Articulating the Value of a Real Estate Agent

How do you articulate your value?

The answer to this question is based on your CX – the Client Experience you deliver.

Mindset | Benefits vs Features

Let’s start with an analogy that, if you are a Real Estate Agent, you can easily draw a connection to:

You likely use a car to get to your listing appointments, to show your buyers homes in the community they want to live in, & everything in between. While driving your car, are you focused on the features: the suspension, the 4-wheel & 2-wheel drive, the anti-lock braking system, the leather seats with baseball stitching, the shatterproof windshield, etc?

Or are you focused on the benefits: how it gets you from home to your office to your photo shoot to your listing appointment & back home again seamlessly? Are you constantly thinking: “It didn’t break down on the side of the road, the brakes worked when I needed them to, the all-wheel drive was smooth, & the windshield wipers worked when I employed them?” Not likely!

Just as you don’t go through a 7-point check of the features of your car, your clients don’t want a 111-point list of why they need to hire an Agent. You appreciate the benefits of a car that functions as you expect it to, and your clients appreciate the benefits of you “delivering” them from Point A-the start of the homeownership journey to Point B-an accepted contract, to Point C-successfully closed, in a seamless & smooth experience.

You guide, inform, & protect them during their entire homeowership journey, no matter the twists and turns of the market. Articulate your value by sharing the experience you deliver rather than the features of hiring a Real Estate Agent.

They will appreciate your CX and that is the value you offer.