You know the traditional ways you can bring added value to your real estate leads and clients. From sharing what’s happening in the area of the homes you sell to providing advice on different aspects of the real estate selling or buying process, it all builds trust. We came up with four new ways that you can bring value to your clients. Look nor further thantheir specific situations in life.
Additonal Value 1: Selling Mom or Dad’s Home
You might find that some of your potential listing leads are not the actual homeowners at all. They could be the children, more importantly who are baby boomers, of older homeowners.
It’s a sad situation for many families when Mom or Dad can no longer live in nor maintain their home. Perhaps the house is too big, the expenses too high, too many repairs to be made or a parent needs to be moved to a nursing home.
In any of these situations, it is important to show your understanding and empathy. This is a rough time coupled with the challenges of listing a home. Make it easier by being a resource.
You can start with your website. Start writing blog posts that address aging parents. Each post can be a different step in how to work through the situation all the way up to finally selling the property. You can partner with several businesses to help write the posts or simply interview them. They can cover topics of estate planning (an estate lawyer would be great for this), helping Mom and Dad cope with having to leave their long-time home (think of a local aging expert or agency) and your own advice on how to ensure the house is ready to list.
Work with the same partners to get referrals. You might even go in with them on advertising postcards and cross-promotion in newsletters (especially since they will have a more targeted list).
Additional Value 2: Moving for a Job Transfer
Especially in transient markets, moving because of one’s job is a big deal. The prospect of dealing with moving to a new city, getting used to a new job and creating a new social group only adds to the pains of listing a home. In many cases, the home needs to be sold quickly.
You can share tips on how to make a transfer to a new city or area easier. For example, you can create a “Top Ten” list of places to meet people such as Meetup.com, Facebook groups and social mixers at local museums. Provide a checklist of “to dos” before the move and another one for after the move. You can especially focus this information around the home or property.
Again, this group is probably looking to move quickly, so the best way to get in front of them is to contact major companies in the area with a high relocation to start. You can offer your services to their employees as part of their “exit packet.”
Once you establish yourself as an expert in helping employees list their homes, you might receive more of the same in referrals.
Additional Value 3: Divorce
This is a tough one for many couples as divorce can also be riddled with division of other assets, involve children and, of course, uncomfortable feelings. When a family needs to list their home in this situation, you can be a welcome source of not only real estate help but also encouragement.
Information that this particular group may like to know includes the process for splitting assets, in this case the home, as well as tips on moving out seamlessly. You can enlist the help of local divorce attorneys, psychologists and others to aid in writing or contributing to your posts.
As a real estate agent, you can simply ease either or both parties through an often taxing and sad situation and make their home’s selling a bright spot at the end.
Catering to these specific situations and highlighting them in your marketing can help bring value and build your brand as a helpful and knowledgeable agent who goes above and beyond for his or her clients.
One word of caution: You should always disclaim that any advice you include is not official legal advice nor are you held liable for any information shared. You can look online for these types of disclaimers. It’s a good practice to have someone read your posts to make sure that they are not bordering on “too much information,” too.