What's Your Value Proposition?

In the past, first steps with buyers have included an intake of information about what the buyers are looking for, creating an MLS search for them, and waiting until something comes on the market that they're interested in seeing. Come July, those days are over.

Instead, buyer consultations will need to mirror listing appointments. What I mean by that is you will need to confidently show the value you bring to the table. In the same way you win listings by showing your unique value proposition, your buyers will now need to decide if your skills, connections, and value are enough for them to enter an agreement that could potentially require them to pay your commission out of pocket at closing. So, the focus is now refining your conversations and honing in on what you will do to earn your commission.

What might this include?

For some agents, their value comes from their connections in the real estate community. They may be able to highlight their abilities to find off-market opportunities at a higher level because of these connections. Or maybe they know investors who have inventory coming up they can match their buyers with.

For other agents, their value will be in their technology. Maybe they have a high-end search tool that matches buyers to homes they otherwise wouldn't see. Or maybe they have a search tool that allows clients to see thousands of off-market properties. Maybe it's their ability to run reverse CMAs on houses through AI quickly to help buyers make decisions.

Agents may have a full-time showing partner, client concierge, or large team of agents behind them that ensures the buyer is taken care of even if their agent goes out of town. Maybe they're able to create a seamless transaction from start to finish because they have the right support people in the right places to help with their clients.

Other agents demonstrate value through their ability to connect with their clients at a deeper level and fully understand what they're looking for without the client saying it outright. Human connection is a powerful thing that should never be overlooked as a value add, especially in something so personal as purchasing a home.

For some agents, their value comes from all of these things.

No matter what elements make up your value proposition as a buyer agent, be sure you are able to articulate it during that first meeting and all the way through the transaction. Your buyers will notice if you're trying to be someone you're not, so find what you are naturally good at and capitalize on it.

If you are wondering what makes up your value proposition and how to speak about it confidently, schedule a meeting with me and let's hash it out together. Remember, July is right around the corner. Your business will need to adjust with the changes, and this specific adjustment will be critical in the coming days.