Why should I work with you?

Whether or not a prospective client actually asks you this out loud or not, make no mistake, they want an answer!

And your answer better be more than a recitation of your past closed sales, or your marketing plan or your team or any number of other things that you believe to be your selling points.

What the person is actually wanting to know, is if you care.  If you really are going to solve their problem, if you are the one who is going to get them to where they want to be.

Simon Sinek, author and speaker, wrote “Start With Why” back in 2009.  You may have heard of him and his book and you may have also had the privilege of watching his TED Talk on the topic.

I have read the book and watched the TED Talk, but it was so long ago that I have to confess that I haven’t been practicing what he proposes!

I was inspired to pick the book up again by a guest speaker at a recent office meeting.  Since I “read” books on Audible these days while walking and driving, I got my latest copy from Audible. And ‘read” it over the past 3 days.

This time around I had an epiphany!  Read on and I’ll tell you about it.

But first, let’s talk about the market, listings, sales and you!  If your market is like the one where I live and work, listings are the name of the game now.  Get a listing that is well priced, in good condition and well located and you will get multiple offers for the seller. And a nice commission for you, while only one of the buyer’s agents representing the multiple offers will get a commission.  The others go home empty handed.

Obviously, we’d like to get more listings! The problem is that every other agent has the same idea, so the competition is fierce.  Sellers have the luxury of interviewing many agents before making a choice.  Too often they base their choice of agent on price alone.  Many times agents have to cut their commission to the bone in order to get the listing.

What if there was a better way?  That was my epiphany.  In the last two pages of the book, Sinek gives you the PERFECT answer to “Why should I work with you?”

You can buy the book and go right to the last two pages and copy the info there and it would probably work for you, but you would be much better off if you read the entire book and gained an understanding of why it works. (Get the play on words there?)

So here’s the plan, buy the book, or download it for your Kindle or listen to it on Audible, but be sure to pay attention to pages 249 and 250.

I’ll bet that you’ll make a change in your life (for the better) if you do!