If you can't clearly illustrate your point of difference BEFORE your listing presentation, your chance of getting the fee you deserve is almost zero.
And here's the thing... if you can't get your seller a better result than ANY of your competition, why would they hire you?
There are 3 things you need to do to ensure your seller understands you are better than the rest.
And if we're working together, there's actually a 4th thing that is a powerful reminder of your point of difference: It's when you deliver a copy of How To Sell Your Home For More with your pre-listing kit. How To Sell is my best selling book. It's $39.95 from Amazon.com but I supply it at cost to agents I work with.
Here's my elevator pitch. I have used it for many years and I believe it's one of the best real estate pitches going around.
"Mr and Mrs Seller, the thing I love about the real estate is that it has no recommended retail price. I use a system that helps my sellers achieve the highest possible price, can I show you how it works"
I think you'll get a lot out of this short session. I not only believe it makes a ton of sense, I and agents I coach have been using it for years with powerful results so it's a proven formula.
It's the first week of Spring here in Ontario and the snow and ice are starting to melt. My drive takes me across some beautiful country. Unlike Australia, water is everywhere. Lake Ontario (the large body of water at the bottom of the map below) is the last of the 5 great lakes which are said to hold 20% of the world's fresh water.
The Power Of Mindset
In the last 6 months, I've been doing some very interesting work with real estate mindset coach Jet Xavier, and let me tell you why:
First, and perhaps this is obvious, I believe your mind is the control tower of your business and your life. When you think about it, your mind controls and influences every aspect of your happiness and success. From the basic fundamentals of believing you can or can't do something to mastering the discipline to lose weight, get fitter, prospect better to grow your business or improve a relationship, your mindset will determine your success in every endeavor. Luck... is not a factor.
Second, I wanted to learn as much as I can from Jet so I can share it with you, my listeners. This podcast is not just exposing you to the ideas and strategies of top agents, it's also about inspiring and motivating you to new heights and enhanced levels of personal fulfillment and quality of life.
I want the things for you that you want and I see my role through concepts like this program to help you get there.
So increasingly, I know and understand that a top agents mindset will not just help you get there but lead the way up the mountain.
I'm not saying that I think it might help, it's that I 100% know it works and in coming weeks I'll be sharing more of Jet's insights and ideas to help you achieve an enhanced state of thinking and decision making on a whole new level.
We all know that a real estate career can be challenging so from where I'm sitting, I believe we need all the tools we can get.
You can have the best boss, be part of a great team, a dominant brand, and a great market but without a top agents mindset, you'll never capitalize on every opportunity or struggle to rally and triumph when the chips are down.
Let's face it. Sooner or later, we all face obstacles and setbacks. But life is not so much what happens to us, it's how we handle what happens to us that makes the difference.
Which is the perfect segway to intro this episode.
As a teenager, my guest found himself bricklaying in East London with his father and grandfather, uncles and cousins. His job was to carry 80 pounds of bricks in a three-sided box up a ladder to build the next course of bricks on a building.
He hated his job and for a time believed there was no way out, but one day, he somehow found the courage to quit.
What happened next is part of his journey and it eventually led him to his current job to be the man who created Bluefish, the internationally famous company that makes once in a lifetime events happen.
My guest is Steve Sims and his day job is to make the impossible possible. With his help and expertise, his clients’ fantasies and wildest dreams come true. Getting married in the Vatican, being serenaded by Andrea Bocelli, and connecting with powerful business moguls like Elon Musk or rock stars like Elton John, are just a few of the many projects he has worked on.
Steve's mindset has taken him from the poverty and struggle of gloomy East London to the glamorous lifestyle and sunshine of California.
I reached out to Steve after reading his book Bluefishing: The art of making things happen and as so often happens with guests on my show, we've been friends ever since.
I think you're going to love this interview with Steve.