Position Yourself as an Expert and Free up Your Time
3-Part series reveals that teaching your clients how to shop for a REALTOR® improves the quality of your leads. And it saves you time and headache!
- This first post starts with a different business to show that this strategy works in almost any industry
- In the next post, you’ll get started on your own teaching system
- In the third post, you’ll see how to use this idea to build huge points with centres of influence (COI) – with mortgage brokers as an example
Yesterday I asked Colin our Sales Guru a question:
“What are the top 3 Challenges REALTORS® face?’
He replied,
- More leads
- More leads
- More leads
He also told me that the QUALITY of the leads you get from advertising and referrals is a big deal.
Let’s say you and I run a used car lot. On an average Tuesday night, we make $1200 selling used cars. As long as we aren’t breaking the law or doing anything unethical, we don’t care HOW we make that $1200.
Some people who want a used car have absolutely no clue what to look for – or what to avoid. Naturally, they don’t know who to trust or what to believe. So how do we make our $1200 AND solve their problem?
We teach them how to buy a used car.
We want to make our $1200, so we take 20 people out on the lot on Tuesday night and charge them $60 each. We don’t care if they take what we teach them and buy a car on Kijiji – we already got paid and we solved their problem.
Next: What are we going to teach them?
To answer that question, we list the hot buttons of a used car buyer. What scares them? What keeps them up at night? What takes away their stress? They might want to know:
- “How do I know if the car has been in an accident, but the accident wasn’t reported?”
- “How do I know if this car has had flood damage?”
- “How do I get the history of the car?”
- “How do I find a mechanic to do an inspection?”
We want to teach them The 14 Ways to Tell If a Car Has Been in an Accident….But Not Reported. We teach them everything they need to know, even if that means they decide to buy a new car instead. Remember, we already got paid!
After the workshop is over, some will walk away with our valuable information and we’ll never see them again. Others will ask us:
“Can you help me find a used car?”
When you teach people stuff, a few things happen:
- Their guard comes down – they become The Student and you become The Teacher
- You become an expert to them
- You are different than the other used car lots. You’re the one that teaches people how to buy
- Many of their questions and objections will be answered for you through the teachings. They know what to expect when they hire you and they come to you ALREADY EDUCATED
- People will weed themselves out before they take up your valuable time
Teaching people how to buy has another major benefit – they tend to buy from you
In the next post, I’ll show you why your potential clients should pay to learn from you. And if you don’t want the money, I have a cool idea you’re gonna love!
Let’s get you started on the process! Click the button below to get the FREE workbook. The workbook gives you hot buttons for people who need a REALTOR®
Not only is this Step 1 in creating your information product – it’s also part of your marketing!
Teaching people how to buy is a powerful sales and marketing tool. Join me in Part 2 to see exactly how to use this in your business. Stay tuned!
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