Description

Whether the seller/buyer asks it, or just thinks about it, they consider, “why should I have this agent represent me?” The agent’s responses to the seller’s/buyer’s questions will either be fact based or value based. Facts are important, but the value the seller/buyer receives from any fact the agent presents is why they will choose to work with the agent. An example: the seller/buyer asks, “how long have you been in the real estate business?” The agent commonly responds with the number of years of experience. Experience is important but the value the seller/buyer receives from that experience is what’s important to them. 

Learn how to be sure your fact statements become value statements!

Instructor: Gary Johnson