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ARE YOU ATTRACTING QUALITY CLIENTS

ARE YOU ATTRACTING QUALITY CLIENTS?

 

David Compton

 

As we have bolted into 2001 on our way to 2002, I have heard many a cry from sales associates that they are not attracting the kinds of quality clients that they would like to have.  Do you have what it takes to attract quality clients and opportunities to deal in upscale properties?  To test your attractiveness quotient, below are twenty questions that can be answered either true or false.  It is important to be as truthful as possible in answering these.  While you may not able to answer True to all of these, it will give you a list of items to address with yourself in order to have more and better opportunities to attract and keep quality clients.

 

1.        I have at least one specific niche (i.e. sphere of influence of specific people to whom I market my services), and I’m by other agents as THE EXPERT in that group.

          True       False

 

2.        I know the inventory in my service area cold including the best buys, what is over-priced, and what is under contract.

          True       False


3.        For the last 10 CMA’s I have completed, at least eight of the properties sold within five percent of where I priced the properties.

          True       False


4.        My negotiation skills are top notch – I can show the seller the benefits of paying a full commission, regardless of the price range.

          True       False


5.        When it comes to real estate, I am not afraid to remind the attorney, business manager, or accountant that I am the real estate expert – not them.

          True       False

 

6.        I know the market statistics cold – I can show any seller, accountant, business manager or attorney whether we’re in a seller’s market, buyer’s market, or a transitional (flat) market.

          True       False

 

7.        When I work with a seller, I create a “Profile” of the seller’s ideal buyer.  Based on this information, I prepare a written marketing plan for reaching those ideal buyers including both print and web marketing strategies.

          True       False

 

8.        I never criticize the competition on a listing appointment.  Instead, I focus on “what I do that is different.”

          True       False

 

9.        I keep in touch with both past clients and my sphere of influence at least six times per year with high quality print or e-mail marketing pieces.

          True       False

 

10.    I have an attractive, well-maintained car that I would feel comfortable using to show high-end buyers property.

          True       False

 

11.    When I am working, my clothing is always high quality, clean, and well pressed.

          True       False

 

12.    I dress like my clients when they are at work – not when they are at home.

          True       False

 

13.    My hair, nails, teeth, and other aspects of my personal grooming are always impeccable.

          True       False

 

14.    I never swear, tell off-color jokes, and chew gum, etc. when I am working with people.

          True       False

 

15.    I keep myself updated on the stock market and other financial news and can speak knowledgeably about it.

          True       False

 

16.    I am active in local charities and feel it is important to give back in the community in which I work.

          True       False

 

17.    I engage in leisure activities such as golf and tennis.

          True       False

 

18.    When things go wrong, my sellers/buyers can count on me – I have excellent problem-solving skills and I tend to be the calming force in the situation.

          True       False

 

19.    I have an excellent vocabulary and speak clearly and distinctly.

          True       False

 

20.    My marketing and advertising materials are high quality and appropriate for representing the most desirable houses in my area.

          True       False