For decades we have focused primarily on what we have in our listing arsenal that might work for an individual seller. We say, “I have this and I have that, and I have this other thing.” We think whomever has the most stuff wins. In reality, the best way to differentiate your self from the pile heapers is to do a great job describing your plan.
Practically every year 40% of all buyers are first time buyers. Taking that out logically, a great many of sellers each year would have to be first time sellers. And whether they are first timers or not, a little more time spent in explanation has to be a good thing in a world where a lot of people think that MLS stands for Major League Soccer.
What follows is a simple approach to letting a potential seller know what you have for them, how it works or what it does and what’s in it for them.
Feature, About, Benefit: FAB: your ticket to a FABulous presentation.