What Are You Going to Do to Sell My House?
Discover How Results-Driven Agents Ensure Your Home Sells Fast!
Expert Strategies to Sell Your Home Quickly and Profitably
When it comes to selling a home, one of the most common and often dreaded questions agents face is, “What are you going to do to sell my house?”
As a real estate professional, how you respond can make or break your chance of securing the listing. Let’s explore how you can effectively answer this question and emphasize the results sellers crave.
Understanding the Dreaded Question
Most agents dread the moment sellers ask them what sets their services apart. You might think sellers are interested in the intricate details of your process, but that’s not the case.
Sellers want to know about the results you can achieve for them.
Here’s why:
The Seller’s Perspective
Sellers often ask, “What makes you different from other agents?” They are not looking for a rundown of your daily tasks or your detailed approach to marketing.
What they truly want to know is how quickly and profitably you can sell their home. This is where many agents fall into the trap of knowledge bias.
Knowledge Bias
Knowledge bias occurs when agents assume sellers understand the technical aspects of real estate processes. This leads to overly technical explanations that confuse and frustrate the seller.
Instead of focusing on how you plan to achieve their desired results, you might find yourself lost in the weeds of your methods.
The Electrician Analogy
Consider this analogy to understand the importance of communicating results over actions. Imagine you have a problem with your home’s electrical system. You call two electricians:
The first electrician, let’s call him the “Technician,” explains every step he will take to fix the issue. He dives into the technicalities, causing you to feel overwhelmed and doubtful about his expertise.
The second electrician, whom we’ll call the “Expert,” simply reassures you that he will resolve the issue quickly and efficiently, restoring your power and giving you peace of mind.
Which electrician would you trust more? The Expert, right? The same principle applies in real estate. Sellers trust agents who focus on outcomes rather than a list of tasks.
Communicating Results Over Actions
Shift Your Focus
As an estate agent, your goal should be to communicate the value of the outcomes you can achieve for the seller. Instead of detailing your daily tasks, emphasize how those tasks translate into results. Here’s how:
Effective Communication
Effective communication can set you apart from other agents and lead to more listings and higher earnings. Here are some tips:
Highlight Success Stories: Share real-life examples of homes you’ve sold quickly and for a great price.
Use Data: Present statistics showing your average days on the market and the percentage of the asking price achieved.
Client Testimonials: Include testimonials from satisfied clients who experienced successful outcomes with you.
Coaching Insight
As Andre Swart, a seasoned real estate expert, often advises:
“Avoid falling into the trap of knowledge bias. Train yourself to communicate the successful outcomes you can achieve for your sellers. This approach not only builds confidence but also enhances your perceived value.”
Comparing Approaches
Let’s delve deeper into the contrast between the two approaches using our earlier electrician analogy:
The Technician: Focuses on detailed tasks and processes. This lowers perceived value and makes clients more likely to choose based on price rather than expertise.
The Expert: Focuses on the outcome and reassures the client. This enhances perceived value and builds trust, making clients more likely to choose based on confidence in your ability to deliver results.
Enhancing Client Confidence
Clients prefer professionals who promise specific results over those who provide a list of actions. By focusing on outcomes, you not only differentiate yourself but also increase your perceived expertise and value.
Sales Analogy in Real Estate
In real estate, agents who list tasks commoditize themselves, leading clients to choose based on price. However, agents who emphasize results and outcomes position themselves as experts, leading to higher perceived value and more listings.
Outcome-Focused Communication
Emphasizing results in your communication is key to enhancing your service value. Here are some practical steps:
Simplify Your Message: Focus on clear, outcome-based communication rather than complex details.
Learn the Skill: Invest time in learning how to effectively communicate outcomes. This will not only enhance your service value but also increase your business success.
Real-Life Example: Andre Swart’s Success Story
In my early days as an estate agent, I used to overwhelm my clients with detailed explanations of my marketing strategies.
One day, a seller bluntly told me, “I don’t care how you do it, just sell my house!” This was a turning point for me. I started focusing on the results I could achieve for my clients.
I shared stories of homes I sold quickly, provided data on my success rates, and included client testimonials. The change in my approach led to more listings and higher client satisfaction.
Conclusion
When sellers ask, “What are you going to do to sell my house?” remember, they are not interested in the minutiae of your methods. They want to know about the results you can achieve.
By shifting your focus from tasks to outcomes, you can enhance your perceived value, build trust, and ultimately secure more listings.
As Andre Swart always says, “Focus on the results, and the results will speak for themselves.” So, the next time you face that dreaded question, remember to highlight the successful outcomes you can achieve.
Unlock proven selling strategies today and watch your business thrive!
By focusing on results and communicating effectively, you can transform how you respond to sellers’ questions and position yourself as a top-performing agent in the industry. Happy selling!