The Authentic Agent Blog

3 Tips for Articulating Your Value to Leads

August 28, 2021

The job of a real estate agent is to help clients find the perfect house. But before you can do that, you need to be able to articulate the value of what you have to offer. When your leads don’t understand why they should work with you, then they are less likely to convert into clients. In this blog post we will go over 3 ways to articulate your value and turn it into more leads for your business!

Tip#1: Be Trustworthy: Buying a house is a HUGE deal. In fact, it is often the single biggest purchase of your client’s life. Because of this, you won’t find a single client who will buy from you without you first gaining their trust. Would you buy a million dollar asset from someone you just met? Probably not. When you become a real estate agent, it’s not just about selling houses. It’s also important to know how to listen and carefully consider your client’s needs as they search for the right home. 

Part of being an effective agent is understanding what your client wants and then matching that with the perfect property. Make it a point to build a solid relationship with your clients. Even if they aren’t ready to buy, 

  1. They know you personally now, and will remember you when they are ready to buy. 
  2. While they may not be ready to buy, odds are they know someone who is… and guess who’s going to get the referral? You! 

As a real estate agent, it is important to build trust and relationships before trying to make the sale. This will help you establish connections with your clients on an individual level and also give them more confidence in buying from you. People do business with people.

Tip #2: Be Knowledgeable: Let’s be real, in this day and age, people can get any information they could possibly need all on their own. However, they can’t get your experience and expertise without YOU! The thing that makes you more valuable than sites like Zillow is that you have put in the time, work, and effort to learn the ins and outs of the real estate industry. 

It’s important you are prepared and are a master of your craft before taking on clients. If you want to really show how much value you hold, you have to be able to answer questions and guide your clients through this process with ease. They chose you because they want a consultant -not a salesman- to help them navigate the rough waters of buying and selling a home. Build a relationship, share your knowledge, and watch your database grow.

Tip #3: Be Prepared. It is vital you know how to set your clients up for success. Being organized, prepared, and available to your prospecting clients will set you apart from your competition. Attending an open house? Bring along all the property specifics. If your client asks if there has ever been water damage, could you answer that? School district? Acreage? These are all things they can probably find on an online listing when they get home, but they shouldn’t have to. You are there to be a guide. If you have answers to all these questions readily available, it shows how invested you are in helping them find a home.

You want your clients to know you are on their side, not that you’re just in it for the check. Another part of being prepared is preparing your potential clients. As a real estate professional, first time home buyers aren’t a rare occurrence. It’s important to be upfront about costs, possible situations, and how to resolve any potential conflicts. 

So, what are you waiting for? Get started building relationships today. Start by asking questions about their family, lifestyle, and their current living situation so you can be prepared to answer any of the hard-hitting questions they may have later on in the process. Being a real estate agent is not just about making sales, it’s about building trust with your prospects so they are confident in the decisions you make for them. It is important to know how to set up your client for success by understanding their needs and wants before showing properties that might be best suited for their lifestyle.Your clients will appreciate your organization and preparedness. The more of these things you can do as an agent, the better your chances of closing a sale, and building a solid foundation for your business! If you still need some direction as you navigate this industry, we have a super helpful weekly podcast as well as a self-paced course on growing your business. 


Go get ‘em!


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