that we have much to learn as it applies to the communication of our value proposition in the transaction. The ability to articulate that value proposition is in and of itself a success determiner.
That being said, I recently took an abbreviated course built around the Ninja Selling System. And first, let me say that while I take a lot of trainings. And, find value in all of them. This was different. For the next two weeks, we will explore my takeaways from this event.
As I mentioned, this week is all about the value that we bring to the seller side of our transactions.
Our first responsibility to the seller is to make sure that they understand that we are not the determiner of value in the market place. Instead, market value is defined as the price a seller will sell for and, a buyer will agree to pay. Our role is to determine what price point will generate the most activity thereby, creating a competitive environment from which top value can be obtained.
Once they have the understanding that their home will sell somewhere within a clearly defined price range (as opposed to a specific price) we can begin to communicate our Value Proposition and the role that we will play in delivering them exceptional value. The following is the roadmap for delivering that clarity.
"My job is to help you get the most value at the top of your value range. There are 5 ways that I achieve this".
1: Together we will walk through your property. During this walk, I will make suggestions that will allow you to present the house in the best possible light. Highlighting its strengths while minimizing conditions that might negatively affect buyer interest. This process will enhance the desirability of your home so that you are positioned to get top dollar for it.
2: Next, I will help you define a pricing strategy that will attract the highest percentage of active buyers in the market place. In doing so, we can be absolutely certain that we have not priced so high that we scare buyers off. Or, so low that we end up leaving money on the table.
3: Our marketing strategy is designed to give you maximum exposure so that we attract more buyers and therefore more offers. The more we have, the higher your home will sell fore.
4: Once we have our offer, my job is just beginning. There are several points moving forward where your sale can unravel. I not only will negotiate the best contract for you. I will negotiate the best possible outcomes for you while taking great care not to discourage your buyer from moving forward. Doing business with a Realtor who has strong negotiating skills is the most dollar productive benefit that we can offer our sellers.
5: Finally, I am your transaction manager. There are a lot of moving parts in a real estate transaction. My role is to anticipate and communicate what is on our horizon and to handle each phase so that your contract closes on time with a minimal amount of uncertainty or surprises.
In this market, your greatest expense is often the money you don't make because you embraced a flawed strategy. Great marketing and strong negotiations will make you money.
When we compete on value and, we can speak to the fact that the benefits of working with us far outweigh the cost, our clients will pay whatever it takes to secure our services. However, when we compete on commission alone, absent value, we learn quickly that there is always someone out there willing to work for less.
#FranklySpeaking
That being said, I recently took an abbreviated course built around the Ninja Selling System. And first, let me say that while I take a lot of trainings. And, find value in all of them. This was different. For the next two weeks, we will explore my takeaways from this event.
As I mentioned, this week is all about the value that we bring to the seller side of our transactions.
Our first responsibility to the seller is to make sure that they understand that we are not the determiner of value in the market place. Instead, market value is defined as the price a seller will sell for and, a buyer will agree to pay. Our role is to determine what price point will generate the most activity thereby, creating a competitive environment from which top value can be obtained.
Once they have the understanding that their home will sell somewhere within a clearly defined price range (as opposed to a specific price) we can begin to communicate our Value Proposition and the role that we will play in delivering them exceptional value. The following is the roadmap for delivering that clarity.
"My job is to help you get the most value at the top of your value range. There are 5 ways that I achieve this".
1: Together we will walk through your property. During this walk, I will make suggestions that will allow you to present the house in the best possible light. Highlighting its strengths while minimizing conditions that might negatively affect buyer interest. This process will enhance the desirability of your home so that you are positioned to get top dollar for it.
2: Next, I will help you define a pricing strategy that will attract the highest percentage of active buyers in the market place. In doing so, we can be absolutely certain that we have not priced so high that we scare buyers off. Or, so low that we end up leaving money on the table.
3: Our marketing strategy is designed to give you maximum exposure so that we attract more buyers and therefore more offers. The more we have, the higher your home will sell fore.
4: Once we have our offer, my job is just beginning. There are several points moving forward where your sale can unravel. I not only will negotiate the best contract for you. I will negotiate the best possible outcomes for you while taking great care not to discourage your buyer from moving forward. Doing business with a Realtor who has strong negotiating skills is the most dollar productive benefit that we can offer our sellers.
5: Finally, I am your transaction manager. There are a lot of moving parts in a real estate transaction. My role is to anticipate and communicate what is on our horizon and to handle each phase so that your contract closes on time with a minimal amount of uncertainty or surprises.
In this market, your greatest expense is often the money you don't make because you embraced a flawed strategy. Great marketing and strong negotiations will make you money.
When we compete on value and, we can speak to the fact that the benefits of working with us far outweigh the cost, our clients will pay whatever it takes to secure our services. However, when we compete on commission alone, absent value, we learn quickly that there is always someone out there willing to work for less.
#FranklySpeaking
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