HOW TO ANSWER

How to Answer the Inevitable Question: Why Should I Choose You?

In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T?

Just because there are other agents in your area doesn’t mean those agents have the

same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST?

There are skills and then there are passions. In real estate, there’s so much to enjoy. There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones. There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS?

When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS?

Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST?

Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

JACK RYAN

Jack Ryan is a true veteran of the real estate industry. Since earning his license 26 years ago, he’s experienced it all–the market ups and downs, the highs and lows of the business–yet he remains fresh, current, and successful. It all began in the late 90s when he found himself in between jobs, selling clothing in Tuscaloosa, Alabama. “I viewed the Carlton Sheets program, and he taught me how to buy investment properties for no money down, so I bought three houses,” he recalls. “I decided to pursue my license and get into the business full time.” He went on to join a local builder’s team. “And that’s what made my career,” he asserts. “The owner took me under his wing and taught me the ins and outs of the business.”

Jack admits he’s reinvented his business several times to keep up with the market but ultimately created Jack Sells Homes in 30 Days for Re/Max Premiere Group, serving Tuscaloosa County. “My listing clients average selling their homes in less than 30 days for over 99% of list price,” he says. With an annual volume of $10 million, Jack’s business is 100% repeat and referral clientele. He owes his continuing success to his outsource team, a selection of local vendors he brought together. “I outsource all of my business to my group, everything from professional photography to staging to lenders to repairs,” he explains.

He believes it’s his friendly attitude and dedication to his clients that keeps them coming back. “My commitment to the highest level of excellence possible has helped me build a remarkable track record of delivering high quality results,” he says.

It’s not surprising that Jack receives stellar reviews for his esteemed work ethic. One client recently wrote: “5-Star Service from Jack Ryan is way too low of a rating. Jack is a straight shooter who goes above and beyond. He’s a Realtor who tells you the truth about properties and that can be hard to find. Jack assists in the whole process. From the search to the loan approval to the negotiation to the close, Jack was there. Even introducing us to other local businesses that are helpful for a family moving to a new area.”

“It’s a combination of my past experiences that’s made me who I am today,” he observes. “Carlton Sheets taught me how to think outside the box, and my builder mentor taught me all about the negotiation process. I now use this knowledge to help my clients attain their real estate goals.”

Jack reaches out to his clientele via Facebook. “It’s a great way to connect and see how they’re doing,” he says. He also utilizes social media as well as the MLS and the top affiliate sites to market his listings. “I have all of the best tools, including professional photography, drone videography, and virtual walkthroughs, to showcase my properties,” he explains.

Jack believes it’s important give back to the community and has been involved with the local real estate board as well as with several local charities. “One of my biggest campaigns was funding Bark in the Park Festival to benefit a quality park for dogs and their families,” he says.

Jack has no plans to retire any time soon, “I plan to keep working, so I will continue to stay on top of real estate and marketing trends to remain relevant and better serve my clients,” he says. “After all, helping people is what it’s all about.”

To learn more about Jack Ryan, email jackryan44@gmail.com, visit http://jacksellshomesin30days.com or call (205) 886-0187

CHAD SAUNDERS

For Chad Saunders, the journey into real estate started with investing. “I was investing in properties and land, doing things like that, and eventually I decided to get my license,” Chad explains. He jumped in full-time, and now has a transaction coordinator with a buyer’s agent soon to join. “This year we’re focusing on building a team and growing from there.” Serving Phoenix, Scottsdale and surrounding regions, his business largely consists of referrals, a testament to his service and attention to detail. Growing up in Arizona, he knows the area well and is always happy to advise his clients on which neighborhoods would suit them. Whether he’s helping buyers or sellers, he has their best interests at heart and will do everything possible to get them towards their goals.

“My clients know they can trust me,” he says. “I’m going to give them the information they need to have, whether it’s being honest and telling them a property wouldn’t be the best for them, or telling them it might be better to wait, I’m just really upfront.” Having invested in many properties himself, he has a wellrounded knowledge of what to expect when buying or selling, and can connect his clients to contractors or other vendors to assist them. “I can tell them what the actual cost would be of doing a flip or remodel, and am able to really guide them if they want to buy something that needs work.” When it comes to marketing, he also goes above and beyond, utilizing social media, the MLS and Zillow to spread the word. “We do a lot of open houses as well, driving as much traffic through as possible.”

Many of Chad’s clients become friends with him, as he focuses on building lasting relationships with them. They love spreading the word about his work, with one recently saying, “Chad is an extreme pleasure to work with. Highly responsive, knowledgeable about the area, flexible and very communicative. We were searching for an Arizona home from California and Chad was instrumental in assisting us in finding our dream home and stepping in for inspections when we couldn’t make it out to AZ. He went above and beyond what we expected from an agent. We highly recommend him! And he’s a great guy to get to know!” Another wrote, “Chad is amazing! Compassionate, caring and very punctual! He followed through on everything he promised and more...great experience because of Chad. He helped install a lock on the security door and is following up for resources for window work.”

Looking ahead, Chad hopes to expand his team and open up his own office. “The goal is to just build as big as possible, hopefully adding at least seven agents over the next year.”

No matter where this path leads him, Chad will undoubtedly love every minute of it. “Being able to guide somebody and help them achieve their goals, to help them make one of the biggest decisions of their lives, that’s very important and rewarding for me.”

For more information about Chad Saunders, please call 602-832-9325 or email chad@saundersteamaz.com