Reg Gupton offers ideas on your USP

Reg Gupton here. Hope you are well and enjoying spring if it has hit your part of the country. It sure is here now.

While enjoying the sun, I was reading the National Assoc of REALTORS Profile of Home Buyers and Sellers.

Purchase information is available here.

It is well worth your investment.

Over the next few days I will summarize some important points.

Here is something to think about. If you ask your clients/customers what they want and then deliver it to them what do you suppose happens? Are they likely to argue with you about the service level or are they more likely to flock to you? I bet the latter.

On page 59 there is information about what buyers want most from real estate agents.

Here is what they said.

49% help finding the right home to purchase
13% help buyer negotiate the terms of the sale.
11% help with price negotiations
9% help with the paperwork
8% determine what comparable homes were selling for.

If you add these 5 items together you get 90% of the buyers. This means that buyers are looking (hard) for agents who will deliver these items of service.

So here is an idea, in your marketing, in your buyer consultation, in your paperwork, how about telling the buyers (without being asked) that you will provide these services for them.

And 90% of the time they are going to be thrilled.

No more flailing around wondering what to say to gain the loyalty that you want.

Tell the buyers what they want to hear and they will gladly sign your buyer agency agreement.

To your continued success,

Reg Gupton
www.facebook.com/reggupton
www.facebook.com/reggupton