reached the top of their industry, whether sports, business, or entertainment, have gotten there not because they were naturally skilled. They took the skills they had and got ahead by practicing. And if you do have natural talents and abilities, imagine how much better you can become if you take the time to practice those skills and hone those abilities.
WHAT'S YOUR VALUE PROPOSITION?
Remember that when you’re speaking to a prospective client by phone or face-to-face, you don’t have to be better than every real estate agent in the United States. Most home sellers don’t interview 10 Realtors® to sell their house. They might interview just three Realtors®. If you practice, you must impress your prospects more than they’re impressed by the other two or three agents they’re interviewing. Remember that the main point of an interview is to tell customers why they should work with you to buy or sell a house. Just figure out why they should work with you instead of the other agents. That’s what we call your unique sel ling proposition. It’s what makes you different and, most importantly, what makes you better than your competition. So, practice how to say it. Change words around a little bit. The more practice, the better you’ll get at explaining to people why they should work with you to sell or buy a house. You’ll get to the point more quickly without seeming pushy. You’ll make your points smoothly without seeming too slick. Every engagement will feel more like a conversation than a speech. Listen for people’s feedback and incorporate it into your practice. What do you say that gets a good reaction and makes people say, “You know what? That makes sense. I can tell you’re a great agent.” Edit your presentation for clarity and economy — you want to make your point early and quickly without seeming rushed.
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