What is mistake number five? It’s not offering enough value to your clients where you have to cut your commission.
If you are not offering enough value and you’re not showing what your value add is, then that’s why you have to cut your commission. If you generate enough value and you are serving your clients to your highest potential, offering them things that no one else is, then you don’t have to cut your commission.
What kind of things can you do to show value? You need to show them your marketing plan. What is your marketing plan? How is your marketing plan different? Are you utilizing social media? Are you creating campaigns on social media, on Facebook, on Youtube? Are you properly utilizing your campaigns?
You can show them the national association of realtors shows that only 16% of agents actually are utilizing social media. For my personal research, I have found that only about 1% of agents are even actually doing it correctly, and I show my clients that. Here’s an example of social media done wrong, and here’s an example of social media done right? Do you see how I end up getting 150,000 views and 200 hours of people watching my social media campaigns and looking at my properties?
Because I properly do it. It’s a matter of showing your clients what makes you different, why you are better.
Are you using digital marketing strategies in your marketing? Where are people looking? Online!
They’re online, they’re on Facebook, they’re on Youtube. Are you properly showing them that you utilize strategies in the way that buyers and sellers and clients are looking? People are online. Are you able to show that you’re online and how you’re utilizing that correctly? Are you using craigslist in your marketing?
Show them why. Do you have a text capture software on your signs? You should. Why? Because if you’ve got a text capture shop where that takes you right to your website and then what happens is if you utilize it properly in sends you an email with that client’s contact information, with that buyer’s contact information.
“Mr. Seller, don’t you see how important that would be if somebody is actually texting on your house? I know that’s a qualified buyer. I’m the best person to talk to them because I am the one that knows anything and everything about your house.”
Does your property have its own website? It should. Are you utilizing multiple pictures, are you utilizing professional videography, professional photography? Those are the kinds of things you want to be able to show them. Are you utilizing SEO, search engine optimization, are your property showing up higher on Google and on the websites? If you’re utilizing what we teach on video repurposing then you absolutely would be. When you show your clients that you’re going to see my name pop up all over the place.
Why? Because I utilize search engine optimization and something what we called video repurposing to generate as much interest in your property as we can. When you start showing sellers this information and even buyers.
Why should buyers work with you?
With buyers, I mean we have access to all these different houses. We have the means to show them and get them in when they want, making ourselves available at all times. I mean you should never tell a client that you cannot show their house.
Do you offer as a seller free staging or semi-staging. We do! We do free semi-staging and we bring in our own pictures and tchotchkes and doodads.
What do you do? You hire a stager and say, hey, would you mind charging me $35 an hour to give a two hour consultation? Those are the kinds of things that you want to do to give more value to serve your client to the best of their ability. All of these things are going to help make them more money and give you more exposure because you are doing what you should be, which is absolutely serving your client to the best of your ability.
Are you target marketing? Are you target marketing buyers? Properly utilize social media and we target market buyers. What that means is, is it a buyer looks at a house three months ago, we now can target market to that buyer and we can show them a house that’s very similar to yours.
When you properly are utilizing social media and your targeting and your recharging and you’re creating lookalike audiences. When you know about this stuff, you can actually show your seller why it’s so important and why it’s imperative for them to do it. These are the kinds of things that you want to talk about and teach your clients what makes you different from everything else, because you are setting not only yourself up for success, but you are setting them up for success.
Are you creating landing pages? You should be!
Landing pages are imperative. Utilizing landing page software and creating landing pages to capture someone’s information and then stick them into your CRM.
Why are lending pages so important? Because I utilize landing pages to actually get more buyers for your property. And then what happens is it puts them into my software so I automatically know to follow up within them on real evolve campaigns and workflows so we don’t miss any buyers.
If you continue to show your clients your value add you will not have to cut your commission, you will not have to. The average commission price is different in every area. Sometimes it’s 6% sometimes the average commission is five. If the average commission is six, charge six and give more value. Don’t cut your service, you’re cutting yourself short and you’re also cutting your seller short because you’re not offering them as much value as you can and that’s hurting them and their bottom line.
When it comes to the target marketing too let them know we’re searching where buyers are. We’ve done a research on your house, who’s the potential buyer, where are they coming from? Who’s moving into the area, who’s moving out of it so that we can properly market to get as many buyers as we can.
Utilizing digital marketing strategies and finding people the way that they’re actually working is imperative to you. We can show sellers why we utilize different software and why that’s important to them. Bring it back to them. Bring it back to their bottom line.
Did you know, according to the National Association of Realtors home buyer and seller report that 67% of buyers will actually walk through a home they saw online.
I let them know about how open houses do not work and that’s what we don’t do them. It helps me Mr. Seller, but it does not help you. But if you want to do open houses, you can kind of spin that. You can say here’s how open houses might help you is that your neighbors will, will hear about it. This is really the truth. Your neighbors will know about the open house and they’ll come see it. And if they know somebody that actually wants to purchase a house, they can tell them about it. So that’s how it would help them, which is really the truth because we all know to believe only helps us in most cases.
Displace that rumor that open houses or the only time that out of town buyers can come see it. No. If an out of town buyer says, Hey, I’m three hours away, I’m coming in. Then you as a selling agent and have that duty to go show the house to anybody. So just because you’re holding an open house, that’s not the only time that people can come see the house.
— Krista Mashore