From there, start listing all of the benefits that came from working with you. You have to remember that there is a huge difference between a feature and a benefit. Lots of agents focus on features, i.e., 84-point marketing plan, great customer service, team work, years of experience in the business, big marketing budget, etc. when they talk to their prospects. Doing this completely misses the mark and it will keep you from connecting with your audience.
A customer isn’t buying a drill bit to own the drill bit, they’re buying the drill bit because they need to make a hole in something. The drill bit solves the problem, but we can’t talk about the drill bit itself, we need to talk about how we can help them make the hole that they want.
In the same way, we can’t just talk about all of the things we offer as real estate agents, we need to talk about the benefits prospects have when they work with us and how we help them achieve their desired outcomes.
4. What makes you special?
Differences sell. The more different you and your solution to your prospects’ problems look, the easier it is for you to get your prospect’s attention. The key here is to make sure it’s easy. If people have to read pages of copy online or need to do a ton of mental gymnastics to see how what you do is different from the competition, your value proposition will not be effective.