and skill level. But when Tiger Woods was at the top of his game, he was the best golfer in the world by a wide margin, and he got that way by practicing more intensely than anyone else. Michael Jordan became a legend in professional basketball the same way — through intense practice. Lots of people who have reached the top of their industry, whether sports or 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 skills 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?
Keep in mind 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, all you have to do is 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 selling proposition. It’s what makes you different, and most important, it’s what makes you better than your competition. So, practice how to say it. Try changing words around just a little bit. The more practice, the better you’re going to 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
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