Selling Real Estate Services: Third-Level Secrets of Top Producers

From the client's perspective, top real estate service providers pretty much look the same. On the other hand, all real estate clients feel that their situations are unique. Where most real estate professionals are wasting time trying to force clients to recognize differences in their capabilities (Vendor-centric), elite, Third Level service providers create client preference by finding and aligning to what is unique about the client, the property, client preferences and process (Client-centric). If you can find and align to that uniqueness, the client will view you as a strategic partner and not just another real estate vendor. Selling Real Estate Services shows professionals how to win in competitions. Once a company decides to incur debt to finance a project, their only remaining decision is which lender to choose. If the competing lenders can't build preference for their unique services, they will be condemned to compete on price or lose the business. This book shows them how to build preference away from price, and how to win, by addressing competitive real estate situations. It is full of strategies, case studies, proven techniques, and instructive anecdotes gleaned from the author's years of teaching real estate professionals; it is instant help for CRE service providers that have trouble differentiating themselves in a hyper competitive market.