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Offer a Compelling Guarantee
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This Sales Secret will help you to close more deals by transferring risk from the client to yourself.
Generally, Buyers and Sellers are hesitant about choosing an Agent before they've had a chance to "shop around". And it's understandable. We all want to feel like we are getting the best deal possible, don't we?
In our society, the consumer nearly always has to take all the risk every time they purchase something. Wal-Mart is a good exception to this rule. They have an unconditional 30-day money-back guarantee on every item in their store. The main reason they do this is so that you'll buy something without hesitation. They want you to say this while shopping in their store: "Let's just buy the darn (vacuum, CD player, VCR, pair of socks, etc...), after all, if I don't like it, I can always return it later".
So, by turning the tables and taking all of the risk away from the borrower, your sales proposition will be so much more powerful and embraceable that considerably more home sellers will break out of their paralysis and list their homes through you, since they now feel at ease.
I recommend using time-tested guarantees from the masters. For instance, many top agents around the country now use guarantees that say: “If I cannot sell your home in 90 days or less, I’ll buy it!” Some top originators in the loan business have guarantees that say "I'll guarantee you the lowest bottom-line closing cost on your loan. If you can find a better deal, I'll match the deal or give you $100 just for allowing me to try."
Even if you don't have the lowest price in town, you can still use this guarantee. This guarantee is so powerful, that 98% of shoppers will STOP shopping immediately. They won't test your guarantee in most cases. This allows you to move past interrogation about your pricing and move on to the most important task: determining the best way to market your new client’s home.
In general, people are going to shop you. If they find a better deal or someone who they think can close their loan more quickly, YOU WILL lose their deal anyway. At least when you offer an up-front guarantee, you give yourself a fighting chance.
Separate yourself from the competition today by offering powerful, unique guarantees. If you cannot discern what makes you the best, most unique Agent in town, how will a buyer or seller do so?
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