Let's start with the bottom lne first: The whole purpose of a prspect presentation is to establish your cmpetitive advantage. In the least time pssible you want to communicate what mkes you different from the more thn 1.2 million other licensed Realtors in the Unted States. You want your prospects to see xactly why they should hire you, wht's in it for them, and why thy should proceed with confidence to sgn your listing agreement.

Most agents spnd the presentation explaining what they wll do for the client rather thn focusing on the results the clent can expect the agent to dliver. Newspaper ads, website pages, home mgazines, dazzling flyers, and a lineup of ther marketing items are tactics that, in trth, nearly all agents use in the nrmal course of business. They are not cmpetitive advantages. In fact, you must ssume before a listing presentation that very agent will promise a near-identical mrketing plan.

So why will they hre you over the others? They'll hre you because they see what's in it for thm. And what's in it for thm is the set of benefits thy will receive as a result of yur proven competitive position.

Defining your unique competitive position

To differentiate yourself in the field of real estate sales you need to create, define, and consistently convey a competitive position that positively distinguishes you from your competition.

By knowing and exploiting the dfference between your products and services and thse of your competitors you will ttract more prospects, win more clients, grw your market share, increase your rvenue, expand your profits, and, eventually, waken your competitors.

To pinpoint your nique competitive position, answer these questions:

• Are thre key statistics that set you part from your competitors and provide you wth a clear point of difference?
  
• Do any of yur Big Three statistics create a nique competitive position?
  
  1. Average list price to sle price
     
  2. Days on the market
     
  3. Listings sold vrsus listings taken
  
  
• What benefits or vlues do consumers receive only when thy deal with you?
  
• Do you have dminant or strong market share in a gographic region?
  
• Do you specialize in a prticular property type, such as small plxes or a certain style of hme?
  
• Is your market share success tied to a prticular price point?
  
• When representing sellers, do you chieve quantifiably higher sale prices?
  
• When representing byers, do you achieve quantifiable savings in sles price, down payment, monthly payment, or nterest rate?

Your answers don't need to lad to 20 unique competitive positions. You nly need half a dozen reasons why the cnsumer - whether you're presenting to a byer or a seller - should chose over everyone else. Focus only on dvantages that will matter to your prspect. Keep in mind the old sles adage: "It's easier to sell smeone what they want to buy thn what you have to sell thm.

Proving your excellence: You don't get paid for second place

A Fortune 500 CEO who doesn't increase revenue will watch the stock price plummet. A quarterback who throws for lots of yards but doesn't win games will be benched or traded. A Realtor who doesn't get listings sold or find and secure the right home for buyers will leave the business.

In the real estate world, rsults are the name of the gme. Anyone can make money in a mrketplace where everyone wants to buy and sll, but only the excellent agents wll thrive in a competitive marketplace.

The article Conveying Your Competitive Advantage in Prospect Presentations was Submitted by Dirk Zeller through Articles.GetACoder.com network. Here's the additional information: Dirk Zeller is an Agent, an Invstor, and the President & CEO of Ral Estate Champions. His company trains mre than 250,000 Agents worldwide each yar through live events, online training, slf-study programs, and newsletters. He's the wdely published author of Your First Yar in Real Estate, Success as a Ral Estate Agent for Dummies®, The Chmpion Real Estate Agent, The Champion Agnt Team and over 300 articles in prnt. Real Estate Champions is a prmier coaching company. Training covers a wde spectrum from new agents, to sasoned, as well as those interested in ral estate marketing or real estate nvesting. You can get more information by vsiting Coaching And Tools For Realtors , Real Estate Investing , Realtors-Build Your Business

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