Oftentimes when I ask a Realtor how they plan on differentiating themselves from their competition and do more business I usually get one of two answers: 1) I’ll offer better service, or 2) I’ll do it for less.
One answer is pretty vague, the other is cheating your own pocketbook. Instead, start thinking about these 4 winning strategies…
1. Have great systems
Systems are awesome. They’re what made McDonald’s a global powerhouse and are a defining factor in how valuable a business really is. See, systems allow you to efficiently execute your tasks.
Your system starts with some type of input followed by step A, step B, step C and so on. As near-automatic as you can make it, all efficient-like.
Savvy Realtors invest in creating systems. Systems for lead-gen, for nurturing leads, for staying in contact, etc. A Realtor with systems will beat their competition.
What systems do you view as essential?
2. Generate more word-of-mouth
As you know, long-term success is built upon the satisfaction of your clients and that’s why savvy Realtors focus on delighting clients. They’re driven by service because success is more than a numbers game, it’s a game of evangelists. The Realtor with the most evangelists wins.
Anyone can satisfy a client, but can you delight them?
What have you done or heard of a Realtor doing that delighted a client?
3. Do a better job of being found
Location, location, location – isn’t that the mantra? This isn’t so much about having a website or good SEO. It’s more about being everywhere that your audience is. Familiarity builds trust and trust drives business.
If your audience hangs out there, then so should you and your content.
What’s your best way of getting found by your audience?
4. Continuously optimize client experience
This is a bit different than providing great service, it’s about being metrics driven. Pay attention to the kinks and bottlenecks that most certainly exist in your business (they’re in every business). Where are folks falling out of your sales funnel? What areas do they express the most concern, confusion or frustration?
Over time and incrementally your client experience will be unparalleled because every concern and need will be managed beforehand. And this, of course, will help generate more word-of-mouth.
What areas would suggest a Realtor look at first for kinks or bottlenecks?
You want to beat your competition or own more of your market? Start focusing on these 4 strategies and you will.
