How to walk the talk when it comes to value-added selling

Do you consider yourself to be a value-added real estate broker or agent?

Naturally, if you ask this question to those in the business, they will all respond, “Heck yeah.”

Let’s first look at the definition. Here’s one we like from Tom Reilly: “Value-added selling is a proactive philosophy of seeking ways to enhance, augment or enlarge your bundled package solution for the customer.

“It’s promising a lot and delivering more, always looking for ways to exceed the customer’s expectations.”

Nicely written.

Now, how have you adopted this philosophy? What specifically are you doing to add value for your customers? (There are a myriad of items, to be sure).

Here’s one very quick and simple way to add value using the IDX and Lifestyle Search Engine called SpatialMatch.

Everybody sends photos out to prospective buyers.

But what if with every photo, you added one more thing. Say a link to a map showing that this property also happens to be very close to a _____________ (fill in the blank).

What goes in the blank? The lifestyle amenity you uncovered when you first met this buyer.

“So, Mr. or Mrs. McMansion Buyer, look at this great home that just came on the market. Isn’t it gorgeous?”

“It’s got this and that, this and that and this and that.”

Standard stuff.  Here’s how you add value.

“AND, if you click on the link I also sent you, you can see this beautiful home also happens to be near a great (yoga studio, country club, bookstore, French restaurant, coffee shop, Montessori school, pet groomer, etc. etc.).” See Morton’s Steakhouse example below.

Wow. The buyer is going to think, now here’s a real estate agent who is going the extra mile for me.

Why stop there? Send a copy of photos AND the SpatialMatch links to sellers, to let them know you are also going the extra mile for them.

Wow. It could just be the extra push that gets a referral for you.

Value-added selling is powerful. It justifies the price you are charging. It separates you from the herd. And in this economy, where many are cutting back, it gives consumers a pleasant surprise they did not expect.

Of course, you are thinking, sure I can offer more, but who has the time or the money to do all this?

That’s why the SpatialMatch tool is something to consider. It was designed to make life easier for real estate professionals.

The map-based neighborhood search engine is embedded directly onto your site. You don’t have to go out gathering maps or mailing maps, etc.

All you need to do is pull up the property listing on SpatialMatch, and then pull up the lifestyle amenity on the map that you want to highlight.

Done. Value added. Customer’s expectations exceeded.

Here’s a link to an in-depth article on value-added selling.

To see SpatialMatch in action and how it can help you go the extra mile for your customers, click here.