A Client-Based Sales Approach for Agents
Today's real estate agent faces daunting challenges. It's more important than ever that real estate agents deliver value to consumers who have a negative view of real estate due to the real estate bust and are also empowered with a range of real estate information available on the World Wide Web. Never before has it been so important for agents to differentiate themselves from other agents, competing for the business of a limited number of home buyers and sellers in any local marketplace.
Future success, as well as current survival, depends on your ability and capacity for change. Given the hesitancy of households to purchase real estate today in many towns and cities across the nation due to depressed market conditions, a commonsense strategy for agents is to initiate long- term professional and revenue growth. Over the years, the "client for life" phrase has been overstated and under-employed by agents and pundits alike. However, it's obvious to me that a client-based" sales approach would outperform today's popular "customer transaction" sales approach over a reasonable amount of time and if given the opportunity. No doubt, agents would quickly recognize the professional value of employing the long-term, proactive, client-based approach to the development of an ever-expanding client base.