Elevator Pitch How To Use It To Generate Leads For The Real Estate Agent!

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The Elevator Pitch And How To Use It To Generate Leads For The Real Estate Agent!

By ⋅ August 2, 2008 ⋅

During one of the presentations I was giving to a Real Estate Broker office, we went around giving introductions. We asked for their name and what is it they did.

The answers given were the typical "I am a real estate agent," "I’m a mortgage broker," "I’m just starting out," and "I do it all" type of answers.

I found that to be funny because we all were either agents or mortgage brokers. And as an agent, why would I pick any of the mortgage brokers present to refer them my clients? Of course I can always go around and talk to each one of them to decide which could best serve my clients.

But what if… one of them during the introductions took advantage of the situation and sold every in the room on what they did seamlessly as part of the introduction? Could you really do that? Lets take a look…

That day, I invited a Loan Officer to the meeting since I was starting to do business with her… She game the same introduction, "My name Joann, I am a loan officer… Fadi Invited me to join the meeting and I am glad to be here…" Since I was planning on talking about Unique Selling Propositions and Elevator Pitching, I decided to use her as an example of how she could have done it better by reintroducing her…

I stepped in and told everyone "Just to let everyone know Joann is my loan officer. What I like about her is that I can refer to her all my potential buyers, she will prescreen them for me and those with bad credit, she will work hard to clean their credit and send them back to me ready to buy!"

That day, Joan was swarmed by Agents trying to get to do business with her…

See, if Joan introduced herself by saying "Hello, my name is Joann… you know how when you get a buyer, you end up driving around showing them house after house after house to find out they don’t even qualify for a loan? Well what I do is prescreen these buyers as soon as you get them to let you know not only if they qualify, but how much they qualify for and save you the time… If they have bad credit, I will fix it for them so you can sell them when hey are ready…" she would have accomplished the same thing.

Just imagine if she introduces herself to every agent she meets that way, how much business would she have? JUST IMAGINE how much business you could have if you had a response like that every time you introduced yourself to someone! So why shouldn’t you?

Being an Agent, you are a sales person. Your job is to sell your services to everyone, so you should make sure everyone you meet is SOLD on doing business with you not just knows what you do. You absolutely SHOULD develop your own strong introduction… Luckily there is a template to use, I will tell you about it in a second, but first lets look at this technique…

This technique is called the Elevator Pitch… The term Elevator Pitch refers to a short introduction that sells you to a person in few minutes as if you were on an elevator with them and only had a very short time to explain it all… You want to leave them drooling over you, wanting to do business with you so bad!

How to structure your own elevator pitch to generate endless leads!

I have learned this technique from Barney Zick, one of the better negotiators, Barney has passed away in 2005, what a great loss!.

The technique goes as follows:

Do you know how…. Well what I do is…

If you go back and read the way I restructured how Joan should introduce herself, you will notice I have done exactly that. Lets take a Real Estate example…

Do you know how some people put their house on the market hoping it would sell and end up paying a mortgage payment on the house month after month after month without getting a single buyer? Well what I do is help these people figure out why exactly the house did not sell, how can they get it sold, and if they like, I will even sell it for them.

Another example…

Do you know how many people look for a new home or an investment property but they really rather not spend full market price for one? Well what I do is work closely with my clients to find a foreclosed home to buy for pennies on the dollar. They end up getting a house way below market value and save lots of money…

But can we make it better?

Let me just say, I am a strong believer in the need for closing techniques… For an elevator pitch, I usually keep it short and sweet to piggy back on the elevator pitch. I do that by adding the following sentence while handing them few of my business cards (notice I said few not just one!).

So if you know anyone who is looking for…. have them give me a call…

Lets put it all together…

Do you know how many people look for a new home or an investment property but they really rather not spend full market price for one? Well what I do is work closely with my clients to find a foreclosed home to buy for pennies on the dollar. They end up getting a house way below market value and save lots of money… So if you know anyone who is looking for would like to save lots of money on their next home purchase have them give me a call…

isn’t this better than telling someone "I am a Real Estate Agent" and watch them walk away?

You see now how it works? Can you come up with one for your business? Excellent! Your pitch should describe a benefit to them and shows them how you specialize in helping them or anyone they know. You can have multiple Elevator Pitches that you use based on different situations. If you have a specialized one, then make sure to have a general one or you might be boxing yourself and turning away business because your pitch is too narrow…

Happy Marketing!

The Elevator Pitch And How To Use It To Generate Leads For The Real Estate Agent!

How to structure your own elevator pitch to generate endless leads!

But can we make it better?

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