Let Your Clients Test Drive Your Real Estate Service

you're looking to buy a car you take it for a test drive you're looking to buy a real tour how do you take it for a test drive hey my name is Chance Brown I'm the broker for CB&A real tours and today we're going to talk about how do you make your service real how do you make it an actual tangible thing and so I use the example of the car but it really is any product that you want to go buy you're going to buy a new phone you go to the Apple Store you pick up the phone you swipe on it you push all the buttons you want to use a real tour service most people I think would get pissed off if you picked them up and started swiping them and pushing buttons but can we take that same experience of a tangible product and relate it to our service that we provide and it's tough it's tough to say this is what it looks like to argue with an appraiser for an hour this is what it looks like to consistently be chasing down a lender or a title company or a survey but I think that it's super important and I want to talk to you about it from a few different points of view number one put put yourself in the shoes of the client at this point let's say that they were referred by somebody that they know or like that's really all they got going on is hey so and so said they like you so I guess I'm going to trust you too man that is tenous at best put yourself in their shoes and there's fear they are looking for somebody who's going to guide through guide them through this process they are looking for somebody who's going to act on their best interest on their behalf they're looking for somebody who's going to make sure that they don't make a financial mistake with the biggest fin financial transaction of their lives so how can you show them the way you're going to do that so I think it starts with printed material that walks them through a step by step of this is the process this is what I'm going to do for you during that process that's going to give them the peace of mind that you have some level of expertise it's going to give them the peace of mind that you know what you're talking about but it's also going to do something very powerful for you and this is the next point of view is it's going to give you the opportunity to set the expectation of what's going to happen early and then reinforce it every step of the way the trick for you as the agent is you actually have to live up to it you actually have to do the things that you say you're going to do but if you do the things that you say you're going to do you really create an experience that they'd be willing to talk about after closing and that's the goal here is here's what's happening here's what's going to happen next here's what I'm doing for you to the point that after you tick down all of those steps and you get to the closing table they're going to recognize how much work you did for them which is opposite of what we post on social media our clients really think that we just go show pretty houses open doors go to happy hour with our friends go to the title company and take a picture with a big key and then go to happy hour with our friends by building out a system and being able to show them how your business Works what you're doing is giving them peace of mind giving you the opportunity to set expectations and you're creating a raving fans experience all all the way down through the full buy or sell to at the end when they leave the closing table they can't wait to go and refer you to people that they know if you have questions on how to make your service more tangible more real as you're setting things up please don't hesitate to reach out I'm happy to help you build those I'm happy to share what we have here we just want to make sure that every agent out there is delivering on the promise of their great service